Panorama, Mortgage Pressure & Why WhiteKnights Do Things Differently
Caught the recent Panorama on ‘Estate Agents’? The documentary raised serious questions about big corporates. But how does this compare to how local independents like WhiteKnights?
On 14th July, BBC’s Panorama aired an exposé on one of the UK’s largest estate agencies, Connells, for prioritising “hot buyers” - those willing to use their own in-house mortgage advisors and conveyancers - over others. The implication? That buyers who don’t go along with suggested financial services risk being sidelined in the home-buying process.
The media response has been swift. As The Negotiator highlighted on 17th July, estate agents already face public trust challenges, and this kind of corporate practice doesn’t help.
But let’s be clear: this is not how WhiteKnights operate.
Independent, Transparent, and Focused on Your Move
WhiteKnights are independent estate agents, not part of a corporate chain. While we do work with trusted partners, including Mortgage Advice Bureau (MAB) and selected conveyancers, our mission is simple:
Help our buyers and sellers move efficiently,
confidently and transparently.
We may receive referral payments from these partners (as many agents do), but there's no hard-sell, no pressure, and definitely no buyer discrimination based on who you choose to handle your mortgage or legal work.
Why These Partnerships Actually Help; and Aren’t the Problem
In today’s market, fall-through rates are rising. Nationally, around 30 - 41% of all agreed sales collapse before completion, often due to:
- Chain breakdowns
- Financing issues
- Slow or unresponsive solicitors
At WhiteKnights, our current fall-through rate sits under 26% - significantly better than national averages.
Why? Because:
- We have an in-house team of sales progressors who liaise with trusted partners daily.
- Our partners deliver reliable, accountable service, not just low fees.
- We qualify buyers before they offer, ensuring sellers aren’t left hanging.
Qualification ≠ Pressure
Before we can put an offer forward to a vendor, our sales team needs to know that the buyer is in a position to proceed, either:
- With proof of funds
- Or a decision in principle from a mortgage advisor
If a buyer doesn’t yet have that, we suggest speaking to our MAB advisors—not to upsell, but to verify the seriousness of the offer. MAB advisors are:
- All-of-market - they can access deals from any lender, not just one bank
- Backed by a handy MAB app, which helps you:
- Plan your mortgage
- Track savings
- See progress updates
This is not “conditional selling” - it’s smart qualifying.
Why Do Some Agents Use Conditional Selling?
As The Negotiator points out, low commission fees, rising costs, and competition from budget brands like Purplebricks and Strike have pushed many large agencies to lean heavily on third-party referral income. But some corporates have taken this too far, prioritising profit over fairness.
That is not our model.
WhiteKnights have built our reputation on:
- Long-term trust in our communities
- Word-of-mouth and repeat business
- Delivering results through qualified, collaborative professionals, not pressure tactics
What Needs to Change?
We agree: the industry does need more transparency, but blanket mistrust of all agents is unfair. Most independent agents are just trying to do right by their clients while staying afloat.
Perhaps, as The Negotiator suggests, referral fees should be made transparent in mortgage agreements, or lenders should help reform broker structures. But policing conditional selling through estate agents alone is impractical.
Final Word
"Our goal at WhiteKnights isn’t just to sell property, it’s to help people move. That’s why we work closely with trusted partners, but never at the cost of fairness or freedom of choice."
Want to know more about how we help buyers and sellers move with confidence? Speak to one of our friendly negotiators or mortgage advisors today, no pressure, just real advice.