Selling Guide

CHOOSING THE RIGHT REAL ESTATE AGENT IN MARBELLA

Working with a professional real estate agent in Marbella significantly increases the likelihood of a successful property sale. A skilled agent brings valuable expertise, deep market knowledge, and a reliable network of qualified buyers. At Estagency, we understand that the quality of your agent directly affects the outcome of your sale.

WHAT TO LOOK FOR IN A MARBELLA REAL ESTATE AGENT

Choosing the right agent is not only about credentials, but also about trust and transparency. You should feel comfortable communicating openly and honestly with your agent throughout the entire process. A professional connection built on clarity and shared expectations helps avoid miscommunication and delays.

Look for an agent who is deeply familiar with the area where your property is located. Local expertise allows for accurate property valuations and tailored marketing strategies that resonate with buyers searching in that specific neighbourhood.

Experience is another essential factor. An agent with a proven track record of successful sales in Marbella knows how to manage every aspect of the process. From pricing and promotion to negotiation and closing.

SETTING CLEAR EXPECTATIONS FROM THE START

Before listing your property, it’s important to outline your expectations clearly. Discuss whether the property will be sold furnished or unfurnished, what will be included in the sales inventory, and whether any pending renovations will be completed prior to sale.

A trusted agent should also provide a comprehensive market analysis, including recent sales data, fair property appraisals, and insights into the local real estate market. This transparency helps prevent overpricing or undervaluing your home.

You should feel empowered to ask direct and important questions, such as:
How many properties have you sold in this area?
What is your average sale time?
How do you conduct property viewings?
What marketing strategies will you use to promote my home?

These conversations help ensure that you and your agent are aligned on the strategy and timeline.

KNOWING THE COSTS BEFORE YOU SELL

Unexpected costs can derail the sales process. That’s why it’s crucial to understand the full scope of fees, commissions, and taxes involved when selling real estate in Spain. Ask your agent or your legal advisor to explain the financial obligations clearly.

At Estagency, we provide transparent breakdowns of costs involved in a typical Marbella property sale, including capital gains tax, notary fees, legal expenses, and agent commissions. Being informed from the outset prevents misunderstandings and allows for better financial planning.

REQUIRED DOCUMENTS FOR SELLING YOUR PROPERTY IN MARBELLA

When preparing to sell your property in Marbella, having the right documentation in place is essential for a smooth and efficient transaction. A well-prepared seller gains credibility in the eyes of buyers and speeds up the legal and negotiation process. At Estagency, we assist you from day one, ensuring all paperwork is correct, up to date, and compliant with Spanish property laws.

START WITH ORGANISING YOUR PROPERTY INFORMATION

Before your property is listed on the Marbella real estate market, it’s important to gather all relevant information and financial details. This includes your original purchase price, any renovation costs, and current operational expenses. These elements help our experts at Estagency determine a realistic market value and guide you in setting the right asking price.

In addition, it’s important to understand the tax implications of selling property in Spain. Capital gains tax, municipal charges, and legal fees should all be taken into consideration before putting your home on the market. Our team can guide you or your legal advisor through each step.

DOCUMENTS NEEDED TO SELL PROPERTY IN SPAIN

To legally sell a property in Spain, the following documents are required. If anything is missing, Estagency will help you obtain the correct versions through local channels.

Required documentation includes:
Nota Simple – an official registry extract showing the legal status and ownership of the property
Escritura Pública – the title deed that proves ownership
Utility bills – recent invoices for electricity and water
IBI receipt – proof of payment of local property tax (Impuesto sobre Bienes Inmuebles)
Garbage collection receipt – confirmation of basura tax payment
Community fees certificate – if the property is part of a residential complex or building
Energy performance certificate (EPC) – mandatory for all listed properties
Owner’s passport/ID and NIE – Spanish foreigner tax identification number

Our legal partners or your personal advisor can assist in updating, verifying, or retrieving any of these documents to avoid delays once a serious buyer is found.

