Learn how to sell a property in a practical way
It’s time to change your address. The family will grow, the dream house is available for purchase, or the new job requires a move to another city. But how to sell a property in the midst of so many changes?
What are the laws that govern the business and how to ensure that the property’s appreciation will be in the final sale price? There are so many elements to consider that animation starts to turn into doubts.
Did you identify with these situations and, mainly, with the insecurity that the process can cause?
So this post was written for you. We use all our experience and knowledge of our sales team to create ideal and enlightening content to ensure a safe and well-made sale of your property. So, good reading!
1. Understand how to evaluate the property
Even if there is a sentimental relationship with the property, when defining its value for sale, the criteria should be purely financial. For both buyer and seller.
For this reason, choosing a real estate professional is advisable to ensure an impartial appraisal.
Realtors, real estate agents or independent equity appraisers are some of the good choices, as they take into account the market potential, current physical conditions and other characteristics that can affect the price.
Attention, because the value for which the property was acquired in the past and the structural improvements carried out are also references, and the responsible professionals may question this information.
A price survey of properties for sale in the vicinity of the neighbourhood is also information that should be considered, after all, they represent the competing options of the business.
They can have the same size and characteristics, which helps in the comparison or be a reference to calculate the value per square meter, which would be the sale or construction price, divided by the total size of the apartment.
The value of the square meter of neighbourhoods is a piece of data widely used by professionals in the area, including.
Attention should be paid to values well below the market. They can suggest problems with the property or an urgent sale, which can be used as a bargain by buyers.
And prices far above the region drive away potential buyers, who may simply stop visiting the property because they consider it to be beyond their means.
Selling a property is certainly not very complicated, but it requires time, dedication and, above all, understanding of the market.
As it is not a routine situation, outsourcing this process can avoid risks and losses in the business. However, you need to know how to choose a real estate agency.
2. Know how to find the ideal real estate
Choosing the perfect real estate to sell your property is not a simple task. It is not enough to have a branch in the same neighborhood as the property or have thousands of advertisements spread around the city.
She needs to be trustworthy, and to be sure and to hire her, it is necessary to make some considerations, such as:
Check the specialty of the real estate
Real estate purchase and sale intermediation companies can work with specific niches. This means that they specialize in a certain type of business, such as selling beach houses or commercial spaces.
When choosing a specialized real estate, the chances of finding buyers with the profile of the property increase considerably.
Ensure the company’s suitability
If a company is going to broker its business, it needs to be ensured that it is trustworthy. This will also be a feature buyer will be evaluating. In other words, associating your property with a company with a good image in the market is a positive factor when doing business.
Search complaint sites, ask for references from satisfied customers and check out the real estate’s business partners, as even its business cycle will indicate its suitability.
An interesting tip is to check if it is part of a real estate sales and leasing platform such as Loopimóveis, as its negotiation quality and reliability will certainly have already been analyzed by professionals who understand the sector.
Prefer innovative real estate
Businesses must evolve at the same speed as the innovation trends that society adheres to. The virtual environment is essential to ensure a faster sale for real estate, and that is why the best real estate agents work on social networks, search engines and on their own blogs.
Examine the qualification of brokers
It is not necessary to ask for all the certifications and credentials of the company’s brokers, but evaluating the attitude of its employees, the way in which the property is registered and the service, in general, is already a good clue.
In addition to checking what kind of attention buyers will receive during an offer, this assessment also allows you to analyze how the broker’s commitment to the sale will be.
Evaluate business practices
The choice of the company that will manage the sale of your property must also consider your business practices.
How is the property registration done? How are the contacts of those interested in the offer managed? Is there a filter to ensure that the visits are actually from customers interested in the business?
In addition to these questions, how are visits scheduled? And how does it relate to other real estate companies? Does it ask for exclusivity for the business?
Answers to these questions may change your choice of service provider. If it doesn’t require exclusivity, but for that reason doesn’t pay attention to your sale, your business practices may not meet your needs.
After making this decision, it is time to negotiate the commissioning of the sale.
3. See how to set commissioning
The sales commission is the way in which brokers and their companies are paid. In other words, commissions are legitimate for the services that will be provided, but they cannot be abusive.
The simple registration of a property on a website and in the broker’s database is not the end of the activities necessary to promote a sale.
The company’s brokers must manage the calls of interested parties, clarify doubts, take care of legal aspects, monitor visits and create strategies for the dissemination and closing of sales. And all these services associated with ensuring a secure sales process need to be properly remunerated.
Currently, as with the broker profession, commissioning is regulated in accordance with the Regional Councils of Real Estate Brokers (Cerci).
On average, commissioning for properties within cities is around 6% to 8% of the sale value, and the same goes for industrial properties. For rural properties, the commission can be extended up to 10%.
In addition to being regulated, the practice of commissioning within market values also gives credibility to the company.
