Property expert explains why some UK homeowners are struggling to sell – many are making the same mistake
Nearly half of all UK homes listed for sale in the past three years have failed to find a buyer, new research indicates.
A survey of over 2,000 people who put their property on the market found that 44 per cent did not sell.
Among those whose homes remained unsold, more than a third (34 per cent) later admitted their initial asking price was too ambitious, despite believing it fair at the time.
Even for successful sales, over half (53 per cent) of sellers were forced to reduce their asking price to secure a buyer.
Property website Zoopla’s own data supports this trend, indicating that the average home sold for 3.5 per cent below its asking price in the first quarter of 2026, equating to a reduction of £18,800 from the original advertised amount.
The study, conducted by Mortar Research in March, also highlighted common seller mistakes.
More than six in 10 (61 per cent) viewed other properties before obtaining a valuation for their own home. Nearly a third (32 per cent) went further, making an offer on a new property without understanding their current home’s true market value.
Consequently, over one in five (21 per cent) based their asking price on what they needed for their next purchase, rather than its actual worth.
Richard Donnell, executive director at Zoopla, said: “The average homeowner selling in 2025 had been in their home for nine years, meaning many owners are out of touch with what their home may be worth.
“Online tools are a great starting point for keeping track of what your home is worth.”
Mark Manning, managing director, Northern Estate Agencies Group, said: “If viewings aren’t converting, don’t ignore the signals.
“Act on feedback early, think carefully about how your property is presented both online and at the kerb – first impressions really do still matter – and be prepared to adapt your strategy if your initial approach hasn’t landed.
“The sellers who struggle are almost always the ones who simply wait and hope something changes.”
David Fell, lead analyst at Hamptons, said: “In the aftermath of the pandemic, many sellers were virtually able to name their price, but higher interest rates have turned the chance of selling into a coin toss in many markets today.
“Much higher mortgage rates mean house price growth is no longer a one-way bet in some southern markets.
“Sellers who bought close to the top of the market are typically loss-averse and look to get back at least what they paid.
“If buyers aren’t willing to meet their price expectations today, sellers are likely to withdraw, sit tight, and try again in a few years’ time.”
