Are you about to sell your property and wondering what buyers really look for? Learn here which aspects are crucial for interested parties and how to successfully present your property. A targeted preparation can make the difference between a quick sale and long waiting times.
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The topic briefly and concisely
Buyers place great emphasis on a good condition, energy efficiency, and complete, transparent information about the property.
Professional presentation through home staging and high-quality photos/virtual tours can shorten the selling time and increase the price.
The energy certificate and a clear presentation of all costs (additional purchase costs, ongoing costs) are crucial decision aids for buyers.
Selling property is a complex process involving many factors. But what are the crucial points that persuade potential buyers? It's no longer just about size and price. Instead, the condition, energy efficiency, and a transparent information policy are becoming more central. This article sheds light, based on expert opinions, on what aspects buyers really want to see and how you, as a seller, can optimally prepare your property. Good preparation and understanding the needs of the buyers are key to a successful deal.
First Impressions Count: Optimal Property Preparation
First impressions often determine purchase decisions and are formed within seconds. A clean, tidy, and well-lit property creates a positive basic atmosphere. Experts recommend removing at least 30% of personal items to allow buyers the opportunity to envision their own future in the space. Minor repairs, such as a fresh coat of paint, can have a significant impact and greatly enhance the overall impression. Also consider the exterior; a well-maintained garden or inviting terrace can increase value. A neutral colour scheme helps to appeal to a wider range of buyers. These measures are the foundation for what buyers really want to see: a well-maintained and inviting property. The optimal presentation of your home begins long before the first viewing.
Home Staging: The Art of Sales-Enhancing Presentation
Home staging goes beyond just tidying up; it is the professional preparation of spaces to boost sales. The goal is to create an atmosphere where potential buyers instantly feel comfortable and can imagine living there. Studies suggest that home staging not only reduces the selling time but often can achieve a 10-15% higher sale price. Therefore, the investment in professional home staging, which can range from a few hundred to a few thousand euros depending on the scope, often pays off. It helps highlight the strengths of the property and distract from any potential weaknesses. Learn more about professional home staging and its impact.
Key aspects of home staging are:
Targeted furnishing for space optimisation
Use of harmonious colour and lighting schemes
Creating an inviting yet depersonalised atmosphere
Using decorative elements that exude cosiness
These details significantly contribute to buyers recognising the full potential of the property.
Transparency through comprehensive documentation: What buyers expect
Prospective buyers desire detailed and precise information. Providing all relevant documents from the outset establishes trust and professionalism. Among the most important documents buyers want to see are a current land registry extract (not older than 3 months), a site plan, the energy performance certificate, floor plans, and an accurate living area calculation. The absence of the energy performance certificate can even result in a fine of up to €15,000. Proof of completed modernisations and renovations, such as to the roof or heating system, are also of great interest to buyers. A well-organised folder with all important documents significantly accelerates the sales process. Additionally, for the notary appointment, a statement from the building encumbrances register and the latest property tax assessment are often required.
The Energy State in Focus: Energy Certificate and Heating
The energy efficiency of a property is an increasingly important criterion for buyers. The energy performance certificate provides key initial figures and is generally mandatory when selling or newly renting. It provides information on the final energy demand or consumption and the energy efficiency class (from A+ to H). Since November 2020, it also includes details on CO2 emissions. Buyers are paying closer attention to these values as they have a direct impact on future additional costs. A good energy standard can increase the value of the property. Questions about insulation, the age and type of heating system, as well as any energy renovations already completed, are standard during viewings. Make sure you are informed about current renovations that convince buyers, especially in light of new heating laws that will be gradually implemented from 2024, setting requirements for newly installed heating systems.
Condition and Equipment: Critical Value Factors
The structural condition and the quality of materials used have a considerable impact on the property's value and on what buyers genuinely want to see. Properties in need of renovation fetch a lower price, while newly built or freshly renovated properties can significantly increase their market value. During viewings, buyers critically assess the condition of the roof, facade, windows, and doors. The building services, such as electrical installations and plumbing, are also scrutinised. Outdated electrics or damp areas in the basement can quickly lead to price reductions. The features, such as high-quality flooring or a modern fitted kitchen, can also be decisive factors in purchases. A detailed assessment of quality features is therefore essential.
