Selling real estate with an estate agent: procedure & tips
Selling a property in Germany – especially in a metropolis like Berlin – will be a more complex undertaking in 2025 than ever before. Increased requirements (e.g. due to the Building Energy Act) and a changing real estate market require specialist knowledge and a well-thought-out strategy. An experienced real estate agent will help you to complete the sales process smoothly, stress-free and successfully. In this guide, we explain step by step how to sell a property with an estate agent, which current trends and laws you should be aware of and give you tips on how to achieve the best price.
A real estate agent in consultation with sellers – professional support makes the sales process much easier.
Selling a property in Germany – especially in a metropolis like Berlin – will be a more complex undertaking in 2025 than ever before. Increased requirements (e.g. due to the Building Energy Act) and a changing real estate market require specialist knowledge and a well-thought-out strategy. An experienced real estate agent will help you to complete the sales process smoothly, stress-free and successfully. In this guide, we explain step by step how to sell a property with an estate agent, which current trends and laws you should be aware of and give you tips on how to achieve the best price.
Why sell with an estate agent? A good estate agent knows the local market in Berlin inside out, has a network of pre-registered potential buyers and takes care of the time-consuming sales work – from the valuation to the notary appointment. This saves you as the seller valuable time and avoids typical mistakes. Especially when it comes to a quick sale at a good price (e.g. in the event of a new addition to the family or inheritance), it pays to call in a professional. In 2025, buyers will also attach increasing importance to sustainable and energy-efficient properties – an estate agent knows how to present your property in the best possible way. Below we show you the process of selling a property with an estate agent and what you should look out for.
Step 1: Find a suitable real estate agent
The first step is to choose the right estate agent. Choose a local estate agent in Berlin who knows the market and current price trends in your area. Look for experience, references and a transparent way of working. A qualified agent will first offer a non-binding consultation to discuss your goals, the time frame and specifics of the property.
Tip: Discuss the estate agent’s commission early on. A new regulation has been in force in Germany since the end of 2020: for private residential properties, the buyer and seller must split the commission equally. In Berlin, a model of 3.57% (incl. VAT) for both sides has become established. A reputable estate agent will inform you openly about this. You should also ask for a written brokerage agreement – this guarantees that the broker is committed to working for you and specifies the commission and notice periods.
Step 2: Market analysis and real estate valuation
Before your property is offered for sale, a valuation is carried out. The estate agent inspects the property thoroughly and analyzes the location, condition, furnishings and current market data. Realistic pricing is crucial – neither too low (you are giving away money) nor too high (the property will not find a buyer). Owners without a professional valuation often tend to set an inflated price “in order to have room for negotiation”. The result is usually no interested parties and a long sales period – after all, the price has to be lowered bit by bit and in the end, too low an amount is accepted in an emergency.
An experienced estate agent, on the other hand, knows the market value very well and sets the asking price correctly. They take current trends into account: in 2025, property prices in Berlin have largely stabilized after a phase of correction and are already on the rise again in sought-after locations. Despite high demand, buyers have become more price-conscious due to higher interest rates. A price in line with the market is therefore more important than ever to attract sufficient interest. Ask your estate agent to prepare an individual market report – e.g. based on comparable sales in your neighborhood – and use online tools (such as our online property valuation in 2 minutes) as an initial point of reference.
In addition to the price, the estate agent will also discuss the optimal sales strategy with you. Depending on the target group (families, investors, etc.) and market phase, it may make sense to prioritize certain marketing channels or strategically time the start of the sale. This allows you to achieve the best possible proceeds in a reasonable time.
Step 3: Compile documents and prepare the property
Before the marketing starts, some preparations are necessary. Your estate agent will help you to gather all the necessary documents, including
- Floor plans and floor map: informative plans of the apartment or house.
- Extract from the land register: Proof of ownership and encumbrances.
- Construction and renovation documents: information on year of construction, modernizations carried out, any defects.
- Energy performance certificate: Mandatory when selling – it provides buyers with information about the energy quality (consumption or demand certificate). Please note: For some years now, the energy rating and efficiency class must be stated in the real estate advertisement. A lack of a valid energy performance certificate can result in a warning. If you do not yet have one, you can quickly create an energy performance certificate online through us.
- Other documents: if applicable, declaration of division (for condominiums), rental contract information (for rented property), calculations (living space, cubature), minutes of owners’ meetings, etc.
At the same time, the estate agent will advise you on how you can stage the property. Small cosmetic repairs or home staging measures can often significantly improve the impression. An overgrown garden or obvious renovation backlog should – if possible – be rectified, as such factors can deter prospective buyers. Any investment in a more appealing presentation will ultimately pay off in the sales price. Alternatively, you can lower the asking price slightly in order to remain attractive despite minor defects. The estate agent will give you honest advice on this.
