The 5 Biggest Mistakes Homeowners Make When Selling (And How to Avoid Them!)
Thinking of selling your home? In 2026, even small missteps can cost you valuable time and money. From pricing pitfalls to marketing misfires, getting things right from the start can mean the difference between a fast, profitable sale and a drawn-out, frustrating process.
Here are five common mistakes to avoid-and how to sidestep them with confidence.
1. Overpricing in a "Choice-Heavy" Market
One of the most frequent and costly mistakes in 2026 is setting the asking price too high. While mortgage rates are falling, the volume of available properties is at a decade high. Buyers have plenty of options and will simply skip over listings that do not offer clear value.
✅ Why Overpricing Backfires:
- Fewer enquiries-Modern buyers are highly informed and will not even click on a property they perceive as overpriced.
- Lingering on the market-The longer a property remains unsold, the more "stale" it appears, often leading to lower offers later on.
- Price reductions-Sellers often settle for less than they could have achieved with a realistic, competitive figure from day one.
✔ The Fix: Work with an agent who uses real-time local data to guide pricing. At Martyn Russell, we use our AI-powered Heads Up Alerts to test pricing and gauge buyer interest before your property hits the portals.
2. Neglecting Energy Efficiency and Presentation
In 2026, buyers form an opinion within seconds. Beyond traditional "staging," buyers are now heavily focused on a home's running costs and "move-in" readiness.
✔ The Fix:
- Highlight Efficiency: Ensure your EPC is up to date and highlight upgrades like smart thermostats or insulation. This is a vital part of forward thinking property preparation.
- Neutralise and Declutter: Create a spacious, neutral environment where buyers can see themselves living.
- Maximise Light: Use warm bulbs in darker areas and ensure all outdoor spaces are tidy. We take pride in advising you on the small details that make the biggest impact.
3. Choosing an Agent Based on Volume, Not Value
Not all estate agents offer the same level of service. In a market where choice is high, you need an agent who proactively finds buyers, rather than just waiting for the phone to ring.
✔ The Fix: Select an agent who offers personal service and modern marketing. At Martyn Russell, we:
- Provide high-quality photography, drone shots, and bespoke video tours.
- Use targeted social media marketing to find engaged buyers in your area before they even search the portals.
- Offer a comprehensive Sale Ready Service so you are fully prepared before listing.
4. Ignoring Detailed Buyer Feedback
Receiving negative feedback can be difficult, but ignoring it can prolong the sales process. In 2026, buyers are more vocal about why a property does not fit their needs-from décor choices to perceived maintenance issues.
✔ The Fix: Stay open-minded. If multiple buyers raise the same concern (e.g., a specific room layout or a minor repair), it is worth addressing. Small, strategic changes can have a huge impact on your final sale price. This is part of our caring approach to your move.
5. Poor Negotiation and Chain Management
Some sellers hold out for a price that the current market cannot support, or they accept the first offer without vetting the buyer's chain or financial position. In 2026, the strength of the buyer's mortgage offer and their "ability to proceed" are just as important as the number on the paper.
✔ The Fix:
- Assess the Whole Offer: Look at the buyer’s ability to proceed (e.g., chain-free, cash buyer, or a "Power Buyer" with a mortgage already agreed).
- Understand the Timeline: Rely on an experienced agent who knows how to negotiate effectively and manage the progression to ensure the sale reaches completion. We take pride in securing the best possible outcome for you.
Selling Smart Starts Here
Avoiding these five key mistakes can make all the difference when selling your home. With the right approach, you can reduce stress, save time, and maximise your return in the 2026 market.
If you are thinking about selling, let us have a no-obligation chat and build a personalised strategy that works for you.
Frequently Asked Questions
1. Why is overpricing such a common mistake in 2026? Many sellers still have 2021-style price expectations. However, with more homes for sale today, buyers have more leverage. A competitive price from the start generates the most interest and usually leads to the best final offer.
2. Does energy efficiency really matter to buyers? Absolutely. In 2026, buyers calculate affordability based on mortgage and monthly energy bills. A home with a strong EPC rating or visible efficiency upgrades will often command a premium.
3. What should I look for in a good estate agent? Look for someone who provides a tailored marketing strategy. In 2026, "list and wait" is not enough. You need video tours, targeted social media, and an agent who communicates with you weekly.
4. Is buyer feedback during viewings actually useful? It is the most valuable data you can get. If several buyers mention the same minor issue, fixing it can be the difference between a sale and another month on the market.