Each option has its pros and cons. When selling on your own, you will spend a lot of time and effort, including on settling legal issues, but you will save on a commission to an intermediary.

Selling an apartment with a realtor is easier. All you need to do is find an intermediary, be present at the viewing of the apartment (preferably, but not necessary if you are, for example, located in another city) and at the conclusion of the contract of sale. But for help, you will have to pay a specialist 2-6% of the value of the property.

Denis Rumyantsev, managing partner of the Goodman Estate real estate agency, advises when choosing a realtor to pay attention to his competence, and not to the time he has been on the market.

The intermediary must have technical, economic, legal knowledge and be an appraiser, engineer, lawyer, broker, psychologist, seller, marketer, photographer all rolled into one.

Denis Rumyantsev, managing partner of the Goodman Estate real estate agency

To verify the competence of the realtor, you can ask him to present documents confirming his knowledge: diplomas, certificates and certificates. Membership in professional communities, for example, in the Russian Guild of Realtors, will also be a marker of professional suitability.

Be sure to ask how you can sell the apartment in the time frame of interest and at the highest possible price. Ask to talk about personal sales successes in your area. It is also important to find "your" person with whom it would be comfortable, pleasant and easy to work and communicate.

How to sell an apartment without intermediaries

1. How to value a property

The correct assessment will allow you to sell the apartment quickly and at the same time not lose money. According to Denis Rumyantsev, average prices can be found on the website Federal Service state statistics. But this portal is not the ultimate truth, since the cost of a particular apartment is made up of several factors. The price is affected by:

1. Number of rooms.
2. The area of ​​the apartment.
3. Layout: isolated rooms are valued higher than adjoining ones.
4. The surrounding area, infrastructure: parking and a playground in the yard or nearby, grocery stores, schools and kindergartens within walking distance will allow you to sell the apartment for more.
5. The floor on which the apartment is located: the higher, the better.
6. The presence of a balcony or loggia.
7. District: proximity to the center and stops are taken into account public transport, the presence of nearby parks and recreation areas, and so on.
8. The amount of utility bills.

To independently set the price of an apartment, you need to find the most similar objects on the market. Use all available sources: classifieds sites, real estate magazines, and so on.

The average price for a similar apartment will be what you are looking for. It can be slightly increased if you are ready to wait for a deal for a long time, or slightly reduced if you need to sell the property urgently.

An object whose value is 15% higher than the market value accounts for up to 10% of all possible buyers, and 10% - a third. A properly priced property will attract 60% of potential customers.

2. What documents are needed to sell an apartment

To conclude a transaction on the purchase and sale of real estate, the seller must have on hand:

• passport;
• certificate of ownership;
• cadastral passport for an apartment from the BTI;
• extract from the United state register real estate (you need to take in territorial office Rosreestr, or on the website of the department, or at the MFC);
• an extract from the house book on the number of persons registered in the apartment (go to the Criminal Code, Homeowners' association, housing cooperative or MFC);
• a certificate of the absence of debts for utility bills (HOA, housing cooperative, management company, housing office or the Unified Information and Settlement Center);
• a certificate of the legality of the redevelopment, if it was carried out (BTI);
• a notarized spouse for the sale of real estate, if it was bought in marriage;
• permission of the guardianship authorities to sell the apartment if its owner is a minor.

3. How to advertise an apartment

To attract potential buyers, you need to correctly compose and place an advertisement for the sale of an apartment.

Take quality photos

It is not enough to take a picture of the apartment on the phone. Prepare your home for the shoot. Remove from the frame everything superfluous, dilapidated, too everyday, unpleasant to the eye. Wipe off the dust, wash the plumbing, carefully place the shoes at the doorstep, sort out the tubes and jars on the open shelves. Add elements of comfort: a bouquet of flowers on the kitchen table, decorative pillows on the sofa.

Shooting is best done on a sunny day.

Write attention-grabbing text

Write a detailed ad showing all the advantages of the apartment. The first part of the text should contain technical characteristics: the number of storeys of the house, the number of rooms, the presence of a loggia, and so on.

Think about the benefits of the apartment that don't matter to you but might be of interest to the buyer. For example, the presence of kindergartens and schools nearby is not important for the childless, but proximity to educational institutions is an advantage for a large family.

Place an ad

Select platforms for advertising your apartment. Among the universal sites for the sale of real estate in Russia are Avito, Domofond, Yandex.Real Estate. There may be local sites for posting ads in your city.

4. How to show an apartment and negotiate with a buyer

Before demonstrating a property, potential buyers need to put in order not only the apartment, but also the entrance. Screw bright light bulbs on the stairwell, wash or at least sweep it.

