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Selling

Selling well means choosing the right moment and the right strategy.

Before putting a property on the market, we work out together how to achieve the best possible result for your goals.

Sometimes that means selling straight away. At other times, preparing the property better, choosing a different moment or considering an alternative.

The decision comes from the figures, the market and what you want to achieve: releasing capital, moving home, dividing an inheritance, making an empty property work for you.

A house and four possible paths: sell now, put things right and then sell, let, wait. sell now put it right,then sell let wait

Before the “for sale” sign

Five questions to ask yourself before putting a property on the market.

These are the questions we ask you at the first conversation. The answers change the path, sometimes more than the market does.

If there is no hurry, time is an advantage. If there is a deadline, the strategy has to take it into account.

  1. Why do you want to sell, and what will you do with the proceeds?Buying another home, investing, dividing among heirs: each has different timing and taxes.
  2. What is it really worth, today?Value is shown by sales completed in the area, not by listings or by how much you spent.
  3. What does it cost you to keep it another year?The IMU (municipal property tax), service charges, maintenance, interest: set out side by side, they show what time is worth and help you choose the moment.
  4. Are there taxes to pay if you sell now?For example on the capital gain, if you bought it less than five years ago.
  5. What could add value before the sale?Documents in order, small works, sometimes a renovation: worth it when the value added exceeds the cost.

The price

The right price is not the highest.

A price that is too high does not bring in more money: it brings in more months. The listing grows stale, buyers notice, and in the end you negotiate from a weaker position.

A price that is too low leaves money on the table. One in line with the market draws the right buyers early and keeps you strong in the negotiation.

We estimate the value on the basis of actual sales in the area, the condition of the property and today’s demand. And we also tell you how long it is likely to take to sell.

Indicative diagram: the more the asking price exceeds the market value, the longer the time to sell. time to sell value +5% +10% +15% asking price compared with value
An indicative diagram, not measured data: the light band is a price in line with the market.

Taxes and timing

What you pay when you sell, and when.

If you sell within five years of purchase or construction, the difference between the sale price and the purchase price (plus documented costs) is a taxable capital gain. It is not payable if the home was your main residence for most of that time, nor if you inherited it. At the rogito (the deed of sale signed before the notary) you can ask the notary to apply the 26% substitute tax.

If you bought with the prima casa (first home) tax relief and sell within five years, you lose it, unless you buy another main residence within the time allowed by law.

The mortgage can be paid off on sale: for home mortgages taken out by private individuals since 2007 there is no early repayment penalty.

For particular cases, for example work carried out with the Superbonus (a tax incentive for building work), we involve the notary or the accountant before setting the price.

Timeline: from purchase up to five years the capital gain is taxed, with exceptions; after five years it is not. 12 34 purchase 5 years sell here: capital gain taxed, unless main residence or inherited after: no tax on the capital gain
The general rule for private individuals. Every case is checked with the notary.

The right moment and strategy for your goals.

We identify them with you, even when that means waiting: sometimes the right moment is now, at other times a capital gain tax you would no longer pay a year from now, or documents to put in order, are worth a few months of preparation.

When you sell

A well-prepared sale, from the documents to the deed.

  1. 01 · Documents

    Documents in order

    Land registry, planning compliance, energy performance certificate, condominium: we check them before publishing, so the deed of sale holds no surprises.

  2. 02 · Presentation

    Photographs and facts

    Carefully taken images, a floor plan, a description with measurements and figures. No superlatives: readers want to understand.

  3. 03 · Viewings

    The right people

    Viewings with those who are genuinely interested, and a check on how they intend to finance the purchase.

  4. 04 · Negotiation

    Through to the deed

    Offer, preliminary contract, notary. We remain at your side between the preliminary contract and the deed of sale too.

When needed, the professionals we have known for years work with you: surveyors, architects, notaries, lawyers.

The first step is a conversation

Are you thinking of selling?

Tell us about your situation. We will tell you frankly which strategy makes sense for you, when and on what terms.

How we work Choosing the best moment to sell: examples

Let’s talk