The Stages of a Real Estate Transaction – Step-by-Step Guide
The stages of a real estate transaction are part of a complex process that requires attention and knowledge of numerous legal, financial, and commercial aspects.
For those entering a real estate transaction for the first time, the process may seem like a maze of procedures and technical terms. It is therefore essential to have a clear guide outlining each stage and clarifying the key aspects of this important transaction.
Understanding each step not only helps navigate the process with confidence but also allows for informed decisions that can protect—and even enhance—the value of your investment.
In this article, we provide a detailed overview, from the initial property evaluation to the conclusion of the agreement, including negotiations and the final deed.
With the experience and expertise of Hasamia, we explore how each stage is interconnected and how it can impact the overall success of the transaction.
Continue reading to discover the specifics of each stage and how the right approach can make a difference in completing the process smoothly and successfully, whether you are selling or buying a property.
Stage 1: Preparation
Setting the Sale Price
Before putting a property on the market, it is crucial to conduct an accurate market valuation.
By using tools like a Comparative Market Analysis (CMA), you can set a competitive sale price that attracts buyers without undervaluing the property. In addition to the CMA, it is equally important to consider OMI evaluations OMI valuations.(Italian Real Estate Market Observatory), which provide official data on property price trends at local and national levels.
OMI evaluations are particularly useful for gaining a broader, up-to-date view of the market, offering an additional layer of verification to support your pricing strategy.
Finally, to ensure maximum accuracy in determining the sale value, it may be appropriate to request a professional property appraisal. Conducted by a qualified evaluator, this appraisal takes into account estimates from the CMA and OMI data, as well as unique aspects of the property, such as its condition, improvements, and exclusive features that may affect its value.
This detailed evaluation is especially crucial for properties with unique characteristics that are difficult to compare with others on the market.
Although requesting an appraisal represents an initial investment, it significantly increases confidence in the proposed sale price, facilitating faster and more satisfactory transactions for both buyers and sellers.
Preparing the Required Documentation
Carefully preparing the necessary documentation is a crucial step in the property sale process. It is essential to ensure all required documents are complete and up-to-date to facilitate a smooth transaction free of legal obstacles.
Key documents include the certificate of occupancy, which confirms the property complies with current housing standards, and updated floor plans that accurately reflect the property’s layout and dimensions.
Additionally, energy performance certificates (EPCs) are essential to provide detailed information on the building’s energy efficiency. These certificates assess elements such as thermal insulation, heating systems, and energy-saving solutions— factors increasingly valued by buyers concerned with sustainability and future energy costs.
Other important documents include any urban and building compliance certifications, confirming that the property does not have unauthorized modifications or irregularities. This may include building permits, completion certificates, and other documents required by local regulations.
Ensuring all documents are presented clearly and professionally can significantly accelerate the sales process and prevent potential legal disputes. Consulting a real estate agent or a legal expert in property law is highly recommended to verify that all documentation is complete and compliant with current regulations.
Stage 2: Marketing and Promotion of the Property
Digital Marketing Strategies for Real Estate
To maximize the chances of selling your property, it is crucial to adopt advanced and personalized digital marketing strategies. These strategies can make the most of online platforms, from high-traffic property listing sites to international portals, as well as Hasamia’s own website, which offers direct visibility to a highly interested audience.
Prepare high-quality photographs that highlight the property’s details and strengths, accompanied by detailed descriptions that showcase its unique features and advantages. Descriptions should be clear and accurate, helping potential buyers
envision themselves living in the space. This significantly increases interest and encourages in-person visits.
Discover Hasamia’s packages and fees for property valuation and promotion, designed to help you quickly find a buyer and complete the transaction with expert support.
Starting today, you can also publish your sale listing for free! By choosing the Basic Package at €0, your listing will be published on the Hasamia platform within 48 hours, with support for scheduling viewings. You’ll gain guaranteed visibility among local property seekers and basic international exposure—all for free with just a few clicks. Learn more about the Basic Package.
Adopting these digital marketing strategies not only ensures that your property is seen by the largest possible audience but also helps build a reputation as a serious and professional seller, increasing the likelihood of a quick sale at a favorable price.
Property Viewings and Presentation
Planning property viewings is essential to ensure that every potential buyer gets the best possible impression of your home.
Before each visit, it is crucial to present the property impeccably. Make sure it is clean and tidy, removing any clutter that might distract from the home’s qualities. It is also important to remove excessive personal items, such as family photos or collectibles, which can prevent visitors from imagining themselves living in the space.
During viewings, highlight the property’s strengths, such as bright interiors, modern installations, or high-quality finishes. Be prepared to answer questions clearly and honestly. Transparency is key to building trust with potential buyers and can positively influence their purchasing decision. An experienced, trustworthy real estate agent can be invaluable in emphasizing the property’s best features.
If possible, provide supplementary materials to enhance the viewing experience, such as detailed floor plans, lists of property improvements, or energy and maintenance cost data. These details help buyers make informed decisions and perceive the added value of your offer.
