When Gregory and Lynn Kamau (not real names) decided to list their home in Nairobi’s Lavington area for sale earlier this year, they thought they could handle the process themselves. After all, they’d lived in the home for over a decade, had a good understanding of its value, and were comfortable using digital tools.
They printed flyers, posted the house online, fielded inquiries from potential buyers, and even hosted an open house one Sunday afternoon.
But after several stressful weeks, dozens of unproductive conversations, and one near-miss with a buyer who backed out at the last minute, they pulled the listing down and called in a real estate agent.
“We weren’t completely against agents,” said Gregory, a 60-year-old businessman. “We just figured, if we could save a bit on commission, why not give it a try?”
Like many Kenyans looking to sell property, the Kamaus were initially drawn to the “For Sale By Owner” model, hoping to avoid agent fees which in Kenya typically range between 2% and 5% of the sale price. On a house worth KES 56 million, that could mean up to KES 2.8 million in commissions.
But their story highlights why, even in a digital-first world, licensed real estate agents remain a vital part of Kenya’s property market.
The DIY Route: Full of Hope, But Also Headaches
The couple began their journey by staging the home and taking their own photos during a sunny stretch in January, when the garden was in bloom. They researched asking prices for similar homes in Lavington and settled on KES 56 million as a competitive, but fair, figure.
Lynn then created listings on BuyRentKenya, Jiji, and several community WhatsApp groups. She even wrote a sleek, engaging property description.
Then the calls started.
“Initially, we were excited,” Lynn said. “The phone was buzzing every few minutes.”
But the excitement quickly wore off.
The bulk of inquiries were from brokers trying to convince them to list through them. Others were from buyers who were clearly not financially ready, or not serious. A few even asked if they’d accept instalments or wanted to trade assets, including vehicles.
Some of the encounters were just odd. One potential buyer said they were willing to pay a deposit in cryptocurrency. Another came for three separate viewings and then went silent.
“We didn’t know how to filter the serious from the unserious,” Gregory said. “And because we weren’t working with anyone to screen buyers, we found ourselves wasting a lot of time.”
The Turning Point: Missed Deals and Missteps
After about four weeks, the couple finally received what seemed to be a promising offer from a cash buyer. They began informal negotiations, hoping it would lead to a quick sale. But just as they were preparing to draft a sale agreement with their lawyer, the buyer disappeared.
That was the turning point.
“We realised we were in over our heads,” said Lynn. “We had no formal system for verifying buyers, handling negotiations, or even marketing the house effectively. We were just reacting to calls and hoping something would stick.”
At that point, they decided to enlist the help of a licensed estate agent referred to them by a friend.
The moment the agent took over, things shifted.
The house was re-listed with professional photography and a more targeted pricing strategy. The agent, who was registered with the Estate Agents Registration Board (EARB), the government body that regulates real estate professionals in Kenya, handled all viewings, screened buyers, and dealt with offers on the couple’s behalf.
“The difference was night and day,” Gregory said. “We no longer had to answer random calls or rearrange our schedules every time someone wanted to view the house.”
The agent also helped them navigate important details including scheduling a formal valuation, ensuring the sale agreement met legal standards, and handling communications with the buyer’s advocate.
“There’s a sense of security when you’re dealing with someone who knows the process and is accountable to a governing body,” Lynn said.
Working with a professional also allowed them to finalize the sale faster. Within two weeks of re-listing, they received three serious offers. They eventually accepted one slightly below their original asking price but without the confusion, pressure, or uncertainty they faced earlier.
The Takeaway
The Kamau’s don’t regret trying to sell their home themselves. They say it gave them a deeper appreciation of what real estate agents do — and why their fees are justified.
“We went into it thinking the agent’s commission was too high,” Gregory said. “But after what we went through, I can honestly say they earn every shilling.”
Lynn added, “If you’re retired and have all the time in the world, maybe selling on your own could work. But for working people, especially in a big city, it’s really worth having someone who knows the ins and outs guide you through.”
The couple expects to close the sale by the end of the month, with the agent overseeing the final steps and their lawyer managing the title transfer and stamp duty process.
“Selling a home is a big decision,” Gregory said. “Doing it right matters and, sometimes, doing it right means knowing when to ask for help.”
