5 Mistakes Home Sellers Make That Cost Them Thousands
Written by Kathryn Fantov
Selling your home is one of the biggest financial transactions you’ll ever make. But too often, sellers unknowingly make mistakes that can cost them tens (or even hundreds) of thousands of dollars.
The reality is, a successful sale isn’t just about putting a sign in the front yard and hoping for the best. It requires strategy, careful decision-making, and an understanding of what really drives buyers to pay top dollar.
During my 30+ years in the industry, I’ve seen the same mistakes come up time and time again—mistakes that could have easily been avoided with the right guidance. So, before you put your home on the market, take a moment to consider these five critical errors that could cost you dearly.
1. Failing to Look Objectively at Their Home
The home you’ve lived in for years holds memories, emotions, and personal touches. But what makes it feel like ‘home’ to you isn’t necessarily what will appeal to buyers.
One of the biggest mistakes sellers make is viewing their home through their own lens rather than stepping back and seeing it as a product to be marketed.
Buyers don’t see sentimental value—they see layout, space, light, and potential. That black leather lounge might be comfortable to you, but it makes the living room feel smaller. The bold feature wall might have been your personal touch, but to a buyer, it’s just another thing they’ll need to repaint.
Approach your home with fresh eyes. Better yet, seek the advice of someone like myself who isn’t emotionally attached—a professional who understands what buyers are looking for. A few strategic tweaks can make a huge difference in how your property is perceived.
2. Not Seeing Value in Property Styling
Many sellers assume their home will sell just fine as it is, without any professional styling. They don’t see the value and believe buyers can “see past” their furniture or imagine how the space could look. Unfortunately, that’s rarely the case.
The truth is, buyers don’t just buy homes—they buy lifestyles. A beautifully presented home stirs emotion and creates desire. It helps buyers mentally move in before they’ve even put in an offer.
Studies consistently show that well-styled homes sell faster and for higher prices. Our clients who invest in styling enjoy a return of three up to ten times the outlay. It pays for itself multiple times over. Whether it’s a full styling package or a few strategic enhancements, professional presentation is one of the smartest financial decisions you can make when selling.
3. Failing to Follow a Process When Shortlisting and Interviewing Agents
Choosing the right real estate agent is arguably the most important decision you’ll make when selling. Yet, many sellers don’t approach this process with the diligence it deserves.
Instead of conducting proper research and structured interviews, they meet with one or two agents, listen to a sales pitch, and make a decision based on little more than a gut feeling. Or they follow a recommendation from a friend without considering any other agents. Even worse, they go with the agent who has been calling them every week for the last 5 years because “he seems like such a nice person”.
The result? They end up with an agent who may not be the best fit—someone who lacks the right strategy, experience, or negotiation skills to maximise their sale price.
There’s a proven process to selecting the right agent, and it starts with shortlisting based on performance, experience, and marketing strategy—not just charm and confidence. Then, structured interviews should be conducted to ensure the agent’s approach aligns with your goals.
Rushing this step or going with the first agent you meet could be a costly mistake.
4. Choosing an Agent for the Wrong Reasons (Without Even Realising It)
Many sellers assume they’re making a rational decision when selecting an agent, but subconscious biases often come into play.
For example, some sellers choose an agent simply because they have the most signs in the area, assuming that means they must be the best. Others are swayed by an agent who promises them the highest sale price—without questioning whether that price is realistic.
Then there are those who choose an agent because they’re a friend or family member, not realising that mixing business with personal relationships can lead to complications.
The best agent for your home isn’t necessarily the one with the flashiest marketing or the friendliest personality. It’s the one who has the strongest track record in your area, the best negotiation skills, and a proven process to deliver the best possible result.
5. Telling the Agent How to Run the Campaign (Including What Price Guide to Set)
It’s understandable—sellers want to feel in control of their sale. But there’s a fine line between being involved and making decisions that could hinder the outcome.
One of the most common mistakes is instructing the agent on what price guide to use, based on what the seller wants rather than what the market will accept. Overpricing at the start can be a fatal mistake. It limits competition, discourages buyers, and often results in the property sitting stagnant—forcing price reductions later, which can damage buyer perception.
Similarly, sellers sometimes insist on a particular marketing strategy, timeline, or negotiation approach without fully understanding how buyers behave in the current market.
A skilled agent understands buyer psychology and knows how to position a property for maximum competition. Trusting their expertise—rather than dictating the campaign—can make all the difference to your final result.
Final Thoughts
Selling your home isn’t something you do every day, so it’s natural to have blind spots in the process. But by avoiding these five costly mistakes, you put yourself in the best possible position to achieve an outstanding result.
We’ve really only scratched the surface in this article and there is a lot more we can share. If you’re committed to achieving the best result, it’s worth getting in touch to find out how we can help.
Engaging the services of a Vendor Advocate will cost you nothing over and above the usual agent’s commission. Yet we will advise and guide you through every step of the process helping with property preparation, agent selection and overseeing the agent’s sales campaign to ensure no stone is left unturned to find the right buyer for your home.
If you’d like more certainty and control over your next property sale without leaving money on the table, Kathryn would be happy to help!
Visit us at www.sydneyvendoradvocates.au.
Author Kathryn Fantov is a highly experienced Vendor Advocate and the founder of a specialised service business that helps homeowners navigate the complex and often stressful process of selling their property. With over 30 years in the real estate industry—including as a former agent—Kathryn’s mission is to protect sellers from common pitfalls, ensuring they select the best agent, maximise their sale price, and avoid costly mistakes.
Her expert guidance covers everything from property presentation and marketing strategies to negotiation tactics and agent accountability. Passionate about transparency and trust, Kathryn empowers sellers with the knowledge they need to make informed decisions—at no additional cost to them. Instead of charging homeowners directly, Kathryn is paid from the chosen agent’s commission (after negotiating the best deal), meaning sellers receive expert guidance without any extra fees.
If you would like specific advice tailored to your business and circumstances, Accounting Heart offers affordable service packages where you can work with our team one-on-one to help you get your business where you want it to be. Book your FREE Discovery Call to find out more.
Disclaimer: This is general information only and is not advice of any sort. No warranty or representation is provided by Accounting Heart Pty Ltd as to the accuracy, currency or completeness of the information contained in this blog. Readers of this blog should not act or refrain from acting in reliance upon any information contained herein and must always obtain appropriate taxation and/or other advice as may be appropriate having regard to their particular circumstances.
