Consultation
Sale
Overview of Important Sales Documents
Selling a property is a complex process. What documents are truly important? Which mistakes should you absolutely avoid? Discover how the right sales documents can help you achieve the best price and speed up the sales process. Do you need support in compiling your documents? Contact us for a non-binding consultation!
Comprehensive sales materials are crucial for clearly communicating the benefits of sustainable building and gaining the confidence of potential buyers.
Emphasising ecological, economic, and social sustainability increases the property's value and appeals to a wider target audience, which can raise the selling price by up to 5%.
The use of certifications such as DGNB and Passivhaus, as well as the transparent presentation of technical details, are essential to underpin the credibility of the sales documents and to accelerate the sales process.
Successfully selling real estate requires more than just an attractive exposé. Especially in the field of sustainable construction, comprehensive and persuasive sales documents are crucial. They not only convey the advantages of a property to potential buyers but also demonstrate the commitment to environmental protection and ecological sustainability. This article provides an overview of the key aspects and documents you need for a successful sale.
Overview of the Importance of Sales Documents in the Context of Sustainable Construction
Sales documents are particularly important in sustainable construction because they need to clearly communicate the often complex benefits and technical details. They act as a bridge between the builder and the potential buyer by highlighting the long-term cost savings, value enhancement, and the positive impacts on health and the environment. A clear and convincing presentation is essential to gain the trust of buyers and to persuade them of the benefits of sustainable building methods. Building trust plays a central role here.
Why Are Sales Documents Important in Sustainable Construction?
Sales documents in sustainable construction are important for several reasons. They convey the benefits of sustainable building methods to customers, illustrate the long-term cost savings and value enhancement, and emphasize the positive impacts on health and the environment. They are a crucial tool in sparking interest and purchase willingness in potential buyers. Purchasing decisions are significantly influenced by the quality of the information provided.
Target Audiences and Their Specific Needs
The target audiences for sustainable construction are diverse and have different needs. Environmentally conscious individuals value ecological materials and a low carbon footprint. Companies with ESG goals are looking for energy-efficient and resource-conserving properties that support their sustainability objectives. Public institutions and municipalities are interested in sustainable solutions that meet ecological and social requirements. The compilation of sales documents should take these different needs into account.
Who Are the Typical Interested Parties for Sustainable Construction?
Typical interested parties for sustainable construction include environmentally conscious individuals, companies with ESG goals, as well as public institutions and municipalities. These groups have different priorities and requirements that need to be addressed in the sales documents. Targeted communication and the provision of relevant information are essential for success.
Sustainable Building involves more than just ecological aspects. It integrates economic and social dimensions that enhance a property's value and make it attractive to a broader audience. In the sales documents, these three pillars of sustainability should be clearly and convincingly presented to showcase the property's full potential.
Ecological Sustainability
Ecological sustainability focuses on minimizing environmental impact through the use of resource-efficient materials and energy-efficient technologies. This includes prioritizing materials with low CO2 emissions and using recycled materials to reduce environmental impact. The choice of materials and CO2 reduction are decisive factors for an ecologically sustainable property. Implementing high energy efficiency standards with excellent insulation and efficient heating systems minimizes energy consumption and heat losses. Integrating renewable energy sources like PV systems, wind power, and geothermal meets energy demands and feeds excess energy back into the grid. Using low-emission and natural materials such as clay, wood, and ecological paints avoids harmful substances and promotes a healthy living environment.
Choice of Materials and CO2 Reduction
The choice of materials plays a crucial role in reducing a building's carbon footprint. Prioritizing materials with low CO2 emissions and using recycled materials are vital steps to minimize environmental impact. The sales documents should contain detailed information about the materials used and their ecological properties.
Energy Efficiency Standards
Implementing high energy efficiency standards is a core component of sustainable building. Excellent insulation, triple glazing, and efficient heating systems like solar thermal and heat pumps minimize energy consumption and heat losses. The sales documents should clearly present achieved energy efficiency values and the associated cost savings.
