Real estate: maximize sales proceeds with the right broker

Digital search platforms provide important information for real estate sales. However, sales proceeds can only be optimized with the help of a combination of digital services, physical presence, and the expertise of experienced brokers.

16.08.20223 min3'

Foto Verkaufen

The sale of a property has far-reaching financial consequences and must therefore be well prepared. The local property market should be studied, similar transactions observed. Digital residential property platforms help to get a good overview quickly and easily, and they provide an initial theoretical value of the property using digital valuation tools and property analyses.

The second step is to clarify whether the sale should take place on one's own or with the help of a real estate agent. Brokers normally cost 2 to 3 percent of the sales price achieved, which for a property with a market value of 1.5 million francs is around 30,000 to 45,000 francs. It must be taken into account that the sale of a property is not completed with finding a party willing to buy - it also requires expertise on legal and contractual issues as well as tax considerations. Brokers not only help to find a buyer through their network, optimize the selling price, draw up contracts and handle the sale, but also offer other valuable local know-how.

Selling price is more important than brokerage fee

Finding a suitable real estate agent is therefore of great importance. But what criteria do I use to select her? The brokerage fee should only have a secondary influence on the decision. When selling a property, it is usually a matter of maximizing the sales proceeds - and because the sales price may well vary by 100,000 to 200,000 francs and more, optimizing the proceeds is more important than the brokerage fee, which may be 10,000 to 20,000 francs lower or higher.

Important selection criteria run along an adequate portfolio. That is, are there currently numerous similar properties in the brokerage's portfolio, were such properties sold recently, how quickly were they sold, and at what price? In addition, the selection should be made from a sufficiently broad pool of brokers.

The digital residential property platform Liiva, a joint venture of Raiffeisen and Mobiliar, provides users on the one hand with a comprehensive range of digital services relating to the acquisition, maintenance and sale of private residential property, and on the other hand also accompanies them physically through the sales process in the form of a brokerage and valuation.

Transparent incentive system

In concrete terms, three competent local brokers are suggested to the customers, while the final selection is made by the sellers. The quality of the sales work performed by the broker is independently evaluated by Liiva. In addition, Liiva provides two neutral hedonic estimates, which give the customers a good impression of where the current fair price lies. The compensation of the chosen brokers is based on a bonus-malus system, which ensures that the broker makes the best possible effort in the sale: If the broker exceeds the target price, he or she earns more on a percentage basis.

There are no additional costs for the sellers for this brokerage, as the expenses incurred by Liiva are covered by a small portion of the broker's commission. These commissions vary depending on the location, but are always shown transparently. The customer can therefore decide in advance whether he agrees with the broker's proposals and the corresponding conditions, and there are no unpleasant surprises.

The decision whether to sell one's home at the highest price or as quickly as possible can only be made by the owner. However, local experts and brokers can make a significant contribution to achieving the best result. And the best and most efficient result is achieved with the help of a mix of digital and physical services.