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How to sell a property better: Everything you need to know to make an accurate appraisal and achieve a quick transaction - Infobae
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Cómo vender mejor una propiedad: todo lo que hay que saber para hacer una tasación acertada y lograr una operación rápida
Entender las condiciones y precios vigentes es crucial para los vendedores, así como la preparación básica de la unidad para tornarla atractiva a primera vista del potencial comprador
www.infobae.com
February 24, 2024
Understanding the current conditions and prices is crucial for sellers, as well as the basic preparation of the unit to make it attractive at first glance to the potential buyer.
By José Luis Cieri
It is about creating a home that offers well-being to those who occupy it and attracts those who visit it with the intention of purchasing it (Getty)
The sale of properties arouses anxiety and uncertainty among owners, while potential buyers are overwhelmed by the abundance of offers. Only in the Autonomous City of Buenos Aires there are more than 100,000 properties on offer, including apartments, PHs, houses and chalets, among other types of constructions. In this context, differentiation emerges as the fundamental key to standing out.
The key to attracting visits and making sales undoubtedly lies in the appraisal of the property. Currently, this factor stands out as the most influential when evaluating a potential purchase. Especially at times when operations are generally driven by those who have savings in their mattress or because they sold a property and thus seek to expand or shrink.
Juan Bautista Arnaude , from Arnaude Brokers, told Infobae that “without a realistic appraisal adjusted to the current market moment, the possibilities of completing a short-term operation are considerably reduced. The real importance lies in setting a value that faithfully reflects reality. What is valued appropriately, or at least in accordance with current market conditions, is what manages to materialize.”
According to the analysis of Fabián Achával Propiedades, based on data provided by Radar Inmobiliario, December recorded the sale of 4% of the available units in CABA. This level of absorption marks a significant milestone, as it was the highest since 2019 and doubled the rate recorded two years ago.
Having the property clean, with good aromas and not being overloaded with decorative objects helps capture the attention and subsequent choice of the potential buyer (Getty)
4,560 deeds were made (12.1% more than the previous month) and 2023 closed with 40,539 notarial acts compared to 33,753 in 2022 (a growth of 20% year-on-year), the best season since pre-pandemic times.
In the now dynamic real estate market, Viviana Reissis Etchegoyen of Ginevra Realty International, highlighted that the market value should be the main reference and not the cost of replacement of materials.
“A positive turn is observed in expectations for 2024, especially with regard to the gated communities in the northern area, after a period of general devaluation of real estate in 2023,” he said.
Reissis Etchegoyen added: “The need to adjust sales expectations to real market values is vital, avoiding overvaluations that prevent the effective marketing of properties. Additionally, it is important that sellers provide all the necessary documentation at the time of sale, including the property title, cadastral data, and expenses associated with the property.”
The most common mistake among owners is the tendency to order securities that deviate from the market, in the mistaken belief that by setting a higher price, they will have room to negotiate lower. This approach, however, often proves counterproductive by generating a lack of consultations and even a reduction in visits. The right strategy is to get an accurate market valuation and hold firm to the suggested price.
The right strategy is to get an accurate market valuation and stick to the suggested price (Getty)
Get good advice
In the real estate field, the quality of appraisals is intrinsically linked to the experience and specialization of professionals such as public auctioneers or real estate brokers. This premise is highlighted by those with deep knowledge on the subject.Daniel Zampone , vice president of the Argentine Real Estate Chamber, stressed the relevance of considering crucial factors when valuing a property, such as location, land and the surrounding area. “We must avoid the risk of relying on poorly founded appraisals, since an inflated price can generate difficulties in the sales process. In times of crisis, where speed in the transaction becomes vital, a poorly valued property can prolong the sale time to years.”
When listing a property for sale in CABA, the owner must ensure that he or she has the original title deed, exhibit it and provide a copy to the auctioneer. In cases of purchase and sale ticket or transfer of ticket, the same process is required. In the province of Buenos Aires, the cadastral certificate and the data of the owners must also be presented.
“Signing a sales authorization is essential, and complex legal situations, such as divorces, inheritances or representation of companies, must be addressed to verify the ownership and legal status of the signatories. In addition, detailed information on expenses, expenses and taxes must be available, along with the square meters of the lot and those built on own land. Although it is not required by law, having an organized technical folder, which includes plans of facilities and services, can be an added value to deliver to the new owner in the event of a sale,” said Reissis Etchegoyen.
The priority aspect for a buyer when looking for a home is security, evaluating both the area and the protection characteristics of the property. Resolving these aspects becomes an added value that can significantly influence a quick purchase decision.
It is important to have a realistic and accurate valuation, to know well the number of rooms, exterior spaces and to differentiate between higher quality materials that the property offers.
“In the current market, the average reduction on the publication price is between 8% and 12%, reflecting an important trend that buyers consider when making real estate transactions,” Zampone told this medium.
Experts highlighted that several factors affect the price per m2, with the location of the property being the main determinant, followed by the quality of the materials used in construction and the presence of amenities in the building.
Zampone expanded: “This hierarchy in price influence highlights the importance of fundamental aspects, such as geographic location and structural characteristics, in the perception of value by potential buyers.”
If a home is properly valued and in good condition, it is common for the sale to be completed in less than a year from its publication on real estate portals.
How to condition the home
The importance of keeping a house tidy goes beyond the good impression it may make on future interested parties. “Order is not limited to putting each object in its place, but rather establishing a system that maintains itself. The objective is to find a balance that prevents objects from invading every corner of the home, without falling into obsession with organization,” recommended architect Marcelo Langone , associate at Di Mitrio Inmobiliaria.
If it is a house, it is vital that it is tidy before being shown.
On warm days, it is the right time to open windows and doors, air out the home and do a deep cleaning, including those forgotten places like the back of the refrigerator.
Reissis Etchegoyen's advice highlights the importance of maintaining the impeccable presentation of a house with a park or garden when showing it. “Cleanliness of the environment, which includes mowing grass and weeding fences, is essential to making a positive impression on potential buyers. Highlighting the aesthetics and care of the outdoor spaces becomes a key factor in attracting the interest and satisfaction of the potential buyer.”
Getting rid of unnecessary objects is vital, here the premise is learning to “let go.” Although there are sentimental objects, many homes accumulate unnecessary items.
In gardens or parks it is vital to have the grass short and the perimeter walls weeded, everything helps to sell sooner.
“Small changes can have a significant impact on the perception of a space. From painting furniture with vibrant colors to making small renovations, these details should not be considered minor,” said Marcelo Langone.
As well as repair elements that affect daily comfort, such as the water pressure in the shower, until making improvements that benefit current inhabitants and future buyers.
Planning viewings during peak sunlight hours highlights the property, creating a pleasant experience for the buyer and making it easier to view as a future home. In cases where it is scarce, effective artificial lighting is essential to generate a positive experience.
Juan Arnaude concluded: “The ability to be flexible in negotiation, consider offers, dialogue and show openness to listen is essential in the sales process. The ability to handle objections during the negotiation plays a crucial role in the successful closing of a real estate transaction.”
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