Renewable Energy Sources
Integrating renewable energy sources like PV systems, wind power, and geothermal allows for independent and eco-friendly energy supply. The sales documents should explain the technical details of the installed systems and their contribution to CO2 emission reduction. Highlighting the capability to feed excess energy back into the grid can be emphasized.
Economic Sustainability
Economic sustainability considers the long-term costs and value of a property. This includes highlighting the life cycle costs (planning, construction, operation) and considering financial incentives and funding opportunities. Emphasizing value stability and the reduced vacancy risk of certified buildings (e.g., DGNB) along with arguments for reduced operating costs through renewable energies are important aspects. Early integration of sustainability principles in the planning phase is crucial for cost-effective building. Properties with sustainability certifications tend to be more valuable, with lower vacancy rates and reduced operating costs through on-site renewable energy generation.
Long-term Cost Consideration
A comprehensive cost consideration over a property's entire lifecycle is crucial to demonstrate the economic advantages of sustainable building. The sales documents should provide detailed information on planning, construction, and operation costs as well as expected savings from energy efficiency measures. Considering financial incentives and funding opportunities can further enhance a property's attractiveness.
Value Increase and Marketability
Sustainable buildings often demonstrate higher value stability and better marketability. The sales documents should highlight the benefits of certifications such as DGNB and argue for the reduced operating costs through renewable energies. Showcasing the positive effects on resale value and rentability can convince potential buyers.
Social Sustainability
Social sustainability focuses on the well-being of a property's residents and users. This involves using low-emission and natural materials (clay, wood, ecological paints) and focusing on health and well-being as well as comfort. Considering future usage requirements and demographic changes, as well as promoting employee health through sustainable office buildings (fewer sick days), are important aspects. The sales documents should highlight positive effects on quality of life and the work environment.
Healthy Living and Working
A healthy living and working environment is an important factor for social sustainability. The sales documents should highlight the use of low-emission and natural materials, as well as the focus on health and well-being and comfort for residents. Demonstrating the positive impact on air quality, acoustics, and indoor climate can persuade potential buyers.
Adaptability and Flexibility
The adaptability and flexibility of a property are important aspects of social sustainability. The sales documents should highlight the consideration of future usage requirements and demographic changes, as well as the ability to adapt to changing life circumstances. Demonstrating accessibility and generational design can increase the property's appeal.
To convince potential buyers of the benefits of sustainable building, detailed technical specifications and meaningful performance data are essential. The sales documents should include comprehensive information about the materials used, technologies, and achieved certifications to gain buyers' trust and highlight the property's quality.
Technical Specifications and Performance Data
The sales documents should provide detailed information on materials and technologies used, proof of energy efficiency (e.g., U-values, energy certificates) as well as details of the CO2 balance and resource consumption. The sales documents should present all relevant technical details transparently and understandably. Highlighting the integration of smart home technologies to optimize energy consumption through AI-driven systems that adjust heating temperatures to user behavior and intelligently control solar panels and energy storage should also be emphasized. Implementing designs that offer heat protection and integrating robust construction methods and flood protection measures to minimize climate risks are important aspects.
Detailed Information on Materials and Technologies Used
The sales documents should contain detailed information on the materials and technologies used, including proof of energy efficiency (e.g., U-values, energy certificates) and details of the CO2 balance and resource consumption. A transparent presentation of the technical details is crucial to gain buyers' trust.
Certifications and Quality Seals
Presenting relevant certifications (DGNB, Passive House, LEED) and explaining the criteria and benefits of each certification are key components of the sales documents. Certifications serve as independent proof of quality and can positively influence the purchasing decision. The DGNB defines sustainable building as a holistic approach that encompasses ecological, economic, and social responsibility throughout the building's lifecycle. This also includes flexible adaptability for future uses.
