Estate agent Thomas George has shared advice for homeowners whose properties have been on the market for a long time. With the number of homes for sale increasing, buyers have more choice than they have had for years, and sellers can no longer rely on simply listing a property online and waiting for offers.
Price for today, not yesterday
George, director of Mansell McTaggart, an estate agency covering Sussex, said many sellers make the mistake of pricing their property based on what their neighbour achieved months ago rather than what buyers are willing to pay today.
He said: "Price for today, not yesterday. The market has moved and buyers know it. Overpricing in a high-stock environment just means your home sits, goes stale and sells for less later."
He added: "A sharp, honest price from day one creates competition. Your agent should be showing you live data, not what sold six months ago."
Marketing beyond portals
George also believes many estate agents still rely too heavily on traditional property portals. He said: "Rightmove is a shop window, not a marketing strategy. Buyers are on Instagram, Facebook and YouTube before they're on the portals. Video content, social media campaigns and targeted digital advertising are now the difference between three viewings and 30."
Sellers should also think carefully about which estate agent they instruct, rather than automatically choosing the largest name or the cheapest fee.
Choosing the right agent
George said: "Choose your agent carefully. Big enough to have serious local data and reach, small enough to actually pick up the phone."
He added: "You want a proactive agent calling buyers off their database, not one waiting for Rightmove to do the work. Ask them: 'How will you personally contact buyers for my home?'"
Presentation matters
Presentation can also make a significant difference, particularly when buyers have dozens of similar properties to compare. George said: "Present it like you mean it. In a crowded market, buyers have options and they will compare."
He added: "First impressions are made online before anyone sets foot inside. Declutter, deep clean, dress it well – the homes that feel move-in ready sell fastest and for the most money, if your agent captures it correctly."
Understanding relativity
George said sellers shouldn't become fixated on achieving the highest possible sale price without considering the wider market. He explained: "Understand relativity and use it. If you take a realistic figure on your sale, the same market conditions apply to your purchase."
He added: "That 'loss' on the way out becomes a gain on the way in. The buyers moving right now are the ones who get this. It's not about the number in isolation, it's about the gap – and the gap can work in your favour."