At home, glue the wallpaper that has come off the wall, wash the windows, clean the drains so that there is no unpleasant smell,. You can bake a cake before meeting with the customer: it is not necessary to eat it, but the smell of fresh baking will create a pleasant feeling for the visitor.

Your task is to create a wow effect at any contact of a potential buyer with you and your property.

Denis Rumyantsev, managing partner of the Goodman Estate real estate agency

Talk to customers the right way

You know well not only the advantages, but also the disadvantages of the apartment. Look at it through the eyes of the buyer and think about what questions he can ask that will cause him dissatisfaction. Make a list of arguments that will incline the person who came to your side.

A potential buyer is likely to bargain. Especially if a reseller came to the meeting, who is interested in bringing down the price as much as possible. Decide in advance how much you are willing to go down to. The buyer can give various (including non-existent) arguments why you should sell the apartment cheaper. Do not succumb to psychological pressure, look at the situation soberly, defend your price.

5. How to conclude deposit and sale agreements

Deposit agreement

This is a document that confirms the seriousness of the intentions of both parties. The buyer declares his desire to buy a property and transfers a certain amount to the seller (usually 2-5% of the final cost of the apartment). The owner of the apartment, in turn, undertakes to sell it to this particular client at the agreed price.

Provides sanctions in case of refusal of the transaction for both participants. If the buyer changes their mind, the seller keeps the money. If the property owner does not want to sell the apartment, he will reimburse the deposit in double size.

Contract of sale

Before the transaction, the seller must prepare a package of documents for real estate and write out all residents registered in the apartment.

Usually done by a notary. It is signed after you receive the money for the apartment and write that the buyer has paid you.

After signing the contract, you need to submit documents for registering the transfer of ownership of real estate to the territorial body of Rosreestr. The state duty for fixing the transaction will be 2,000 rubles.

6. How to transfer money

Through bank cells

The buyer rents a safe at the bank's depository and concludes an agreement with the institution, which specifies the conditions for access to the safe former owner apartments. For example, the existence of a contract of sale.

The seller, in turn, rents a safe, where he puts a receipt for the receipt of money. The buyer will be able to pick it up after the conclusion of the transaction on the terms specified in the cell lease agreement. For example, again, if there is a contract of sale.

When filling in the cells, both parties to the transaction must be present. So the seller will be able to count the money, and the buyer will be able to make sure that the receipt is in place.

Via notary's deposit

The notary can conduct a transaction through his account: take the money from the buyer and transfer it to the seller. But the service, most likely, will include a bank commission, the amount of which depends solely on the institution's appetites.

Cash transfer

You can exchange money without tricks for a receipt for their receipt. In this case, it is worth counting them, considering each bill for authenticity. It is better to conduct a transaction under cameras or in front of witnesses (for example, in a notary's office).

Of course, you should not dwell on where and when you will receive a large sum money to carry it safely to your home or bank.

7. How to transfer an apartment to a new owner

On the day the documents are submitted to Rosreestr, the seller hands over the keys to the apartment to the buyer. The parties sign the property, which confirms that the buyer has left the apartment in good condition.

How to avoid scams

In real estate transactions, the most vulnerable link is the buyer. But the seller has something to pay attention to:

1. The transfer of money must take place before the signing of the contract of sale. Otherwise, the seller runs the risk of being left without paying for the property: the deal has already been concluded and the buyer has no reason to hurry with the calculation. If you are dealing with a scammer, he can quickly sell the apartment and disappear with a double portion of money: yours and the new buyer.
2. Do not hand over the original documents until the completion of the transaction to either the buyers or the realtor. Otherwise, the apartment can be sold without your knowledge.

If you want to sell an apartment, everyone has their own goal. Someone is ready to wait for their buyer, while others seek to sell housing as soon as possible. How to do this, we will analyze in detail in the article.

In order to quickly reach a deal with the buyer of your property, you need to be attentive to the details. How the apartment will be prepared, as well as which specialist will accompany the transaction, depends on its efficiency and speed. Practice shows that an independent sale of real estate cannot be quick. And it's not even that the seller does not have legal knowledge in this area. He is not aware of the nuances of the transaction, since citizens do not often sell or buy apartments. Therefore, it is better to contact, especially if the property needs to be sold quickly.

The sale of real estate begins with the filing of an ad. It is necessary to compose it correctly: it must contain all the brief information about housing. In particular, buyers are concerned about the number of rooms, layout, area (general and residential), number of floors, number of floors in the house, type of house, year of construction. If the apartment has been owned for less than 3 years, this must also be reflected. For many buyers, this issue is relevant. And if this important information will be hidden from them, they may suspect the seller of something illegal.

