The fear of a failed sale is keeping homeowners where they are
Many homeowners know that their current property no longer meets their needs, yet they delay selling because the traditional process feels overly complex, time-consuming and risky.
New analysis of UK housing data shows that the fear of delays, repeated chasing and transactions collapsing late in the process is a major reason people choose not to sell, even when their home no longer works for their lifestyle.
Research commissioned by Santander UK shows that around 530,000 property transactions fall through each year in England and Wales, often after months of progress. The analysis points to lengthy delays between offer and exchange, reliance on chains and high transaction costs as structural problems that discourage homeowners from starting the selling process at all.
For sellers, the open market route demands significant effort and disruption. Guidance for homeowners from Rightmove sets out expectations including preparing and maintaining a property for marketing, hosting multiple viewings, accommodating surveys and responding to buyer feedback, all while continuing daily life. For many, this level of ongoing commitment feels daunting.
Uncertainty is one of the most emotionally draining elements. Even after an offer is accepted, sellers can face weeks or months of waiting with little visibility. Mortgage issues, survey results or another party in the chain withdrawing can cause a sale to collapse late on, forcing sellers to restart the process. Santander’s analysis shows that a significant proportion of movers have experienced a chain failure, leading some to abandon plans to move altogether.
Financial concerns compound the stress. Citizens Advice highlights that estate agent fees, conveyancing costs and other expenses can run into thousands of pounds and may still be payable even when a transaction does not complete. For sellers, this adds to the sense that selling carries financial risk as well as emotional strain.
Jonathan Rolande, spokesperson for the National Association of Property Buyers (NAPB), said:
“Homeowners are not avoiding moving, they are avoiding a process that feels slow, uncertain and emotionally draining.”
As housing conditions remain sensitive and chains grow longer, this analysis helps explain why many people stay in homes that no longer serve them. For a growing number of sellers, certainty, simplicity and reduced stress are becoming more important than pursuing the traditional route to sale.
According to NAPB, sellers who want to improve their chances of a successful sale should:
- Do your homework early
Have paperwork ready before marketing begins, including guarantees, indemnity policies, planning permissions and building regulation certificates. - Choose the right agent for your property
Select an agent with proven experience in your local market and property type, not just the highest valuation. - Be flexible where possible
Flexibility on price discussions, timelines and viewing arrangements can help keep buyers engaged and reduce drop-out risk. - Be realistic on asking price from the outset
Avoid the temptation to “try higher and see what happens”, as overpriced homes often attract fewer committed buyers and more renegotiation later. - Plan for delays and keep communication open
Regular updates and prompt responses to queries can help maintain momentum and buyer confidence throughout the process.
