Why you cannot find a buyer for your property

Practically everyone who tries to sell any property dreams of getting it over with quickly. Perhaps it is not that the sales process itself is not interesting and exciting, but rather that the property owner would still prefer to see a wad of banknotes in front of them soon. The problem arises when – for no apparent reason – a buyer does not turn up. That is why today I will discuss the four most important reasons that stand in the way of selling a property at a profit.

Reason 1: The price of the property is too high

This is often the result of two overlapping factors.

The first is not knowing the current situation on the property market. Sometimes it is enough to look through the listings of similar properties for sale on the local market to quickly find out what price ceiling cannot be broken – even by the best agent.

The second factor is psychological – the so-called endowment effect. It means that we value the things we own more highly. Perhaps because they are tied to some of our emotions and memories. That is also why owners often list their homes at inflated prices – subconsciously not wanting to give them up so quickly and without a fight. So it is sometimes worth thinking again about whether you really want to sell the property. And then making a firm decision – instead of wavering for months in uncertainty.

Reason 2: The property is poorly prepared

If we cannot tell on our own whether the property is well prepared for visits by potential buyers – we can simply observe their reactions during the visit. If dozens of faces appear in the house, flat or commercial unit we want to sell, but right afterwards they disappear and contact breaks off – this undoubtedly means that the property listing differs from how the property actually looks, causing negative reactions among potential clients.

It is then worth putting yourself exactly in the visitor's shoes. And asking yourself some of these questions:

• How do they get to the property?
• What do they see, hear and feel when they arrive at its doorstep?
• What flaws of the property does the buyer notice?
• What can be done about them? Is it enough to disguise them? Or is a thorough renovation needed?

Often the opinion of a third party can be invaluable – someone who is neither emotionally attached to the property being sold nor used to seeing it every day. As a result, they will probably be sharper and more observant.

Sometimes it is a good idea to invest in what is known as home staging. It consists not only of tidying the property, airing it and rearranging the furniture, but also of creating a unique, exceptional and heart-warming atmosphere inside it – one meant to charm visitors from the very first seconds of their visit.

Reason 3: The listing is poorly prepared

And what if our property gleams, but somehow nobody wants to visit it?

One of the reasons may simply be a poorly prepared property listing. It is standard practice for listings of houses and flats to include photographs. The question, however, is whether they are good photographs – clear, well lit and well framed, conveying at least a little of the appealing atmosphere of the property.

Another matter is the description of the property. Does it contain all the information a potential buyer needs to decide that your property is worth their time and attention?

A good description should of course include the floor area of the property, its location, the price, the number of rooms and their possible uses, and a few other important pieces of information. If any of these is missing – it may turn out that people lose interest in the property.

It is also important that the property listing includes an accurate floor plan. It allows people to quickly familiarise themselves with the interior of the property. As a result the buyer quickly decides whether it is worth visiting. Even if their decision is negative, this is, contrary to appearances, good news for us – because neither the buyer nor we waste time on an unnecessary visit.

Reason 4: Limited reach of the listing

It sometimes happens that both the listing and the property are excellently prepared – and yet buyers do not turn up. The reason may be the limited reach of the listing.

By reach I mean how many people come across the listing and consider it at all.

Today the promotion of property listings focuses mainly on the Internet. Not only because of the convenience and simplicity of this solution, but mainly because that is where people most often look for listings of houses, flats, plots or commercial units for sale.

For our listing to reach those interested, we need to know the portals and their specific features (e.g. that in many cases you must remember to use so-called listing bumps) and learn to use these small technological nuances – so that our listing is always on top.

Another way of promoting your listing on the Internet may be to create a website for the property.

This is a good idea, because buying a property is a serious expense, one that many clients will think over for a long time. A well-built website can provide readers with all the information needed to make a purchase decision.

But there is also a certain drawback here – because you need to know not only how to create such a website, but also how to promote it – both in Google (the biggest search engine in the world) and on social media or through paid advertising systems. Each of these digital worlds has its own specifics, which must be thoroughly understood in order to promote your listing effectively in them.

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Is that all? Not at all!

Sometimes other factors stand in the way of a sale – e.g. the listing being displayed for too short a time, not knowing the client, or being unable to sense their doubts.

That is why a good seller or agent should show, above all, good intuition and vigilance when selling a property. Especially when something goes wrong.

Do you have a problem selling your property? You can contact me – I will gladly answer your questions and find a solution to your problem.