How to turn deal breakers into deal makers.

The prospect of a buyer finding a problem with a property can induce sleepless nights for house sellers. But with expert advice there are ways of overcoming most issues and, in many instances, avoiding them completely.

Exclusive research from Strutt & Parker reveals the key reasons why buyers decide to pull out of a property purchase. The top deal breakers (shown right), range from the relatively trivial, such as bad smells, to the more significant, including structural problems.

An experienced estate agent can help a home owner anticipate these issues and advise the best course of action. The good news is that no problem is so great it cannot be addressed.

“Sellers should take action against low-level problems before a property is marketed, rather than only doing the work when the issue is cited by a potential buyer,” says Jonathan Inglis, Head of Strutt & Parker’s Chelsea office. “For example, if there is noise from a road, it’s worth considering fitting acoustic glass.”

However, some problems are beyond the control of sellers and should be factored into the asking price. Issues such as noise from neighbouring flats and a lack of parking can particularly affect London properties.

“These concerns should never deter a seller,” says Jonathan. “Many buyers understand they are aspects of urban life. If there are unusual problems, they should be expressed openly and can be taken account of in the price.”

Taking a straightforward approach also applies to selling homes outside of London. Edward Church, Head of Strutt & Parker’s Canterbury office, is keen to reassure the owner of even the most challenging property that there is a buyer waiting for it.

“Some of the houses that sell most rapidly are those marketed as requiring attention,” he explains. “Don’t underestimate the number of people wanting ‘a project’ and who are undeterred by having to renovate from top to bottom.”

However, there are some issues that will need to be reflected in the asking price. “There’s no point denying to yourself or buyers if your property is affected by motorway noise,” he says. “The simplest way forward is for the property to be offered at the right price.”

Even then, good timing can help to minimise any impact on a home’s value. For example, in a buyers’ market, a property with a weakness – such as being located under a flightpath – may have to settle for 30% less than a comparable home elsewhere. But in a sellers’ market, when there is less choice for purchasers, the impact could only be 5%. In these instances, it is essential to get guidance from an agent about the current market.

“It’s important to remember that whatever its condition, your home will sell,” says Edward. “Every home has a buyer, so long as the price is right. Get the best agent and expert advice, and you will succeed.”