UNDERSTANDING THE LISTING AGREEMENT AND EXCLUSIVE CONTRACT IN MARBELLA

When you decide to sell your property in Marbella, one of the first formal steps is signing a listing agreement with your real estate agent. This agreement outlines the terms of the sale, including the listing price, commission structure, contract duration, and how the agent will market and manage the sale of your property.

HOW PROPERTY LISTINGS WORK IN MARBELLA’S OPEN MARKET

Marbella operates with an open listing system, which means sellers can list their property with multiple agents or agencies at the same time. In this model, the commission is awarded to the agent who successfully closes the sale.

While this is a common approach on the Marbella property market, it does require active involvement from the seller to coordinate communication and manage the marketing consistency across agencies. Each agency may use different strategies and branding methods, resulting in inconsistent property exposure online.

If you opt for this model, we advise you to closely monitor how your home appears on popular real estate portals such as Idealista and Fotocasa. Duplicate listings, outdated images, or incorrect pricing may harm your property’s image. To avoid this, it’s best to centralise and control the marketing materials used.

BENEFITS OF AN EXCLUSIVE LISTING CONTRACT

Another option available is signing an exclusive contract with one real estate agency like Estagency. With this agreement, only one agency is authorised to sell your property during the agreed period. This allows for full control over branding, pricing consistency, presentation, and marketing direction.

An exclusive listing strategy ensures a more coherent and polished marketing campaign, both online and offline. Your property benefits from tailored exposure, professional branding, and dedicated promotional strategies, all focused on maximising its value in the Marbella real estate market.

At Estagency, we handle every aspect of the exclusive listing, from managing viewings to sharing your property with our trusted network of collaborators while maintaining full control of the messaging and materials.

This approach also helps eliminate conflicting listings across platforms, such as different prices, mixed descriptions, or low-quality photos, which often confuse potential buyers. Exclusive listings often attract more serious interest due to their premium presentation and controlled visibility.

CHOOSE THE RIGHT STRATEGY FOR YOUR PROPERTY

There is no universal answer to whether open listings or exclusive contracts are better. Both methods can be effective depending on your goals, your timeline, and the nature of the property you are selling.

At Estagency, we take the time to evaluate your situation and advise you honestly on the best strategy. Whether you want maximum exposure through multiple agents or prefer a dedicated, focused campaign, we guide you every step of the way to a successful property sale in Marbella.

HOW TO PREPARE YOUR MARBELLA PROPERTY FOR SALE

Getting your property ready for the market is one of the most influential steps in the entire sales process. The way your home is presented can significantly impact how fast it sells and the final selling price. In the competitive Marbella real estate market, presentation and preparation are not optional—they’re essential.

REALISTIC PRICING AND MARKET POSITIONING

When setting a price, it’s crucial to stay realistic. While it might be tempting to compare your property to others listed online, many of those prices are outdated or inflated for negotiation purposes. The final agreed sale prices are rarely visible to the public and are only known by the parties involved.

At Estagency, we help you determine a competitive and evidence-based asking price, backed by real-time market data and actual sale records across Marbella and the Costa del Sol. This ensures your listing is attractive and aligned with current demand.

PAY ATTENTION TO DETAIL

A home that is clean, well-maintained, and aesthetically neutral attracts more serious buyers. The better your property looks, the more value potential buyers will assign to it. From lighting and layout to maintenance and décor, details matter.

Although your agent provides strategic guidance, it’s also beneficial to review real estate portals and recent market reports yourself. Understanding what types of homes are selling in your neighbourhood, and at what price, will help you make informed decisions and position your property competitively.

STAGING YOUR HOME FOR VIEWINGS

Before viewings begin, you should focus on home staging, which plays a major role in buyer perception. A poorly presented home often leads to lost interest and lower offers. Start by decluttering—this makes the space feel larger, cleaner, and more welcoming. Remove personal items such as photographs, collections, and decorative pieces that reflect personal taste. Worn-out furniture should be replaced or removed to create a polished appearance.

