Want to sell your house? Here are the mistakes to avoid

The Swiss real estate market remains attractive, but selling a property is not always easy. This article discusses seven key points and common mistakes that may occur during a property sale.

1. Setting a selling price that does not match the real value of the property

The selling price is not only the basis of your profit: it can also determine the success of your property sale.

A selling price that is too high compared to the real value of the property

• can discourage potential buyers;

• slows down the sales process due to a lack of sufficient interest;

• in case of a sale, generates a higher profit for the seller.

A selling price that is too low compared to the real value of the property:

• can increase the demand for your property;

• but leads to a sale below its true value.

The ideal scenario is to set a price that reflects the real value of the property while also taking into account the expectations of buyers.

How to define the right selling price?

Tip: Inform yourself about the current real estate market. Analyze average prices, recent trends, and expert forecasts in order to obtain a realistic estimate.

The selling price depends on several factors:

• the condition of the property (new, renovated, to be renovated, etc.);

• the surface area and the layout of the rooms;

• the location (neighborhood, proximity to amenities, transportation, environment);

• the specific advantages and disadvantages of the property (view, orientation, noise, equipment, etc.).

Contacting a broker or real estate agency

Calling on a broker or a real estate agency can prove advantageous. A study carried out in 2021 by the Cantonal Office of Statistics of Geneva showed that houses sold through a broker were negotiated on average 22% higher than those sold directly by their owners. For apartments, the difference reached 19%. Concretely, a house estimated at 1.5 million francs could be sold with an additional gain of around 330,000 francs, while an apartment worth 1,000,000 francs could yield up to 190,000 francs more.

2. Not researching the real estate market

Before selling your property, it is essential to know not only its estimated value but also the market conditions.

It may be useful to take a look at the economic situation:

• When the economy is in an expansion phase and households have more liquidity, they are generally more inclined to invest. This leads to an increase in demand and, consequently, higher selling prices.

• Conversely, during periods of stagnation or economic slowdown, purchasing power decreases, and sales can become more difficult.

Mortgage rates also play an important role:

• Low rates encourage purchasing, as they make real estate loans more affordable.

• High rates, on the contrary, slow down demand and can lead to a drop in selling prices.

3. Underestimating the importance of a real estate agent

It is entirely possible to sell your property without hiring a real estate agent. However, this requires a great deal of time, preparation, and a solid knowledge of the market. Especially during a first sale, the support of a broker can help anticipate and avoid several mistakes.

Here are some potential difficulties that may arise when selling without an agent:

• Underestimating the time required: organizing visits, responding to inquiries, selecting potential buyers, and preparing the necessary documents require a significant investment of time. Without experience, it is difficult to manage these tasks as efficiently as a professional would.

• Lack of market knowledge: a real estate agent knows the specifics of the Swiss market and can recommend a sales strategy tailored to your situation — whether your priority is speed or obtaining the best possible price.

• Legal uncertainty: between the information that must be included in the listing, taxes, notary fees, and contract drafting, the legal aspects of a real estate sale can quickly become complex.

• Lack of negotiation skills: an experienced agent knows how to highlight your property and negotiate effectively. They can often secure a higher selling price than a private seller would achieve on their own.

4. Not showcasing your property properly

The enhancement of your property through decoration, layout, and overall presentation plays a crucial role in how appealing it is to potential buyers.

Preparing the property for sale

• Check that your home shows no visible defects.

• Repair or renovate the necessary elements before listing it for sale.

• Inspect all essential equipment: heating system, washing machine, dishwasher, ventilation, etc.

• Don’t forget exterior aspects such as the façade, flooring, windows, and surrounding landscaping.

Once your property is in good condition, you can welcome your first visitors. It is therefore important to focus on presentation, particularly through "home staging", which refers to the art of setting up and presenting a home in an appealing way for marketing purposes. This can include the following elements:

• Tidying up: declutter each room, put away personal items, and ensure the interior is well-organized. Tip: a simple vase of flowers can brighten up any space.

• Cleaning: remove limescale stains, dust, and marks. A spotless interior highlights the property’s best features.

