Discover the secrets of successful property sales and achieve a good price for your property

Most of us sell a property at least once in our lives, and when doing so we ask ourselves: how can I sell my property effectively and obtain the price I expect?

Selling itself is not necessarily the problem. Obtaining the expected price – one that is satisfactory to us – is the real art. What can we do to succeed, sell for the price we want, do so within a reasonable time and, at the same time, leave the buyer satisfied?

It is worth remembering that the success of a sale depends not only on the property itself or its price. The way the offer is prepared, how the property is presented, the first impression it creates, and the ability to communicate effectively with potential buyers are equally important.

Below we reveal a few secrets that every seller should take to heart.

Secret I

Understanding the factors that determine a successful sale – seeing the property through the buyer`s eyes

How should we prepare for a meeting with a potential buyer so that we can properly present the advantages of the property? How can we anticipate the buyer`s questions, answer them effectively and know what is worth mentioning?

The truth is that there are no perfect apartments, houses or plots of land, because each of us is different and expects something different. A successful transaction is possible when the expectations of both seller and buyer can be satisfied, although we should remember that these expectations usually begin at two different ends of the spectrum.

There is a certain paradox: the same property may have a completely different value in the eyes of the seller and the buyer. One of the main reasons is emotion. Sellers often attach value to their memories connected with the property, while potential buyers may find it difficult to imagine themselves living there. As a result, instead of making a decision, they continue viewing other properties.

The art therefore lies in preparing for the sale and presenting the property in such a way that, during what is usually only a several- or several-dozen-minute viewing, the potential buyer can feel at home and imagine living there. This requires awareness of our own emotions, because only then is it easier to control ourselves and, to some extent, influence the impressions that we and our property create in the minds of others.

Secret II

Preparing your property for sale and the principle of the first impression

When deciding to sell our own property, regardless of the reasons behind that decision, we should first realise that in many successful sales the buyer`s first impression plays a major role in whether or not they ultimately decide to purchase the property.

Experience shows that a properly prepared seller presenting a property may hear, almost immediately after a potential buyer crosses the threshold: “Oh, this is exactly what I was looking for – it is my dream come true. Even if I had to take out a loan, I would take it without bargaining!”.

Of course, this is only an example and the dream scenario for every seller, but achieving such a reaction requires some effort and proper preparation.

The first step towards success is therefore understanding the well-known psychological principle of the first impression – an impression is formed very quickly, during the very first moments of contact with a person, place or property.

In this short time we assess whether we generally like the property and whether we feel comfortable and safe there. Its appearance has a significant influence on that impression.

A first impression is the image we create in our minds of a person or, in this case, a property during those first few moments. This image is coloured by emotions, tends to remain with us for a long time and can strongly influence our subsequent decisions.

We should try to become aware of the first impressions that other people make on us in everyday life, because the same mechanism operates in real estate. As potential buyers, we are influenced by first impressions and they affect our subsequent decisions. Naturally, the property must first meet the buyer`s basic expectations, because buyers decide according to their own criteria which properties they wish to view and which they do not. But once they decide to view the property we are offering, we should make sure they feel that their time has not been wasted and that they have seen a property genuinely worthy of their attention.

We should therefore remember that there is only one first impression and it is formed very quickly. During those first moments we assess the property and place it, figuratively speaking, into a particular “drawer”. These drawers may carry labels such as: I like it; this is the one; it seems perfect; I would like to buy it; or I do not feel safe here.

Secret III

Effective presentation of your property – 11 basic ways to prepare

Today every property offered for sale competes with hundreds or even thousands of other listings for the attention of potential buyers. Attracting genuine interest is therefore not always easy.

Applying the following 11 principles can significantly improve the way a property is perceived and help convince viewers that it is worth buying:

1. A good first impression is invaluable

Before inviting anyone to our apartment or house, we should take care of the entrance and the route leading to the property. We can refresh the front door, put down a new doormat and remove unnecessary items from the hallway or entrance area. It is also a good idea to clean the floor with a pleasantly scented product. Small details matter: remove leaflets, cleaning products, shopping bags and other items left in sight. We should do everything possible to ensure that the client does not get the impression that we cleaned everything in a hurry just before their arrival. Pleasant smells and positive associations matter not only inside the property, but also on the way to it. Many sellers overlook the importance of the corridor or staircase. Ideally, the potential buyer should have a positive impression from the very beginning of the visit.

