Panorama probe sparks debate on unethical estate agency practices – ESPC boss urges buyers to choose solicitor-led sales
Following BBC Panorama’s explosive exposé of malpractice in England’s estate agency sector, Paul Hilton, CEO of ESPC, has mounted a robust defence of solicitor estate agents in Scotland, arguing their regulated model provides a safer, more ethical property experience for buyers and sellers alike.
Broadcast on 15 July, the Panorama episode accused several major English estate agents of engaging in misleading valuations, pressurised sales tactics, and prioritising personal commissions over client welfare. Among the most disturbing revelations were widespread instances of conditional selling, where buyers were encouraged to use in-house mortgage services or risk losing their bids, and inflated valuations aimed at winning instructions rather than reflecting market reality.
In an official response published on 17 July, Hilton condemned the “unscrupulous” tactics exposed in the programme, while drawing a sharp distinction between England’s largely unregulated sector and the solicitor-led model dominant in Scotland.
“At ESPC, alongside our 130 solicitor estate agent members, we prioritise openness, honesty, and clear communication,” Hilton wrote. “These qualities were glaringly absent in the Panorama cases.”
Unlike their counterparts south of the border, solicitor estate agents in Scotland are regulated by the Law Society of Scotland and must follow strict professional codes. Hilton argued this legal oversight delivers better consumer protection and drastically reduces the risk of conflict of interest — since solicitors act solely in the best interests of their clients, not their commission.
To underline the point, Hilton quoted Laura Walker of Deans Solicitors & Estate Agents LLP:
“Solicitor estate agents are regulated by the Law Society of Scotland, while estate agents elsewhere lack that level of scrutiny. This gives the public vital protection throughout the entire property transaction.”
Embed from Getty ImagesWalker emphasised that solicitor agents provide expert legal and market advice under one roof, from listing to conveyancing and completion. The model not only protects sellers from unethical sales pressures but gives buyers confidence that offers are treated fairly.
Panorama’s Findings:
- Overvaluing to secure listings
- Conditional selling tied to mortgage services
- Conflicts of interest prioritising agent earnings
- Lack of regulation, with no compulsory training or code of ethics
Hilton also renewed calls for the UK Government to implement key recommendations from the 2019 Regulation of Property Agents (ROPA) report — notably, the creation of an independent property agent regulator and mandatory professional standards.
“There’s currently no single, enforceable code for estate agents,” Hilton said. “The ROPA proposals, if enacted, would dramatically raise standards.”
As a stopgap, ESPC has introduced its own SPC Property Practice Certification, developed with the Law Society of Scotland. This aims to formalise ethics training and improve transparency across the property sector in Scotland.
Hilton added that Scottish practices already offer a blueprint for reform. Under Scotland’s legal framework, property offers are submitted via solicitors, reducing the chance of agents manipulating bids. He also advocated more clarity on property valuations, encouraging agents to show how pricing decisions are reached.
“We urge home buyers and sellers to choose solicitor estate agents for a safer, more transparent journey,” he concluded.
The message is clear: while Panorama has shaken public trust in England’s property sector, Scotland’s solicitor model, with its legal regulation and ethical safeguards, may offer a better way forward.
