Selling a property, step by step

Why: An overpriced listing goes stale and then sells below value.

How: Compare the median of similar properties nearby, their spread and average days on market.

Why: More comes off the price than most sellers expect.

How: Lawyer or notary, escrow, energy certificate, registration fee, possible income tax, mortgage early-repayment fee, moving.

Why: The difference between exempt and taxable is large.

How: Most countries exempt a sale after a holding period or if it was your home. Check the rule and the date you acquired it.

Why: The most common reason a sale drags on for months.

How: Ask the bank for the settlement figure and the early-repayment fee, then plan the discharge of the charge.

Why: Commission on a mid-priced property is a lot of money — worth knowing what it buys.

How: On your own you handle listing, viewings and paperwork. An agent brings time, a buyer network and routine.

Why: Without it no contract and no registration filing can be drafted.

How: Title number, land registry district, parcel and unit numbers, share in common parts, associated garage or land.

Why: The buyer's lawyer will find any surprise within an hour — better to find it first.

How: Confirm you are the registered owner and look for charges, easements, pre-emption rights, pending entries or unregistered buildings.

Why: A missing spouse or co-owner signature voids the transfer.

How: Spouses, co-owners, heirs, court approval for minors, lender consent where a charge exists.

Why: Neither the buyer nor their bank will accept a charge without a clear plan.

How: Usually part of the price goes from escrow straight to the lender, who confirms discharge, followed by removal from the register.

Why: An occupied property has a much smaller pool of buyers.

How: Check notice periods, prepare a termination agreement, agree the vacating date.

Why: Same rule as with cars: cheap and visible yes, expensive and hidden no.

How: Paint, handles, dripping taps, bulbs. Do not renovate the kitchen before selling.

Why: Buyers need to picture themselves there, not you.

How: Remove personal items and photos, clear surfaces, let light in, air it out.

Why: Listings without a floor plan get far fewer serious enquiries.

How: 12 core shots: entrance, hall, living room from two angles, kitchen, bedroom, bathroom, WC, balcony, view, storage, parking. Lights on, no distorting wide angle.

Why: The basic document proving the property is yours.

How: Obtain a current extract from your land registry — not one from last year.

Why: In the EU it is required for the listing itself, not just for the sale.

How: Issued by a certified assessor; order it early.

Why: The first question every buyer asks.

How: From the building documentation, the declaration of ownership, or a new survey.

Why: A buyer with a mortgage will need them for the bank.

How: You hold the acquisition title; permits come from the building authority and can take weeks.

Why: Buyers and banks want to know how the building is run and what is planned.

How: Statutes, monthly contributions, reserve fund, planned works, latest meeting minutes. Request early.

Why: Arrears typically pass to the buyer, so they will ask for it.

How: Issued by the building manager or committee; allow a couple of weeks.

Why: Needed for the handover protocol and for the monthly-cost question.

How: Latest annual statements for electricity, gas, water and heating, plus meter point numbers.

Why: The buyer wants to see they are not inheriting arrears.

How: Proof of payment for the current year.

Why: Without an exact figure the escrow split cannot be set up.

How: Ask the bank for it in writing, including fees and the account for repayment.

Why: An incomplete listing attracts agents, not buyers.

How: Photos, floor plan, energy class, area, floor, lift, heating, monthly costs, transport. Aim for 80 %+.

Why: The most common buyer question; listings that answer it get better enquiries.

How: Reserve fund, management, utility prepayments — total and breakdown.

Why: Layout and location sell it, not adjectives.

How: Layout and condition → what is done → what is pending → location and transport → who it suits.

Why: A concealed defect is the most common cause of post-handover disputes.

How: Damp, mould, wiring, roof, planned works in the building, noise. Attach it to the contract.

Why: The first three weeks on the market decide the final price.

How: Fixed price, open to offers, or a bidding process. Set your floor in advance.

Why: An unapproved mortgage or an unsold flat can block you for months.

How: Ask: cash or mortgage? Pre-approved? Are you selling a property first? What is your timeline?

Why: Not by the order they contacted you.

How: Documented funds and no chain go to the top.

Why: An unanswered enquiry is looking elsewhere within a week.

How: Turn on enquiry notifications.

Why: Consecutive twenty-minute slots look better than scattered appointments.

How: Offer specific times instead of asking when suits them.

Why: A stranger you have never met is coming into your home.

How: Never alone, note their name and phone, put away valuables, documents and keys. Never lend keys.

Why: An answer on the spot is worth more than an answer in three days.

How: Floor plan, energy certificate, utility statements, meeting minutes, list of works. Follow up within 24 hours.

Why: Refusing an inspection loses serious buyers.

How: Agree a date and be present.

Why: With three buyers it falls apart without notes.

How: Who, how much, what conditions, valid until when.

Why: A reservation without clear refund terms is a dispute waiting to happen.

How: The deposit should be held by a lawyer or notary, never by the other party. State explicitly when it is forfeited and when returned.

Why: A lawyer drafts faster and cheaper with everything in one place.

How: Parties, exact property identification, price and payment mechanism, escrow, deadlines, defects, fixtures, handover date.

Why: A mistake in a property transfer costs a fortune and the registry will not excuse it.

How: Have it drafted professionally. Internet templates do not handle charges, matrimonial property or conditions precedent.

Why: Without deadlines the deal drifts without ever formally ending.

How: Buyer financing, survey result, vacating, discharge of charge — each with a date and a responsible party.

Why: Most land registries reject a filing without them.

How: Certified by a notary, lawyer or public office, on the copy intended for the registry.

Why: Never accept the price directly before the transfer. This is the one place where the whole amount can be lost.

How: Lawyer, notary or bank escrow. Funds are released only once the agreed conditions are met.

Why: While the charge is on the register, the buyer cannot get their own mortgage.

How: Part of the price goes from escrow to the lender, who confirms discharge; then file for removal.

Why: Ownership passes on registration, not on signature.

How: Check the fee, the form and the protective waiting period your registry applies.

Why: They must be unambiguous or the escrow holder will not release.

How: Typically: transfer registered, extract in the buyer's name, charge removal confirmed.

Why: Deadlines run from the start of the following year.

How: Income tax under the holding-period rule, plus any reporting duty for exempt income. Property tax for next year is the new owner's filing.

Why: Without recorded meter readings you keep paying for the new owner.

How: Electricity, gas and water readings with photos, keys, condition, what stays, date and signatures.

Why: An untransferred supply point keeps billing you.

How: Energy and water suppliers, building manager, internet, property insurance (cancel only after handover).

Why: Post keeps arriving for months after the sale.

How: Banks, insurer, employer, authorities, delivery address, residence registration.

Why: Tax periods are long and disputes surface years later.

How: Contract, protocol, proof of payment, registry confirmation.