In the ad, you must insert photographs of housing, and made accurately and efficiently. Pictures should reflect the advantages of the apartment and hide the shortcomings. Do not focus on the furniture in the apartment. The only important thing is the room that needs to be photographed from angles that are favorable for it.

The information contained in the ad must be presented in an easy form, without complex participial and adverbial phrases. Briefly, concisely, with the identification of the essence, it is necessary to tell everything about the apartment. And you need to follow the elementary rules of the Russian language !!

Before preparing the apartment, you should prepare a set of documents. The buyer can ask for them. First of all, these are papers that confirm that the seller has the right to sell housing.

What to focus on when selling an apartment

You need to understand that the first call matters. A potential buyer should hear a friendly voice, as well as imagine a person ready to answer any questions regarding the property. It is better to show the apartment on the day that was agreed upon. Firstly, it is beneficial for the seller, because there is always a chance that the buyer will like the property from the first meeting. Secondly, the buyer, seeing the seller's punctuality, gains confidence that the latter's intentions are serious.

On a predetermined date, the parties to the potential deal meet. A quick sale implies that the apartment must be presented to the buyer in the most favorable light.

What do people pay attention to when buying an apartment?

For several options:

1. Convenient infrastructure. This is a transport connection, the presence of a number of shops, social facilities. When the buyer calls about readiness to leave and inspect the object, it is better to meet him at a public transport stop, or in another place (if the potential buyer is in a car), but where the area of ​​​​the apartment for sale looks the best. Already from the moment of acquaintance, it is worth starting an excursion, of course, praising the area, the convenience of its infrastructure. Of course, first of all, they will pay attention to the apartment, which is located closer to the metro. In the modern period, Russians focus on everything when buying an apartment. And the saved 5 minutes on the road matters to them. And if the apartment is located near the metro, this is a huge plus for housing. Approaching the house, you need to focus on adjoining territory, show the yard, its cleanliness, as well as playgrounds if there are children in the family. But if the appearance of the yard leaves much to be desired, you do not need to pay attention to the buyer. It is better to try to talk a person so that there is no extra attention to this territory. In any case, there is no need to show the shortcomings of the district in the face of the industrial zone, uncleaned territory, walking outcasts. It is better to tell the buyer something and go with him on a longer path, where there are no significant shortcomings.
2. Availability of parking at the house. For young people, yes, and in principle, for mature age, parking spaces at the entrance are important. This is the main problem for secondary housing, and built quite a long time ago. For new buildings, but already former secondary buildings, the problem is not so relevant, especially if this housing is comfort and of a higher class. Usually such housing has underground parking.
3. Entrance. Oddly enough, but buyers also pay attention to it. Although the seller can not ennoble it. If the entrance is decent, this can be said. If not really, you should not dissemble, because the seller, having entered it, will see everything with his own eyes. But the seller can do something. For example, replacing a burned-out light bulb.
4. Neighbours. Another important factor. The impression of neighbors walking companies at the entrance can negatively affect the purchase of an apartment. Especially, this factor is important for those who are used to living in silence.

In addition, if you return to the entrance, the following parameters are important:

• clean and serviceable elevator (especially if the apartment is on high floors);
• intercom or code lock;
• garbage chute.

If the house has all the parameters, then selling an apartment is easier. It is more difficult if the house does not have an elevator (and this is not uncommon), as well as a garbage chute.

Before visiting the buyer, it is necessary to clean the premises. The first impression of a home is very important. Oddly enough, even the appearance of the front door plays a role. First of all, it must be washed, to give a well-groomed appearance. During the inspection, it is necessary to show the main advantages, but already inside the housing. For example, the view from the windows, a separate bathroom, a large kitchen area. The buyer, most likely, will opt for an apartment where there is a pleasant atmosphere, a bright and comfortable home. Some of the sellers begin to make repairs in order to sell the apartment more profitably, others sell housing without it, but immediately stipulate this fact. It is believed that when putting up for sale an apartment on the secondary market, buyers pay increased attention to the renovation of the apartment. That is, they want to see the premises clean, with repairs completed. If the windows of the apartment face north, then natural light is not enough. And it will be noticeable during the day. Therefore, it is better to organize a meeting in the evening. If the apartment is bright, it is better to show housing during the day.

When viewing an apartment, most buyers Special attention give the bathroom and its condition. It's no secret that pipe replacement costs a lot of money. And future buyers, knowing this, carefully inspect communications for rust, as well as service life. If they have a good impression of what they saw together, this will increase the chances of a sale.

