What makes a home hard to sell (and how to fix it)

In a competitive market, sellers often believe that price is the only factor determining whether a home will sell.

However, homes usually become “unsellable” due to a combination of overpricing, poor presentation, maintenance issues, ineffective marketing, or inflexible selling conditions.

According to Adrian Goslett, CEO and regional director of RE/MAX Southern Africa, overpricing remains the most common obstacle.

“And, when it exceeds market value, it can cause buyers to overlook the property. A thorough comparative market assessment and realistic pricing from the outset will attract more interest and stronger offers,” he said.

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Other factors include:

• When a home is cluttered, has outdated finishes, bad odours or visible defects, it can instantly deter potential buyers. Simple updates, such as decluttering, fresh coats of paint, better lighting, garden maintenance and minor repairs, along with professional staging and quality photography, can dramatically improve market appeal.

• Maintenance issues, whether it is leaking taps to damp patches, raises red flags and may result in lower offers. Addressing these issues upfront or conducting a pre-sale inspection can help build trust and streamline the selling process.

• While location cannot be changed, strategy can. Highlighting security, energy efficiency or nearby amenities can reposition a home more favourably.

• Seller inflexibility around viewings or negotiations can also slow momentum. Remaining open to feedback allows timely adjustments that keep buyers engaged.

“At the end of the day, most homes simply require a strategic reset. With the right preparation and professional guidance, virtually any property can find its buyer,” Goslett concluded.

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