Selling in Tenerife: Essential Tips for Real Estate Fees

When you’re preparing to sell your home in Tenerife, choosing a real estate agency is only half the battle.
The real challenge?
Negotiating the commission — politely, clearly, and without ending up paying extra just because nobody talked about it.

Fortunately, some real-estate wisdom from Spanish industry experts gives us a simple starting point.
Here are five essential tips every seller in the Canary Islands should know before signing anything with an estate agency.

Let’s keep it friendly, clear, and sprinkled with a bit of English humour — because negotiating fees doesn’t have to feel like negotiating the price of a used car.

Be Crystal Clear About Whether the Agency Can Charge the Buyer

In most of Spain — and Tenerife is no exception — the seller usually pays the agency’s commission.
But this is not a universal rule.

In some regions, fees are split between buyer and seller.
And during Spain’s famous housing bubble years, buyers sometimes ended up paying all the agency fees.

So here’s the golden rule:

👉 Never assume what’s “normal.” Always put it in writing.

If you don’t want the agency charging the buyer, say it clearly.
If you’re open to a shared commission, say that too.

This avoids awkward surprises later — like a buyer discovering they owe a commission they never agreed to and walking away from the deal entirely.

Agree on the Exact Commission — Don’t Leave This Open-Ended

Spain’s standard real estate commission tends to hover around:

• 3% of the final sale price + IGIC/IVA
• 5–6% in high-demand coastal areas (like Costa Adeje, El Duque or Palm Mar)

Tenerife’s south coast is competitive, international and tourism-driven — which means commissions here often lean toward the upper range.

The important thing is not the percentage itself, but that it is:

✔ agreed,

✔ written,

✔ and understood from the start.

No vague promises like “We’ll talk about it later”.
Later is where problems begin.

Define EXACTLY What Services You’re Paying For

This is where most misunderstandings happen.

Many sellers assume an agency fee includes photography, marketing, viewings, paperwork, advice — the whole package.
But some agencies offer more, some offer less, and some offer…well…creative interpretations of “service.”

So the smart move is:

👉 List the services one by one.

And decide what matters to you:

• Professional photography?
• Video tours?
• Home staging?
• Virtual viewings for foreign buyers?
• Managing every viewing?
• Handling legal paperwork?
• Marketing on portals like Idealista, Fotocasa, Rightmove Overseas?

Some sellers even prefer to conduct the viewings themselves to reduce costs — perfectly valid as long as it’s written.

In a market like Tenerife, where buyers might live in the UK, Germany or Scandinavia, clarity about who does what is essential.

Review the Agency’s Marketing Plan Before Signing Anything

A good marketing plan is worth its weight in gold — especially in a destination as desirable as Costa Adeje.

This should include:

• Real estate portals (Idealista, Kyero, Fotocasa, Rightmove Overseas)
• The agency’s own website
• Social media promotion
• Email campaigns to their buyer database
• Professional photography
• Video walk-throughs
• Virtual tours for international clients

If the plan is basically “upload three photos and hope someone calls,” that’s not marketing — that’s wishful thinking.

A real strategy increases visibility, generates interest, and shortens the selling time.

Put Everything in the Intermediation Contract (No Exceptions)

Once you’ve agreed on:

• Whether the buyer pays anything
• The commission percentage
• The services included
• The marketing plan
• The timing of the payment

…all of this must be written into a Hoja de Encargo — the formal intermediation contract.

Here are the two most important points:

✔ The agent cannot guarantee a sale

They can only promise to do everything possible to achieve it.

✔ The commission is usually paid only when the sale is completed at the notary

Not during viewings, not during negotiations, not halfway through.

Unless otherwise stated (and you should avoid “otherwise stated”), fees become due when the sale is official.

Tips Especially Relevant for Tenerife Sellers

Because the Canary Islands have a uniquely international real estate market:

• Ask whether the agency supports multilingual buyers.
• Confirm who handles NIE guidance and paperwork.
• Make sure the agency understands tourist licence laws (vivienda vacacional).
• Check experience with foreign banks and remote buyers.

Not all agencies are created equal — especially on an island where many buyers are thousands of kilometres away.

Final Thoughts

Negotiating real estate fees doesn’t have to be complicated — but it does have to be clear.

Write everything down.
Ask every question.
And never sign a sales mandate that leaves room for “interpretation.”

Your home is one of your most valuable assets.
The agreement with your agency should protect it — and protect you — from start to finish.

Disclaimer

This article is for informational purposes only and does not replace legal, tax or professional real estate advice. For specific questions about contracts, commissions or property sales in Tenerife or the Canary Islands, please consult a qualified lawyer, tax advisor or licensed real estate professional.