People of a certain generation will remember the famous Dr Pepper advert that encouraged you to take a sip and ask yourself, “What’s the worst that could happen?”
It’s a light-hearted question, but when it comes to selling your home, it’s actually a very useful one.
Because most sellers focus on what they hope will happen. A strong price, plenty of viewings, and a smooth journey from launch to completion.
But a better question to ask at the very start is this: what could go wrong?
Not to be negative, but to be prepared.
The idea of a pre-mortem
In business, a post-mortem looks back at what didn’t work after something has finished.
The problem with that approach in property is obvious. By the time you’re reflecting, the opportunity to fix things has already passed.
A pre-mortem flips that thinking.
Instead of asking what went wrong, you ask what might go wrong before you even go to market. It’s a simple shift, but it can make a big difference to the outcome of your sale.
Why this approach works
Property sales tend to follow patterns.
The same issues come up again and again, whether it’s pricing, presentation, or how a property is marketed.
Experienced agents spot these patterns early. And sellers who think about them in advance can often avoid them altogether.
It’s not pessimistic. It’s practical.
What typically puts buyers off
Overpricing from the outset
This is one of the biggest reasons homes struggle. Too high, and you lose momentum. Fewer viewings, longer time on the market, and eventually price reductions that can weaken your position. Getting the pricing right early creates interest and competition.
First impressions falling short
Buyers make decisions quickly, often within moments of arriving or even from the first photo online. An untidy garden, cluttered rooms or small unfinished jobs can quietly plant doubt. Presentation doesn’t need to be perfect, but it does need to feel cared for.
A lack of light or space
You can’t change the structure of your home, but you can influence how it feels. Opening curtains, rearranging furniture and removing unnecessary items can make rooms feel brighter and more spacious.
Weak or unclear marketing
Poor photography, vague descriptions or a lacklustre launch can mean your home never gets the attention it deserves. Good marketing isn’t just about exposure, it’s about attracting the right buyers from the start.
That “something isn’t quite right” feeling
Sometimes buyers can’t explain why a home doesn’t feel right. It could be layout, atmosphere or simply how the viewing is handled. But that instinct matters, and it can be the difference between interest and hesitation.
Turning risks into a plan
Once you’ve identified what could go wrong, you can start to remove those risks.
That might mean getting a realistic, evidence-based valuation rather than the highest one. It might mean investing time in presentation before launching. Or choosing an agent who will give honest advice, not just reassurance.
This is where working with the right agent really matters.
As founding members of the Ethical Agent Network, and part of its advisory panel, we’ve always believed that honesty and clarity lead to better results. That means having straightforward conversations about pricing, presentation and strategy from the outset, not after things start to slip.
A smarter way to sell
Selling your home isn’t about putting it online and hoping for the best.
It’s about understanding how buyers think, planning properly, and avoiding the common pitfalls that can quietly derail a sale.
Taking a little time at the beginning to ask “what could go wrong?” might not feel exciting, but it’s often what leads to the smoothest, most successful outcomes.
And we’ll drink to that… even if it’s not a Dr Pepper.
Article by Andrew Overman | Partner | Location Location East
