Why unique homes struggle to sell — Wellingtons Estate Agents

I love contemporary, modern homes with their clean lines and sleek, stylish finishes. I equally love characterful period homes, steeped in tradition, with original features and ornate details. And I’m also a big fan of one-off, quirky homes.

That said, in my experience, unique homes aren’t always the easiest to sell. Most buyers—particularly today—are looking for more conventional modern living and a certain ‘look’.

So, how do you sell distinctive homes? What’s the secret to achieving the right outcome and best price? I’ve used our sale of Sedum House on Camberley’s Portesberry Road as a case study to explain my approach.

Details matter (10x)

I’m hugely detail-oriented when it comes to selling any home Wellingtons takes on. But with distinctive properties, it’s even more important that every element of the marketing is carefully considered.

You need to showcase the property in its best light—celebrating its quirks while helping buyers see the potential to put their own stamp on it.

That means using the right mix of marketing materials to highlight key features, whether that’s drone photography, video tours or high-quality printed packs.

It also means being completely informed about the property and translating that into clear, compelling descriptions—while ensuring anyone conducting viewings knows it inside out.

And it means identifying and addressing anything that could put buyers off or limit interest.

Finally, pricing strategy is critical. With one-off homes, comparables can be scarce, so it’s essential to get this right. This is where a good estate agent really earns their keep—avoiding both over- and under-valuing.

Why one-size-doesn’t-fit-all

One of the biggest reasons distinctive homes—particularly at the top end of the market—stick is simple: many agents don’t know how to sell them.

These properties expose a one-size-fits-all approach. Too often, there’s little time or effort put into creating a tailored strategy that does the home justice.

The signs are easy to spot: poor (sometimes DIY) photography, overly long or unclear descriptions, and viewings handled by agents who don’t fully understand the property—its history, its layout, and yes, its quirks. Buyers leave with unanswered questions and an incomplete experience.

The result? Interest is limited, the right buyers aren’t reached, and as the listing stagnates on portals like Rightmove. The default response is to reduce the price—even when price might not be the real issue.

Spotlight on Sedum House

Sedum House on Camberley’s Portesberry Road is a perfect example. A true one-off, it offers five generously sized bedrooms, large open-plan living spaces, beautiful mature gardens and plenty of characterful details.

It had already been on the market for a year with two well-known local agents, neither of whom managed to sell it.

Looking at the marketing—and speaking with the owners—it was clear why. The photography wasn’t professional and didn’t show the house at its best. There was no real use of social media or targeted marketing—just a reliance on the portals and waiting for Rightmove to deliver leads.

What I did differently

From my first visit, it was impossible not to feel the owners’ pride and passion for their home. As they prepared for their next chapter, I knew we could present Sedum House far more effectively.

Before launching, I gave them a short list of low- or no-cost changes to improve presentation and first impressions. This included reconfiguring furniture and adding mirrors to enhance light and space.

As one of the owners Mrs Turland put it:

“Wellingtons did not sell our house, they sold our home. Lucy took time to understand our quirky home and gave advice to show it off to its best potential!”

We also addressed the layout of the principal bedroom suite, which overlooked the driveway. By enhancing the existing decked area with trellis screening, planters and a simple bistro set, we created a more private, inviting space that felt like a feature rather than a compromise.

Market-ready

With the property ready, we built a marketing approach designed to match its individuality.

I produced full-length and short-form video tours, used aerial drone photography to showcase the plot and location, and commissioned twilight photography to highlight the outdoor spaces.

Mrs Turland explained:

“Wellingtons used a variety of marketing tools to attract the ideal buyer.”

As expected with a home like this, interest wasn’t overwhelming from day one—but it didn’t need to be. We managed to identify a highly motivated buyer through targeted social media. They had previously agreed an offer on another property, but once they saw Sedum House, they recognised its potential and switched their focus.

Sale progression

With unique or period homes, the journey from offer to completion isn’t always straightforward. Challenges can arise—whether within the chain or from wider market conditions.

This is where having one experienced point of contact makes all the difference.

As Mrs Turland said:

“Lucy was invaluable in keeping the chain together during a fluctuating housing market. She used her experience and devoted the time needed.”

The outcome

This was one of my most satisfying sales—not just because of the result, but because of the relationships built along the way.

Sedum House sold for over 5% above its £1,100,000 guide price, allowing the owners to make their move to the countryside. And the buyers were equally thrilled to find a home that ticked all their boxes, and had the scope and plot for further development.

I genuinely believe few agents in Camberley would have achieved that result—particularly given that two had already tried and failed. It’s a sale I’m incredibly proud of.

As Mrs Turland commented: