Main difficulties when selling a home
There are many who at the time of selling a property end up despairing since it is not an easy task to get it. There are many apartments and houses that are for sale, so you have to compete with all of them to get the attention of buyers. Thus, numerous challenges arise that must be overcome throughout this process, challenges that are related to planning, management of potentials, buyers or legal procedures, affecting the final result.
To make this process easier, Solvia has launched the “Well done deal” campaign whose objective is to help sellers and buyers in all these challenges that appear during the process. Let's see below some of the challenges that must be faced.
Set the correct market price
The most common is to track the prices of similar surface homes sold in the area. However, each property is a world, and the amount will also be determined by the distribution, facilities, qualities, lighting or reforms made of the property, as well as by the type of building and preservation of the building where it is located. We will have to know how to correlate these values and not set exorbitant prices that scare off potential stakeholders.
Identify potential buyers
To avoid wasting time, it is important to detect which buyers really want and can acquire the property. Therefore, before continuing the relationship with a potential interested party, it is advisable to know if you are in the first stage of finding a home, if you have sufficient economic capacity for the acquisition, if you have already consulted with a banking entity the possible grant of a mortgage, if you intend to pay in cash, if you need to buy in a short period of time, if you have savings ...
Have a commercial vision to capture the buyer
A home is still a product for sale that requires a series of specific value proposals that capture the interest of a buyer. The challenge will not only be to detect them, but also to work them (adapting the house) and know how to transmit them, both at the time of announcing it (description, photographs, videos ...), as in the visits. Some attractions that can be exploited are: renovations and renovations carried out, energy efficiency, special provisions, lighting, location and nearby services, good relations with the neighborhood community, elevator availability ...
Know how to answer the questions of the interested parties
It is very common for a person who visits what he considers his future home to ask many questions related not only to the state and situation of the property, but also to the buying and selling process (taxes, legal procedures, mortgage issues, etc.). Although it is not necessary for the latter to answer the seller, they are very useful to establish the confidence of the interested party and increase the possibilities of sale.
Negotiate with the buyer
Once you have managed to capture the attention of a potential buyer and know your real motivation for purchase, it will be necessary to know your expectations for the negotiation. Providing solutions that facilitate the decision and having professional and personalized advice can make the difference between a deal and a well done deal.
Collect all necessary documentation for the sale
When formalizing the contract of sale, the seller must provide, apart from his ID, the title deed and the simple note, the certificate of outstanding debt, the housing habitability cell, the community expenses, the receipts of supplies of the property, the Energy Efficiency Certificate, the urban qualification and the Certification of Technical Inspection of the Building (ITE). All of them are necessary to make the contract with the future buyer. Subsequently, the signing of the public deed of the house will be made before a notary, a document that, once it has been provided in the Property Registry, will certify the change of ownership.
Face transaction costs
Selling a home is not free. The seller must meet the costs of state capital gain (IRPF) and municipal (IBI), mortgage cancellation and processing of the mortgage cancellation process (if any), energy certificate, as well as the certificate of being up to date of community payments.