• Lighting: open blinds, let in natural light, and if necessary, add artificial lighting to create a warm atmosphere.

• Painting: opt for light and neutral tones that make spaces look larger and appeal to the widest range of buyers.

The majority of potential buyers begin their property search online. Therefore, it is essential to pay attention to the visual presentation of your property. Here are some practical tips:

• Publish many high-quality photos: choose well-lit, sharp, and properly framed images.

• Show every space: include exterior areas, storage spaces, and unique features of the property.

• Organize the photos logically: follow the natural flow of a property visit to help buyers visualize the layout.

• Add a floor plan of the property and the neighborhood: this helps potential buyers understand the space and its surroundings.

• Prepare a clear and attractive sales brochure: it should summarize key information and highlight the property’s main strengths.

5. Not reaching all segments of potential buyers

The majority of buyers use the Internet to search for their future property. However, it is essential to distinguish between two profiles of buyers and to adapt your marketing strategy accordingly.

Active buyers: they are actively looking for a property, consult several portals, and activate alerts to be informed as soon as a property matching their criteria is published.
Recommended strategy: ensure a presence on as many real estate platforms as possible to maximize the visibility of your listing.

Passive buyers: they have temporarily paused their search but remain interested in the real estate market. Less present on specialized portals, they often remain active on social networks. Recommended strategy: implement a targeted and professional digital communication strategy (sponsored advertisements, high-quality visual publications, geo-targeted campaigns) in order to capture their attention and rekindle their interest.

6. Not mastering the legal and administrative aspects

Mastery of the legal and administrative aspects is crucial when selling a property. It ensures transparency, legality, and the security of the transaction. Neglecting these elements can compromise the success of the sale.

• Incomplete documentation: providing a complete sales file is essential to establish trust with buyers and ensure a smooth process.

• Cadastral plan: indicates the position, shape, and size of the plot, as well as the existing buildings and infrastructures.

• Excerpt from the land register: mentions the current owners, any easements, and the real rights associated with the property.

• Building insurance certificate: this insurance is automatically transferred to the new owner upon the sale. It covers, among other things, damage caused by fire or major incidents.

• Overall plan: provides information about the possible uses of the building and its surroundings.

• History of renovations and refurbishment work: having proof of renovations — especially energy-related ones — strengthens the seller’s credibility and can increase the perceived value of the property.

• Energy certificate: this document is becoming an increasingly important criterion in the purchasing decision and can significantly influence the selling price. Failing to provide it proactively may harm buyers’ trust.

These documents allow buyers to accurately assess the property and its legal obligations. Incomplete documentation can lead to misunderstandings.

7. Mishandling property viewings

The way visits are conducted can decisively influence the perception of the property and, consequently, the success of the sale. Here are some key tips to prepare them effectively:

• Present the property professionally: arrive on time and take care of your appearance. Wearing a business-casual outfit enhances your credibility and gives the seller a serious image.

• Be flexible: offer several viewing slots. Potential buyers often have different schedules; flexibility increases your chances of finding the right buyer quickly.

• Answer questions clearly: be ready to provide precise information about the property and highlight its strengths. Transparent communication builds trust and facilitates the purchase decision.

• Adopt a well-thought-out negotiation strategy: define your objectives and the possible negotiation margin in advance. A professional property appraisal can help you set a realistic price and avoid unrealistic expectations.

Consider professional support: entrusting viewings and negotiations to an experienced broker can make a difference, especially to finalize the sale under the best possible conditions.

Conclusion

Selling a property in Switzerland remains a high-potential but also demanding operation. The success of a sale depends on careful preparation, an accurate understanding of the market, and a rigorous management of each step — from setting the price to the final negotiation. Avoiding common mistakes, such as overestimating the property’s value, neglecting its presentation, or ignoring legal aspects, not only saves time but also maximizes the profitability of the transaction.

In case of doubt, relying on the expertise of a real estate professional can be decisive: proper support ensures an accurate valuation, optimal visibility, and a secure transaction. In short, selling a property is a strategic process that requires reflection, method, and sometimes expert support