How to find the perfect buyer in 3 steps

Choosing the right buyer starts even before the first viewings. Because with a large flood of inquiries, it is not sensible to actually invite all applicants. In the following section, we reveal how to select the right buyer in three steps.

Step 1: Prevent sightseeing tourism

Not every prospective buyer who responds to your offer is really interested in buying. In order to avoid so-called viewing tourism and only invite people to the house who are seriously considering buying after viewing the exposé, it is important to have criteria for a pre-selection at this stage. Complete contact details should therefore be a must. It is also a good idea to have prospective buyers fill out a questionnaire in which you provide initial information about people moving in, price expectations and financing options. Anyone who only provides vague information here and prefers to remain anonymous is highly unlikely to be a serious prospective buyer. Online tools such as 360-degree viewings, where interested parties have to enter their contact details, can also be used to make a preliminary selection.

Step 2: Screening with the credit check

If, after the viewings, you are left with several prospective buyers with whom you have a good gut feeling, it is crucial to know whether they can actually afford the property. After all, the most important criterion when selecting a buyer is, of course, that they are solvent. You have several options for checking creditworthiness. First of all, credit agencies such as Schufa Holding AG provide information about a person's solvency and indebtedness. As a private seller, however, it is difficult to obtain this information. Prospective buyers must therefore provide you with a self-disclosure. Other examples of credit agencies are Bürgel and Creditreform. These also provide information on existing property ownership and a general assessment of your financial situation. In addition to the data you receive in this way, it is also a good idea to request information about the assets of your prospective customers. This includes account and deposit statements as well as business documents. Ultimately, however, the most important criterion is the bank's financing commitment. Make absolutely sure that the loan has been approved specifically for the purchase of your property. This will ensure that the prospective buyer does not end up paying off another property.

Step 3: Criteria for the final selection

In the end, there may still be two or even more solvent prospective buyers in front of you. How do you make your decision here? The simplest option is probably the "first-come-first-serve" principle: whoever approaches you first with a secured purchase offer gets the property. However, you are not bound to sell to the fastest bidder, but are completely free to make your own choice. A sympathy bonus can therefore be held against you just as little as a decision by lot. You can also make your choice dependent on how well the new residents fit into the neighborhood. After all, the new owner is supposed to take your place. So, for the sake of your neighbors, get a detailed picture of the people interested in your property. When selling an apartment in an apartment building, it is often even customary for the owners' association to approve the buyer beforehand. However, you should be careful with additional payments. Although it is legitimate to sell to the highest bidder, you must not accept any additional payments that are not listed in the purchase contract. Otherwise you will quickly run into problems with the tax office.

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Photo: Deagreez