Selling a home can feel like a race against time - list it, attract interest, get offers, complete. But new research suggests that, sometimes, taking a step back can actually help you move forward.
According to data shared by Property Industry Eye, UK analysis from TwentyEA shows that more than half (53.4%) of homes sold in 2024 went under offer within five weeks of listing. Nearly three-quarters (75.7%) sold within three months.
After that, though, momentum often drops - with only 14.5% of listings selling beyond that period. The takeaway? If a property hasn’t generated strong interest early, it may benefit from being taken off the market and relaunched later with renewed energy.
The Data Behind the Trend
The TwentyEA research revealed that in 2024, around 550,000 properties were withdrawn from the UK market - and of those, approximately 90,000 were later relisted after a break of at least three months.
Here’s what’s fascinating: those relisted homes had a 42% chance of selling, whether or not their price had been reduced.
“It’s very interesting that it makes virtually no difference as to whether or not the price was lowered… It’s time and demand that often matter more than minor price adjustments.”
— Katy Billany, Executive Director at TwentyEA
(Source: Property Industry Eye)
The average listing-to-exchange period for properties that did sell was 123 days, and 200 days from listing to completion - showing just how crucial it is to capture momentum early.
Why This Matters in Gibraltar Too
Although this research is based on UK data, the underlying principles apply directly to the Gibraltar property market. Here’s why:
1. Buyer Psychology Is Universal
Whether you’re selling in London, Manchester or Gibraltar, buyer psychology works the same way. A property that lingers on the market too long can start to feel “stale.” Buyers begin to wonder: “Why hasn’t it sold?”
In Gibraltar’s smaller, close-knit market, perception is everything. Taking a listing off the market for a brief rest, then relaunching it later, can make it appear fresh again - reigniting buyer interest.
2. Momentum Matters Even More in a Compact Market
In any market, the first few weeks after launch are critical. New listings attract attention, drive viewings, and generate offers. In Gibraltar, where the buyer pool is smaller but highly engaged, getting the timing right is even more important.
That’s why the UK’s “momentum principle” applies perfectly here: success often happens fast, and when it doesn’t, a strategic pause can be the smartest move.
3. Price Is Important - but It’s Not Everything
The TwentyEA data highlight that lowering the price doesn’t necessarily improve outcomes. Instead, timing and demand are stronger drivers of success.
At Richardsons, we already build that understanding into our approach - ensuring your property is priced right from the start, so it sells within the high-momentum window.
Why Sellers in Gibraltar Choose Richardsons
At Richardsons Estate Agents, we combine strategic insight with local expertise - ensuring your property doesn’t just sit on the market, but moves efficiently toward sale.
Here’s what sets us apart:
✅ 1. Accurate Pricing from Day One
We know that the first few weeks of a listing are the golden window. That’s why we invest time upfront to set the right price - one that attracts real buyers, not just clicks.
Thanks to this strategy, our average selling time for sole-agency stock in 2025 is just 64 days* - far faster than the UK’s 123-day average from listing to exchange.
✅2. Exceptional Presentation and Marketing
Our listings stand out. From professional photography and floorplans to targeted online marketing and buyer outreach, we ensure your property makes the right impression from the start.
If a listing does slow down, we don’t just leave it. We monitor engagement, analyse buyer feedback, and - if needed - recommend a well-timed pause and relaunch strategy.
✅3. Smart Market Timing
Because we understand Gibraltar’s property cycles intimately, we know when buyer demand is strongest. This allows us to advise on when to list, not just how.
Timing your sale with precision can be just as valuable as pricing it correctly.
✅4. Constant Communication
You’ll never be left wondering what’s happening with your sale. We keep you informed every step of the way - from feedback after every viewing to market updates and next-step recommendations.
✅5. End-to-End Service
From valuation to completion, we handle every stage of your sale with care and efficiency. We work closely with local solicitors, surveyors and lenders to keep the process smooth - because speed and clarity save everyone stress.
How We Apply This Strategy for You
Here’s how we put the “momentum model” into practice for our clients in Gibraltar:
Valuation with precision: We assess your home’s position in the current market, using data and experience to recommend the best achievable price.
Strong launch: We ensure your property hits the market with maximum visibility and quality presentation.
Early performance monitoring: If a property isn’t generating sufficient traction after the initial weeks, we review strategy and take action - whether that’s fresh marketing or a temporary withdrawal.
Strategic relaunch: If we recommend a break, we’ll relaunch your property at the right time to attract a new wave of buyers and regain momentum.
Efficient completion: Once an offer is accepted, we move quickly to coordinate all parties and close the deal smoothly.
❌ The Gibraltar Trap: Adding More Agents Instead of Changing Tactics
One of the most common mistakes we see locally is sellers keeping their property on the market with the same agent for three to six months - and when it doesn’t sell, simply adding another agent instead of changing strategy.
While that might sound like a way to gain more exposure, it often does the opposite. Multiple agents marketing the same property - sometimes with different prices, photos or descriptions - can create confusion and make the listing appear overexposed. Buyers start to question why it hasn’t sold and may even assume there’s a problem with the property.
The TwentyEA research makes clear that the key to success isn’t “more agents” - it’s new momentum.
In Gibraltar’s close-knit market, the smarter move is usually to:
Take the property off the market for a short reset period (typically around three months).
Switch to a new agent who brings fresh marketing ideas, renewed buyer engagement, and a data-driven approach.
At Richardsons, we specialise in exactly that kind of relaunch. We know how to reintroduce a property to the market the right way - with clear messaging, strong visuals, and the right pricing to capture genuine interest and deliver results quickly.
The Bottom Line
The UK research by TwentyEA makes it clear: momentum is everything.
When properties fail to gain early traction, a short break and relaunch can substantially improve their odds of selling - even without a price drop.
For sellers in Gibraltar, the same lesson applies. With the right strategy, local expertise, and precise pricing, your property doesn’t need to linger - it can sell quickly and for the best possible price.
And that’s exactly what we do at Richardsons Estate Agents.
❓Ready to Get Moving?
If you’re thinking about selling your home in Gibraltar - or wondering whether to relaunch a listing that’s gone quiet - talk to us first.
With an average sole-agency selling time of just 64 days* in 2025, we’re proving that when you price right and market smartly, great results follow fast.
For real advice on how to sell your home, get in touch with one of our Sales Team now:
call 00350 200 79210
WhatsApp: 35056004845
or email info@richardsons.gi
* Data includes all sales agreed between 01/01/25 - 22/10/25 for properties that were listed exclusively with Richardsons