Table of contents:

House sale: The broker helps
House sale: The broker helps

Video: House sale: The broker helps

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Video: Sales Pro Shows Celebrity Real Estate Agents How to Negotiate Price 2023, February
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The demand is great. But even in these times, a property does not sell on its own. If you let a broker help you with the house sale, you will save your nerves.

Table of contents Table of contents House sale: The broker helps

  • A question of appreciation
  • A folder full of papers
  • The type of presentation
  • From candidate to buyer
  • Help from the market leader
  • Real estate sales documents
  • Expert advice: Karl-Heinz Seyfried - A broker without blemishes

Table of contents Table of contents House sale: The broker helps

  • A question of appreciation
  • A folder full of papers
  • The type of presentation
  • From candidate to buyer
  • Help from the market leader
  • Real estate sales documents
  • Expert advice: Karl-Heinz Seyfried - A broker without blemishes

Owners who want to silver-plate their house or apartment currently have good cards. But often private sellers who sell their house without a broker don't get the best out of it because they set the price wrong. If they ask too little, they give away money. If they want too much, the interested parties stay away. The result: "The property has been on the market for a long time, giving the impression that something is wrong with it, " explains Mathias Wahsenak, Managing Director of LBS Immobilien GmbH (LBSi).

A question of appreciation

In order to get a feel for the right price, owners should monitor the advertisements on real estate portals for months. However, all the objects that are recommended in the circle of acquaintances or that are sold by brokers to noted prospective buyers are missing here. Each property is also different. Specific properties such as the living environment, the structural and technical condition have an impact on the price. It can therefore be worthwhile to have the value determined professionally, for example by a publicly appointed and sworn expert. "There is a short report for a few hundred euros, " said the business journalist and real estate expert Karl-Heinz Seyfried (see expert advice). If a broker organizes the sale, he helps with the pricing.

A folder full of papers

"A broker also knows which documents are required and where they can be obtained, " says LBSi managing director Wahsenak. In addition, he professionally prepares plans and floor plans and creates a meaningful synopsis. Private sellers are well prepared if they can completely tick off the checklist on the right. Among other things, you should have a current land register extract available. After all, prospective buyers will want to check whether third-party rights are on the property, such as a right to live. The land map (from the land registry office) shows the property boundaries. The energy certificate is important because it is required by law. As a rule, this must be available at the latest when the visit is made. For owners of a property in need of renovation, Karl-Heinz Seyfried has another tip: “Get a quote! Then those interested in the work cannot ask for inappropriate discounts on the purchase price."

The type of presentation

Most house and apartment seekers click on the real estate portals through ads and often decide in a few seconds whether a property is appealing. "There is no second chance for a first impression, " says Mathias Wahsenak. That is why a good synopsis is so important. It contains helpful information, shows the advantages, shows floor plans and high-quality photos. It raises positive but not false expectations. After all, inquiries from people for whom the property does not fit only cost time.

In order to be convincing during visits, the property should be nicely prepared: the access must be swept and the garden well-kept, windows must be cleaned and rooms must be clean and well ventilated. In addition, a few changes can improve the impression. “Many used properties are too full. Lightly furnished rooms look more spacious,”says the LBSi expert and advises to thoroughly clean out. By repairing minor defects and painting walls white, owners also upgrade their property. However, they must not specifically cover up problems, for example painting over moisture damage. "Sellers even have to draw attention to known defects without being asked, " says Wahsenak.

From candidate to buyer

Not all interested parties are nice people. "Anyone who feels inhibited towards strangers should ask a friend to visit them, " recommends Seyfried, "or hire a broker from the start." A serious broker has checked in advance whether the prospective buyer can afford the property at all. And later the professional can accompany the negotiations. That gives security. Nevertheless, some purchase commitments have already burst because the loan agreements did not materialize.

It is better for salespeople to submit a financing confirmation in good time - i.e. before the appointment with the notary. The referee draws up the contract in accordance with the agreements and land register entries. Buyers and sellers finally sign the deal. If a broker was active, he now usually receives his fee in the amount of three to six percent of the purchase price. In some regions the buyer traditionally pays, in many places both parties share the costs.

Help from the market leader

A broker provides support from pricing to the notary appointment. The Sparkassen-Finanzgruppe, to which LBSi belongs, is the largest broker association in Germany. The employees are rooted regionally and networked nationwide. "They primarily address marked and checked prospects and thus shorten the marketing period, " says Wahsenak of an advantage. In addition, the offers are advertised online at immobilien.sparkasse.de and on other well-known portals.

Real estate sales documents

Private sale or through brokers additionally for condominiums
Floor plan, building sections, views Declaration of division
Calculation of living space and converted space Business plan
Land register extract, land map Administrator contract
Building description, photos Minutes of the owners' meeting
Building insurance policy House rule
Real estate levy notice Extract from the reserve account
Service charge settlement rental contract
Energy performance certificate

Expert advice: Karl-Heinz Seyfried - A broker without blemishes

“Sellers who have little time or are reluctant to negotiate get help. But not everyone who calls himself a broker understands his job - especially since the job title is not protected.

Karl-Heinz Seyfried
Karl-Heinz Seyfried

Author Karl-Heinz Seyfried answers questions about real estate in advice.

/ janoon028

Owners looking for a broker should keep track of real estate ads for a longer period of time. This gives them an overview of the providers and information on the quality of their work. Otherwise, personal recommendations help. When choosing, criteria such as work experience, training and further education as well as local knowledge are decisive. So the office must be nearby. Then the broker will not turn away any sightseeing requests because he shy away from the trip. The seller should also check whether the focus is on objects like his, and also ask about property damage liability insurance. This jumps in when the broker damages a customer through incorrect advice or breach of duty. In the first non-binding discussion, sellers then pay attention to whether the broker is competent, for example when assessing technical construction details. Sympathy also plays a role. After all, the collaboration can take weeks.”

The book "Selling, giving away or bequeathing my property" is available in stores for 14.90 euros.

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