At the heart of the matter
Estate agents are the heart of the property market. You’re the ones guiding clients through one of the most important decisions of their lives, while balancing complex negotiations, tight deadlines, and rising expectations. It’s a tough job, and on top of all of that, you also carry significant legal obligations.
One of the most important of these is compliance with Anti-Money Laundering (AML) regulations. And yet, many agents still feel uncertain when it comes to charging buyer and sellers for AML checks, or landlords for financial sanctions checks.
That hesitation is understandable. Agents naturally want to win instructions, reassure clients, and keep the process as smooth as possible. But here’s the truth: charging for AML checks isn’t something to apologise for. In fact, it’s an important step in protecting your business, managing client expectations, and ensuring you’re valued for the work you do.
To put it simply: AML is a legal obligation, not a choice
AML checks are not an “extra” service. They are a legal requirement, just as essential as photos, floorplans, or an EPC. Since 2014, estate agents have had the same obligations as conveyancers to verify ID, address, source of funds, and, since May 2025, ensure landlords are not on the UK Sanctions Register.
Last year alone over 300 estate agents fined for failing to register for AML supervision. The figure totalled more than £3 million, with multiple agents fined between £1,500 and over £50,000 each (1). Furthermore of those conducting AML checks, HMRC fined 194 estate agents more than £1 million for AML breaches, reported in June of this year.(2)
Conveyancers never have and never will apologise for charging clients for these checks, and agents shouldn’t either. Clients already expect to pay for compliance as part of a transaction. When explained clearly and confidently, very few ever question it.
Assured Compliance
Clients expect professionalism
When you build AML into your standard process, you’re not creating a barrier, you’re showing professionalism. Clients want to know their agent is thorough, compliant, and acting in their best interests. A refusal to engage with AML should raise questions. A willingness to go through the process, on the other hand, demonstrates commitment and credibility.
By charging for AML, you’re not adding an obstacle, you’re providing reassurance and creating confidence in you.
Shaping the conversation
The key is to frame AML as part of your natural client journey, not as an afterthought. Just as you’d explain when photos or EPCs will be arranged, AML should have its place in the day-to-day conversations.
When presented as a legal requirement standard practice, clients accept it in the same way they accept EPC costs or ID verification at the bank. In the lion share of cases an AML fee is not a deal-breaker when compared to the larger costs of moving home. Buyers want to buy the property they have chosen and sellers want to sell as quickly as they can, and AML is simply part of making that happen.
A shifting market: why charging matters
The property market is challenging. Margins are tighter, fall-through rates remain high, and clients expect more for less. That makes it more important than ever for agents to value their own time and expertise.
Charging for AML is not just about covering costs, it’s about recognising the professional service you provide. It protects your business from regulatory risk while also creating a valuable new revenue stream at a time when resilience really matters.
The role of the right partner
Of course, compliance can be daunting if you’re handling it manually. Photocopies, ad-hoc checks, and clunky record-keeping increase risk and drain time. That’s where the right partner makes all the difference.
With Coadjute’s Assured Compliance, the process is simple, secure, and client-friendly. Buyers, sellers, and landlords complete their checks online, with everything managed for you including taking payment for checks. complex cases like trusts, companies, or overseas clients. The results come back fully audit-ready and HMRC compliant.
For you as agents, that means less admin, full peace of mind, and a professional process you can feel confident talking about with your clients.
It is however, time to stop apologising
Estate agents shouldn’t feel awkward about charging for AML checks. You are legally required to do them. Your conveyancing counterparts charge without hesitation. And your clients expect you to be thorough and professional.
By building AML into your standard process, you:
- Save time and stress with the right digital partner
- Protect your agency from fines and reputational risk
- Show clients you’re committed to doing things properly
- Generate additional revenue in a tough market
A final thought
The property market is changing, but that doesn’t mean agents should feel on the back foot. Charging for AML checks is part of adapting to that change, protecting your business, and demonstrating the value you deliver every day.
You don’t need to apologise for being compliant. On the contrary — you can feel proud of it. And with a partner like Coadjute by your side, full compliance becomes super simple, secure, and even profitable.
