Selling a home in the current UK property market has become increasingly difficult, with a significant number of properties struggling to attract buyers. Since the beginning of the year, three out of five homes listed have yet to be sold, according to data from property listing platforms. The average time for a property to go under offer has reached its longest duration since 2012, highlighting the challenging conditions for sellers.
In this environment, conventional advice such as decluttering, cleaning, and maintaining neutral decor remains important, but sellers may need to adopt more inventive strategies to secure a sale. Experts suggest that pricing the property realistically, rather than ambitiously, is critical. Overpricing often results in prolonged time on the market, which can deter potential buyers who might assume there is an issue with the home. Setting a price slightly below comparable properties can generate more interest and potentially trigger competitive bidding, ultimately pushing the sale price higher.
Sellers are advised to independently research recent sales prices in their area using publicly available online resources and to scrutinize estate agents’ valuations, as some agents may initially suggest inflated prices to attract business before recommending reductions later. Requesting evidence of recent comparable sales from agents is also recommended.
Another option gaining attention is the “off-market” sale, where properties are not publicly advertised but offered directly to selected buyers through estate agents’ networks. This approach can avoid overexposure and price anchoring, and some sellers have found success with such discreet transactions.
When choosing an estate agent, sellers are encouraged to evaluate the experience and reliability of the negotiators who will handle viewings and buyer interactions, rather than relying solely on the initial valuer or manager. Although some sellers consider listing with multiple agents to increase exposure, this tactic can backfire by signaling desperation to buyers and may also result in higher fees.
A growing trend involves offering a financial incentive or bonus directly to the negotiator who successfully closes the sale. Since agents typically receive a commission based on the overall agency fee, the individual negotiator’s share may be relatively small, providing limited motivation to focus efforts on raising the sale price. Sellers could offer a transparent bonus, for example, a fixed amount payable upon achieving a sale above a target price or within a certain timeframe. Any such arrangement should be clearly agreed upon with the agency and comply with legal requirements, including disclosure to tax authorities.
Estate agency professionals indicate that well-structured incentives can encourage negotiators to prioritize a property and draw on wider buyer networks. However, property lawyers caution that these bonuses must be handled transparently to avoid any concerns over impropriety.
As sellers face an increasingly challenging market, combining traditional preparation with strategic pricing, careful agent selection, and innovative incentives may improve the chances of a successful sale.