Use digitalization: Many processes can now be completed online – making sales more efficient. Documents can be exchanged and signed electronically (keyword: electronic signature), which requires data protection and security. A professional estate agent ensures that all personal data (e.g. from prospective buyers) is handled in compliance with the GDPR. If you can’t be on site, this is no problem thanks to modern technology: video calls, email and telephone keep you up to date at all times. As our guide to selling property remotely explains, a local estate agent can take care of many appointments (property survey, repair coordination, viewings) on your behalf – you don’t have to be there all the time. Even the notarized sale can be arranged by power of attorney or subsequent approval.
Step 4: Exposé and marketing (online & offline)
Now it’s time for the marketing. The estate agent creates a professional exposé that presents your property in the best possible light. This includes high-quality photos (often taken by a professional photographer) and, if necessary, drone shots for a spectacular view from the air. Digital presentations are becoming increasingly important: Modern estate agents use 360-degree tours or 3D tours that allow prospective buyers to view the property virtually online. This increases the reach enormously – especially international buyers or buyers living outside Berlin can get a precise picture without having to be on site immediately.
Modern marketing: An estate agent presents floor plans and property data on a tablet – digital tools such as 3D floor plans and online exposés save time and attract more potential buyers.
Your estate agent selects the appropriate channels for marketing. In Berlin, the major real estate portals (Immobilienscout24, ImmoWelt, etc.) are essential, but the estate agent’s own customer database is also valuable. The estate agent often already has interested parties to whom they can offer your property directly – this can significantly speed up the sale. In addition, social media posts, notices in the windows of estate agents’ offices and (if required) print advertisements ensure attention. The marketing mix is tailored to your property: an exclusive penthouse apartment is marketed differently to a detached house in the countryside.
A good estate agent will take care to highlight all the advantages of your property: e.g. energy-efficient heating, new windows, south-facing balcony, quiet location near a park, etc. At the same time, they do not conceal defects, but deal with them transparently – this creates trust among buyers. The professional preparation of the information enables prospective buyers to make an informed decision, which reduces unnecessary viewings by “tourists”.
Step 5: Prospect management and viewings
As soon as the exposé is published, hopefully a large number of interested parties will soon get in touch. The estate agent filters the inquiries and checks the seriousness of the potential buyers. This is a major advantage over private sales: you don’t have to answer every inquiry yourself or show every curious person around your home. The estate agent arranges viewing appointments with serious potential buyers and conducts them professionally.
Especially in a big city like Berlin, viewings can be time-consuming because many applicants want to see the property. An estate agent plans efficiently (e.g. several individual appointments in a row or open viewing days, where appropriate) and knows what questions to expect from prospective buyers. He has all the important details ready and can provide expert information – from the year of construction of the heating system to the nearest elementary school. As the owner, you will be kept up to date with the dates and feedback from prospective buyers.
Tip: Online viewings are becoming increasingly popular. Some estate agents offer video viewings or live streams in advance. This allows buyers who are far away or busy with work to get a digital impression first. Only people who are really interested then come to the on-site viewing. This saves effort and increases the chances of finding the right buyers. Your estate agent will discuss with you whether and which virtual viewing methods make sense.
During the viewing phase, the estate agent also acts as a kind of buffer between you and the prospective buyers. They maintain a professional distance, even if attempts are made to depress the price through criticism. Especially if you are under time pressure (e.g. because a new house has to be financed at the same time), it is important not to get into a bad negotiating position. The estate agent relieves you of this stress and represents your interests objectively to the buyers.
Step 6: Purchase price negotiations and buyer selection
Once serious prospective buyers have been found, the negotiation phase begins. This is where the estate agent’s experience really pays off. He knows the usual tactics and engages in fair but goal-oriented negotiations. Thanks to solid preparation (market value analysis and realistic pricing), there is usually a good basis for negotiations.There is usually a good basis for discussions. The estate agent obtains binding purchase offers from interested parties and checks their financing options. This ensures that only solvent buyers are considered.
If several candidates are interested, the estate agent will help to select the right buyer. Not only the price plays a role here, but also factors such as financing status (has the financing already been approved? How much equity do you have?) and the desired schedule. The sympathy factor can also be important – for example, if you want to know that your long-standing home is in good hands. Ultimately, you as the owner decide which buyer you accept. Your estate agent will advise you and provide you with the facts you need to make an informed decision.
During price negotiations, the estate agent will try to achieve a price that you are happy with. He knows the local price level and can present convincing arguments for the value of your property. At the same time, they know what concessions buyers expect in the current market situation – for example, some buyers will be more cautious in 2025 due to higher interest charges and will pay more attention to follow-up costs (keyword: energy efficiency). Your estate agent will proactively address such points and find solutions (e.g. handing over a modernized house without a renovation backlog justifies a higher price). The aim is a win-win situation in which both sides are satisfied with the result.
