With the spring market approaching agents are being urged to take a firmer and more proactive role in preparing vendors for sale rather than simply listing property and hoping momentum builds.
Trevor Abrahsohn (main picture, inset), Founder of Glentree International, argues that buyers form a view within seconds of arriving at a home – often before they ring the bell – and that it is the agent’s responsibility to ensure sellers understand the commercial consequences of poor presentation.
“You don’t get a second chance to form a ‘first impression’,” he says, warning that kerb appeal directly affects buyer confidence and offer levels.
Abrahsohn believes agents should be more direct in advising vendors on the basics: repainting front doors, cleaning paths and windows, tidying gardens and addressing minor defects before photography or viewings begin. Small issues such as dripping taps, cracked tiles or loose handles may be inexpensive to fix, but can create disproportionate doubt in a buyer’s mind.
CHALLENGE OVERPRICING
He also stresses the need for agents to challenge overpricing at instruction stage.
“Price is either an accelerator or a brake,” he says, cautioning that emotional valuations and inflated expectations can stall a listing before it gains traction.
In a competitive market, he argues, realistic pricing provokes activity, while overpricing freezes it.
Professional marketing standards are another pressure point. Abrahsohn warns against poor-quality imagery and sloppy presentation when selling high-value homes, saying agents should treat each listing like a premium asset rather than “a car-boot sale”.
OPERATIONAL DISCIPLINE
Vendors should be encouraged to collate planning consents, guarantees and leasehold documentation early to avoid delays once a deal is agreed.
Flexible access for viewings, he adds, remains essential in a fast-moving spring market.
His broader message to the trade is that agents must act as advisers, not order-takers.
“You want a dealmaker, not someone who just opens doors and nods,” he says.
After more than five decades in agency, Abrahsohn’s view is that small interventions at the outset can materially affect speed, certainty and ultimately sale price – provided agents are prepared to have the honest conversations.
Read Trevor Abrahsohn’s latest thoughts on AI and Rightmove HERE.