It is better to free rooms from things, furniture. At least temporarily move to another apartment, in Vacation home. Balconies or loggias, especially if they are the pride of the apartment, must also be freed!! We remove winter accessories from them in the form of skis, sleds or tools. It is better to give animals at the time of the show. Buyer inspects square meters, they are the subject of bidding. Therefore, you should not scatter his attention on cats, dogs, etc. Especially if the future purchaser is not an animal lover. Their presence in the apartment can scare him away.

Looking around the apartment, the future buyer imagines how he will arrange furniture in it, make repairs, and live comfortably. If before the sale of the apartment other people lived in it on a leasehold basis, you should first terminate the contract with them. It is not very convenient to inspect the housing in which other people live, live there. These are obstacles that prevent detailed inspection. This is a must for many sellers, as most of them do just that. First, they rent an apartment, when the lease period comes to an end, they start selling it. And the inspection is carried out in the presence of residents who still live on the square. This is inconvenient, in addition, arbitrarily or involuntarily, residents may say something superfluous, clearly not intended for the ears of future owners.

Many sellers pay attention to the soundproofing of the apartment. Although the lack of such is a big problem not only for the primary, but also for secondary housing. Of course, each of us wants to relax after a hard week. From noise, extraneous sounds. But mass buildings economy class housing, secondary apartments do not give such an opportunity. And peace is guaranteed only by the conscience of the neighbors. If we talk about sounds on the street, then housing near roads, highways sins with the mind, as well as with dust that penetrates into the premises. This is an absolute minus. You can show an apartment near the road at a time when there are fewer cars. But the buyer, knowing the transport situation in Moscow, of course, will understand that the lack a large number cars due to the weekend, early morning or some other factors. The main thing in inspecting the apartment is that the buyer sees more advantages than disadvantages. Both of them are necessarily present. But all buyers are different, both in tastes and desires.

Is it worth renovating before selling an apartment?

This is an interesting and important question. Repair will require a lot of investment from sellers. Sales experience suggests that when made repair work average level, the buyer has every right to raise the cost of housing. If the repair is fresh, done carefully, even without modern troubles and tricks, it will make future owners think about the advisability of a new repair. But most still do it for themselves. Therefore, most likely, they will not leave the previous version and will be engaged in dismantling the premises. The question of repair for the buyer is that the renovated apartment looks expensive, clean and tidy. That's what you should not invest money in before selling an apartment - this is a renovation.

The ratio of price and quality will be optimal for the seller if he makes the simplest manipulations. In particular:

• paint the doors
• tidy up the windows;
• paint the baseboards;
• dismantling the old, pasting new wallpaper.

But everything should be done with taste. Wallpaper should be light shades. This will give the room more light. This is especially true if the apartment itself is dark. In addition, white color, as you know, visually enlarges everything. And these activities will not require any significant cash costs from the seller.

Folk signs will tell you how to quickly sell an apartment. Even if you do not believe in omens too much, it is worth a try, because the profit from an early sale is obvious. According to signs, if you are planning to sell a home, it is better to do it quickly. Protracted sales reduce the luck and luck of a person. Look at the unfortunate Rublev mansions, gradually decaying and crumbling with badly mixed concrete on chic carpets, once ordered by individual design from the latest collections.

After all, they could be sold quickly, but the owners decided that “money is not important” and in general for wealthy people you should not worry about such trifles. As a result, houses are slowly crumbling, owners are losing money, buyers are in no hurry, especially since all the shortcomings of the wealthy housing become obvious - bathtubs become clogged, wallpapers fade, designs lose their relevance. Consider how not to repeat obvious mistakes.

Very often you have to sell housing, which bears the imprint of the identity of the owner. These are not always elite lockers. More often these are piles of rags and old furniture, forcing the buyer to think about poverty, death, and illness. Such apartments have a sad and lifeless aura. The situation can be saved a little by plants on the windows, but it's better if you find a way to take out the old trash and clear the area.

• Some are afraid to take out the brownie along with the trash. Indeed, that would be embarrassing. There are signs of the presence of a brownie - this is a fresh smell in the house, even in the cabinets there is no dust and mustiness, mold never forms on the walls and ceilings. A house with brownies is always cozy, you want to sit in an armchair with a good book, cook something tasty in the kitchen. You yourself will not want to sell an apartment or a house with a brownie - such a house brings good luck and after the sale, luck passes to the new owner along with the brownies.
• If you are convinced that home spirits are not observed, you will have to do their work yourself. Remove dirt, mold, use pleasant and neutral flavors - vanilla, chocolate, orange. Do not use oriental incense sticks - they have a too strong smell that will scare off the buyer with a high degree of probability. Natural products, quality scented candles are your best friends.
• Do not make expensive repairs - it will not pay off. Once you have made the decision to sell, you will not be able to make a really high-quality repair, this is directly related to the energy of the decision. Paint the walls, fix the wiring, fix the plumbing, put in the windows. Doors can not be changed. The kitchen must have an installed sink - this greatly affects the purity of energy flows in the house. There must be two different sources of clean water.
• Place unpretentious and undemanding plants for frequent watering on the windowsills - Decembrist, tradescantia, geranium. Plants will make the room more attractive and eliminate traces of negativity.
• When meeting potential buyers, step on the threshold. This is how you verify ownership. This will give more weight to your words. If one of the incoming steps on the threshold - beware of a dirty trick from this side.

