Referral payments made by solicitors are ‘the least important consideration’ for estate agents when deciding which law firm to recommend, research has suggested.

In a survey of more than 100 estate agents carried out by conveyancer and home information pack provider The Partnership, only 3% said the payment of a referral fee was the most important factor when it came to advising clients on their choice of conveyancer.

The vast majority – 78% – said a referral fee was the least important consideration.

The quality of a firm’s work and its responsiveness were found to be the key factors that influenced estate agents.

Peter Ambrose, director of The Partnership, said: ‘Estate agents are having a much greater impact on their clients’ choice of conveyancer. Many solicitors seem to think they have to pay referral fees in order to get work, but that is not what agents are interested in.’

Ambrose said that in the current market, estate agents have become much more sensitive to any delays that might jeopardise a sale and it was important that solicitors returned phone calls promptly and did not slow sales down.

‘They want solicitors who are efficient and who provide a high-quality service,’ he said. 'The overall feedback we received from agents was that solicitors need to sharpen up and communicate better.'

Peter Rodd, chairman of the Law Society’s property section, said he was sceptical of the findings, adding that the position varies from location to location. ‘In some areas there are large bulk conveyancing firms who pay referral fees, and other firms may feel at a disadvantage if they don’t do so as well.’

Richard Barnett, chairman of the Law Society’s conveyancing and land law committee, said: ‘It’s obvious that estate agents want a top-class service, but referral fees will be one consideration.’