As Scotland’s latest World Cup adventure comes to an end, many of us are left asking the same question we seem to ask every few years:
“What went wrong?”
Every tournament begins with optimism. We study the group, convince ourselves this could be our year, and imagine what might happen if we just get through those opening matches. Replica and/or retro kit purchased, beers and snacks bought we settle in. No Scotland no party, right?
Then reality kicks in.
It struck me this morning (Sunday) when what we all feared was confirmed – Scotland were out having failed to claim one of those third-place consolation spots – that selling a home shares a number of similarities.
When someone decides to put their property on the market, they understandably begin with high hopes. The photographs look fantastic, the Home Report has been completed, the For Sale board goes up and there’s genuine excitement about what lies ahead.
Then the Golden Period of those first few weeks pass. Perhaps the viewing diary isn’t quite as full as expected. Maybe there are enquiries but no offers. Perhaps buyers like the property but “just aren’t quite convinced.”
Rather like Scotland in front of goal, some promising build-up courtesy of Ben Gannon-Doak but no finish.
So, what should you do when the original game plan isn’t delivering the result you hoped for?
Stick Rigidly to the Plan?
Football managers are often criticised for refusing to change tactics when things clearly aren’t working or for leaving it too late. This morning’s Tartan Army vox pops from Miami levelled this very criticism at poor Steve Clark. Was he wrong to stick with plan A?
Sometimes patience is exactly the right approach.
The Scottish property market doesn’t move at the same pace every week. Seasonal fluctuations, school holidays, interest rates, broader geopolitical considerations and buyer confidence all influence activity. A quieter fortnight doesn’t necessarily mean something is fundamentally wrong.
Indeed, many properties across Scotland continue to go under offer within around four weeks of coming to market albeit that our own time in market is in fact consistently less than this. Generally speaking, well-presented family homes and two bed flats in areas such as Dunfermline remain in healthy demand. A slow start is not always a sign that the final result will disappoint.
Not every match is won in the opening fifteen minutes.
Before Changing the Tactics…
Before changing tactics, however, it’s worth asking whether the players are in the right positions. In property terms, that means asking whether your home is being presented as well as it possibly can be.
Before reducing the asking price, take a fresh look at the fundamentals.
Could a little decluttering make rooms feel larger and brighter? Would removing a few items of furniture create a greater sense of space? Is the garden looking its best? Are there any small decorating jobs or touch-ups that you didn’t get around to before listing that if done now would improve first impressions?
It is also worth revisiting your marketing. Are the photographs truly showing the property at its very best? Does the sales description highlight the features today’s buyers are looking for? Sometimes a new set of photographs taken on a bright day, or simply presenting a room differently, can make a surprising difference.
Buyers are trying to picture themselves living in your home. The easier you make that for them, the stronger your position becomes.
Just as a football manager ensures the basics are right before changing formation, sellers should be confident that presentation and marketing are working as hard as they can before considering more significant changes.
Time for a Tactical Change?
On the other hand, good managers know that persistence and stubbornness are not the same thing.
If a property has been on the market for a reasonable period and the evidence suggests buyers simply aren’t engaging, it may be time to review the tactics.
The most common adjustment is price.
Nobody enjoys reducing the asking price, but it is worth remembering one simple truth: a property’s value is ultimately determined by what buyers are prepared to pay, not by what sellers hope to achieve.
In Scotland’s competitive property market, buyers are generally well informed. They compare similar homes online, study Home Reports carefully and quickly recognise when a property appears overpriced.
A realistic adjustment, based on market evidence rather than emotion, can often generate renewed interest and bring fresh buyers through the door.
Changing tactics isn’t admitting defeat.
It’s responding to the match that’s actually being played.
Or Is It Time to Change Manager?
Football supporters often reach this conclusion rather quickly.
When results disappoint, attention inevitably turns to the person in charge.
The same question occasionally arises during a house sale.
If communication has been poor, feedback is vague, marketing appears tired or you simply feel your property isn’t receiving the attention it deserves, then it may be worth considering whether your estate agent is still the right fit.
An experienced Scottish solicitor estate agent should be doing far more than placing your property on a website and hoping for the best.
You should expect honest advice, regular clear concise communication, sensible pricing discussions and proactive marketing throughout the sale. Suggestions should be based on fact and supporting market data.
Sometimes the strategy is sound but simply needs refining.
Occasionally, however, a fresh approach can make all the difference.
Don’t Let Emotion Dictate Every Decision
Football is wonderfully emotional.
Selling your family home usually is too.
After all, you’re not simply selling bricks and mortar. You’re selling the place where birthdays were celebrated, children grew up and countless memories were made.
That emotional connection is perfectly natural. Is yours a push or a pull sale? Are you moving away from pain such as a marital or relationship breakdown or are you moving towards a gain such as relocating for a new relationship or better job?
Buyers, however, don’t share those memories. They look with fresh eyes and compare your property with every other home currently available.
That’s why objective advice matters so much.
A good estate agent won’t simply tell you what you want to hear. They’ll tell you what you need to hear—even if that involves difficult conversations about presentation, pricing or changing strategy.
Final Whistle
Whether you’re managing an international football team or selling your home, one thing remains true.
Hope is important.
But hope works best when combined with realism and a willingness to adapt.
If your property sale isn’t progressing as you’d expected, don’t assume all is lost. Review the evidence, improve the presentation if necessary, listen carefully to buyer feedback and, if the market is telling you something, don’t be afraid to adjust the tactics.
After all, even the most loyal member of the Tartan Army knows that if Plan A has produced three shots on target in three matches, it might just be time to try Plan B.
Thankfully, unlike the World Cup, the Scottish property market doesn’t make you wait another four years for another opportunity.
If you’re contemplating a move, we’d love to help. Call 01383 629720 to arrange your FREE pre-sale valuation.