Practical advice for anyone thinking of selling a property on the Costa del Sol, and why asking the right questions is an important part of getting a sale off to a good start.
Times may have changed, but the questions have not!
Can you help me sell my Mijas Costa property?
A few days ago, we were talking to someone who was thinking about selling their property in Mijas Costa.
It was a very pleasant conversation and, as usual, we asked quite a few questions. Why were they thinking of selling? How quickly did they need to sell? How long had they owned the property? Was all the paperwork in order? Were the taxes up to date? Did they have their NIE numbers, IBI bills, community fee information and the other documentation that would eventually be needed?
At one point they laughed and said something along the lines of, “You’ve almost got as many questions for us as we have for you.”
They were absolutely right. But there is a reason we ask questions.
A lesson learned more than 40 years ago
When I was a young estate agent in Formby, we were selling a semi-detached house and a couple came along who wanted to buy it. They made an offer, the offer was accepted and everything seemed straightforward.
I asked whether they needed a mortgage.
“No, we don’t need a mortgage.”
The UK doesn't have the same system of reservation agreements that we have here in Spain, so the sale went off to the solicitors. They would deal with the legal side and, eventually, we would hear that contracts had been exchanged. Except this particular sale seemed to be taking rather a long time.
Eventually, I telephoned the buyers and asked whether there was a problem. They assured me there wasn’t. They were simply waiting for the money to come through.
Another week or two passed. The seller was understandably becoming concerned, so I called the buyers again. They were still waiting for the money. So this time I asked a slightly different question.
“Where is the money coming from?”
It turned out that they didn't actually know. They were deeply religious people and genuinely believed that the money would arrive. They were praying for it and believed that “The Lord will provide.”
I respected their belief, but unfortunately that wasn't an answer I could take back to a seller who was waiting to find out whether the people buying their home actually had the money to complete the purchase. It was a lesson I never forgot.
Sometimes you need to ask the next question
The buyers hadn't been dishonest with me. I had asked whether they needed a mortgage and they had answered truthfully. They didn't need a mortgage.
What I hadn't established was whether they actually had the money available to buy the house. More than 40 years later, the questions are different, but the principle is exactly the same.
When somebody asks us to advise them about selling a property in Mijas Costa, Marbella or elsewhere on the Costa del Sol, we need to understand their circumstances before we can give useful advice. Sometimes the answer to one question leads naturally to another.
It isn't about being intrusive. It's about making sure that the advice we give is based on the real situation rather than on assumptions.
And it works both ways.
If you are thinking about selling your property, you should ask questions too. Ask an estate agent how they would approach the sale, how they arrived at their suggested asking price, what they will do to market the property, what their fees are and anything else that matters to you.
A good conversation about selling a property shouldn't be one person talking and the other listening.
So, can we come and help you sell your property in Mijas Costa? Of course, but don't be surprised if we have a few questions first.
We are here to help you sell your Costa del Sol property. If you are at the stage where you would just like some advice or a chat, please do not hesitate to get in touch.
