Seller’s Guide

Most owners list without a clear strategy. Without market analysis, without a defensible price, without a plan. The result is predictable: months of waiting, unfiltered visits and a price drop that could have been avoided.

A serious prior analysis answers three questions: at what price have comparable properties closed in the last 6 months?, what differential features does my home have and what are they worth to a target buyer?, and who is the real buyer for this property — profile, motivation, timeline?

Without those answers, setting a price is guessing. And guessing usually costs between 5% and 15% of the home’s value.

A defensible price starts from real transactions — not listed prices. Portals show what is asked, not what closes. The difference can be 10% or more.

On top of comparables, objective adjustments apply: condition, floor, orientation, lift, community, costs. Each adjustment has a documentable market value.

The listed price defines who calls. Price too high and good buyers will not call. Price too low and you will get many visits but negotiation starts at the floor.

We are not talking about renovating — we are talking about presenting. Depersonalise, tidy, light, remove odours and fix small defects. A prepared home sells 8-12% faster and 3-7% higher according to market data.

Professional photography is not optional. It is the first barrier to make the shortlist. Bad photos equal zero visits, regardless of price.

Documentation ready before listing: title certificate, energy certificate, building inspection if applicable, property tax, community fees, special charges. If a serious buyer asks and you take 10 days, they are no longer a buyer — they are an ex-buyer.