2. Absolute cleanliness is a key to success

It seems obvious that the property should be clean, but different people understand this in different ways. One seller may carry out a thorough clean, while another simply wipes the most visible pieces of furniture. This becomes particularly important when showing a house or apartment in daylight, when dust, dirty windows and other imperfections become immediately visible. “If they buy it, they can clean it themselves!” is something sellers sometimes say. There may be some truth in this, because buyers often plan smaller or larger renovations anyway. Nevertheless, the real estate market, like any other market, is governed by certain expectations and sales standards. Price and technical condition are extremely important, but so are the buyer`s comfort and positive attitude towards the property. Even an investor purchasing an apartment for rental purposes will consider how future tenants are likely to feel there. It is therefore worth spending several hours thoroughly cleaning the property or using a professional cleaning company to take care of the more demanding work.

3. Refreshing the property – a small cost that can bring surprising results

Potential buyers looking on the secondary market often expect to refresh or renovate the property, but like everyone else they prefer to feel that this will not require excessive amounts of time and money. Chipped or faded paint, damaged finishes or worn woodwork are therefore among the basic things worth improving before putting the property on the market. We should also remember that a buyer may want to modernise the apartment gradually while already living there. During a viewing, visitors should be able to imagine their own future in the interior or on the property. This becomes much more difficult when they are distracted by faded walls, peeling wallpaper, scratches and visible damage.

4. Removing minor defects is an additional advantage

A little work, or perhaps assistance from a plumber, together with replacing a few seals or light bulbs, can earn the property additional points in the eyes of potential buyers. Dripping taps, minor leaks around sinks and washbasins or flickering lights are examples of defects that can often be repaired easily and inexpensively. Buyers frequently pay particular attention to the condition of the kitchen and bathroom because these rooms may influence their perception of the condition of the entire property. Burnt-out bulbs, noisy pipes, dripping taps and dirty tiles can all create an unnecessarily negative impression.

5. There is no excuse for obvious defects – many small things can be repaired

Sometimes just a few drops of oil or a visit from a locksmith are enough to make the doors open smoothly again and the lock inspire a sense of security. Yet doors sometimes squeak, locks jam or doors do not close properly. We should make every effort to correct such defects. Built-in wardrobes, cupboards and internal doors should also operate properly.

6. A house or apartment is not a storage space for unnecessary belongings

When selling a property, we often leave many decorative elements and personal belongings that seem to us to be a natural and integral part of the home. We should remember, however, that the potential buyer is interested primarily in their own vision. During a viewing we should therefore do everything possible not to interfere with that vision, because the more room we leave for the buyer`s imagination, the greater the chance of selling the property. We should also avoid trying to sell unwanted furniture or decorative items together with the property at all costs. The first objective is to sell the property; additional items can be discussed afterwards. If, for example, we offer a potential buyer a wardrobe and chest of drawers before they have even made a final decision, they may get the wrong impression that they will be required to take items they do not need or that accepting them is a condition of the transaction.

7. Cleanliness and comfort in the bathroom are another key to success

The bathroom is one of the most important parts of a home. When it is clean and tidy, it sends an important signal to the buyer that the property is well maintained and ready to live in. We should therefore remove all dirt, replace cracked tiles and damaged trim, renew silicone seals and make sure the room smells fresh. Another simple improvement that can noticeably enhance the appearance of a bathroom is renewing the tile grout. These relatively small steps can give the room a fresh and attractive appearance and may convince even an undecided buyer that the house or apartment has genuinely been well cared for. During viewings, cleaning products, shampoos and other items around the bath or shower should also be put away.

8. A cosy and clean bedroom can bring the buyer closer to signing the sales agreement

Our bedroom is an important showcase of the property, so we should make every effort to ensure that viewers perceive it as cosy, clean and comfortable, because this is where the future occupants will spend a considerable part of their time. We should also remember to remove excess furniture, as nobody wants to listen during a viewing to lengthy explanations about what we intend to take with us and what we might leave behind for the buyer.