FIX MINOR ISSUES BEFORE BUYERS NOTICE THEM

We recommend making a snagging list. This is a simple checklist of minor repairs and imperfections such as chipped paint, faulty lights, or plumbing leaks. Check that all appliances are working properly, from the heating system to the water pressure.

Investing in a professional deep clean, floor polishing, and a fresh coat of paint can significantly elevate your home’s appearance and appeal. These small improvements often result in a faster sale and higher offers.

FINALISE YOUR PROPERTY INVENTORY BEFORE VIEWINGS

Another critical step is preparing a clear and accurate inventory. This includes what is and isn’t included in the sale. Any discrepancies during negotiations can lead to complications or even lost deals. That’s why Estagency recommends finalising the inventory list before the first viewing takes place.

Our team can advise on how best to stage your property and what items should be included or removed for maximum appeal during viewings.

PERSONALISED REAL ESTATE MARKETING STRATEGY FOR YOUR MARBELLA PROPERTY

At Estagency, we believe that every property deserves a marketing strategy as unique as the home itself. Our marketing and sales experts create a tailored promotional plan designed to highlight the strengths, lifestyle, and value of your property. Through clear pricing, detailed property descriptions, and compelling content, we aim to attract qualified and motivated buyers to your listing.

We focus on targeted marketing campaigns that emphasise your property’s unique features and location. From the first consultation to the final sale, we guide you every step of the way with precision, creativity, and results-driven execution.

PROFESSIONAL CONTENT CREATION THAT SELLS

Quality visuals are essential in today’s competitive real estate market. Our in-house media team, including a dedicated videographer and creative specialists, ensures that your property stands out visually and emotionally.

We collaborate with the top photographers in Marbella to produce high-resolution images and cinematic videos that elevate your listing. Additionally, our creative team crafts eye-catching marketing materials for use across social media and online platforms, helping to position your home in front of the right audience.

We also provide expert advice on how to best prepare your home for photo shoots and video tours, so your property always looks its best.

MULTI-CHANNEL LISTINGS FOR MAXIMUM EXPOSURE

Once the marketing materials are ready, we publish your property on the Estagency website, giving it premium visibility to our existing audience of property seekers. In addition, we list your home on leading real estate platforms such as Idealista and Resales Online, which are frequently used by international buyers and investors searching for properties in Marbella and the Costa del Sol.

Our CRM ensures efficient lead tracking and buyer follow-up, helping to convert interest into offers. This multi-platform exposure maximises your property’s reach and connects you with buyers actively seeking homes like yours.

SOCIAL MEDIA MARKETING THAT CONNECTS AND CONVERTS

Social media is a powerful driver of real estate engagement. At Estagency, we implement creative and strategic social media campaigns to amplify your property’s visibility. We promote listings across Instagram, Facebook, LinkedIn, and TikTok, using each platform’s unique strengths to target different segments of potential buyers.

On Instagram, we focus on visual storytelling through high-impact images and video reels. TikTok allows us to create engaging video tours that capture attention. Facebook is used for local and international reach through paid campaigns and organic content. LinkedIn connects us with professional investors and agents within the luxury real estate network.

Our strong digital presence ensures your property reaches a wide but targeted audience, increasing the chances of a fast and successful sale. We combine creativity with analytics to ensure every campaign delivers real results.

OPEN HOUSE EVENTS TO BOOST PROPERTY VISIBILITY IN MARBELLA

To elevate your property’s visibility within the Marbella real estate market, Estagency organises exclusive open house events and private property showcases. These carefully curated events are designed to attract high-end real estate professionals who are actively working with qualified buyers in the Costa del Sol region.