Step 7: Purchase contract and notary appointment
Once an agreement has been reached, the estate agent takes over the organization of the purchase contract. He collects all the necessary information for the notary and has a draft purchase agreement drawn up. As the seller, you must fully disclose all facts relevant to the property by now at the latest (duty of disclosure) so that no liability issues arise. The notary sends both parties the draft contract at least 14 days before the notary appointment – this deadline is prescribed by law so that private buyers have enough time to think about it. Your estate agent will be happy to go through the draft with you and explain the clauses. This way, you will be well prepared for the notarization appointment.
The notary appointment itself usually takes place in the presence of the buyer, seller, estate agent and notary. The purchase contract is read out and signed by both parties. The notary then takes care of the official process (priority notice of conveyance, land register entry, etc.). Good to know: If you are unable to attend the appointment in person – for example because you are abroad – there are options such as a power of attorney for a trusted person or the estate agent, who can act on your behalf. Alternatively, in exceptional cases, the contract can also be notarized without your presence, whereby you subsequently approve the contract (so-called representation without power of attorney with subsequent approval). Discuss such options with the estate agent and notary at an early stage.
After signing, the transfer of ownership is arranged. The buyer pays the purchase price (usually within a few weeks of the notary appointment, as soon as the notary has created all the conditions) and you receive your money. The estate agent coordinates this process and remains in contact with the buyer, notary and you until everything is settled. The broker’s commission is also due now – usually directly after the purchase price has been paid. You will receive an invoice for your share (50% of the total commission if agreed).
Step 8: Handover of the property
Handing over the keys after a successful sale – the crowning glory of the real estate transaction.
Once the purchase price has been received and the transfer of ownership has been prepared, the final step is the handover of the property. Buyer and seller meet (often in the presence of the estate agent) in the property that has been sold. On this occasion, a handover protocol is drawn up: This records the condition of the property on handover (e.g. meter readings for electricity, water, gas, any defects, number of keys handed over, etc.). The estate agent provides a corresponding form and ensures that nothing is forgotten. Both parties sign the protocol – this practically rules out any misunderstandings later on.
Now is the time to hand over the keys. For many sellers, this is emotional – after all, your house or apartment is finally changing hands. But you can be satisfied: With the help of the estate agent, you have successfully mastered the entire sales process! If any questions arise afterwards (e.g. about transferring contracts, deregistering with utilities or tax matters), the estate agent will continue to be on hand to advise you. The estate agent often also helps to make it easier for the buyer to get started, for example, by arranging contacts with tradesmen or explaining the history of the property.
Tip: Think about tax aspects when selling your property. If there are less than 10 years between the purchase and sale of your property (exception: owner-occupation), speculation tax may apply. In the case of inherited properties, the period of ownership of the deceased counts – if the deceased owned the property for less than 10 years or if the property was rented out, tax may be payable. Consult a tax advisor or your estate agent to avoid any surprises.
How long does it take to sell a property with an estate agent?
Many property sellers ask themselves: “How quickly will my house or apartment sell?” The time it takes to sell depends on several factors, above all the market situation, the type of property and a realistic price. Under optimal conditions – i.e. a sought-after property in a good location and a price in line with the market – a sale can be completed in just a few months. Our experience in Berlin shows that an attractive apartment in a central location often finds a buyer within 3 to 6 months. Single-family homes in suburban locations take a little longer on average (often around 5-6 months).
But be careful: there is no guarantee of a quick sale. If demand is low or the price does not match the market, it can take considerably longer. Without an estate agent and with an inexperienced approach, some properties that are actually ready for sale may even remain unsold for years. A professional estate agent speeds up the process considerably through targeted marketing and market knowledge. Nevertheless, you should generally allow six months to a year as a buffer until everything has been completed.
If things need to move particularly quickly – for financial reasons or personal circumstances, for example – you should discuss this openly with the estate agent. If necessary, the estate agent can then pursue a sales strategy with increased speed: e.g. more intensive advertising in a short period of time, organize bidding procedures or fall back on existing prospective buyers. However, one thing is clear: a quick sale is no coincidence, but the result of professional preparation. Many delays can be avoided with experience, planning and commitment.
Current trends & legal changes in 2025
The real estate industry is constantly evolving. Here are some current developments that sellers should be aware of in 2025:
- Market development: After the boom of recent years and a slight decline in 2022/2023, prices will stabilize again in 2025. Prices are already rising in sought-after Berlin districts, while remaining largely constant in average locations. Demand remains high as living space in Berlin is still in short supply. However, buyers are paying more attention to value for money due to higher financing costs. For sellers, this means that properties with good energy efficiency and fair pricing are particularly in demand.
