Fewer buyers, more homes — why pricing right is everything this spring

Zoopla published their March 2026 House Price Index today. It makes for interesting reading — and if you’re thinking of selling your home this spring, there’s one message in it that you really need to hear.

The market is still moving. Sales are still being agreed. But the buyers out there right now are fewer in number, more cautious, and far more selective about what they’ll pay. Which means the way your home is priced has never been more important.

Here’s what the numbers actually say

The average UK house price now stands at £270,500 — up 1.3% year-on-year. Modest, steady growth. But underneath that headline, the picture is more nuanced.

Mortgage rates have nudged up by around 0.4% in March, with many of the sub-4% deals now withdrawn. That’s made some buyers pause. Enquiries are running 13% below this time last year as households adopt a wait-and-see approach.

But here’s the part that doesn’t make the headlines: sales agreed are only 2% below last year. Homes are still selling. Just not all of them.

“There are fewer buyers in the market than a year ago, but those who remain are still getting deals done. Pricing to sell is more important than ever.” — Zoopla, March 2026

The buyers still active are serious — and they know their worth

What Zoopla’s data reveals is a shift in who is still buying. The casual browsers and early-stage movers have stepped back. The people still actively looking are committed — they have their mortgage in place, they know what they want, and they’ve done their research.

That’s actually good news for sellers. But it comes with a catch. These buyers are not going to overpay. They’re comparing your home against everything else on the market, and with 6% more homes for sale than a year ago, they have plenty of choice.

Price your home to attract them, and you’ll sell. Price it to test the market, and they’ll move on — quickly and quietly — to something else.

Why the first two weeks are everything

The data on this is consistent and unambiguous. The vast majority of buyer interest in any property comes in the first two weeks after it goes live. That’s when alerts go out, when portals push your listing, when serious buyers are paying attention.

Miss that window with an overpriced home and you’re in trouble. Not because your home isn’t worth selling — it is — but because the longer a property sits, the more buyers assume something is wrong with it. Price reductions follow. Momentum is lost. And the eventual sale price is often lower than if it had been priced correctly from day one.

In a market where committed buyers are already being selective, getting this wrong is more costly than ever.

What this means if you’re thinking of selling this spring

The opportunity is still there. Sales are happening. Spring is traditionally one of the strongest windows of the year to sell, and the buyers who are active right now are motivated to move.

But this is not a market that rewards optimism over evidence. It rewards honest preparation, accurate pricing, and an agent who will tell you the truth rather than inflate your expectations to win the instruction.

That’s what we do at Charles David Casson. We’ll give you a straight assessment of what your home is worth, what’s happening in your area right now, and what it takes to attract the right buyer at the right price — first time.

Thinking of selling this spring?

Let’s have an honest conversation before you go to market. We’ll tell you what your home is worth, what the competition looks like, and how to make the most of the buyers who are still out there.

Book a free valuation: charlesdavidcasson.co.uk