Selling a property: what to put in your property’s sales documents

Informative and attractively designed sales documentation will increase the chance of reaching your desired price for your property. Comparis explains what to include in the sales documentation.

1. The most important points in sales documentation

There are many properties for sale on the market. A brief overview with the most important information about the property for sale helps prospective buyers to see interesting offers in a first selection.

The following points first and foremost should be included in the sales documentation:

• Title that gives the best possible description the property and that highlights its most important features. For example: “4.5-room apartment with lake view” or “attic apartment with view of Mt Säntis”

• Brief explanation of why the property is on the market

• Professional photos (1 to 2 per room and exterior view)

• Brief outline of the property being sold – this includes the address of the property, property type, year of construction including renovations, number of rooms, number of floors, balcony/terrace, underground or outdoor parking space

• Point out the highlights (spacious terrace, walk-in closet in the master bedroom, etc.)

• Sales conditions with a selling price in line with market expectations. Tip: renowned estate agents, banks and property consultancies create professional estimates. You can value your property free of charge in advance on comparis.ch to obtain a first approximate estimate of the property.

• Earliest possible move-in date

• Contact details of the seller

2. Detailed sales documentation: what details should you include?

On top of the general points mentioned above, sales documentation should contain additional information so that potential buyers can decide whether to take further negotiation steps. Group the information together – this way, both you and interested parties have an overview.

The seller’s pack should also address the following points in detail:

Information about the commune

Details about the commune are particularly helpful for those are unfamiliar with the area. The following points should be included:

• Short description of the commune in which the property is located (name of the commune, canton, number of inhabitants, area and elevation above sea level)

• Tax rate for both the commune and the canton

• Travel time by public transport and private vehicle to centres, schools, shops, etc.

• Nearest train station or bus stop

• Optional: you can also give an estimate of noise pollution in your property’s surroundings. You can find data on the topic here.

Description of the building condition

Particularly with existing buildings, it is important to specify the condition of the building structure and any permanently installed interior decoration. Describe the materials used. Mention the age of the components, and when they were last replaced.

• Short description of the commune in which the property is located (name of the commune, canton, number of inhabitants, area and elevation above sea level)

• Floors: parquet, tiles, cork, seamless floor coating or carpets

• Walls: wallpapered, plasterboard painted white or plaster painted white

• Ceilings: plasterboard painted white or plaster painted white

• Bathrooms: single or double washbasin, glass partition, toilet, bathtub, walk-in shower or shower tray, floor and wall tiles, seamless floor and wall coating with waterproof sealing, etc.

• Windows: type of glazing and heat transfer coefficient

• Front door: safety lock and heat transfer coefficient

• Kitchen: carpenter-made kitchen, standard kitchen, hob technology (induction or gas), kitchen and work surfaces (laminate, granite, quartz, metal, etc.), kitchen appliances (brands)

• Condition and insulation of the building shell and roof

Characteristics of the property

Point out the highlights of your property. The highlights should make your property stand out from the rest. For example, these could include:

• View of a lake or mountain or an unobstructed view

• Open / lockable fireplace

• Free-standing bathtub

• Sauna

• Swimming pool

• Customised, permanently installed furniture (e.g. walk-in wardrobe)

• Lift between the garage and the apartment

Heating and technical information

The heating system and its setup are important for potential buyers when considering cost, comfort and from an environmental standpoint.

• Minergie standard

• GEAK-CECB-CECE statement

• Type and age of the heating system (oil, gas, photovoltaics, solar, geothermal etc.)

• Heating system (underfloor heating or radiators)

• Air conditioning

Plans, photos and videos

Interested parties can only get an idea of what you’re offering through a visual reference. Make sure that the rooms are tidy and clean. Remove personal items. Set a scene with your space through home staging.

• Site plan: point out schools, kindergartens, shopping centres, bus stops, train stations, etc.

• Floor plans of all floors: request missing floor plans from the architect, the administration or the building authority of the corresponding commune

• Cadastral plan this can also be ordered from the corresponding commune

• Recent, professional photos of the rooms, the highlights, the outdoor views and the surroundings. Here, you can include more photos than the ones mentioned in point 1

• Possibly video footage of the interior rooms and the outdoor area

Official matters and insurance

• An extract from the land register, including pedestrian and vehicular rights of way (copy)

• Proof of building insurance (copy)

• Imputed rental value

3. Three expert tips for successful sales documentation

Creating professional sales documentation requires specialist expertise and knowledge of the market. There is a risk that a price is quoted that is not in line with the market.

Tip 1: list at the right price

Listing a property several times at different prices will cost you credibility and runs the risk of selling the property at a significantly lower price. An online property valuation or a professional assessment by an estate agent will help you set a fair market price.

Tip 2: Emphasize the advantages and be transparent

Don’t forget to highlight the advantages of your property and to show the property under its best light with professional pictures. Be transparent in communicating which components need to be renovated or, for example, whether the heating system will need replacing.

Numerous templates are available online for people who want to create the seller’s pack themselves. Keep in mind that sales documentation should be objective, neutral and not overly promotional.

Tip 3: Professional support can save you time and effort

Creating sales documentation on your own requires both time and a variety of skills: construction expertise, design skills, market and marketing knowledge, etc. In addition, there are costs: for example, hiring a professional photographer can cost 500 to 1,500 francs or more, depending on the effort and number of photos. Plus, monthly advertising costs can amount to 150 francs or more.

If you have entrusted the task of selling your property to an estate agent, you don’t have to worry about compiling sales documentation. Reputable estate agents include this in their sales commission. Estate agents also take care of advertisements and represent the seller’s interests when it comes to drawing up the sales contract. Depending on the region and the type of property being sold, an estate agent generally costs between 2–3% of the sales price. The estate agent also creates a detailed valuation of the property, with the goal of generating optimal proceeds from the house or apartment.

It is advisable to check the estate agent’s dossier to make sure that it really does contain all the required documents and that the text reads well and is free of errors. You can ask an estate agent the most important questions to verify their expertise.