How smell affects the energy of the house

The atmosphere of the conclusion of the transaction and the very possibility of its conclusion depend on the smell in the house.

• Orange, citrus fruits - the sale will go quickly and without hesitation, but everything in the apartment should be perfect - no dripping taps, stains on the walls, falling off wallpaper, burnt out places "there once was a sofa." Old furniture, with the exception of built-in furniture, must be removed before the first inspection visit of the buyer. Doors, arches, latches on windows - everything should be in perfect order. Bargain based on small things, threaten to remove mosquito nets, handy sinks - things that can be taken out without much damage.
• Coffee - they will try to deceive the seller. Not out of malice, just out of passion and a desire to bargain. If you are not too fond of bargaining, you are set up for a quick sale - do not use coffee smells. Coffee causes a strong desire to buy, to own property. At the same time, the desire to drive the seller out of their territory is also activated.
• Chocolate, vanilla - warm, cozy atmosphere, long negotiations, good relations, possible problems with payment terms. You are wonderful people, can you get into a position and suffer a little?
• The smell of fresh bread - to conclude a quick deal, you should have a lawyer on hand who will take care of quick, but rather difficult negotiations.
• Sweet pear aroma is one of the most favorable for quality big deal. He imperceptibly relaxes, sets in a positive way, makes you condescendingly relate to minor flaws.
• In the toilet and bathroom, provide a light fresh smell, menthol, sea breeze.
• Woody fragrances are suitable for rooms with expensive finishes. Smells should not be intrusive and harsh. It should seem that this is the natural aroma of the house.

What not to do if you want to quickly sell an apartment, house, building

1. You can not come at the same time as the buyer or make him wait. You must arrive early.
2. Do not pass or receive anything over the threshold, even if it is stacks of money. Take half a step to be on the same side as the sender.
3. Do not say hello and do not say goodbye through the threshold.
4. Do not give the keys to the premises to anyone until the transaction is completed. Even if you left the walls bare, there is nothing to take out, the realtor assures that it is more convenient, that he will be able to arrange more shows, having the keys, that everyone does this and this is a common practice. Giving away keys is a bad omen.
5. It’s not bad at all to hide a handful of little things under the flooring in the hallway - for good luck.
6. If potential buyers left and then returned, don't open right away. Make it wait at least half a minute.
7. Do not remove or destroy swallow nests if there are any on the house. Swallows bring good luck, destruction of nests threatens trouble for the current owner - that is, you.

Conclusion

Quickly sell an apartment, focusing on folk omens is a very real challenge. But any applied magic requires real effort and preparation. Arranging bouquets on the tables, removing dust and dirt, making tiles and plumbing shine, hanging fresh soft towels is quite a feasible task.

To sell an apartment, and not just engage in the process of selling, you need to correctly determine its value. In order to sell an apartment quickly, the price is set at the price level of similar apartments in the region; Next, you need to carry out a set of measures to find a buyer.

1. Placement of advertisements in specialized publications. It should come out regularly, be quite noticeable in form, its content should make a potential buyer want to call, or even better, come to the negotiations.
2. Posting ads works quite effectively, since many in their searches in the old fashioned way are guided not by the Internet, but by bulletin boards.
3. The presence of information about your property in the worldwide web is mandatory. The ad must include the layout, photographs, video.
4. Placing a banner on the facade of the house helps a lot in finding a profitable and real buyer.
5. Distribution of advertising booklets and leaflets.
6. The accumulated base of buyers is the most powerful sales tool available, rather, to specialists.

How to interest the buyer?

Finding a buyer is half the battle, it is important to be able to interest him. Sometimes the seller negotiates in such a way that it simply scares away applicants. To know how to sell an apartment, it is very important to acquire some negotiation skills. Here are a few rules for effective presentation of the object of sale:

• find out the needs of the buyer, that is, exactly what is important to him;
• recognize the shortcomings of the object, turning them into advantages (for example, windows into the courtyard - you can sleep comfortably);
• under any circumstances, remain calm and confident, as well as benevolent even with incorrect remarks about the defects of the apartment;
• master technical and legal matters relating to your item of sale;
• discuss the impressions and opinions of the buyer, leave him presentation materials, outline further joint actions with him;
• before the sale to decide on self-fulfillment all of the above stages or the involvement of professionals.

