What Stops Homeowners? The 3 Real Fears When Selling
Selling a home is an emotional and financial decision. These are the fears when selling a property that we hear daily in our office, the motivations behind them, and how to transform them into opportunities:
1. ‘I will sell below the real price’
Motivation behind the fear:
- Need for immediate liquidity (divorces, inheritances).
- Change of city or country.
- Fear of the market falling.
What they really want:
✔ Obtain the maximum possible value.
✔ Avoid giving away their heritage due to lack of knowledge.
How they face it:
- 60% seek professional valuations (according to data from the College of Real Estate Agents).
- 40% first try selling on their own, but 89% end up hiring an agent after 3 months without serious offers (Idealista study).
2. ‘The process will be eternal and full of problems’
Motivation behind the fear:
- Previous bad experiences.
- Stories from acquaintances about endless procedures.
What they really want:
✔ A fast and smooth sale.
✔ Avoid useless visits or frustrating negotiations.
Helpful data:
- With a professional agent, the average sales time is reduced by 40% (Tinsa report).
- Serious buyers prefer properties that are well-presented and have their paperwork in order (saving 30% of time at the notary).
3. ‘I will regret it later’
Motivation behind the fear:
- Emotional attachment to the home.
- Uncertainty about the future (will I find something better?).
What they really want:
✔ Feel that they are making the right decision.
✔ Have clear alternatives (new home, investment, etc.).
Professional solution:
- Our method includes:
- Post-sale market analysis (real options with your budget).
- Financial simulator (rent vs. buy? reinvest?).
- Assisted transition (parallel search for new property).
How Do Homeowners Face These Fears?
According to our internal study with 200 clients:
| Strategy | % Homeowners | Success in <3 months |
|---|---|---|
| Sale on their own | 35% | 12% |
| With traditional agent | 45% | 58% |
| With premium service* | 20% | 92% |
*Includes: staging, professional video, paperwork management, and new home search.
Guide to Selling Without Fear
- Request a valuation with real data (not just real estate portals).
- Choose an agent that offers:
- Digital marketing plan (90% of buyers start online).
- Flexible plan (if not sold in X time, strategy must change).
- Visualize your next step before selling (avoid ‘regret syndrome’).
Do you recognize these fears in your decision to sell?
At Hernán Bustos – Real Estate Experts:
🔹 We dispel your doubts with concrete data.
🔹 We design a tailor-made plan for your property.
🔹 We accompany you until the end (including the search for your next home).
📅 Schedule a free consultation and turn fear into security.
- The Fear of “Giving Away” the Property → Unrealistic Prices
- Problem: When the homeowner sets too high a price due to insecurity, the property stagnates in the market. Buyers discard it when comparing it to better-valued options.
- Solution:
✔ Target market study: Analyze real sale prices (not advertisements) in the area.
✔ Professional valuation: An expert agent justifies the price with data (usable square meters, renovations, capital gains).
- The Fear of the Process → Poor Presentation
- Problem: Anxiety leads to neglecting key details: dark photos, lack of cleanliness, or failure to address basic repairs. This reduces interest by 60% (according to Rightmove).
- Solution:
✔ Emotional staging: Decorate neutrally so the buyer can imagine living there.
✔ Professional virtual tour: Attracts serious buyers who already “see” the potential.
- The Fear of Regret → Rigidity in Negotiations
- Problem: The hesitant homeowner often rejects reasonable offers for fear of “being left with nothing,” extending the sale for months.
- Solution:
✔ Plan B before selling: Be clear about your options (new home, temporary rental).
✔ Flexible clauses: Negotiate delivery times or rent-back if you need time.
Bonus: Buyers perceive desperation or insecurity. An agent acts as an emotional filter, converting your fears into cold strategies to sell faster and at the best price.
Want to sell without fear and with maximum profit? We’ll show you how in a free strategic session. ⏳ Only 3 appointments available this week!
Call us at +34 952 93 00 33 and request your free strategic session, now!
