TV shows like Escape to the Country and Location, Location, Location rake in the viewers and exploit our peculiar obsession with property and the fantasy of ever-spiralling equity.

Back in the real world, it’s the agent’s job to separate fact from fiction and bring everyone down to earth with a viable asking price.

Only then can buyer and seller waltz off into the sunset, violins playing, as they enjoy the fruits of their deal.

But the following story shows how a house sale can go awry when the agent deviates from the script.

In August 2025, we were asked to value the home of Mervyn Mandell. Located in the bosky environs of Hampstead Garden Suburb, it was a delightful five-bedroom/four-bathroom detached home, in good condition, with the kind of cosy ambience that’s beyond price.

Mr Mandell called some local agents, all of whom should have won the Booker Prize for Fiction.

They gave him the usual hyperbole that he should put the house on the market for £3.5 million, a strategy designed to stoke the vendor’s greed while they out-compete each other to win the instruction.

This ploy gives agents like this time to wear a vendor down by convincing them to take a lower bid when it looks like there’s nothing on the horizon.

Glentree took a different approach, telling Mr Mandell the truth and nothing but the truth.

While national newspapers to portray the housing market as a horror story, it is surprisingly healthy; the market was up 6.3% last year to a robust £279 billion.

So as long as Mr Mandell keep to within the bounds of credibility in the asking price, he was likely to be surprised by the outcome.

Granted, the market is extremely price sensitive, so we advised him not to ask more than £3.295 million and ignore the other agents’ advice, which was a combination of ignorance underpinned by the ballast of self-interest.

Despite it being at the peak of the volatile summer season we found a ‘hot’ buyer and a deal was agreed at £3.2 million within 48 hours. Exchange of contracts took place nine days later.

Contrary to popular belief, the market is thriving, if you understand its quirks and don’t quote ridiculous asking prices, which frightens buyers and makes them cautious about committing.

And I would remind readers that the asking price is both the impetus and inhibitor of a residential sale.  If you can pique the interest of a potential buyer and they can see value, there’s an opportunity for a deal.

Years to wait

If Mr Mandell had taken the other agent’s advice and asked £3.5 million, he would probably have had to wait one to two years to achieve the same figure.

An agent must be brave enough to tell the truth to the seller in a marketplace where the Budget hangs over us like the ‘Sword of Damocles’.

We had a similar experience with a house around the corner in Church Mount. It came onto our books at a sensible price, and after 10 viewings within seven days, we received three bids. The cash offer was accepted, and the sale is progressing.

I have over 50 years’ hard-won experience in the property market and have seen everything.”

I have over 50 years’ hard-won experience in the property market and have seen everything. And I say to potential buyers – beware of the ‘forked tongue’ rhetoric of competing agents, who want you to believe their tall stories. Buyers are canny and quality at a decent price will always sell, no matter what myths the media likes to propagate about the housing market.

Asking too much for your home is a loss on two fronts. Not only does your property gather dust while you wait…and wait…but homes which are more sensibly priced are beating yours to the finish line.

Author bio: Trevor Abrahmsohn is MD of Glentree Estates.

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