“How’s the market, Gemma?” It is probably the question I am asked most often — out on a valuation, conducting a viewing, speaking to existing clients or simply bumping into someone locally. And my answer at the moment? It’s challenging, but properties are absolutely still selling.
There is no getting away from the fact that buyers currently have a lot of choice. Across Tunbridge Wells and the surrounding villages there is a good supply of property available and, as a result, buyers can afford to take their time and be selective. But that certainly doesn’t mean there aren’t buyers out there. What it does mean is that price, presentation and marketing strategy matter more than ever.
The market has changed
There have been markets where simply putting a property onto Rightmove and Zoopla, arranging some photography and waiting for enquiries was enough. This isn’t one of them.
Today, sellers need to think much more carefully about how their property is positioned from the outset. The launch price needs to be realistic enough to attract attention and encourage viewings. The photography and presentation need to make buyers stop scrolling. The description needs to sell not only the property, but the lifestyle that comes with it.
And importantly, marketing shouldn’t begin and end with the property portals. At Kings Estates we combine Rightmove and Zoopla exposure with our own buyer database, direct applicant contact, social media and proactive follow-up. For me, estate agency should be about actively selling a property, rather than simply listing it.
Price is important, but it isn’t everything
I am often asked whether a lack of viewings automatically means a property is overpriced. Sometimes price is the issue, but not always.
We look at the whole picture: how often the property is appearing in buyers’ searches, how many people are clicking through to the full details, how it compares with competing properties, viewing levels and, crucially, the feedback we are receiving. That information helps us understand where the sticking point may be.
Sometimes a change of price is needed. Sometimes refreshing the photographs, reducing the number of images, changing the opening description or repositioning the marketing can make the difference. The important thing is not to allow a property to simply sit online unchanged if the market is telling us something.
Autumn brings a fresh opportunity
September traditionally feels like something of a reset in the property market. The summer holidays come to an end, children return to school, and buyers who may have put their plans on hold during July and August begin focusing on moving again.
That doesn’t mean every property will suddenly sell, but it does make this an important time for sellers to review their position. If your property has been on the market throughout the summer, now is a good opportunity to ask: are we presenting it as strongly as we can? Are we competing effectively with the other homes currently available? And is our asking price putting us in front of the right buyers?
Ultimately, the market decides
One thing I have learnt during my years in estate agency is that no agent, seller or online valuation tool can dictate what a property is worth. Ultimately, the market decides. My job is to interpret what the market is telling us and make sure we are doing everything possible to achieve the best price the market will support, within the best possible timescale.
So, how is the Tunbridge Wells property market?
Homes are selling, buyers are moving and good results are still being achieved. The difference at the moment is that getting the strategy right really matters.
Frequently asked
Quick answers.
Does a lack of viewings mean my house is overpriced?
Sometimes price is the issue, but not always. We look at the whole picture: how often the property appears in buyers’ searches, how many click through to the full details, how it compares with competing homes, viewing levels and, crucially, the feedback we receive. That tells us where the sticking point actually is — and sometimes the answer is fresh photographs or a new opening description rather than a new price.
Is September a good time to sell in Tunbridge Wells?
September traditionally feels like a reset. The summer holidays end, children go back to school, and buyers who paused their plans in July and August start focusing on moving again. It doesn’t mean every property will suddenly sell, but it is a good moment for sellers to review their price, presentation and positioning against the homes they’re competing with.
Are buyers still out there?
Yes. There is a good supply of property across Tunbridge Wells and the villages, so buyers have choice and can afford to be selective — but they are buying. Homes are selling, buyers are moving and good results are still being achieved. What has changed is that getting the strategy right matters more than it has for some time.
Where to go next