EXCLUSIVE INVITATIONS FOR MAXIMUM IMPACT

Our events are not public gatherings. We extend personal invitations to a select group of reputable luxury agents from our network. Each event is strategically planned by our in-house marketing team, who tailor every detail to match your property’s character and your preferences. From the styling and staging to the timing and flow of the visit, everything is crafted to create a memorable experience.

The goal is not just to show the home, but to create a lasting impression. By adding a creative or social element to each event, your property stands out in the minds of agents, increasing the chance that it will be recommended to high-net-worth clients.

PRIVATE OPEN HOUSES FOR PREMIUM LISTINGS

For certain luxury listings, we organise more intimate, private viewings. These invite-only events focus on a smaller group of carefully selected agents, allowing for one-on-one interactions with our listing specialists. This personalised approach gives your property the attention it deserves and highlights its unique selling points without distractions.

STRATEGIC EMAIL MARKETING AND NETWORK TARGETING

Alongside in-person events, Estagency uses personalised newsletter campaigns to target a curated audience of potential buyers and agents. With access to a highly engaged database of clients, our team develops email content that highlights your property’s strongest features.

TAILORED MESSAGING FOR DIFFERENT BUYER PROFILES

Every newsletter is adapted to fit the lifestyle of the potential buyer. For example, a frontline golf villa will be promoted with messaging aimed at golf lovers, focusing on proximity to the course and the lifestyle that comes with it. A spacious family villa in a gated community will be presented with an emphasis on safety, privacy, and comfort—factors that are especially appealing to families relocating to Marbella.

This targeted approach ensures we speak directly to the right audience, increasing engagement and relevance.

CONSISTENT BRANDING AND HIGH CONVERSIONS

Once developed, each email campaign is delivered to our internal and partner databases. We maintain regular communication with potential buyers through follow-up campaigns, ensuring that your property stays top-of-mind throughout their decision-making process.

This strategic combination of personalised messaging and consistent outreach significantly boosts visibility, maintains interest, and improves the likelihood of a fast and successful sale.

HOW TO CONDUCT PROPERTY VIEWINGS TO SELL YOUR HOME IN MARBELLA

Property viewings are one of the most influential stages in the home selling process. A well-executed viewing gives potential buyers the opportunity to connect emotionally with a property, which often plays a critical role in their final decision. At Estagency, we ensure every viewing experience is carefully planned and professionally executed to maximise buyer interest and increase the chances of a successful offer.

PREPARING YOUR MARBELLA PROPERTY FOR VIEWINGS

Before any viewings or digital marketing takes place, your property should be thoroughly prepared. This means the home must be immaculately clean and styled for high-quality photography and video production. If any renovation or repair work is ongoing, it must be completed in advance. Unfinished work can lead to hesitation and missed opportunities with serious buyers.

We also recommend walking through the property with your agent to highlight key features you believe should be presented during the viewing. As the owner, you know the home’s story better than anyone, and these insights can help your agent create a more engaging narrative when showing the home.

LET YOUR AGENT HANDLE THE VIEWINGS

Experienced real estate agents are trained to manage property viewings strategically. It’s often best for homeowners to step back during the viewing to avoid unintentionally influencing buyers’ impressions. Buyers tend to feel more at ease when they can explore the property freely and share their thoughts honestly with the agent.

Your agent will incorporate your input, highlight the most attractive aspects of the home, and provide you with feedback afterward. Giving your agent flexibility with scheduling is crucial, as you never know when the ideal buyer might want to visit.

THE RISE OF VIRTUAL VIEWINGS IN THE MARBELLA PROPERTY MARKET

With the increasing number of international buyers in Marbella, virtual property tours have become a vital sales tool. At Estagency, we produce professional virtual tours that allow buyers to experience the home remotely in detail. These are especially useful for high-net-worth individuals or investors who are unable to attend in person but are actively seeking real estate in the Costa del Sol.

Before scheduling a virtual viewing, it’s important to pre-qualify the interest level of the buyer. Confirming their intent and seriousness ensures that the virtual tour is worthwhile and effective.

