How To Select The Right Mandate For Your Property

Choosing the right mandate agreement affects how quickly your property sells or rents, how much marketing attention it receives, and ultimately, the price you achieve. Yet many property owners in Zambia don’t fully understand the differences between mandate types or which one suits their situation best.

A mandate is simply the agreement that defines your relationship with an estate agent; specifically, who can market your property and under what terms. Getting this decision right from the start can save you months of frustration and potentially thousands of kwacha.

This guide explains the three main types of mandates available in Zambia’s property market, when each works best, and what you should consider before signing any agreement.

Understanding the Three Types of Mandates

1. Open Mandate

An open mandate allows you to work with multiple estate agents simultaneously. Any agent can market your property, and you retain the right to sell or rent it yourself. Whichever agent brings you a buyer or tenant earns the commission.

When it works:

Open mandates can be effective for standard residential rentals where you want maximum exposure quickly. Multiple agents listing your property creates more visibility and can generate enquiries faster.

The limitations:

Estate agents typically invest less time and resources into open mandate properties because they’re competing with other agents and risk doing work that earns them nothing. Marketing efforts tend to be basic; standard listings without premium placement or targeted campaigns.

For properties that need strategic positioning or significant marketing investment, open mandates often underperform. Agents prioritise their sole and exclusive mandate properties because the effort-to-reward ratio is better.

Best suited for:

• Standard residential rentals in popular areas, e.g. Chalala, PHI, etc.
• Properties likely to rent or sell quickly without intensive marketing
• Situations where you want to test the market informally

Not recommended for:

• High-value properties requiring focused marketing
• Commercial properties needing specialist knowledge
• Properties in competitive markets where strategic positioning matters

2. Sole Mandate

A sole mandate gives one agency exclusive marketing rights for a specified period (typically 90 days or more). The key difference from an exclusive mandate is that you retain the right to sell or rent the property yourself. If you find your own buyer or tenant during the mandate period, you don’t owe the agent commission.

When it works:

Sole mandates create accountability. The agent knows they have a limited window to perform and will typically allocate more resources to your property than they would under an open mandate. Many agents collaborate with other agencies when they hold sole mandates, effectively creating a network effect whilst maintaining their motivation.

This balance, giving an agent priority whilst keeping your own options open, works well for many property owners.

What you gain:

• Dedicated marketing efforts with clear timelines
• Professional photography and detailed listings
• Regular feedback and progress updates
• Access to the agent’s network and buyer database
• Collaboration between agents (common with sole mandates)

What to watch for:

The mandate period matters. Too short (under 60 days) doesn’t give the agent enough time to market properly. Too long (over 120 days) removes the urgency. Most effective sole mandates run 90 days with clear performance milestones.

Best suited for:

• Properties for sale requiring strategic marketing
• Commercial rentals needing specialist knowledge
• Upmarket or specialised residential rentals
• Situations where you want agent commitment but retain flexibility

3. Exclusive Mandate

An exclusive mandate gives one agency complete control over marketing and selling or renting your property. You cannot sell or rent it yourself during the mandate period, nor can you engage other agents. The agent has full responsibility and full commission rights regardless of who ultimately brings the buyer or tenant.

When it works:

Exclusive mandates make sense when you need an agent’s undivided attention and are prepared to step back from the process entirely. The agent treats the property with heightened priority because they know their investment of time and money is protected.

For properties requiring significant marketing spend, professional staging, high-quality photography, targeted advertising campaigns, or international marketing; exclusive mandates justify this investment because the agent’s commission is guaranteed if the property sells or rents.

What you gain:

• Maximum marketing investment from the agent
• Single point of contact and communication
• Professional property management (if included)
• Strategic pricing and positioning advice
• Long-term relationship with committed representation

The trade-off:

You give up control. If you find a buyer through your own network during the mandate period, you still owe the agent full commission. This makes choosing the right agent critical, you need someone you trust completely.

Best suited for:

• High-value properties requiring intensive marketing
• New developments needing coordinated sales campaigns
• Commercial properties requiring specialist expertise
• Properties under professional management agreements
• Situations where you prefer hands-off involvement
• Landlords with multiple properties seeking portfolio management

Key Questions Before Choosing a Mandate

1. How quickly do you need to sell or rent?

If speed matters most, open mandates create immediate visibility. If achieving the best price matters more, sole or exclusive mandates typically perform better.

2. How much marketing does your property need?

Standard properties in high-demand areas need less marketing effort than unique properties or those in competitive markets. Match the mandate type to the marketing intensity required.

3. How involved do you want to be?

If you want to actively participate in finding buyers or tenants, open or sole mandates preserve that option. If you prefer professional handling without personal involvement, exclusive mandates work better.

4. What’s the property type and value?

Higher-value properties, commercial spaces, and specialised properties almost always benefit from sole or exclusive mandates. Standard residential rentals can work well with open mandates.

5. How confident are you in the agent?

Exclusive mandates require complete trust in your agent’s competence and integrity. If you’re not certain, start with a shorter sole mandate to assess their performance.

Red Flags to Watch For

• Agents pushing for exclusive mandates without explaining why it benefits your specific property
• Vague commission structures or hidden fees
• No clear marketing plan or timeline
• Pressure to sign immediately without reviewing terms

Making Your Decision

The right mandate depends on your property, your timeline, your involvement preference, and the agent’s commitment to your property. There’s no universal “best” option, only the best option for your specific situation.

Before signing any mandate agreement:

• Understand exactly what marketing the agent will do
• Clarify the commission structure and any additional costs
• Establish clear communication expectations and reporting frequency
• Review the cancellation terms if performance doesn’t meet expectations
• Get everything in writing

A well-chosen mandate with the right agent creates a partnership that serves your interests. A poorly chosen mandate with the wrong agent wastes time and potentially costs you money.

Getting Expert Guidance

If you’re uncertain which mandate suits your property, we can provide straightforward advice based on current market conditions and your specific circumstances. We work with property owners to determine the most effective approach for their situation, not just the most convenient for us.

Whether you’re selling, renting, or managing property in Zambia, the right agreement structure makes a measurable difference to your outcome.

Contact us for honest guidance on your property mandate options.