The main factors affecting the sale of real estate

• the owner is well prepared for the sale;
• the object is often shown to real buyers - realtors choose the apartments that most often catch their eye: it is these objects that are perceived as new arrivals;
• out of 7 - 10 proposed options, the buyer chooses not the most suitable object in terms of parameters, but the one that left him the most pleasant impression;
• it is not enough just to present an apartment - you need to do it in such a way that the buyer has the most favorable opinion about both the apartment and the owner - the buyer must literally fall in love with your apartment.

Stages of selling an apartment on your own

How to negotiate to sell an apartment quickly and expensively? The main position of the seller in the negotiations: my apartment is the best for this buyer, he just doesn’t know about it yet. To sell an apartment, one desire is not enough, you must also take active steps:

• preparation for sale;
• advertising and promotion of your ad on the real estate market;
• presentation and display of your object;
• negotiations, including price.

Sales preparation

It is important to know not only the parameters of the object and the form in which it is located, but also the state in which the documents are located. The first is to check the documents confirming your right to this property, sometimes at the final stage some shortcomings or a lack of some papers are found. Sample list:

• sale and purchase agreement or documents replacing it (court decision, privatization);
• technical certificate;
• certificate of confirmation of ownership;
• documents on marital status and consent of all owners to sell the apartment, certified by a notary;
• permission of the board of trustees (if minor co-owners of housing are registered in the apartment);
• certificate from the housing department about the absence of debt for an apartment;
• an extract from their house book about registered tenants;
• Report on market value(for mortgage apartments);
• passport.

Taking into account our bureaucratic system, some documents can be prepared for half a year, and not every, even a real, buyer will be willing to wait until you put the documents in order. If the buyer does not refuse the transaction, then the price will certainly have to give way.

Competent advertising and promotion

If you decide to master this stage yourself, you need to:

• know popular newspapers and magazines for the buyer of apartments;
• know the Internet resources that buyers actively visit;
• be able to compose short ads (long ones are easier, but inefficient);
• be able to manage the demand for your object (where and with what frequency to post information so that advertising is effective). The thesis “the more, the better” does not work here: you can spend a lot of money on advertising and not get the expected result;
• understand the objective value of your apartment and not build illusions. Everyone understands that it will never be possible to sell for more than a similar area in.
• the main resource is the time that needs to be spent on this amount of work;

Presentation of the apartment

If at the stage of advertising, not so much depends on the seller: he put the information and waits, then at the stage of negotiations, a lot can be done to speed up the sale of the apartment. First, we determine the price in three options - minimum, acceptable and maximum. Maximum - with a reference to the real estate market, the one that you indicate in the ad, the minimum price - the one for which you can sell an apartment if it has been in a state of sale for a year, acceptable price is their arithmetic mean. This is necessary for proper trading.

You need to prepare for the presentation: conduct a rehearsal, voicing out loud possible questions the buyer (including inconvenient ones). Then you will feel confident in the negotiations. When a client appears, it is important to win him over - do not rush to talk about the apartment: say hello, get to know each other, talk for a minute on abstract topics.

Don't start the presentation unless explicitly asked to do so. The first question after that is: "Where do you want to start?" will help to find out the preferences of the buyer and orient in the accents that need to be placed during the show. If he talks about the bedroom, his hidden interest will be rest and peace; starts from the hall - hospitality, communication, prestige, status; starts from the kitchen - homeliness, comfort; with a bathroom, toilet - high requirements for cleanliness; from the balcony - neighbors, space, surroundings. It is necessary to conduct a tour with short comments, asking the buyer questions about why he is buying an apartment. Tell not about the benefits of repair, but about what benefits - safety, comfort, convenience - will receive new owner your apartment.

By the way, professional brokers of numerous agencies who buy apartments urgently advise to improve the apartment before selling it to a minimum. Especially if you need to quickly sell an apartment in Moscow, not an elite one, but from a secondary housing stock in a normal state. Having spent substantial sums on repairs, it is unrealistic to return them when selling, so it is enough to refresh the object by re-gluing new cheap wallpapers and touching up peeling windows and doors.

Bargaining rules

The first rule: never talk about the price before the presentation, even if asked about it. It is worth suggesting that you first examine the "pig in a poke".

