Mistakes when selling your home: the most common errors and how to avoid them

How to set the right price when selling your home

Setting the right selling price is a strategic step that can determine the success of the operation. It is essential to know how much your home is really worth.

Study the market: the first key step

Before setting the price of a property, it is essential to carry out a thorough analysis of the local real estate market. This study should include:

• The number of similar homes for sale

• Price per square metre

• Average time on the market

• Features buyers value in that specific area

Engel & Völkers provides this type of analysis with updated data and professional insight, allowing you to make safer, evidence-based decisions.

Factors that influence the selling price

The price of a property is not determined solely by its size or location. Other factors also influence it:

• Condition of the property: a renovated or well-maintained home can justify a higher price.

• Layout and orientation: space efficiency, natural light and orientation can make a difference.

• Services and surroundings: proximity to public transport, schools, shops or green areas increases appeal.

• Active demand in the area: if demand is high, you may be able to position the price slightly higher.

Engel & Völkers combines all these factors with proven valuation tools to help you set a realistic price aligned with your objectives.

Consequences of setting the wrong price

One of the most common mistakes when selling a home is overpricing due to emotional attachment. This often keeps the property on the market too long, generating distrust among potential buyers.

Conversely, underpricing due to lack of knowledge can also lead to losses: you may end up selling below the home’s true market value.

Strategies to get it right from the start

Setting the right price from the very beginning not only attracts more buyers, it also reduces the time your property stays on the market and improves negotiation conditions. Some key recommendations include:

• Reviewing recent transactions: check how much similar homes in your area have sold for in the last six months.

• Monitoring market evolution: analyse whether prices are rising, falling or remaining stable, and adapt your strategy accordingly.

• Avoiding the temptation to set the price based on what you need rather than the property’s real value.

• Relying on professionals: agencies like Engel & Völkers provide complete, objective valuation reports based on real market data.

How to adjust the price without harming the property’s image

If after a reasonable period of time you have not received visits or offers, the price may not be aligned with the market. In this case, adjusting it is advisable, but it must be done carefully so as not to damage the property’s perceived value.

Opt for gradual reductions and support them with improvements in the presentation of the listing: new professional photographs, small aesthetic touch-ups or a better description can make a significant difference.

Preparing and presenting your home to attract buyers

Another common mistake when selling a home is neglecting its presentation. A well-presented property sells better and faster. The staging should help buyers imagine their life in that space:

• Ensure good lighting in every room

• Take care of the garden and exterior areas — often the first thing a buyer sees

• Repair cracks, stuck blinds or dripping taps

Improve the presentation with home staging

Using sales techniques such as home staging speeds up the process. That’s why it is recommended to:

• Remove family photos and overly personal objects that may distract buyers

• Tidy and clean cupboards to show the available space

• Rearrange furniture to create a sense of spaciousness

Poor photography: a common mistake when selling your home

Photos are the business card of your property. Most buyers make decisions based on what they see online.

How to choose the best moment and natural light

Natural light enhances any room. A well-lit photograph can showcase colours, spaciousness and tidiness far better than any written description.

• Make sure windows are clean to maximise natural light

• Avoid very bright times of day that create harsh shadows

• Use thin curtains to soften the light when necessary

Benefits of hiring a professional photographer

A professional knows how to highlight the best features of your home:

• They frame spaces to convey a sense of spaciousness

• They improve colours and contrast during editing

• They use professional equipment to achieve high-quality images

Not investing in visibility: another common mistake when selling your home

Blurry, dark or cluttered photos can reduce the perceived value of your property. A good image is a powerful sales tool. Not paying attention to this can deter buyers who might otherwise be genuinely interested.

At Engel & Völkers, we work with agents and professionals who ensure that each property is presented and photographed to the highest standard.

Not having a clear buyer profile: another mistake when selling your home

Understanding who your property is aimed at is essential for executing an effective marketing strategy. Without this analysis, promotional efforts can be inefficient.