Consider also creating a virtual tour or property video. This tool is particularly useful for attracting the interest of buyers who cannot visit in person immediately, allowing them to explore the property remotely and evaluate its potential.
Stage 3: Real Estate Negotiation
Negotiation Techniques
Negotiation is a fundamental part of the real estate transaction process—a true art that requires not only preparation but also a strong degree of flexibility.
To approach this stage effectively, it is essential to have a deep understanding of your property’s value and current market conditions. This knowledge allows you to negotiate confidently and authoritatively, positioning yourself to secure the best possible deal.
During negotiations, it is crucial to remain open to reasonable compromises while keeping in mind the limits of what you are willing to concede. Establishing your flexibility parameters in advance can prevent situations where you agree to less favorable conditions than intended. Maintaining a balance between attracting the buyer with acceptable terms and protecting your interests is key.
Discussion points during negotiations can cover various aspects, including—but not limited to—the property handover date, condominium fees, and payment methods. How these details are managed can significantly influence the outcome of the sale. Open and honest communication helps clearly set expectations, build mutual trust, and avoid misunderstandings later on.
It is also advisable to document every stage of the negotiation. Having a written record of agreed conditions can be useful in case of future disputes or simply to confirm the terms agreed upon. This practice ensures transparency and makes sure all parties are fully aware of their commitments.
For effective negotiation, leveraging the support of an experienced real estate agent can be extremely beneficial. A professional can provide valuable guidance on navigating complex negotiations, ensuring that you reach the best possible agreement in line with your expectations and needs.
Handling Offers and Contracts
Receiving an offer is only the starting point in the property sale process. Each proposal should be carefully valuated, considering not only the financial aspect but also the proposed terms. When necessary, do not hesitate to make a counteroffer that you consider fair and aligned with market value and your expectations. This approach demonstrates both seriousness and flexibility as a seller.
It is essential that all agreements between parties are clearly and professionally documented. Drafting detailed contracts, preferably with legal or agent assistance, is crucial to prevent misunderstandings and ensure all parties are fully aware of the terms and conditions of the agreement.
Regarding the purchase offer, it formally binds the buyer, who must provide a deposit (caparra confirmatoria) as a sign of their commitment to purchase.
During this period, the seller is free to consider other offers. It is essential to include a suspensive clause linked to obtaining a mortgage. Specifying a date by which the buyer must confirm loan approval is a common practice that protects both parties in case of financing failure.
Finally, the preliminary contract (compromesso) is the document preceding the final deed of sale (rogito). It must be registered with the Italian Revenue Agency within the prescribed deadlines, involving payment of specific taxes. Registration confirms the legal validity of the agreement and secures the rights of both parties until the final completion of the sale.
This step is essential for formalizing the sale and purchase commitment and establishing a clear roadmap toward the successful conclusion of the transaction.
Stage 4: The Notarial Deed
Preparation for the Notarial Deed
Being meticulously prepared for the notarial appointment, during which the property is formally transferred from the seller to the buyer, is crucial to ensure a smooth transaction. Make sure that all required documents are not only complete but also carefully verified for accuracy and legal compliance.
It is also essential to confirm that there are no encumbrances or mortgages on the property that could complicate or prevent the sale. If the property is mortgaged, it is important to ensure that the loan is settled before the transfer of ownership.
Often, the mortgage balance can be handled directly at the notarial deed, using part of the buyer’s payment to settle the remaining debt with the lending bank. This process, known as mortgage cancellation, requires the preparation of specific documents, which the notary can help complete and register.
An experienced real estate agent can manage every detail, from document verification to coordination with the notary, ensuring that every legal and bureaucratic aspect is handled professionally.
The Day of the Notarial Deed: What to Expect
The day of the notarial deed represents the culmination of the real estate transaction process. At this stage, the buyer completes the payment of the agreed amount and officially receives the property.
Simultaneously, the seller provides all necessary documentation, including certificates confirming the absence of defects and the release of the property from any encumbrances or mortgages, ensuring a smooth and clear transfer of ownership.
During the appointment at the notary’s office, all parties involved—including their legal representatives or real estate agents— gather to sign the final documents that will transfer ownership.
All details should be fully understood and agreed upon before signing, to avoid misunderstandings or legal disputes in the future. This includes a clear understanding of the terms and conditions of the contract, confirmation of the payment method, and verification of the accuracy and completeness of all legal documents.
Hasamia provides essential support during this stage, ensuring that every aspect of the property transfer is handled with transparency and professionalism. Our team can assist with the final review of documents, clarify any last-minute doubts, and ensure clear communication between the parties.
Successfully navigating the four main stages of a real estate transaction requires knowledge, preparation, and the support of experienced professionals. With Hasamia, you can rely on a partner that offers not only advanced technology but also deep market expertise, ensuring that every phase of the process is managed with the utmost care and professionalism.