What buyers particularly pay attention to regarding condition:
Age and watertightness of the roof
Condition of the facade (cracks, dampness)
Insulation and functionality of windows and doors
Age and efficiency of the heating system
Presence of dampness or mould in the basement
Condition of electrical and plumbing installations
Quality of flooring and interior fittings
Potential contamination issues (e.g., asbestos in older buildings)
The Power of Images: Professional Photography and Virtual Tours
In today's digital world, visual presentation is crucial. High-quality real estate photography and virtual 360-degree tours are no longer optional, but a necessity. Professional photos showcase your property in the best light and attract the interest of potential buyers online. Virtual tours allow for an initial viewing from the comfort of the sofa at home, saving time and reducing on-site visits to only genuinely interested parties. This is particularly beneficial for reaching buyers from other regions or abroad. An appealing online presentation can significantly shorten the marketing period. Remember: The first contact with your property usually takes place online nowadays.
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The location remains one of the most important factors in real estate valuation and buying decisions. Buyers gather detailed information about the micro-location (immediate neighbourhood, street) and the macro-location (city, region). Key aspects include transport links (public transport, motorway), proximity to shops, schools, kindergartens and doctors. Leisure facilities, parks, and general noise levels also play a role. Information about planned construction projects in the neighbourhood is also relevant for buyers. Good infrastructure can significantly increase the value of a property and is a central point of what buyers really want to see. Thorough preparation for questions about the location is therefore essential.
Cost transparency: Clearly communicate additional expenses and ongoing costs
What do buyers look at first during a viewing?
Buyers usually gain an overall impression first. They then pay attention to lighting conditions, room layout, the condition of the windows, floors, and walls, as well as the kitchen and bathroom. Smell and cleanliness also play a role.
What questions do buyers frequently ask about the property's location?
Typical questions concern transport connections, shopping facilities, schools/nurseries, doctors, noise levels, leisure opportunities, and planned construction projects in the area.
How can I, as a seller, reduce buyers' uncertainties?
By providing maximum transparency: Make all documents available, answer questions honestly and patiently, and present the property in a clean and well-maintained state. An expert valuation, such as from Auctoa, can provide additional reassurance.
Is a virtual viewing worthwhile for the sale?
Yes, virtual viewings save time, reach more potential buyers (even from outside the area), and ensure that only genuinely interested parties attend an in-person appointment. This can accelerate the selling process.
What role do emotions play in buying property?
Emotions play a very large role. Buyers need to be able to envision living in the property. Home staging and an appealing presentation can evoke positive emotions and positively influence the purchase decision.
How detailed should information on ancillary costs be?
Very detailed. Buyers want an exact breakdown of expected ongoing costs (heating, water, property tax, service charges, etc.) as well as one-off purchase-related costs in order to plan their finances.
Additional useful links
Destatis provides general information on the topic of housing in Germany.
Deutsche Bundesbank presents relevant data and analyses on the real estate market in its monthly reports.
PwC publishes annual reports on current and future trends in the real estate sector.
KfW provides information on funding programmes and financing options for existing properties.
Destatis supplies up-to-date data on house and land prices in Germany.
Verbraucherzentrale offers comprehensive information and advice on real estate financing.
FAQ
What do buyers look at first during a viewing?
Buyers usually first get an overall impression. Then they pay attention to lighting conditions, room layout, the condition of windows, floors, and walls, as well as the kitchen and bathroom. Smell and cleanliness also play a role.
What questions do buyers frequently ask about the property's location?
Typical questions relate to transport connections, shopping facilities, schools/daycare centres, doctors, noise pollution, leisure opportunities, and planned construction projects in the area.
How can I, as a seller, reduce buyers' uncertainties?
Ensure maximum transparency: Provide all documents in full, answer questions honestly and patiently, and present the property in a clean and well-maintained condition. An expert valuation from companies like Auctoa can also provide additional assurance.
Is a virtual viewing worth it for selling?
Yes, virtual tours save time, reach more potential buyers (including those from other regions), and ensure that only genuinely interested parties attend an on-site viewing. This can speed up the sales process.
What role do emotions play in purchasing real estate?
Emotions play a very significant role. Buyers need to be able to imagine themselves living in the property. Home staging and an appealing presentation can evoke positive emotions and positively influence the purchasing decision.
How detailed should information on ancillary costs be?
Very detailed. Buyers want an exact breakdown of the expected ongoing costs (heating, water, property tax, service charges etc.) as well as the one-time additional purchase costs to plan their finances.