Given all the details, including legal ones, of a purchase and sale, values that are much lower can represent amateurism or illegal commercial practices.
Knowing how to evaluate the work of a real estate company and how to pay it properly, focusing on the practical part of the sale is the next step. How to attract the attention of the right buyers?
4. Learn about good practices in property disclosure
There is a right buyer for your property, and the way to advertise your offer is essential to find him.
It’s true that he’s also looking for the ideal purchase, but recognizing that your property is the answer he’s looking for depends on how the promotion is being done.
So, we can cite as good practices:
Set a realistic price
In this post, we’ve already talked about the best way to assess and price the property to be sold, but it’s important to emphasize that setting a realistic value attracts compatible buyers to the business.
Just as someone who is selling thinks of putting the value a little higher for an eventual negotiation, whoever is buying imagines that a percentage of the value is likely to be reduced.
Be open to counterproposals
Considering that the parties will always be working with this negotiating margin, evaluate the counterproposals as real possibilities.
The price offered cannot be below the cost that the equity represents, both in market value and in relation to the improvements that have been made over time. But on the other hand, the conditions of the counterproposal can pay off.
If the amount is paid in cash, for example, the resource can be used to advance installments of a loan, thus obtaining good discounts that justify the acceptance of the counterproposal.
Pay attention to property care
If the property is empty, make sure that minimal maintenance is carried out regularly. Dust, dirt from moving and loose wires make a bad impression, and this is essential for the buyer to empathize with the property being sold.
In the business world, companies seek to create experiences for their customers to emotionally connect with their products.
When selling the property, this strategy is even more important. The buyer needs to imagine himself in that environment, especially if it is residential.
In order for him to be able to think about the decoration, the moments he will live there and everything that will emotionally connect him to the property, he needs to have a good first impression and experience.
If the site is still in use, organization will be even more important. The interested party will have a better notion of space, lighting and ventilation with the furnished environments. If it’s messed up, however, the conclusion will be negative.
Leave the possibilities for structural changes to the buyer
Except for the necessary maintenance repairs, such as painting the walls, checking infiltration and the quality of the electrical wiring, the rest must be left to the buyer.
Changing floors, changing the layout of the rooms and other structural changes may not please the person interested in the purchase. If the intention is to increase the value of the equity, the strategy may have the opposite effect.
Be thorough when describing the property
Putting all your property information in an advertisement has a number of advantages.
Among them, we can mention the transparency of the business and the selection of people who are really interested in the acquisition, and not just curious.
Complete information also saves time and speeds up the sale process, as any doubts that might eventually arise about the equity traded have already been answered.
In addition to technical data, such as footage, number of rooms, condominium fee and number of parking spaces, also include:
- floor where the parking spaces are located and its proximity to the elevator;
- condominium policy regarding pets;
- type of gas connection;
- incidence of sun in the rooms in the morning and afternoon;
- Value of the property tax.
Choose the most reliable dissemination channels
Currently, there are several ways to advertise the sale of an apartment or office, for example. In addition to brokers specializing in property transactions, it is possible to use sales and rental platforms, social networks and specialized blogs.
All of these disclosure mechanisms can be very effective if they are compatible with the type of property being sold.
It is important to remember, however, that each will require different time and attention from the owner.
Regularly monitor demand
Whether on the website or talking directly with the broker, always try to follow the demand and interest in the property.
Real estate companies are always reporting the progress of interest. Especially when the object of the sale is still the seller’s residence, but regularly questioning how the demand is going helps reinforce the professional’s dedication.
Take pictures of environments
No one is better than the owner to take photos that favour your assets. Making a beautiful production of the environment and taking pictures with good lighting and quality can guarantee a successful sale.
5. Discover 5 Setting Tips That Help Selling
All professionals who know how to sell a property recognize the importance of preparing it to receive interested parties.
It doesn’t mean making up for defects, but valuing the positive points. Owners of high-end luxury properties, for example, often hold events to welcome potential buyers.
A penthouse with a differentiated night view should enhance this advantage, both in photos and when visiting interested parties, for example.
In addition, there are other tips that can favour the ambiance.
1. Regular cleaning
Whether the property is occupied or not, cleaning is mandatory. This includes outdoor areas, empty bins and properly stored objects.
The person interested in the acquisition will also assess whether the property is well maintained, after all, if the cleaning is lacking, other elements of maintenance may also be in poor condition.
2. Environment friendly lighting
Lighting plays an important role in environments. When planned, it can expand the rooms or bring more coziness. Choose lighting that adds value to environments and always allows natural light to enter.
An important reminder: during a buyer’s visit, it’s critical that these features are demonstrated, so you need to keep your property’s bills up to date.
