Avoid common mistakes when selling a house

When a house doesn’t sell, the market is often blamed. In reality, most setbacks are caused by mistakes along the way, often without the seller even realizing it.

Putting your home on the market is a major decision that demands careful planning, strategic thinking, and a dose of realism. Simply setting a price and waiting for the ideal buyer is rarely enough: challenges are inevitable, often arising from mistakes that sellers overlook.

Overpricing, poor staging, or missing documents are just a few pitfalls that can turn potential buyers away and drag out the negotiation process. Understanding these common errors and knowing how to sidestep them is key to achieving a faster, smoother, and ultimately more rewarding sale.

1. Remaining emotionally connected to the property

The first hurdle in selling a home is emotional attachment. It’s completely natural—a house holds memories and important moments, especially after years living within its walls. Yet, when it’s time to sell, controlling emotional attachment is essential.

Holding on to the sense of “this is my home” can cloud judgment and hinder negotiations, increasing the chance of rejecting solid offers. It’s crucial to treat it objectively as an asset and approach the sale purely as a business transaction.

2. Asking too much

Setting the right price is one of the trickiest parts of selling a home, and mistakes are common. While it’s natural to aim for the highest possible return, overpricing can leave a property on the market for long or or lead to protracted negotiations, increasing the risk of having to sell for less than its true potential. Let’s not forget that the longer a home stays unsold, the more it tends to lose appeal in the eyes of potential buyers.

The right price comes from an objective evaluation that considers the property’s features, its location, and the current trends of the local market. Even those selling on their own can benefit from professional guidance, ensuring they set a realistic and competitive asking price from the beginning.

3. Lack of proper documentation

Another very common mistake when selling a home is not having all the necessary documentation. The seller must be able to prove both ownership of the property and its compliance with regulations by presenting a series of certificates. Having everything ready from the start helps avoid delays, misunderstandings, and unexpected obstacles that could threaten a smooth sale.

Key documents when selling a house include the deed of origin, which formally confirms the seller’s legal right to transfer the property, and the Energy Performance Certificate, which outlines the home’s energy efficiency. Equally important is the cadastral plan, the technical drawing filed at the Land Registry office, which must correspond to the property’s actual condition (any discrepancies will need to be corrected).

4. Selling without advertising

The classic “for sale” sign can still work in some cases, but in today’s market, selling a house quickly requires harnessing the power of online channels. The first step is figuring out the right target audience, that is, determining who is most likely to buy. From there, the strategy takes shape, using tools such like search engine optimization, listings on real estate portals, and social media campaigns. 

Working with a real estate agency can make a big difference. They have detailed, targeted databases that help connect properties with the right buyers, making the process much smoother. But it’s also important to see how they handle online exposure: a modern, up-to-date website and the ability to promote listings across the best digital channels are key to getting real results.

5. Weak descriptions and unflattering property photos

If your home is listed online but still isn’t selling, the problem may lie in the content itself. In a real estate listing, words and images carry significant weight: they must capture attention instantly and make your property stand out among dozens of other homes online.

An effective description paints a vivid picture of the home, helping potential buyers picture themselves living there. Photos, on the other hand, should spotlight the property’s best features. Small fixes and clever staging help create more appealing shots, capturing attention and encouraging more viewings.

6. Poor preparation for property visits  

When property viewings don’t translate into offers, poor preparation is often to blame. It’s essential to make sure that the spaces correspond to what was promised in the listing and in the photos: if expectations are disappointed at first sight, negotiations will struggle to take off. Moreover, cleanliness, lighting, and attention to details all help convey a positive impression.

But visual impact alone is not enough. A potential buyer also wants clear and precise answers. Knowing in detail aspects such as the energy rating, the condition of the systems, the materials used in the finishes, and the maintenance work already carried out or still to be scheduled is fundamental. It signals transparency and builds trust, both key conditions to speed up the decision-making process and secure a purchase offer.

7. Hiding problems

Just as in life, hiding problems in real estate is almost always counterproductive. Covering up issues like water infiltrations or an outdated electrical system can quickly erode a buyer’s trust and in some cases, even trigger legal repercussions.

The smartest strategy is transparency: disclose known issues openly, explain their condition, and, where possible, offer practical solutions. This honesty enhances the seller’s credibility and fosters an atmosphere of trust, increasing the likelihood of a successful deal.

8. Being too strict about price

When an offer finally arrives, a common mistake is to refuse negotiation. Many sellers assume the asking price must be accepted as-is, overlooking the crucial role of strategic discussion. In reality, buyers will almost always seek better terms, making the ability to negotiate wisely essential for successfully closing the sale.

In this case too, getting help from a professional can really make a big difference. A successful negotiation relies on knowing the property, the neighborhood, and the market inside out, so that requests can be clearly presented and objections handled, securing the best possible price.