How to name the price? Confidently and firmly, without doubts about its validity. When asking questions like “how many are willing to give in”, it is necessary to condition the concession by linking it with some kind of requirement: “It will depend on how quickly the contract is signed, when we need to vacate the apartment, etc.” To find out the initial position of the buyer, a counter question is also appropriate: “How much are you willing to give for this apartment?”. If they are forced to name a price, indicate a discount and immediately find out a price that is acceptable to the buyer. If you name a price, and the buyer has not named his own, bargaining does not make sense. You need to bargain, calling a discount in the middle of the range between the initial price and the acceptable one. So each concession will be less than the previous one, without creating the illusion that the bargaining can be endless. Concessions must be made with difficulty, making long pauses, commenting on each price as the final one. Active discounts raise doubts like "what's the catch here", a real buyer can be repelled by both a tough position and quick concessions.

Do not be surprised if your ad will be called, first of all, by agents with offers of cooperation. If you get a good realtor, in any case, he will do this job better, tell you how to take the prepayment and payment correctly, check the money and ensure security, and generally agree on the terms of the upcoming transaction. But if you want to sell an apartment quickly and expensively (an apartment without intermediaries), you need to acquire some skills. You will have to draw up an agreement on your own, arrange the transfer of money competently and safely, having agreed at the Regcenter on registering the transaction. First you need to prepare and check the legal force of the package of documents for sale, checking all possible errors.

Not only real buyers can come, but also idlers, as well as clients "with an ax" to get information about how much money you will have in the near future. If a person sells an apartment, this may mean that something is happening in his life: a wedding, a divorce, the birth of a child, a funeral. Far from always in such situations, it can be completely adequate for independent transactions of this level. Sometimes reputable agencies offer a free and perpetual warranty service with legal assistance in case of after-sales incidents.

Having spent your strength, time and nerves, you gain invaluable experience that will help you become not only your own realtor, but, possibly, a private broker. Successful sale!

03.04.19 56 913 31

Stages and documents

I am a lawyer with fifteen years of experience.

During this time, I have accompanied dozens of real estate transactions, from the simplest to the most complex - with offsets, loans, assignment of rights and other troubles.

Sergey Mashkin

sold a lot of apartments

The seller in a sale and purchase transaction risks less than the buyer, but spends more time and nerves. The seller needs to collect a bunch of documents for the apartment. If you don't make it on time or don't take necessary certificate, the transaction will not be registered. Or the buyer will refuse to buy an apartment if he is pressed for time and he is not ready to wait until the seller deals with the bureaucracy.

The main risk of the seller is not to receive money for the apartment on time or to receive fake ones. Therefore, it is necessary to draw up an agreement and conduct a transaction and mutual settlements in a convenient and reliable way.

If you treat the sale of an apartment responsibly and delve into the topic, you can reach a deal with minimal time, money and nerves. I'll tell you how.

Before the sales contract

Collect documents

The list of documents that will be needed for the sale and purchase of an apartment and registration of the transfer of ownership may vary. The exact list depends on who owns the apartment and how the buyer purchases it.

There are documents that Rosreestr will request in any case - without them, the department will not register the transfer of rights to the new owner:

1. Passport of the owner of the apartment.
2. Contract of sale.

By law, these documents are sufficient for the transaction if you are the only adult owner of the apartment and are not married, and the buyer is ready to pay full cost apartments with personal funds.

By law, common property can be joint or shared. In general fractional ownership the shares of each participant are specified specifically, for example ½, ¼. Shares in common joint ownership are not defined and are recognized as equal. For example, when an apartment was privatized for all family members without determining shares.

The basic list of documents for the sale and purchase of an apartment that is in common ownership will remain the same. The contract of sale will also need to attach consent to the transaction from the other owner. In the case of shared ownership, all sellers-shareholders or their representatives by proxy must be present at the transaction.

The contract for the sale of an apartment in shared ownership must be concluded through a notary. There is no such requirement for joint ownership - a simple written form is sufficient.

If the house was bought in marriage. Property jointly acquired during marriage is a common joint property spouses. Regardless of who bought it and in whose name it is issued.

You can check out of the apartment to nowhere, but only for adult residents. A child can be removed from the registration register only if he already has a registration at a new place of residence.

Remember that if you do not register at the place of stay or residence for more than 90 days, you can earn a fine of 2 to 3 thousand rubles, and for residents of Moscow and St. Petersburg - from 3 to 5 thousand rubles.

Along with a statement to Passport Office you need to give your passport, where they will put a stamp on deregistration and registration. State duty for extract and registration is not charged.

Before the sales contract

Draw up a preliminary DCT or advance agreement

These documents are needed to fix the intention of the parties to conclude a contract for the sale of an apartment.

Preliminary contract of sale obliges the parties to conclude the main contract in the future. Pre-DCT protects both the seller and the buyer. If for some reason one of the parties evades the conclusion of the main contract, the other party may, through the court, oblige to conclude an agreement on the terms preliminary contract.