Identifying the profile of interested buyers

• Analyse their age and family situation

• Study the lifestyle of potential buyers

• Assess their financial capacity and financing preferences

Features that attract each type of buyer

Each group prioritises different aspects:

• Young professionals: look for studios or smaller flats in well-connected areas

• Families: value space, nearby schools and green areas

• Investors: focus on profitability and rental demand

Adapting the property according to the area and demand

Each neighbourhood has its own pace and characteristics. Consider:

• Proximity to services, shops and public transport

• Safety and atmosphere of the neighbourhood

• Future development plans that may increase value

Marketing strategies to avoid mistakes when selling your home

Implementing effective marketing strategies is essential for a home to stand out in a competitive market. Some key approaches include:

Listing on property portals

• Choose portals with high traffic and a solid reputation

• Keep the information updated and coherent

• Respond to enquiries quickly

Writing detailed and attractive descriptions

• Highlight your home’s unique advantages without exaggeration

• Include details about the area, transport links and nearby services

• Use emotional but clear language that connects with the reader

Using complementary channels to attract potential buyers

• Social media with attractive, well-segmented posts

• Open house events for controlled group visits

• Real estate fairs to promote the property

Working with an agency like Engel & Völkers means having access to a high-level international network that speeds up the sales process.

Essential documentation for selling your home

Another frequent mistake is not having the documentation ready. Lack of organisation can delay or even block a sale.

You should have:

Energy performance certificate and why it matters

It shows energy consumption and CO₂ emissions. A good rating can make a difference, especially for sustainability-minded buyers.

Occupancy certificate and other legal documents

In addition to the occupancy certificate, you will need:

• Property deed

• Latest IBI (property tax) receipt

• Previous purchase contract, if applicable

• Technical Building Inspection (ITE), if required

Engel & Völkers helps you gather all necessary documents to avoid last-minute delays.

Negotiation mistakes: tips for staying flexible

Negotiating effectively is essential to closing a successful sale. Maintaining a flexible attitude can lead to mutually beneficial agreements.

• Know market prices and set a minimum you are willing to accept

• Listen openly and adapt to facilitate agreement

• Communicate clearly and without emotional reactions

• Show empathy towards the buyer’s needs

A professional agent knows when to concede, when to stand firm and how to handle each offer to maximise the final value.

Financial mistakes when selling a home

In addition to the selling price, there are expenses to take into account. Underestimating these costs can significantly reduce your profits. Keep in mind:

• Municipal capital gains tax: tax applied to the increase in value of urban land.

• IRPF (income tax): applied to the profit obtained from the sale.

• Notary fees: costs for the public deed of sale.

• Land Registry fees: expenses for registering the deed in the corresponding registry.

At Engel & Völkers we help you sell safely and profitably. We study the market, optimise the presentation of your home, position it on the best channels and accompany you all the way to completion.

Are you thinking of selling your home and don’t want to make mistakes? Contact our team and discover how we can help you.

Frequently asked questions about mistakes when selling your home

What is the most common mistake when selling a property?

The most common is setting a price that is far from the real market value. This creates disinterest from the very beginning and, over time, forces price reductions that damage the property’s perception.

What can I do if my house has been on the market for months without selling?

Review the entire strategy: price, presentation, marketing and the quality of the listing. Often, small adjustments can reactivate interest.

Is it advisable to invest in improvements before selling?

It depends on the condition of the home. In most cases, a minimal investment in painting, cleaning and tidying up significantly improves perception. Home staging is another very effective option.

Can I sell my home without professional assistance?

Yes, but it is a riskier path. You may make legal or strategic mistakes that affect the final price, the time to sell or even the completion of the process.

What documentation do I need to have ready before selling?

Energy performance certificate, property deed, IBI receipt, occupancy certificate and, if applicable, the previous sales contract. Having everything prepared speeds up the process and avoids delays.