The 5 Biggest Mistakes Homeowners Make When Selling (And How to Avoid Them!)
Here are five common mistakes to avoid—and how to sidestep them with confidence.
The 5 Biggest Mistakes Homeowners Make When Selling (And How to Avoid Them!) Thinking of selling your home? 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 the Property
One of the most frequent and costly mistakes is setting the asking price too high. Many sellers overestimate their home’s value, hoping to ‘test the market’. Unfortunately, this often results in:
- Scaring off buyers – Overpriced homes receive fewer enquiries and viewings.
- Lingering on the market – The longer a property remains unsold, the more stale and undesirable it can appear.
- Price reductions – Sellers often end up reducing the price later, sometimes accepting less than they could have achieved with a realistic figure from the outset.
✔ The Fix: Work with an estate agent who truly understands the local market and uses real-time data to guide pricing. At Martyn Russell, we also use our AI-powered Heads Up Alerts to test pricing and gauge buyer interest before your property hits the portals.
2. Neglecting Presentation and First Impressions
Buyers form an opinion within seconds of arriving—or even viewing your home online. A poorly presented property can turn people away before they’ve had a proper look. Common presentation mistakes include:
- Cluttered or messy interiors that feel cramped and uninviting
- Poor lighting that makes rooms appear dark and gloomy
- Overgrown gardens and lack of kerb appeal
✔ The Fix:
- Declutter and depersonalise to create a spacious, neutral environment.
- Maximise natural light and use warm bulbs in darker areas.
- Tidy up outdoor spaces, add fresh paint where needed, and consider small upgrades like new handles or fixtures.
3. Choosing the Wrong Estate Agent
Not all estate agents offer the same level of service. Some focus on volume, rather than providing a tailored approach. This can result in:
- Poor communication and little feedback from viewings
- Generic marketing that doesn’t attract serious buyers
- Unrealistic valuations designed to win your instruction, followed by pressure to reduce later
✔ The Fix: Select an agent who offers personal service, modern marketing, and honest guidance. 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
- Offer a comprehensive Sale Ready Service so you're fully prepared before listing
4. Ignoring Buyer Feedback
Receiving negative feedback can sting—but ignoring it can prolong the sales process. Repeated comments from viewers often point to simple issues that can be fixed quickly.
✔ The Fix: Stay open-minded. If multiple buyers raise the same concern, it’s worth addressing. Whether it’s painting over a bold wall colour or repairing a sticking door, small changes can have a big impact.
5. Poor Negotiation Strategy
Some sellers hold out for a ‘better’ offer that never comes. Others accept the first offer without fully considering the buyer’s position or the overall market conditions.
✔ The Fix:
- Assess offers not just on price, but also on the buyer’s ability to proceed (e.g. cash buyer, no chain)
- Understand the value of a strong early offer in a shifting market
- Rely on an experienced estate agent who knows how to negotiate effectively to secure the best outcome
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. If you’re thinking about selling, let’s 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 when selling a home?
Many sellers believe they can ‘test the market’ with a high price, but this can deter buyers and cause the property to sit on the market too long. It often results in eventual price reductions and less favourable offers.
2. How much does presentation really matter to buyers?
A lot! Buyers form opinions within seconds - both online and in person. Clean, clutter-free, and well-lit homes tend to generate more interest and stronger offers.
3. What should I look for in a good estate agent?
Look for someone who offers honest pricing advice, strong communication, and a comprehensive marketing strategy including video tours, social media advertising, and pre-market preparation.
4. Is buyer feedback during viewings actually useful?
Absolutely. If several buyers mention the same issue, it's likely worth addressing. Taking feedback on board can help speed up your sale and increase your final selling price.