Once an offer is accepted, many people assume the hard work is done. In reality, this is where one of the most important stages of the sale begins.
Understanding what happens next and the role of sales chasing can make the difference between a smooth completion and a deal that falls apart.
Offer agreed, what happens first?
Once an offer is accepted, several key steps take place:
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The memorandum of sale is issued
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Solicitors are instructed
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Proof of funds and identification are confirmed
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Mortgage applications are submitted
At this stage, the sale is agreed but not legally binding, which means proactive management is essential.
What is sales chasing?
Sales chasing is the process of actively managing a sale from the offer agreed through to completion.
It involves regular communication between:
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Buyers
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Sellers
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Solicitors
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Mortgage brokers
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Surveyors
The aim is to keep momentum, resolve issues early, and prevent unnecessary delays.
Why sales chasing matters
Without active sales chasing, transactions can stall due to:
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Slow solicitor responses
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Missing paperwork
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Mortgage delays
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Unanswered queries
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Lack of communication
Any delay increases the risk that a buyer or seller loses confidence, which can lead to renegotiations or a fall-through.
Key stages of the sales chasing process
1. Mortgage and survey stage
Once the mortgage application is submitted, the buyer’s lender will arrange a valuation or survey.
Sales chasing ensures:
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Appointments are booked promptly
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Results are followed up on
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Any issues are addressed quickly
2. Legal enquiries
Solicitors raise enquiries based on the contract pack and searches.
Sales chasing helps:
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Clarify queries early
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Prevent back-and-forth delays
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Keep both parties informed
3. Chain management
Where a chain exists, coordination is critical. One delay can impact multiple transactions.
Active sales chasing keeps all parties aligned and aware of progress.
4. Exchange and completion
Once enquiries are satisfied and mortgage offers are issued:
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Exchange dates are agreed
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Completion dates are coordinated
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Final checks are completed
This is where momentum and clear communication are vital.
How good sales chasing protects everyone
Effective sales chasing:
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Reduces stress
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Shortens transaction times
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Minimises fall-through risk
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Keeps expectations realistic
It’s not about pressure; it’s about clarity, communication, and control.
An agreed offer is just the start of the journey. The period that follows is where deals are either protected or lost.
Understanding the role of sales chasing and ensuring it’s done properly gives both buyers and sellers confidence that their transaction is actively managed at every step.