Visual Elements and Case Studies
Visual elements such as high-quality images and renderings visualize the architectural quality and living comfort of the property and showcase its integration into the natural environment. Presenting successful projects and references with measurable results (energy savings, cost efficiency) as well as customer testimonials and case studies underpin the credibility of the sales documents. The EDGE Südkreuz in Berlin, for instance, is certified by the DGNB as Germany's most sustainable building. Its modular hybrid wood construction, CO2-binding facade, biophilic atrium, and energy-efficient systems serve as a prime example of advanced green building design.
High-Quality Images and Renderings
High-quality images and renderings are essential to visualize the architectural quality and living comfort of the property. The sales documents should include professional photographs that present the property in its best light and depict its integration into the natural surroundings.
Successful Projects and References
Presenting successful projects and references with measurable results (energy savings, cost efficiency) as well as customer testimonials and case studies underline the credibility of the sales documents. The sales documents should include concrete examples illustrating the benefits of sustainable building.
Choosing the right formats and channels for the sales materials is crucial to effectively reach the target audience and spark interest in the property. A combination of print media and digital media allows for optimal reach and targeted communication with potential buyers.
Print Media
Print media such as brochures and catalogues offer the opportunity to present the sales materials in a professional design and high-quality print. Flyers and information sheets are suitable for a concise summary of the key benefits and can be distributed at trade shows and events. The sales materials should be appealing and informative in print.
Brochures and Catalogues
Brochures and catalogues allow for a comprehensive and detailed representation of the sales materials. A professional design and high-quality print are essential to make a positive impression. The sales materials should be clearly structured and easy to understand.
Flyers and Information Sheets
Flyers and information sheets are ideal for a brief summary of the key benefits. They can be distributed at trade shows and events to attract potential buyers. The sales materials should be concise and attractively designed.
Digital Media
Digital media such as websites and landing pages enable an interactive presentation of the projects and technologies. A download section for detailed information offers potential buyers the chance to become thoroughly informed. Online presentations and webinars provide opportunities for direct interaction with interested parties and for conducting expert lectures and live demonstrations. The sales materials should also be optimally prepared digitally.
Websites and Landing Pages
Websites and landing pages enable an interactive display of the projects and technologies. A download section for detailed information offers potential buyers the opportunity to become fully informed. The sales materials should be easily accessible and attractively presented on the website.
Online Presentations and Webinars
Online presentations and webinars offer opportunities for direct interaction with interested parties and for conducting expert lectures and live demonstrations. The sales materials can be presented in an interactive format and participants’ questions can be addressed. This allows for personal and informative communication.
Sustainability Standards and Certifications play a crucial role in the evaluation and marketing of sustainable buildings. The Passive House Standard and the DGNB Certification are recognised quality features that should be highlighted in the sales documentation to gain buyers' trust and emphasise the benefits of the property.
Passive House Standard
The Passive House Standard is characterised by high energy efficiency through the minimisation of heating demand. The importance of airtightness and heat recovery are central aspects. The Passive House Standard is developed and promoted by the Passive House Institute (PHI). Certification by the PHI ensures quality assurance and is a prerequisite for participation in the Passive House Award 2021. The EnerPHit Standard offers a step-by-step approach to energy retrofitting, with airtightness playing a key role. The EnerPHit Retrofit Plan supports the coordination of planned measures for energy retrofitting to avoid unnecessary costs.
Explanation of the Passive House Concept
The Passive House Concept is based on high energy efficiency by minimising heating demand. The sales documentation should explain the technical details of the Passive House Standard and highlight the benefits for residents. The importance of airtightness and heat recovery should be particularly emphasised.
EnerPHit Standard for Retrofitting
The EnerPHit Standard provides a step-by-step approach to energy retrofitting. The sales documentation should explain the benefits of the EnerPHit Standard and highlight the possibility of gradual retrofitting. The EnerPHit Retrofit Plan supports coordination of planned measures for energy retrofitting to avoid unnecessary costs.
