From the exposé to the notary - what owners often underestimate

Many owners believe: “Once the exposé is online, the rest almost takes care of itself.” In reality, the most challenging part of the sales process often begins right then - namely between the first publication and the notary appointment.

In my discussions in Nuremberg, I see time and again that owners completely underestimate certain phases: the preparation of documents, the role of market analysis, the evaluation of interested parties, coordination with the notary or the organization of the handover. This is exactly where stress, delays - and sometimes financial disadvantages - arise.

In this article, I will show you which steps from the exposé to the notary are really important, where typical pitfalls lie and how I systematically avoid these points in my daily work.

The biggest misconception: “The exposé is the most important part - the rest takes care of itself”

A good synopsis is important, no question about it. It attracts attention, creates a first impression and filters out the right target group. But: the exposé is only the visible part. Most of the work takes place in the background.

Many owners underestimate these points in particular:

How much the quality of the documents influences the rest of the process.
How much organization is needed to make viewings structured and stress-free.
How crucial it is not only to find prospective buyers nice, but also to check them professionally.
How much preparation a notary appointment requires if you don’t want things to get complicated later on.

This is exactly where professional estate agent work begins - and not just with an attractive exposé.

What needs to happen before the exposé

Before I even create an exposé, a lot more happens in the background than you see at first glance.

1. Clean inventory of the property

I don’t just take a “quick” look at the property, but examine it from three perspectives: substance, use and potential. This includes, among other things:

Location, layout, accessibility
Visible condition of the roof, façade, windows, technology
Floor plans, room layout and usability
Any modernization or renovation backlog

Only if I understand the overall picture can I formulate a serious and clear exposé later on.

Christoffer Davis

Real Estate Agent (IHK) · Certified Property Valuer (IHK)

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2. Well-founded valuation instead of estimated price

One of the main reasons for problems later on is unrealistic prices. That’s why a well-founded property valuation is always part of my preparation.

Important building blocks:

Market value: Realistically achievable market value under normal conditions.
Standard land value:** Orientation for the pure land value, but not the whole truth.
Market analysis:** Current supply, demand, prices achieved and marketing times in Nuremberg.
Reference properties:** comparable properties that have actually been sold - not just advertised.

Depending on the property, I also use the property value method: if the substance and land value play a role, for example in the case of owner-occupied single-family homes.

Or the income value method: if the focus is on rental income, for example in the case of apartment buildings or rented apartments.

Only when these values fit together can a realistic price corridor be created - and from this a sensible offer price.

3. Prepare the documents in full

What many underestimate: Documents become crucial at the latest when a buyer is seriously interested. If something is missing here, delays or doubts arise.

Typical documents that I check and request at an early stage:

Land register extract
parcel map
Building plans or floor plans
Calculation of living space
Energy certificate
Proof of modernizations
If applicable, declaration of division, minutes of the owners’ meeting for apartments

The better prepared this part is, the smoother the sales process will be.

The exposé: more than just pretty pictures

An exposé is not an advertising flyer, but an information document. It should not only “look nice”, but above all:

appeal to the right potential buyers
provide clear, complete information
create trust because nothing is concealed or “softened”

In my exposés, I make sure that the facts are not glossed over. Because anything that is “optimized away” in the exposé will be noticed at the notary or at the viewing at the latest - and will then lead to unpleasant discussions.

Between the exposé and the notary: this is where most mistakes happen

Many owners believe that the most difficult part is the pricing. In practice, the biggest problems often arise in the phase in between: when inquiries come in, viewings take place and the first offers are on the table.

Mistake 1: Treat every inquiry the same

If you approach the process without structure, you quickly lose the overview. That’s why I work with a clear pre-selection.

Important questions in the background:

Does the prospective buyer’s search request match the property?
Do the financing and equity seem plausible?
Are the time frames compatible with those of the owner?

Here it is important to be friendly, but also to filter. Every viewing costs time and energy - for everyone involved.

