How to prepare your property to sell faster

Some properties sell in weeks and others stay listed for a year. It is almost never a matter of luck. In more than 20 years of selling properties, I have seen that the ones that sell quickly share four things: the right price, documents in order, good condition and good presentation.

The good news is that all four are in your hands. Here is how to prepare them.

1. A price the market accepts

This matters most. A property priced above the market gets no visits, stays listed for months and ends up selling for less than it was worth at the start, because buyers distrust what has been for sale for a long time.

To set the right price:

• Compare with what sells, not with what is advertised. What matters is the price at which similar sales in your area actually closed.
• Compare truly similar properties: same neighborhood, square meters, bedrooms, parking, age and condition.
• Separate value from attachment. Memories and what you spent on improvements do not always raise the market price.
• Leave a reasonable margin to negotiate, without inflating the asking price.

2. Documents in order

A serious buyer, or their bank, will ask for the paperwork before signing. If problems come up at that point, the sale is delayed or falls through. Prepare them from the start:

• The title certificate, in your name and with the correct details.
• The certificate of legal status, which shows any mortgages, liens or other encumbrances.
• The property tax (IPI) up to date, if the property pays it.
• The plans or the survey, which confirm the square meters.
• The condominium's no-debt letter, if it is an apartment.

If the property has a mortgage, that is not a problem: it is paid off with the sale proceeds. But it is worth knowing now how much is left and how the payment will be made.

As a lawyer by training, I review these documents with my clients before listing the property, to resolve any issue in good time.

3. Small repairs that show

You do not need to remodel. The repairs that help most are the inexpensive ones:

• Paint in light, neutral colors.
• Leaks and damp stains. They are the first thing that scares a buyer.
• Dripping faucets, burnt-out bulbs, doors that do not close. Every detail adds a doubt.
• A deep clean, including bathrooms, kitchen, windows and balcony.

And something that costs little: clear the spaces. Put away family photos, personal items and extra furniture. Buyers need to picture themselves living there, and that is easier in a tidy, open space.

4. Photos that invite a visit

Today almost every search starts on a phone. If the photos do not convince, there is no visit. To make your property stand out:

• Take them in daylight, with curtains open and every light on.
• Use landscape photos and shoot each room from a corner, so it looks complete.
• Include the view, the balcony, the common areas and the parking.
• Avoid dark, blurry photos or photos with people.

Pair the photos with an honest description: square meters, bedrooms, bathrooms, parking, floor and what makes it special. Exaggerating only brings visits that do not end in a sale.

5. Easy visits

The easier it is to see the property, the faster it sells:

• Offer flexible hours, weekends included.
• Before each visit, open the windows, turn on the lights and leave everything tidy.
• If you live abroad or cannot be there, leave a key with someone you trust.

Before you sign

When the offer arrives, look beyond the price: the form of payment, whether the buyer needs a loan and how long it will take, and who pays each cost. If you sell for more than you paid, also ask about capital gains tax, so you know how much you will keep.

In the seller's guide I explain the whole process. If you are thinking about selling, I will gladly review the price and the documents of your property with you.