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 organisation of the handover. This is precisely 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 synopsis is the most important part - the rest will take care of itself“
A good exposé is important, no question about it. It attracts attention, conveys the first impression and filters 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 strongly the quality of the documents influences the further process.
- How much organisation is needed to make visits structured and stress-free.
- How crucial it is not only to find interested parties nice, but also to check them professionally.
- How much preparation a notary appointment requires if it is not to be complicated later.
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, there's a lot more going on in the background than meets the eye.
1. clean inventory of the property
I don't just take a „quick look“ at the property, but consider it from three perspectives: substance, utilisation and potential. These include, among other things:
- Location, layout, accessibility
- Visible condition of roof, façade, windows, technology
- Floor plans, room layout and usability
- Possible modernisation or renovation backlog
Only if I understand the overall picture can I formulate a serious and clear exposé later on.
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 preparations.
Important building blocks:
- Market value: Realistically realisable market value under normal conditions.
- Standard land value: Orientation for the pure property value, but not the whole truth.
- Market analysis: current supply, demand, realised prices and marketing times in Nuremberg.
- Reference objects: comparable properties that have actually been sold - not just advertised.
Depending on the object, I also use the Asset value method: if the substance and the land value play a role, for example in the case of owner-occupied single-family homes.
Or the Income capitalisation approach: if the focus is on rental income, for example in the case of apartment blocks or rented flats.
Only when these values match will a realistic price corridor emerge - and from this a sensible offer price.
3. prepare the documents completely
What many people 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 modernisation
- If applicable, declaration of division, minutes of the owners' meeting for flats
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:
- Address the right prospects
- 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 „optimised away“ in the exposé will be noticed by 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 enquiries come in, viewings take place and initial offers are on the table.
Error 1: Treat every enquiry the same
If you approach the process without structure, you quickly lose the overview. I therefore 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 time schedules 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: Inspections without a system
Uncoordinated appointments, unprepared rooms, unclear responsibilities: All of this comes across as 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, utilisation and surroundings - and giving honest answers.
Mistake 3: Evaluating offers only by amount
Many owners focus exclusively on the number 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) suit 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 the like: topics that are often ignored
Taxes and ancillary costs are often only discussed at a very late stage - sometimes too late.
Speculation tax: think ahead
The Speculation tax may be relevant if a property is resold within a certain period after acquisition. I may not and will not provide 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
To the Incidental purchase costs include, for example:
- Real estate transfer tax
- Notary fees
- Fees for entry in the land register
- Brokerage commission, if applicable
Even if these costs are usually on the buyer's side, they influence their calculation - and therefore their willingness to pay a certain purchase price. I always take this perspective 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 sold
- how any defects are dealt with
- the planned date for 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 an appointment where 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 prevents notary appointments having to be postponed or uncertainty arising 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 some practical work to be done.
Important points after the notary appointment:
- Check receipt of payment and due date notification
- Coordinate the handover date
- Document meter readings
- Create handover protocol
- Hand over keys and documents in an organised manner
I accompany my customers right up to the handover - and am often still the point of 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 organised:
- Has the property been carefully valued - including market value, standard land value, market analysis and, if applicable, asset value or income capitalisation 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 topics such as speculation tax and ancillary purchase costs at least been addressed?
- Do you go through the draft purchase agreement together before you go to the notary?
- Do you feel informed rather than surprised at any point in the process?
The more of these questions you answer with „yes“, the lower the risk that you are underestimating 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, adverts, 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 organise the entire process so that you don't experience any nasty surprises.
From the exposé to the notary - and beyond - it's all about making decisions on a clear basis. If you succeed in this, a potentially stressful project becomes an organised, comprehensible path that you can take with peace of mind.
