Selling real estate: What sellers need to know about pricing strategies

Why is the right pricing strategy so important?

The real estate market in Switzerland is dynamic and is determined by supply and demand. Your sales price should therefore be well researched and follow a clear strategy. Sounds logical? It is. And yet many a real estate seller puts the first stumbling block in their own way when setting the price. Of course, the price can always be corrected later - but with what consequences? An inappropriate asking price can unnecessarily prolong your sales process, unsettle prospective buyers or ultimately not generate the desired sales revenue. Rely on a well-founded market analysis and a realistic price assessment right from the start - ideally with the support of an experienced real estate consultant. This will pave the way for a successful property sale.

How do I determine the best possible selling price for my property?

The first step in determining your desired sales price is a thorough market value analysis. To do this, take a look around the usual platforms. Compare current listings in your region with similar sizes, locations and features. Please note, however, that asking prices do not always correspond to the actual selling prices. You can use one of the free calculators for an initial estimate. With AgentSelly, you will receive such a property valuation directly by e-mail in just three minutes. This guideline value provides a good basis that can be analyzed in more detail as required. A professional real estate consultant takes into account additional factors such as current market trends and exact supply and demand figures. No matter which method you choose: Good research is half the battle and professional support pays off.

You should also gather all the necessary documents early on. These include the land register extract, energy performance certificates and renovation certificates.

In a further step, you should draw up an overview of the increase in value of your property. To do this, list all the advantages of your property. These advantages will not only play into your hands when setting the price, but also in later negotiations.

Think about the following points, for example:

Renovations: Show how your property has been upgraded compared to other properties.

Energy efficiency: New insulation, modern heating systems or solar panels not only increase the value, but also the attractiveness for environmentally conscious buyers.

Location: Close to schools, shops and leisure facilities as well as public transport links.

Special features: For example, a high-quality kitchen, a large garden, a roof terrace with a beautiful view, or practical parking facilities.

What pricing strategies are there for selling a property?

Determining the value of the property is only the first step. The next step is to choose a suitable pricing strategy. Even if you now know the appropriate value of your property, there is still some leeway when it comes to negotiating the price. Depending on your price expectations and the market situation, one of the following three strategies is recommended:

Strategy 1: Price close to market value (105-110%)

With a price slightly above the market value, you create room for negotiation without scaring off potential buyers. This strategy is particularly useful if you have realistic sales targets.

Strategy 2: High entry price (approx. 130 %)

If demand is high in your region, you can initially set a higher price. However, you should remain flexible here if there are fewer interested parties than expected.

Strategy 3: Attractive entry price (below market value)

The aim of this strategy is to get several interested parties interested in the property, who ultimately outbid each other. However, there is a risk that the price achieved will not meet your expectations if interest is lower than expected.

Regardless of the strategy, don't rush things. Take your time to check an offer thoroughly before you accept it.

How do I present myself confidently during price negotiations?

Once you have determined the sales price and the strategy, the next challenge awaits: the price negotiation. This is when your thorough preparatory work pays off. Prepare yourself for sales talks by playing through possible scenarios. Many prospective buyers try to push the price down by highlighting potential weaknesses in your property. This is where your list of positive features comes in handy. Do you have these arguments to hand?

Tips for confident price negotiations:

• Listen actively and steer the conversation towards the strengths of your property.

• Ask specific questions to stimulate the interest of potential buyers.

• Remain calm and objective, even in difficult conversations.

When does a price reduction make sense?

Despite all your efforts, your property may not sell within the desired time frame. The laws of the market apply and these are largely driven by how big or small the competition is. You should consider a price reduction if your property does not find any interested parties over a longer period of time and you want or need to sell within a certain period of time.

Excessively long terms can reduce the interest of potential buyers. However, even a moderate price reduction can make your property competitive for a larger group of buyers.

Professional help from a real estate consultant: yes or no?

Selling a property can be time-consuming and challenging. If you don't feel confident about the sales talk or would like to avoid lengthy price discussions, a real estate consultant can support you in the negotiations and take the pressure off you. Thanks to their market knowledge and negotiating skills, a professional estate agent can increase your chances of achieving the best possible sales price.

Checklist: How to set your sales price correctly

Analyze the market value: Use online valuation tools or consult a real estate advisor.

Identify the advantages of the property: Create a list of benefits that emphasize the value of your property.

Choose a strategy: Determine whether you will choose a realistic, high or attractive entry price.

Prepare sales documents: Provide all relevant documents such as land register extract, energy certificate and renovation certificates.

Practice scenarios: Rehearse possible negotiation situations so that you can present yourself confidently and confidently.

Conclusion: A successful property sale with strategy and clarity

An ill-considered property sale can lead to financial losses and unnecessary delays. A clear strategy, thorough preparation and professional support make all the difference. Take the opportunity todetermine the market value of your property on a sound basis and don't hesitate to bring an experienced real estate consultant like AgentSelly on board.