DGNB Certification
The DGNB Certification stands for a holistic approach to sustainability, considering ecological, economic, and social aspects. The evaluation of the entire lifecycle of a building is a central component of the DGNB Certification. The DGNB contributes to the UN Sustainable Development Goals (SDGs) and has a positive impact on 14 out of 17 SDGs. The sales documentation should explain the benefits of the DGNB Certification and highlight the contribution to sustainability.
Holistic Approach to Sustainability
The DGNB Certification represents a holistic approach to sustainability, accounting for ecological, economic, and social aspects. The sales documentation should elaborate on the criteria of the DGNB Certification and highlight the benefits for both residents and the environment.
Contribution to the UN Sustainable Development Goals (SDGs)
The DGNB Certification contributes to the UN Sustainable Development Goals (SDGs) and has a positive impact on 14 out of 17 SDGs. The sales documentation should demonstrate the property's contribution to the SDGs and highlight the positive effects on global sustainability.
Creating persuasive sales materials for sustainable construction can come with several challenges. The complexity of the subject, the need to convey technical details clearly, and ensuring credibility and transparency are key aspects that must be considered. The sales materials should address these challenges and offer solutions to gain the buyers' trust.
Complexity of the Subject
Clear communication of technical details requires avoiding jargon and using illustrative graphics. The focus should be on the benefits for the end customer. The sales materials should present complex matters simply and comprehensibly. The sales materials should be tailored to the target audience and highlight the most important information.
Clear Communication of Technical Details
Clear communication of technical details requires avoiding jargon and using illustrative graphics. The sales materials should present complex matters simply and clearly and focus on the benefits for the end customer.
Credibility and Transparency
The credibility and transparency of the sales materials are strengthened by disclosing assumptions and calculations, as well as through independent certifications as proof of quality. The sales materials should disclose all relevant information and present sources transparently.
Costs and Budget
Efficient resource use requires prioritizing the most important information and using cost-effective marketing tools. The sales materials should be reduced to the essentials and be appealingly designed. Reference to government subsidies and low-interest loans can enhance the property's appeal. The sales materials should highlight the financial benefits of sustainable construction.
Efficient Use of Resources
Efficient resource use requires prioritizing the most important information and using cost-effective marketing tools. The sales materials should be reduced to the essentials and appealingly designed to minimize costs.
Incentive Programs and Financing Options
Reference to government subsidies and low-interest loans can enhance the property's appeal. The sales materials should list the available incentive programs and financing options and highlight the benefits for the buyer.
The future prospects and trends in sustainable construction are shaped by the circular economy, smart home integration, and sustainable financing. The sales documentation should take these developments into account and highlight the potential benefits for buyers.
Circular Economy in Construction
The deconstructability and recyclability of building materials promote the cradle-to-cradle principle and reduce waste and conserve resources. The sales documentation should list the materials used and their recyclability. 21 Degrees focuses on enabling sustainable energy use in homes and workplaces, offering consulting services for self-builders and architects, emphasizing a "full-circle approach" to building design that considers carbon impacts, costs, and comfort.
Deconstructability and Recyclability of Building Materials
The deconstructability and recyclability of building materials promote the cradle-to-cradle principle and reduce waste and conserve resources. The sales documentation should list the materials used and their recyclability and highlight the benefits for the environment.
Smart Home Integration and Energy Management
AI-powered systems for optimizing energy consumption adjust heating temperatures according to user behavior and intelligently control solar panels and energy storage. The sales documentation should explain the integrated smart home technologies and their benefits for residents. Smart home integration for energy management analyzes user behavior and optimizes energy consumption by adjusting heating temperatures based on the time of day and managing solar systems and energy storage.
AI-powered Systems for Optimizing Energy Consumption
AI-powered systems for optimizing energy consumption adjust heating temperatures according to user behavior and intelligently control solar panels and energy storage. The sales documentation should explain the integrated smart home technologies and their benefits for residents and highlight potential savings.