Mistake 2: Viewings without a system

Uncoordinated appointments, unprepared rooms, unclear responsibilities: All this looks unprofessional and unsettles serious buyers.

My approach: viewings are planned in such a way that they are structured, calm and informative. For me, this also means being prepared for typical questions about the building fabric, energy, use and surroundings - and giving honest answers.

Mistake 3: Only evaluating offers according to price

Many owners focus exclusively on the figure in the purchase offer. In reality, other points are just as important:

Is the financing resilient?
Is there a financing confirmation or only verbal statements?
Does the timetable (e.g. moving out, handover) fit in with your life situation?
Do buyers impose conditions that could cause problems later?

My aim is not to find the highest, but the most stable and suitable offer.

Speculation tax, ancillary purchase costs and co.: topics that are often ignored

Taxes and ancillary costs are often only discussed at a very late stage - sometimes too late.

Speculation tax: think about it early on

The speculation tax can be relevant if a property is resold within certain periods after purchase. I am not allowed to and will not give any tax advice on this, but I will address this issue at an early stage so that you can check with your tax advisor or lawyer whether there is any need for action.

Incidental purchase costs: Understanding the buyer’s perspective

The ancillary purchase costs include, for example:

Land transfer tax
notary fees
Fees for the land register entry
broker’s commission, if applicable

Even if these costs are usually borne by the buyer, they influence their calculation - and thus their willingness to pay a certain purchase price. I always take this point of view into account in my consultations.

The path to the notary: What is coordinated in the background

Once a buyer has been found, many people think: “Now it’s done.” In fact, a very sensitive phase now begins.

Draft purchase agreement: clarity instead of surprises

Before the notary appointment takes place, a draft contract is drawn up. In this phase we clarify, among other things:

which items in the house are also being sold
how any defects will be dealt with
what date is envisaged for the transfer of ownership and payment of the purchase price
how to deal with existing tenancies (if any)

I go through the draft with my clients point by point. The aim: no nasty surprises at the notary, but a date when everyone knows what it’s all about.

Coordination with buyer and notary

In the background, I clarify with the buyer and the notary’s office:

whether all documents for the financing are available
whether there are any queries about the contract
whether deadlines can be met

This avoids having to postpone notary appointments or creating uncertainty at short notice.

Not everything is done after the notary appointment

Many owners also underestimate this: although the purchase contract is signed, there is still a lot to do in practice.

Important points after the notary appointment:

Check receipt of payment and due date notification
Agree the handover date
Document meter readings
Create a handover protocol
Hand over keys and documents in an orderly fashion

I accompany my customers right up to the handover - and am often the person to contact afterwards if any questions arise.

Checklist: What owners should keep in mind between the exposé and the notary

These questions can help you to check whether your sales process is really well set up:

Has the property been carefully assessed - including market value, standard land value, market analysis and, if applicable, asset value or income value method?
Are all important documents complete and up to date?
Is there a clear strategy for marketing - not just a “we’ll give it a try”?
Are interested parties pre-qualified in a structured manner before viewings take place?
Are there criteria according to which offers are evaluated - apart from the pure number?
Have issues such as speculation tax and ancillary purchase costs at least been addressed?
Do you go through the draft purchase contract together before you go to the notary?
Do you feel informed at every stage of the process, rather than surprised?

The more of these questions you answer with “yes”, the lower the risk that you will underestimate something crucial.

Conclusion: The quality of the sale is decided between the exposé and the notary

Many owners concentrate on the visible parts of the sale: photos, advertisement, viewings. However, the really critical issues often lie in the background:

a clean property valuation
complete documentation
clear selection of interested parties
Structured negotiations
well thought-out preparation of the notary appointment

As a real estate agent in Nuremberg, I see it as my job to not only be the “seller”, but to organize the entire process so that you don’t experience any nasty surprises.

From the exposé to the notary - and beyond - it’s about making decisions on a clear basis. If you succeed in this, a potentially stressful project becomes an orderly, comprehensible path that you can take with peace of mind.