The Question Most Property Buyers Forget

The Question Most Property Buyers Forget

Imagine you have just bought your dream property.

You love the neighbourhood.

You love the finishes.

You love the view.

You love the floor plan.

Everything feels perfect.

Now imagine that circumstances change and you need to sell it.

Who is going to buy it?

This sounds like a simple question.

It is actually one of the most important questions a property buyer can ask before purchasing.

You Are Not the Final Customer

When buying property, people naturally think about themselves.

Would I live here?

Do I like the kitchen?

Do I like the balcony?

Do I like the neighbourhood?

Those questions are important.

But property ownership can last for many years.

The person who eventually buys the property may have completely different priorities.

They may care more about transport.

They may want rental income.

They may have children.

They may need parking.

They may work nearby.

They may want a particular school within reach.

They may care about service charges.

Your job as a buyer is not to predict exactly who that person will be.

It is to understand whether there is likely to be a meaningful pool of people who could want the property in the future.

Liquidity Is Different From Value

A property can be valuable without being easy to sell quickly.

This distinction is often misunderstood.

Imagine Property A is worth KSh 20 million but has a very narrow pool of potential buyers.

Property B is worth KSh 18 million and appeals to a much broader group.

If you suddenly need to sell, Property B may be easier to transact.

This is the concept of liquidity.

In property, liquidity can be influenced by location, price, property type, condition, financing options, demand and the number of potential buyers.

The More Specific You Become, the Smaller Your Market Can Become

Specialisation can be attractive.

A unique architectural design may make a property memorable.

A highly customised interior may make it perfect for one particular buyer.

But customisation can also reduce the number of people who find the property suitable.

This creates an interesting trade-off.

The more universally useful a property is, the larger its potential audience may be.

The more specialised it becomes, the more important it is to understand the exact market for that property.

Why Price Matters More Than People Think

A property can be excellent and still struggle to sell if the price is disconnected from what buyers are willing to pay.

This is where emotional ownership can become dangerous.

After owning a property for several years, sellers often think about:

How much they paid.

How much they spent renovating.

How much they believe the property should be worth.

But buyers are evaluating something different.

They are comparing the property with alternatives available to them at that moment.

The market does not necessarily reimburse every shilling a seller spent improving a property.

The Future Buyer Is Looking at Alternatives

A future buyer will rarely ask:

"How much did the previous owner spend?"

They are more likely to ask:

"What else can I get for this amount?"

That question creates competition.

Your property competes with other apartments, houses, developments and sometimes entirely different locations.

Therefore, a smart purchase should be evaluated not only as an acquisition but also as a future product.

What Makes a Property Easier to Resell?

There is no guaranteed formula, but properties tend to have stronger resale prospects when they meet genuine and recurring market needs.

These can include:

Functional layouts.

Good accessibility.

Strong neighbourhood fundamentals.

Reasonable ongoing costs.

Adequate parking.

Good natural lighting.

Quality construction.

Reliable management.

Appealing amenities.

A price that makes sense relative to competing properties.

The exact combination varies from one market to another.

The Most Powerful Question to Ask Before Buying

Before you sign, ask yourself:

"If I had to sell this property in five years, what would make another person choose it?"

If you cannot answer that question, pause.

You do not necessarily need to abandon the purchase.

But you should understand what is driving your decision.

Are you buying purely because you love it?

Are you buying because the property serves a genuine market need?

Are you paying for features that the market actually values?

Are you buying something that can remain relevant as buyer preferences change?

These questions can reveal weaknesses that a beautiful show house may hide.

Real Estate Is About People, Not Just Buildings

At its core, real estate is a market of people.

People buy.

People rent.

People sell.

People relocate.

People change jobs.

People start families.

People retire.

People's preferences change.

The strongest property decisions therefore consider not only the building standing in front of you today, but also the people who might want that building tomorrow.

The next time you view a property, do not only ask:

"Would I buy this?"

Ask the more powerful question:

"Who else would want this?"

That question could completely change the way you look at real estate.

Frequently Asked Questions

What does property liquidity mean?

Property liquidity refers to how easily a property can be sold without requiring an excessive amount of time or a significant price reduction.

Does an expensive property automatically have better resale value?

No. Price alone does not determine resale demand. The property's location, functionality, condition, costs and target market also matter.

Why should I think about resale when I plan to live in the property?

Circumstances can change. Considering future demand can help you avoid buying a property that becomes difficult to sell if your plans change.

Does a unique property have poor resale potential?

Not necessarily. Unique properties can perform very well when their uniqueness matches what a specific market wants. The challenge is that the buyer pool may be narrower.

What is the most important question to ask before buying?

One useful question is: "If I needed to sell this property later, who would want to buy it and why?"