Phoenix is currently experiencing a buyer-friendly housing market, and while mortgage rates are not predicted to fall below 6.0% next year, borrowers are continuing to ride a wave of relief from when home affordability hit a three-year high in late October. Economists from Zillow have projected that there will be about 4.26 million existing home sales across the U.S. next year, improved rent affordability with multifamily rent only forecasted to rise by 0.3%, and home values rising an estimated 1.2%. While affordability will likely not reflect lows seen during the COVID-era housing market, increased buyer activity is anticipated.

READ MORE: Here is the outlook for Phoenix’s 2026 housing market

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As market conditions are anticipated to remain favorable and potentially enticing to prospective buyers, sellers may find themselves incentivized to list while talk of affordability is buzzing. To help people prepare, I’m sharing five common mistakes sellers make during the home selling process, and what to do instead.

1. Overpricing a home

It is tempting to aim high when selling a home, especially after scrolling through online price estimates or hearing about record-breaking sales in your neighborhood. However, comparison of neighborhood data to one’s own property without important context can backfire, resulting in an overpriced home sitting unsold for long periods. Buyers who view a home’s number of days on the market, price reductions and failed escrows may have negative assumptions about why a property hasn’t sold.

The solution is to always temper expectations with the insight of a seasoned real estate agent, who will understand the nuances of neighborhoods, builders, market trends and even how certain renovations may affect a home’s value. To preserve as much of a home’s value as possible without going overboard, I recommend identifying what I call a home’s “Golden Ticket” feature – whether it’s a stunning view, luxe kitchen with nice appliances, or unique landscaping – and highlight those elements prominently in listing descriptions, photos and videos. By explicitly calling out what makes a property special, a seller has a better chance of connecting with serious buyers.

2. Selling a property ‘as-is’

Unless you are targeting investors who update properties for a living, listing a home without making important repairs or cosmetic upgrades can be a gamble. Today’s buyers expect “move-in ready” properties, influenced by model homes, HGTV, and Pinterest-perfect spaces. Torn screens, cracked grout, and grimy baseboards send the wrong message, and buyers may ignore a property solely based on aesthetics and the perception of cleanliness.

    Before listing a property, I recommend walking through a home as if you were the buyer, all the while paying attention to details like clean light switch plates, sliding door tracks, cracks in tiles and scuffs on doors. While seemingly insignificant, these flaws can add up, so putting in the extra effort for a clean, polished appearance can add perceived value for a home shopper. Buyers aren’t just purchasing a home; they’re buying into a lifestyle.

    3. Keeping clutter

    When a buyer first walks into a property, they will try to envision what their family, lifestyle and belongings might look like inside of it. This projection is hard to do when a seller’s personal items are still hung on the walls and displayed on surfaces, or obscuring the home’s storage capacity when crowding closets. Oversized statement pieces of furniture also take up space and ruin the illusion for a home shopper.

    To adequately prepare a property for buyer eyes, I recommend packing up belongings and storing in the garage, especially if there is cabinetry available to nearly store belongings out of sight.

    4. Unprofessional listing photos

    First impressions often happen online, before a buyer ever tours a property for sale. This means putting your home’s best foot forward by investing in professional photography. Poorly lit photos, blurry images, photos taken using a phone, or rooms photographed without proper staging or visible clutter can cause buyers to scroll past your listing. A skilled photographer understands the importance of good lighting, composition, and how to showcase a home’s best features without distortion. The goal is for a buyer to walk into a home and say, “it’s even better in person.”

    5. Working alone

    With the availability of AI tools and databases provided by Zillow or Redfin, selling a home without a licensed real estate agent may seem tempting, but can result in money being left on the table if a seller makes costly mistakes or doesn’t recognize opportunities for earning more. Real estate agents are trained negotiators who understand the context influencing market data and function as advocates on behalf of a seller. Agents also possess a trusted network of professional contractors, photographers and home stagers, and can sometimes help a seller secure upgrades and services at a desirable cost only possible because of the relationship.

    Selling a home is more than simply listing a property and hoping that the right buyer discovers it – selling requires intention, strategy and a strong legal foundation to minimize risk of making costly mistakes during a transaction. With the right preparation and professional guidance, you can position your property to shine in the new year.

    Author: Karen Millhous is a REALTOR® at HomeSmart.