From the exposé to the notary appointment: What owners often underestimate

At first glance, selling a house seems straightforward: create an exposé, publish an advertisement, a few viewings, a notary appointment - done. In reality, things look different. Between the first photo and the signature at the notary’s office, there are many steps that determine whether selling a property in Nuremberg is a smooth, structured and successful process - or a tough, nerve-wracking and perhaps even disappointing one in the end.

In this article, I will show you what really happens between the exposé and the notary appointment, which points owners often underestimate and how I organize these phases so that they work reliably.

Why the exposé is more than just “a few pretty pictures”

The exposé is the first serious contact between your property and potential buyers. It is a sales document, filter, source of information and basis of trust all in one.

What many underestimate:

• An exposé determines whether prospective buyers even see your property as an option.
• It reduces or increases the number of enquiries.
• It influences how seriously buyers take the price and details.

Important components of a strong exposé:

• clear, professional photos
• clean floor plans
• comprehensible floor space details
• honest, structured descriptions
• Information on condition, modernization and energy situation
• Consistent link to the pricing strategy and market value

A good exposé does not sell on its own - but a poor exposé often prevents serious discussions from taking place at all.

How valuation and exposé are connected

An exposé is only really good if the figures behind it are correct. Otherwise everything looks “nice”, but nothing is reliable.

The core of the valuation is the market value: it describes the realistically achievable market value of your property under normal conditions. This value is based on various factors:

• Standard land value: orientation for the land value in your location in Nuremberg.
• Market analysis: How many comparable properties are there? How high is the demand? What prices were actually achieved, not just advertised?
• Reference properties: real sales of similar houses or apartments.
• Material value method: Valuation based on land, construction costs and building fabric - particularly important for owner-occupied single-family homes.
• Income capitalization approach: Valuation based on rental income and yield - crucial for rented properties.

The better these components fit together, the more credible the offer price in the exposé will appear - to buyers and banks.

The post-publication phase: why many processes run in parallel here

As soon as the exposé is online, the phase that “only” looks like communication with interested parties from the outside begins - but can actually be the most demanding part in terms of organization.

What actually happens in the background:

• Viewing and prioritizing inquiries
• Answering queries about documents, floor space, year of construction, energy values
• Planning and coordinating viewings
• Pre-qualify interested parties: Who really fits?
• Evaluate first impressions from conversations

Without structure, this phase quickly becomes confusing. Suitable prospects are then lost, while you lose a lot of time with unsuitable cases.

Viewings: more than just “a tour of the house”

Viewings are the moment when prospective buyers decide: “Can I imagine living here?” or “Is this property suitable as an investment?”.

What many underestimate:

• The course of a viewing influences how seriously buyers take the property.
• Unclear answers or contradictory statements lead to mistrust.
• A crowded, unstructured viewing day can do more harm than good.

Important principles according to which I organize viewings:

• clear route through the property
• Sufficient time for questions
• honest, calm explanation of condition, modernization and possible investments
• comprehensible classification of the price with reference to market value, standard land value and market analysis

The aim is not to “convince” anyone, but to show the property in such a way that an informed decision can be made.

What happens between viewing and offer

Many owners think: “If someone likes the property, they’ll just make an offer - and then we’re almost done.” However, there are several important steps in between.

What I do in this phase:

• Getting feedback: Who is seriously interested, who is not?
• Sort interested parties: Which queries are still open, which additional documents are needed?
• Check financial feasibility: Has there already been a discussion with the bank, a financing confirmation or a clear framework?
• Classify offers: Does the price offered match the valuation, market analysis and reference properties?

This is where you decide whether an offer just sounds good - or whether it is actually viable.

Why the highest price is not automatically the best offer

Several interested parties is a good situation - but it can lead to wrong decisions if you only look at the number.

Questions I ask myself with every offer:

• Is the financing realistic - also taking into account the ancillary purchase costs?Ancillary purchase costs: these include land transfer tax, notary fees and costs for land register entries. Buyers must pay these in addition to the purchase price.
• Are there any conditions, for example long transition periods, conversion requests or dependencies on the sale of another property?
• Does the timetable match the seller’s objectives?
• Does the offer match the market value and the market analysis - or is it more of a “lucky strike” with a high risk?

A slightly lower but solidly financed offer may end up being a much better choice than a figure that is on shaky ground.

Preparing for the notary appointment: the most underestimated part

As soon as the seller and buyer agree, many people think: “Now the notary will do the rest.”

In practice, this phase is highly sensitive. Unclear points, missing documents or details that have not been discussed can lead to delays or even withdrawals.

What needs to be organized in this phase:

• Submit complete documents to the notary’s office
• Clearly clarify special features such as usufruct, residential rights, rights of way or existing tenancies
• Agree the handover date and payment date
• Precisely formulate open questions about renovations, inventory, remaining work or special agreements

Issues such as possible speculation tax belong in the hands of a tax advisor, but can influence the timing or structure of the sale. It can become relevant if certain deadlines are not met between purchase and sale. It is important to consider these points in good time - not just shortly before notarization.

The purchase agreement: why every detail counts

The draft purchase agreement is not a form that you “just sign”, but the result of evaluation, negotiations and individual agreements.

Important points that must be clearly regulated:

• Exact designation of the plot and property
• Purchase price and payment modalities
• Date of transfer of benefits and encumbrances
• Dealing with existing tenancies or third-party rights
• Provisions regarding defects, condition, agreed work or inventory sold with the property

My job is to ensure that both parties understand what is in the contract - and that what is there matches what was previously discussed.

Handover after the notary: the last step that is often underestimated

Once the notary has signed the contract, the sale is legally secured - but in practice it is not yet complete.

The handover includes:

• Recording the meter readings
• Handing over the keys in full
• Create a handover protocol
• Hand over relevant documents such as operating instructions, plans and invoices

A well-prepared handover prevents subsequent discussions and ensures that the sale is not only legally but also practically clean.

Why the path from exposé to notary needs a common thread

From the first photo to the final signature, many gears interlock:

• Valuation and market value determine the pricing strategy.
• Standard land value, market analysis, reference properties, asset value method and income value method form the professional foundation.
• A strong exposé attracts suitable prospective buyers.
• Structure in communication filters out serious buyers.
• Proper preparation of the documents prevents delays.
• Clarity about ancillary purchase costs, financing and possible speculation tax protects against unpleasant surprises.
• A well-prepared notary appointment ensures that the sale can be completed safely and according to plan.

It is precisely in these phases that it is decided whether selling property in Nuremberg will be calm, transparent and successful - or whether the process will be unnecessarily difficult.

If you don’t underestimate these steps but consciously manage them, you won’t experience the sale as constant stress, but as an orderly process with clear stages.

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Read more: Real estate sales in Nuremberg (immobilienverkauf) – vom-expose (2) | What you need to consider when selling real estate with multiple heirs