Estate agents should encourage vendors to prepare their homes and assemble essential property documents before listing to reduce renegotiations, delays and fall-throughs
Propertymark says presentation alone is not enough, with unresolved maintenance problems and missing warranties, permissions or building regulations certificates capable of disrupting a transaction after an offer has been accepted.
Agents can play an important role by identifying potential obstacles during the market appraisal, managing expectations over improvements and helping sellers bring a genuinely sale-ready property to market.
Propertymark says this support could also help vendors attract greater buyer interest, generate stronger offers and avoid properties stagnating on the market.
PRESENTATION AND PRICING
Cleanliness, decluttering and kerb appeal can influence whether buyers arrange a viewing and how they perceive a property’s value.
However, Propertymark warns that poor-quality DIY or badly executed improvements could have the opposite effect by raising concerns over how well the property has been maintained.
Agents should help sellers understand which improvements are likely to appeal to local buyers and discourage expensive projects that may not deliver a worthwhile return.
Ian Harris (main picture, inset), NAEA Propertymark President, says: “For many people, their home is their most valuable financial asset, so taking the time to present it well can make a real difference when it comes to selling.
“Well-considered improvements and regular maintenance not only create a more enjoyable place to live, but they can also give buyers greater confidence and help a property stand out in a competitive market.”
SURVEY ISSUES
Unresolved roof leaks, damp, mould, defective windows, electrical faults and heating problems can emerge during a survey and prompt buyers to renegotiate or withdraw.
Propertymark says addressing known issues before marketing could provide greater certainty and reduce the risk of disruption later in the transaction.
Energy efficiency is also becoming more important as buyers consider future running costs alongside the purchase price.
Insulation, efficient heating, improved glazing and renewable technologies may strengthen a property’s appeal, although sellers should seek professional advice before committing to major expenditure.
READY PAPERWORK
Vendors should gather planning permissions, building regulations certificates, warranties, guarantees and servicing records before a buyer is found.
Making this information available earlier can reassure purchasers and help conveyancers begin their work without unnecessary document chasing.
Harris adds: “While every home is different, buyers consistently value properties that are clean, well maintained and ready to move into.
“By focusing on presentation, energy efficiency and everyday upkeep, homeowners can maximise their property’s appeal and put themselves in the strongest possible position when they decide to sell.”
