Regular readers may remember that at the start of the year I talked about the property market (yes, I do talk about it sometimes!), pointing out that in a tougher market, location is key, highlighting that Kent’s diverse make-up of countryside coupled with prosperous towns which are easily accessible to London, meant that it had the fundamentals to keep prices from falling.

Even then, although the credit crunch was starting to take hold, if you had a house for sale in a decent location, it was pretty likely to sell at the asking price within weeks of being on the market. Six months on, however, and that slightly shabby semi-detached property on the edge of the town centre is no longer going to sell like a hot cake, despite its ‘perfect’ location.

We’ve quickly gone from a sellers’ market, where there was competition between buyers and an urgency to get in quickly, to a buyers’ market, so it’s not only location that is going to sell your house – where buyers have more choice, quality is everything.

Buyers are now in the driving seat, so they will be in no hurry to choose your property unless it’s the best one they have seen so far, correctly priced and with a clear time scale for you to move out and them to move in. The slightly shabby house with its avocado bathroom and 1970s patterned carpet won’t suffice because there’ll be a house down the road which has been updated to include all the latest mod-cons.

Although the market has significantly altered, the fact remains that decent properties in decent locations will still sell if priced correctly. With that in mind, there are things you can do to make your house more appealing. First, you should do your research so that when you put your property up for sale, its price is in line with the current market.

Too high a price will attract no interest and the savvy buyer will lose confidence in your home if they see the price drop; you’ll be immediately on the back foot with buyers suspecting problems with your property and expecting further discounts. Use the internet to see what similar properties are selling for and ask local agents for advice; above all, don’t be too greedy.

You also need to have a clear moving strategy; this is no longer the time to put your property on the market to ‘see what happens’. It’s important to have an end focus to ensure a smooth transition and encourage your buyer to proceed.

Once you have set your price correctly, remember that to today’s buyer, presentation is key so it’s important to make sure that your property is in prime condition. While overhauling the decor might not be an option, spending a little at the outset to fix that loose tile or get a small damp problem sorted might be worth it in the long run. Where ‘location location location’ once equaled a sale, you need to add ‘quality, quality, quality’ to the equation to get the result..

LI type="square"> Paul Hogarth is Partner and head of new homes sales and marketing in the South East at Knight Frank. To contact his residential development team call 01483 564 660.