3. Impeccable organization
Just as cleaning is mandatory, so is organization, and apartments with animals and children need to be extra careful. Out-of-place toys and animal pee smells can detract from the purchaser’s impression.
It must be remembered that the buyer’s senses are being stimulated at all times during a visit. If the sensations caused are bad, the chance of closing the deal will drop considerably.
4. Up-to-date maintenance
Gardens, swimming pools and the facade of the property are examples of items that must be kept up to date.
They are factors that add value to the property, but if poorly cared for, they will make a bad impression. In addition to reinforcing the idea that their maintenance is laborious, discouraging the person who visits the property.
5. Encouragement for the buyer’s imagination
To get out of the basics, try to decorate the environment with flowers or something in common with the reality of the visitors. If they are newlyweds, for example, value the rooms and items in the house that favor the couple’s coziness and intimacy.
If you are a family with children, emphasize safety items such as safety nets on windows and play areas such as playgrounds or squares near the property.
The more contextualized the property is in the buyers’ lives, the more certain they will be about the purchase. After the decision, the next step will be to close the sale.
6. Closing the sale: the best negotiation techniques
Many investors trade real estate for profit. So, even if the sale is unique and with the purpose of changing the address, it is necessary to understand that the process is a negotiation. After all, it’s an important part of the family’s wealth.
The negotiation can be brokered by the real estate agency, but as it will need to be impartial, to serve the interests of both parties involved, ensuring that your needs are considered depends on your conduct of business.
Get to know some techniques and guidelines for negotiating the real estate market.
Keep calm throughout the negotiation
It is perfectly understandable that being able to sell the property is a source of great happiness, but this excitement should not be shown in front of the buyer.
This is because he can interpret this in various ways, as a disadvantageous sale, that the good has some unidentified defect or that the value is way above the market.
Know the buyer’s profile
Hiring a real estate agency ensures that the deal is made with a buyer who is able to meet the payment or has credit for financing. Still, look for information about him—data such as his industry, what the purchase is for, etc.
In addition to ensuring a completely safe sale, this attitude also allows a kindness to be planned, such as giving the new owner a bottle of sparkling wine.
Use conditionals to make concessions
This technique is widely used by experienced brokers and traders, basically consisting in accepting the buyer’s requests under conditions that also favor their side.
If the buyer wants to include furniture in the living room in the apartment negotiation, for example. In addition to the value of the items, a longer period for leaving the property can be negotiated.
Set your minimum criteria for selling
Like the seller, the buyer is also looking for the best conditions for the deal. That’s why you need to know exactly the limit for concessions and discounts.
Define the minimum values for negotiation, forms of payment that you will be willing to accept and deadlines for the delivery of the property. In this way, it will be possible to make safe decisions for closing the deal.
Make the sale within the legal procedures
Do not give up the security in making the sale respecting the laws that govern the real estate market.
The damage and work that informal arrangements can cause is much greater than one imagines. Therefore, know the taxes to be paid, costs of the negotiation brokered by the broker and, of course, the documents necessary to make the sale official.
7. Know the documents needed to make the sale official
We can separate documents into three groups: seller, property and buyer.
In addition to the documents, some fees and taxes are also part of the business, costing approximately 5% of the sale value. This changes according to state legislation, but, briefly, we can cite the main ones:
- Certified copy of the definitive deed with the name of the sellers registered at a Real Estate Registry Office;
- Vinegary Clearance Certificate of Real Liens (attests to the inexistence of debts in the last 20 years);
- Registration of Reipersecutory Shares and Disposals (certifies that there is no record of informal sale of the asset)
- Tax Clearance Certificate issued by the City Hall;
- Certified copy of the current IPTU, with the due installments paid up to the negotiation date;
- Construction Registration, also from the Real Estate Registry Office;
- Property plan approved by the city hall signed by the responsible engineer or architect, as well as its registration number with CREA;
- Clearance Certificate of Condominium Debts, in the case of apartments.
They are mostly negative certificates, such as:
- Civil and Federal Court Actions;
- Interdiction, Guardianship or Guardianship;
- actions of the State and Municipal Treasury;
- Title protests.
If there is any positive certificate, you must send a document that contains the entire content of the action. Merchants must also attach documents specific to the financial health of their business.
In addition to a copy of the buyer’s main identification documents, others will be ordered according to their marital status and nationality.
A copy of the FGTS statement and proof of remuneration are usually requested by the financial institution that will grant the financing.
These certificates are valid for 60 days and are provided after signing the sales and purchase commitment agreement, some of which can be obtained online.
Afterwards, and with all the documentation up to date, the purchase and sale contract can be made with the guidance of a specialist lawyer.
All this legal procedure seems like a lot of work, but with determination and a professional in the area who knows how to sell a property to guide the process. The hardest part really is finding the right buyer.
For this reason, betting on an online property purchase and sale platform greatly increases the chances of success in promoting the property.