One of the most frequent questions I’m asked as a Realtor is: "Why hasn't my house sold yet?" In a year like 2016, where demand is high and inventory is dropping, a home that lingers on the market can be a source of great frustration for a seller.
The reality is that there are no simple answers, but the reasons usually fall into three distinct categories.
1. Factors Beyond Our Control
There are certain aspects of a property that we simply have to accept. These will influence a buyer's decision before they even step through the front door:
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Location: We can’t move the house to a different street or neighborhood.
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Size & Style: Whether a house is "too big," "too small," or a specific architectural style (like a Mid-Century Modern or a traditional Colonial) will appeal to some buyers while excluding others.
2. The 2016 Market Climate
It’s important to look at the local data. Is the current market in Columbia County favoring buyers or sellers?
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The Competition: How many similar homes have sold recently, and how many are you currently competing with? Even in a strong 2016 market where statewide sales are hitting record highs, hyper-local competition can still impact your specific "Days on Market."
3. Factors We CAN Control (The "Difference Makers")
This is where sellers should focus their energy. If your home isn't moving, it’s time to look at the variables we can change:
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Strategic Pricing: How are we priced in relationship to the competition? Remember, your home isn't the only one a buyer is considering. Does your price make the home stand out as a "special" value?
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Condition & Staging: Is the property clean, well-maintained, and free of clutter? Have you taken professional advice on basic staging to help buyers envision their own lives in the space?
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Accessibility: Is the home always available to be shown, even on short notice? In a fast-moving market, a missed showing is often a missed sale.
The Bottom Line
I always suggest that you don’t spend time worrying about the things you have no control over. Instead, pay obsessive attention to the things you can change. Often, a small adjustment in price or a weekend of decluttering is all it takes to shift a property from "Active" to "Pending."
