Even with high demand, a property does not sell by itself

Demand on the real estate market is currently high almost everywhere. So it doesn't seem difficult to find interested parties and sell your own house. That may be true in some cases - but only if you don't care about the selling price achieved. Behind every successful sale, where an optimal price is achieved in a reasonable time, there is usually a lot of work.

So what are the individual steps in a successful sales process? Let's start with one of the crucial basic requirements - determining the current market value of the property. However, if you don't deal with this on a daily basis, you usually can't really assess how factors such as location, property size, living space, type of property, furnishings, year of construction, renovations carried out, etc. affect the value of a property, taking into account the current market situation.

Real estate valuation and pricing: The foundation of the sales process

But if you don't know how much your property is actually worth, you won't be able to find a suitable asking price, let alone come up with a sensible pricing strategy. The asking price is crucial for several reasons that cannot be elaborated here. If it is chosen incorrectly, it can have a huge impact on the entire sales process. In the worst case, you will not find any interested parties at all, and then, after months of marketing, you will be pressed for time and finally have to sell the property below value.

Procurement of documents, preparation of exposé, inspection management

Once the right entry price has been found, the next important steps are to be taken: Various documents have to be collected or applied for at different offices and authorities. For example, an energy certificate must be available at the time of the inspection. Land registry excerpts, building plans, cadastral maps and other documents are also required for the sale of real estate.

Next, the property must be presented professionally, if possible with an exposé that is designed to appeal to the right target group right away. This saves owners unnecessary e-mail correspondence, telephone calls and viewings, because the exposé already contains all the important information and because it is clear from it whether the property is suitable for young families, seniors or investors, for example.

The inspection management should also be well thought out. Mass inspections save many individual appointments. But when many interested parties appear at once, how do you select the right buyer from among them? The next step is to check the creditworthiness of the prospective buyers. It is also important to find the right way to deal with prospective buyers who complain about defects or want to negotiate the price down before signing the contract.

You can certainly take each of these steps in the sales process on your own. But for professional brokers, this is their daily business. A professional broker knows what is important for the valuation of the property, which documents are important for the sale, how to address the right prospective buyers with an exposé, how to organize viewings optimally and how to select the suitable buyer among several prospective buyers. He is a guarantor that the sale of your property will proceed as you imagine it.

Would you like to receive non-binding advice on the sale of your property? Please contact us. We will be happy to help you.


Legal Notice: This article does not constitute tax or legal advice in individual cases. Please have the facts of your specific individual case clarified by a lawyer and/or tax advisor.


Photo: © Peggy and Marco Lachmann-Anke/Pixabay.com

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