- Energy and refurbishment obligations: The topic of energy efficiency will take center stage in 2025. New legal requirements (GEG amendment) stipulate that inefficient heating systems must be gradually replaced. The following has long applied to the sale of older houses: the new owner must fulfill certain retrofitting obligations within 2 years (e.g. insulation of the top floor ceiling, replacement of old constant-temperature boilers). As a seller, you should know this: Buyers will factor in refurbishment costs. A good energy rating in the energy performance certificate (e.g. efficiency class A, B or C) is therefore a real plus when selling. If your property has a lower class (F, G or worse), be prepared for price negotiations in this regard or make improvements in advance if necessary.
- Estate agent commission & consumer protection: As mentioned above, the estate agent commission regulation has been restructured – 50/50 split between seller and buyer for residential property sales. In addition, brokerage contracts must be confirmed in text form (e.g. email) since 2021; verbal agreements are no longer sufficient. These changes are intended to create more transparency. A professional estate agent will provide you with a clear contract that regulates all conditions. Also important: data protection (GDPR) and money laundering law. Brokers are obliged to establish and record the identity of the contracting parties in order to prevent money laundering. So don’t be surprised if the estate agent copies your ID – this is routine to protect everyone involved.
- Digital tools: The corona pandemic has brought a boost in digitalization that continues. In 2025, many estate agents will be using CRM systems, digital property valuations, online viewing tools and even artificial intelligence for buyer analysis. For you as a seller, this means faster processes and greater reach. For example, all major portals can be served with just a few clicks and exposé inquiries can be answered automatically. Virtual home staging (digitally furnished photos) and VR viewings are other trends that make the sales process more modern. Feel free to ask your estate agent which technologies they use – at ADEN Immobilien, for example, we offer virtual 360° tours to present your property in the best possible way.
Conclusion: Successful selling – with expertise at your side
Selling a property is a major project that involves many steps – from preparation and negotiation to completion at the notary’s office. With a competent estate agent at your side, you can maintain an overview at every stage and avoid pitfalls. Especially in a dynamic city like Berlin and in the year 2025, where market trends and laws are constantly changing, professional support is worth its weight in gold. A real estate agent not only takes on tedious tasks, but in most cases also achieves higher sales proceeds and a shorter marketing period than a private seller.
Would you also like to sell your property quickly, safely and at the best price? Take advantage of our experience as real estate agents in Berlin – we will guide you step by step. Contact us today for a no-obligation consultation or a free valuation of your property. Together we will develop the optimal sales strategy for your property.
Request advice now – we look forward to helping you sell your property!
Frequently asked questions
Look for local market knowledge, experience, references and transparent communication. A good estate agent will offer a free initial consultation and will prepare a sound market analysis on request.
Since the end of 2020, buyers and sellers of private residential properties have generally split the estate agent’s commission equally. In Berlin, the usual commission rate is 3.57% incl. VAT per party.
On average, a sale takes around 3-6 months – depending on the location, price and property type. However, an experienced estate agent can significantly speed up the sales process by drawing on pre-registered buyers and a broad marketing network.
A real estate agent takes care of the professional price determination, creates high-quality exposés, conducts viewings, negotiates with interested parties and organizes the notary appointment. This saves time, reduces risks and in many cases increases the sales proceeds.
Yes, with a professional estate agent it is also possible to sell “remotely” without any problems. Viewings and notary appointments can be organized with legal certainty by power of attorney or subsequent approval.
The most important documents include an extract from the land register, energy certificate, building documents, floor plans and, in the case of condominiums, the declaration of division and minutes of the owners’ meetings.
The purchase contract is drawn up by the notary and sent out for review at least 14 days before the appointment. At the notary appointment, the contract is read out and signed by both parties. The notary then arranges the transfer of ownership and the purchase price flow.
Not mandatory, but minor cosmetic repairs or home staging can increase the selling price. In the case of buildings with poor energy efficiency, you should expect price reductions or discuss modernization options in advance.
Buyers are paying more attention to energy efficiency, financing capability and transparent presentation. Digital tools such as 3D tours or online viewings have become standard – a modern estate agent uses these specifically for marketing.
Table of contents
Click on a section to jump directly to it.
- Step 1: Find a suitable real estate agent
- Step 2: Market analysis and real estate valuation
- Step 3: Compile documents and prepare the property
- Step 4: Exposé and marketing (online & offline)
- Step 5: Prospect management and viewings
- Step 6: Purchase price negotiations and buyer selection
- Step 7: Purchase contract and notary appointment
- Step 8: Handover of the property
- How long does it take to sell a property with an estate agent?
- Current trends & legal changes in 2025
- Conclusion: Successful selling – with expertise at your side
- Frequently asked questions
