Even when demand is high, a property does not sell itself

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

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 generally can't really assess how factors such as location, plot size, living space, type of property, fixtures and fittings, 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

However, if you don't know how much your property is actually worth, you won't be able to find a suitable asking price and certainly won't be able to come up with a sensible pricing strategy. The asking price is crucial for several reasons that cannot be explained in detail here. If it is chosen incorrectly, it can have a huge impact on the entire sales process. In the worst-case scenario, you will not find any interested parties in the first place, will be under time pressure after months of marketing and will ultimately have to sell the property below its value.

Procuring documents, creating an exposé, viewing management

Once the right starting price has been found, the next important steps are to be taken: Various documents must be collected or applied for from various offices and authorities. For example, an energy certificate must be available at the viewing. An extract from the land register, building plans, a parcel map and other documents are also required for the property sale.

The next step is to present the property professionally, preferably with an exposé that is designed to appeal to the right target group straight away. This saves owners unnecessary e-mail correspondence, phone calls and viewings, because the brochure already contains all the important information and shows whether the property is suitable for young families, senior citizens or investors, for example.

Viewing management should also be carefully considered. Mass viewings save many individual appointments. But how do you select the right buyer from among the many interested parties who show up at once? The next step is to check the creditworthiness of the prospective buyers. It is also important to find the right way to deal with interested parties who complain about defects or want to negotiate the price down before the contract is signed.

You can certainly take each of these steps in the sales process on your own. But for professional estate agents, this is their daily business. A professional estate agent knows what is important when valuing the property, which documents are important for the sale, how to address the right potential buyers with an exposé, how to organize viewings optimally and how to select the right buyer from several potential buyers. He is a guarantee that the sale of your property will go exactly as you want it to.

Would you like some non-binding advice on selling 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 consult a lawyer and/or tax advisor to clarify the facts of your specific individual case.

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