At the office and in conversations with homeowners, we often hear the same question: “If the market is active… why isn’t my home selling?”
In the interview for the episode “Why Many Homes Don’t Sell | Ep 2,” Ginés García (CEO of Nevado Realty and founding partner of the LPA) discusses this topic with a practical, market-driven perspective: the difference between the price shown in advertisements and the price at which the deal is finally signed.
While it may seem like a minor detail, this discrepancy is often the root of many “stalled” sales.
1) The Big Shock: The Listing Price Is Not the Closing Price
One of the clearest messages from the interview is that the price published on portals or ads often serves as a starting price, not the final figure. In Spain, there has been recent talk of a significant gap between the offered price and the sale price registered before a notary.
What does this mean for an owner?
Setting a price based solely on “browsing portals” can lead to overvaluing the property, which results in fewer viewings, less interest, frustration, and more time on the market.
2) Why a Home Might Not Sell (Even with Buyers Around)
The interview highlights a crucial idea: demand does not guarantee that any home will sell. Today’s buyers compare quickly, filter more strictly, and discard options faster. When a property is overpriced compared to similar alternatives:
- It fails to generate enough contacts at the beginning (when the ad has the most visibility).
- It becomes “stale” (the longer it stays published, the more it creates a feeling that “something is wrong”).
- It eventually sells for less: If it does sell, it often happens after much larger price cuts than would have been necessary initially.
3) The “Right Price” is a Strategy, Not Just a Number
Selling is not just about picking a number; it’s about positioning. To get it right, you must combine:
- Real Comparables: Similar properties in the same area and condition.
- Property Context: Light, orientation, floor level, views, noise, renovations, and community fees.
- Presentation: Photos, text, and how the value is communicated (not just “sqm and bedrooms”).
The conclusion is clear: the right price is cell which allows the applicant to say: «This option is interesting» for other purposes.
Today, buyers know they can easily compare information and never buy without comparing alternatives.
4) Transparency and security: selling well also means selling with complete peace of mind.
The episode also reinforces the importance of handling the process professionally: clear pricing, realistic expectations, and a serious approach to ensure the transaction proceeds smoothly.
Because a sale isn’t solely about “liking” the property; it also depends on the confidence that everything has been properly planned from the outset.
Conclusion: If your home isn’t selling, it’s almost never “bad luck.”
The final takeaway from the interview is very actionable:
When a home doesn’t sell, it’s usually not due to a lack of buyers, but rather a mismatch between price, strategy, and perceived value.
And when that’s corrected (with a realistic valuation and a presentation that does the property justice), the market responds.
In addition to this, many other topics are covered throughout this interesting interview, such as:
- Nationalities and Demand Trends in Marbella.
- Impact of the Pandemic and the Geopolitical Context.
- Supply in Marbella City Center vs. Urbanizations.
- International Uncertainty and Market Forecasts.
- Investor vs. End User: Impact on Prices.
- Renovations and Turnkey Properties.
- Land Shortages, Planning, and Licenses.
- Price Pressure and Access to Housing.
- Administrative Streamlining and Artificial Intelligence.
- Key Areas: City Center, Golden Mile, and Surrounding Areas.
- Golden Triangle and Expansion into New Areas.
- Buyer Profiles and Residential Preferences.
- Price Trends and Convergence.
- Professional Valuations and the Gap with Owners.
- Taxation and the Final Price.
- Asking Price, Negotiation, and Sales Timelines.
- Seller Psychology in the Face of Quick Offers.
- Notary Anecdotes and the Value of the Marbella Brand.
- Golden Visa and Non-Resident Buyers.
- Notary portal and reference value.
- 2024–2025 data: volume and average price.
- Ultra-luxury and product scarcity.
- City for all and access to housing.
- Nearby alternatives and new residential models.
- Sustainable development and urban planning challenges.
- Pedestrianization, urban future, and institutional closure.
- Villa tour and final farewell.
Play the video and join us as we review the latest news in the real estate market in Marbella and the surrounding area!