Trust your agent to handle the process with professionalism. Their goal is not just to show the home, but to present it in a way that leads to meaningful offers and a successful sale.

NEGOTIATING WITH BUYERS DURING YOUR PROPERTY SALE IN MARBELLA

The negotiation phase is a critical point in the property selling journey. This is where your real estate agent’s experience and local market expertise truly add value. At Estagency, our professionals guide you through every step of buyer negotiations to ensure you secure the best possible outcome for your property in Marbella.

EVALUATING OFFERS AND BUYER INTENT

Once viewings begin generating interest, your agent will start presenting offers. A transparent and communicative relationship with your agent is key during this phase. They can provide informed feedback based on the performance of previous viewings and help you compare each offer against similar successful sales in the Marbella property market.

Rather than pushing you to accept a specific offer, a professional agent will walk you through the pros and cons of each proposal, helping you make a decision based on more than just the price.

For example, if you agree to complete a project, such as installing a home cinema before the sale, but no detailed scope or budget is confirmed, the buyer may have unrealistic expectations. If the finished result does not match what they imagined, it could lead to dissatisfaction or even cause the deal to fall through. That’s why it’s essential to document and agree on all deliverables, specifications, and budgets in advance.

SETTING CLEAR TERMS TO AVOID DISPUTES

We strongly advise defining a clear inventory list, especially when including upgrades or renovations in the sale. Set a fixed budget for agreed works, and allow the buyer to opt in for any upgrades beyond that amount. This approach ensures transparency and protects both parties during the negotiation.

SIGNING CONTRACTS AND FINALISING THE DEAL

Once you’ve agreed on an offer and terms, your agent will draft a reservation contract, outlining all conditions discussed during the negotiation process. This agreement secures the deal and transitions the sale to the legal phase.

RESERVATION AND PRIVATE PURCHASE CONTRACT

The reservation contract is signed by both seller and buyer and is accompanied by a reservation deposit, typically between €6,000 and €10,000, depending on the property value. This is followed by the private purchase contract (PPC), where the buyer generally pays 10% of the purchase price.

These contracts are binding. Unless otherwise stated, both the reservation fee and the 10% deposit are non-refundable. At this stage, neither party can cancel the deal without facing financial consequences, except in the case of negative results from legal or technical due diligence. If such issues arise, the buyer is entitled to withdraw and receive a full refund.

We always recommend involving an independent property lawyer in Marbella during this phase to review documentation and ensure your rights are protected throughout the process.

FINALISING THE SALE OF YOUR PROPERTY IN MARBELLA

After the contracts have been signed and all legal and financial requirements are fulfilled, the final step in the property selling process begins. At this stage, your real estate agent in Marbella and legal representative will guide you through the last formalities, ensuring a smooth transition of ownership.

SIGNING THE TITLE DEED AT THE NOTARY

The official handover takes place at the notary’s office in Spain, where both buyer and seller (or their legal representatives) must be present. During this appointment, the title deed (escritura pública) is signed, and legal ownership of the property is officially transferred to the buyer.

The payment is completed simultaneously, in accordance with the terms agreed in the private contract. This usually includes a certified bank cheque or direct transfer. Once signed and notarised, your lawyer will register the transaction with the Land Registry, finalising the legal change of ownership.

ESTAGENCY’S ROLE IN A SUCCESSFUL CLOSING

At Estagency, we remain by your side from the first consultation to the final signature. Our real estate experts handle every phase of the sale with transparency, precision, and deep market knowledge. We work closely with your legal advisor to ensure that every document is accurate, every condition is fulfilled, and every detail is managed properly.

What makes Estagency stand out is our commitment to personal service. We are not just here to sell your home, but to support your goals, protect your interests, and help you achieve a successful property sale in Marbella, efficiently and with confidence.

Our success is built on the satisfaction of our clients. When you choose Estagency, you are choosing a partner that delivers measurable results and lasting trust.