Estate agent recommendations account for nearly a third of conveyancing instructions, according to research from Lyons Bowe Solicitors, making them the single largest source of new business for legal firms handling property transactions.
The survey found that 32% of property buyers appointed a conveyancer recommended by their estate agent, compared with 25% who relied on recommendations from friends and family. Just 19% of buyers found their conveyancer through an online search.
Recommendations outweigh price considerations
Among buyers who considered multiple firms before making a decision, 38% said a referral or recommendation was the primary influence on their choice. By comparison, 20% cited price as the main factor, while 11% pointed to online reviews.
The findings come as conveyancing firms face increased competition for instructions in a softer housing market. The shift in market conditions follows recent calls from MPs for stamp duty reform, which could impact transaction volumes.
Paul Lyons, managing director of Lyons Bowe Solicitors, said: “Referrals from estate agents continue to play a hugely important role in how buyers choose a conveyancer, particularly in a more subdued market where firms are competing harder for every instruction.”
He added that conveyancers need to invest time in building relationships with local agents, noting that estate agents prefer to recommend firms they trust to deliver reliable service.
Service quality remains critical
Lyons noted that securing an instruction represents only the initial step, emphasising that maintaining service levels is essential for preserving agent relationships and generating future client recommendations.
The research highlights the continuing importance of traditional referral networks in the property transaction process, even as digital marketing and online reviews grow in prominence. The data suggests that personal recommendations, particularly from estate agents involved in the transaction, carry more weight with buyers than price comparisons or internet searches.
The conveyancing sector has seen consolidation in recent years, with firms seeking scale advantages. This trend has also affected the wider property industry, as evidenced by recent agency mergers and acquisitions.