The preliminary contract is drawn up in a simple written form. It does not need to be notarized.

In the preliminary contract, be sure to indicate:

1. Full data of the seller and the buyer - full name, address of residence, passport data, SNILS, data of representatives and powers of attorney.
2. Description and main characteristics of the dwelling - address, cadastral number, floor, general and living space, number of rooms, condition of the apartment.
3. Price.
4. Payment procedure - cash, credit, installment plan, payment schedule.
5. Deposit or advance agreement.
6. The time period in which the main contract must be concluded.
7. The responsibility of the parties, if the main contract is not concluded, is compensation for losses, a penalty.

In some cases, a preliminary contract is mandatory. For example, if a buyer purchases an apartment with mortgage loan, the bank will definitely require a preliminary agreement to start processing the loan.

Deposit or advance. To confirm the intention to buy an apartment and as a guarantee that the seller will not sell the apartment to another person, the buyer usually pays a deposit or advance in advance.

Both the deposit and the advance are paid towards the cost of the apartment before the signing of the main contract. If the transaction goes according to plan and the parties fulfill their obligations in good faith, there is no difference between the deposit and the advance payment - the buyer simply pays the rest of the amount for the apartment after its transfer.

Differences show up when something goes wrong. If the transaction failed due to the fault of the buyer, the deposit remains with the seller, if it is the fault of the seller, he returns the deposit to the buyer in double size. The advance is returned to the buyer in any case. The deposit more strongly motivates the parties to the contract to fulfill their obligations in good faith.

The condition on making a deposit or advance payment and its amount is included in the preliminary contract of sale, and the seller must confirm its receipt with a receipt.

advance agreement. Instead of a preliminary sale and purchase agreement, the parties can draw up an advance agreement - an agreement of intent to make a deal and to transfer the advance. If the transaction does not take place, the advance will be returned to the buyer and neither party will have the right to force the other through the court to conclude a transaction. That is, under an advance agreement, it will not be possible to oblige the buyer to buy an apartment, and the seller to sell it.

Contract of sale

It is better if the main contract of sale is drawn up for you by an experienced lawyer in order to foresee all the risks. But you can draw up a contract yourself using templates from the Internet and

There are essential terms of the contract, without which it will be considered not concluded. Be sure to prescribe the subject of the contract, the price of the apartment and the list of persons who have the right to use the premises.

Of course, in practice, these three essential conditions are not enough. It is necessary to provide and describe in as much detail as possible in the contract in general all the conditions of the transaction. Here is their list:

1. Date and place of signing of the contract of sale.
2. Full data of the seller and the buyer - full name, passport data, residential address, TIN or data of representatives and their powers of attorney.
3. The subject of the contract is the description and main characteristics of the apartment: address, floor, total and living area, number of rooms, cadastral number, condition of the apartment.
4. Data on the title documents for the dwelling, on the basis of which the seller acquired the title to the property: for example, the number and date of the contract of sale.
5. Data about state registration rights to an apartment - the number and date of the certificate of ownership, information from an extract from the USRN.
6. The seller’s guarantees that the apartment has not been sold, donated or pledged to anyone, that the seller is capable, has not been declared bankrupt, that bankruptcy proceedings have not been initiated and are not pending against him, etc.
7. Information that there are necessary consents - spouse, legal representative, guardianship and guardianship authorities.
8. Price. This is an essential condition of the contract. The price must be expressed the exact amount money.
9. The obligation of the seller to transfer the property, and the buyer to accept such an object and pay a fee for it.
10. Payment procedure - in cash or by transfer, using loan funds, with or without installments.
11. Responsibility of the parties for violation of contractual obligations - compensation for losses, forfeit.
12. The obligation of the parties to apply for state registration of the transfer of rights.
13. Signatures of the parties.

At the time of signing the contract of sale, the parties must have a copy of the preliminary contract of sale or advance agreement in their hands, the seller also has all the originals required documents to the transaction, and the buyer - a receipt from the seller to receive an advance or deposit.

Notarized contract. Contract for the sale of an apartment general rule consists in a simple written form, and it is not necessary to certify it with a notary - it depends on the desire of the parties.

Notarial certification is a guarantee of the legal purity of the transaction. The notary will draw up an agreement, check the legal capacity of the parties and the availability of all documents, the absence of arrests and restrictions, and send an application for registration to Rosreestr in in electronic format. The advantage is that the notary is legally responsible for his actions, including material.

But the registration of the transaction at the notary will cost a lot.

How much does it cost to certify a transaction for the alienation of an apartment in 2019

To whom we alienate	Transaction amount	Price