Sustainable Financing
ESG criteria and sustainable finance are becoming increasingly important for investment security and risk minimization through sustainable building methods. The sales documentation should explain the ESG criteria and sustainable finance aspects of the property. DGNB highlights climate protection in construction, circular construction, biodiversity, building culture as well as ESG and sustainable finance as key areas within sustainable construction.
ESG Criteria and Sustainable Finance
ESG criteria and sustainable finance are becoming increasingly important for investment security and risk minimization through sustainable building methods. The sales documentation should explain the ESG criteria and sustainable finance aspects of the property and highlight the benefits for investors and buyers.
To achieve the best price for selling your property, it is crucial to provide the right sales documents. Here is a checklist to help you stay organized:
Important Documents for Property Sale
Land Register Excerpt: Current excerpt showing ownership and any encumbrances on the property.
Energy Performance Certificate: Proof of the property's energy efficiency, which is highly significant for potential buyers.
Building Plans and Description: Detailed information about the construction and features of the property.
Evidence of Modernization and Renovations: Documentation of all measures undertaken to increase the property's value.
Calculation of Living Area: Accurate specification of the living area that serves as the basis for pricing.
Rental Agreements (if rented): Information on current rental terms and income.
Minutes of Owners' Meetings (if available): Insights into the resolutions and decisions of the owners' association.
Expert Opinions (if available): Independent assessment of the property, which can serve as a basis for pricing.
This checklist helps you compile the most important sales documents and optimally prepare for the sales process. Complete and transparent documentation builds trust with potential buyers and contributes to achieving the best possible price for your property. The sales documents are a crucial factor for the success of the sale.
The creation of comprehensive and persuasive sales documentation is crucial to achieving the best price for your sustainable property. By clearly and transparently presenting the ecological, economic, and social benefits of your property, you gain the trust of potential buyers and stand out from the competition. Use the tips and checklists provided here to optimise your sales documentation and make the sales process successful.
The integration of smart home technologies to optimise energy consumption, the use of low-emission and natural materials, and the consideration of future usage requirements are important aspects that should be highlighted in the sales documentation. Presenting certifications like DGNB and Passivhaus, as well as disclosing assumptions and calculations, enhances the credibility and transparency of your sales documentation.
Are you ready to take the next step? We’re happy to support you in creating professional sales documentation that presents your sustainable property in the best possible light and maximises sales success. Contact us today to find out more about our services and arrange a personal consultation. Get in touch now!
The DGNB offers comprehensive information about sustainable building and its various aspects.
Passivhaus Institut (PHI) develops and promotes the Passive House standard for energy-efficient building.
Why are comprehensive sales documents so important in sustainable construction?
Comprehensive sales documents clearly communicate the often complex benefits and technical details of sustainable construction methods. They highlight long-term cost savings, value enhancement, and positive impacts on health and the environment.
Which target groups are particularly interested in sustainable construction?
Typical interested parties include environmentally conscious individuals, companies with ESG goals, and public institutions and municipalities. Their specific needs should be considered in the sales documents.
Which ecological aspects should be emphasised in the sales documents?
Ecological sustainability focuses on minimising environmental impacts through resource-saving materials, energy efficiency, and the use of renewable energies. Detailed information on these aspects is crucial.
How can economic sustainability be represented in the sales documents?
Economic sustainability considers the long-term costs and value of a property. This includes the representation of lifecycle costs, financial incentives, and highlighting value stability.
What role do certifications like DGNB and Passivhaus play?
Certifications such as DGNB and Passivhaus serve as independent proof of quality and can positively influence purchasing decisions. They should be prominently featured in the sales documents.
How can technical details be communicated clearly?
Clear communication of technical details requires avoiding technical jargon and using illustrative graphics. The focus should be on the benefits for the end consumer.
Which digital channels are suitable for distributing sales documents?
Websites and landing pages enable an interactive presentation of projects and technologies. Online presentations and webinars offer opportunities for direct interaction with interested parties.
Which future trends should be considered in the sales documents?
The circular economy, smart home integration, and sustainable financing are important future trends that should be addressed in sales documents to enhance the property's attractiveness.