9. Daytime is the right time for a viewing

Natural sunlight and good weather can make an apartment look more attractive and create the right atmosphere. Before a viewing we should therefore open blinds and shutters, remove damaged curtains or screens and let as much natural light into the property as possible. It is also worth spending a few moments cleaning the windows so that the property being sold feels bright, fresh and clean.

10. A property viewing is not an auction – it should be an individual presentation

We should make every effort to ensure that only one or, at most, two of the owners are present during a viewing, so that potential buyers can meet us in a calm and comfortable atmosphere. Inviting several potential buyers at exactly the same time is usually a mistake, because the property becomes crowded and viewers interfere with one another. Rather than creating motivation, the impression of excessive competition can discourage many buyers. We should therefore meet potential buyers punctually and allow enough time for each appointment. Even if we are considering several offers, every interested person should feel comfortable and individually treated. The presence of other people may also be embarrassing and may prevent the buyer from asking questions that are important to them. We should avoid crowds and unnecessary visitors and aim for an open, honest and relaxed meeting. It is also worth arranging for pets to stay elsewhere for the duration of the viewing, even if only with a neighbour, because not everyone likes dogs and an allergy to cats may effectively discourage a potential buyer.

11. I am selling the property, not myself

Every owner should act primarily as a presenter who highlights the advantages of the property while remaining welcoming and relaxed. We should avoid drawing too much attention to ourselves, because today the property itself should be the star of the presentation and should be given the best possible opportunity to sell. We should also avoid apologising unnecessarily for certain characteristics or minor imperfections resulting from normal everyday use or from the property`s inherent parameters.

Experience in the real estate market shows that properly preparing an apartment, house, plot of land or any other property before putting it on the market can significantly increase its attractiveness in the eyes of potential buyers and facilitate an effective sale on the most favourable terms reasonably achievable.

Secret IV

Professional assistance

One of the best and most accessible ways to obtain professional assistance is to use the services of property sales specialists and experts in different types of real estate, particularly >> licensed real estate agencies and offices with teams of experienced agents who have many years of practical experience in property sales.

A good example of why professional assistance can be valuable is the story of a client who first tried to sell on his own and later asked a >> real estate agency for help:

One day a very elegant gentleman came personally to our real estate office in Szczecin. After entering and greeting us, he immediately asked for help in selling his apartment and, much to our surprise, said:

“Ladies and gentlemen, here are the keys to my apartment. I will pay any commission, but please help me sell my property effectively and quickly.”

When we asked what had led to such determination in seeking professional help, he told us his story:

“I am a banker and work every day in a bank`s loans and credit department. When I decided to sell the property myself, I advertised my apartment on several property portals and in specialist newspapers. The response was immediate and many potential buyers came to view my apartment. For two months, instead of going to work, I was showing the apartment almost every day. I used both paid and unpaid leave, and instead of earning money I was wasting my time and achieving nothing. I have had enough of viewers and people trying to buy the apartment for half its price, so I hope you can help me, because I saw the >> we are looking for properties for our clients section on your website and also found your listings on a property portal under >> apartments for sale in Bulgaria.”

And that is exactly what we did. We signed a brokerage agreement with the client and, in less than 14 days, thanks to the professional approach of our company`s team, the apartment was sold. As a result, we gained another satisfied and grateful client.

>> Trust placed in a real estate agent always pays off, because someone who has specialised in selling real estate for many years can comprehensively advise sellers on how, when and what to prepare, effectively organise the promotion of an offer and properly encourage potential buyers, reliably manage the entire sales process and protect the seller`s interests as effectively as possible against the risk of losing assets that may represent a lifetime of work, while also helping them avoid many of the risks associated with selling a property.

Among the essential qualities of a good real estate agent are >> professional knowledge of the real estate market, personal culture, the ability to behave appropriately in every situation, knowledge of effective negotiation techniques, familiarity with new tools that continually appear on the market, speed and motivation in action, good intuition, professionalism, openness to cooperation with others, availability and flexibility, and above all honesty and reliability.

With all of the above in mind, before selling a property we should carefully consider what we can do ourselves and what is better entrusted to experts, thereby increasing the chances of an efficient sale on the most favourable terms reasonably achievable.

On behalf of the entire ILS POLAND GROUP team, we wish you successful property sales and warmly invite you to use our services.

Team ILS POLAND GROUP