Condition Is Positioning: Why Price Alone Won’t Fix the Wrong Start
I recently took a call from a homeowner looking for advice rather than a valuation.
The property was a house in Hall Green, Birmingham, B28.
It wasn’t on the market.
It had been tenanted for a period of time and, unfortunately, had been left in a poor state of repair. The owner’s question was simple: What should I do next?
Why rushing to market is often the wrong move
In situations like this, many sellers feel pressure to act quickly. The temptation is to launch the property and let the price “do the work”.
That approach rarely succeeds.
In today’s market, buyers are cautious, informed, and selective. They will take on a project, but only if the numbers make sense and the risks are clear. What they won’t do is overlook condition simply because the property has potential.
Price does not fix condition.
Condition shapes perception.
And perception determines demand.
Condition is not cosmetic, it’s strategic
When a property has suffered from poor upkeep, especially after being tenanted, the decision isn’t about minor touch-ups. It’s about positioning.
There are only two credible routes to market:
Invest to meet buyer expectations
Bring the property up to a standard that aligns with comparable homes. This widens the buyer pool and protects value.Price honestly to reflect the work required
Accept that you are selling a project and position it clearly as such. This attracts a smaller, more price-sensitive audience, but avoids wasted time.
The mistake is trying to sit in the middle.
That’s where properties stall.
Advice before instruction
Of course, I’d always be happy to help where DM & Co. Homes are the right fit.
But advice comes before instructions.
Sometimes the most valuable thing a seller needs is not a marketing plan or a hopeful asking price, but clarity. Clarity about how buyers will view the property, what the market will tolerate, and what outcome is realistic.
The market is practical, not emotional
The market doesn’t respond to intention or effort. It responds to value and confidence.
If a property isn’t ready, the market will say so.
If the pricing doesn’t reflect reality, the market will ignore it.
The role of good advice is to listen to that feedback before the property ever goes live.
Because once a home enters the market incorrectly, whether through price or condition, it’s much harder to reset perception.
Condition is positioning.
And the market always tells the truth.