Selling property: process from initial consultation to notary

Article L-0009 · 31.08.2026 · 8 min. reading time · Joé Christian Ewrard

Why the order determines the price

Selling a house is not a single appointment. It is a chain of decisions, each building on the previous one. Those who mix up the order rarely lose money due to a single mistake – but through time.

The most common pattern in practice: A property goes online before the documents are complete. The first interested parties get in touch, ask questions about the energy certificate, the plot size, the encumbrances. There are no answers. Two weeks later the documents arrive, but the interested parties no longer do. The article is used up, the attention gone.

Therefore: Prepare first, then show. A property that goes on the market for the first time has the highest attention of its entire sales period. This one chance should not be wasted with half answers.

The second insight is less comfortable: The price you start with shapes the price you end with. An overly ambitious start rarely leads to a surprise offer. It leads to the property standing on the market for a long time – and a long listing period is visible online. Buyers see the listing date, draw conclusions, and negotiate accordingly.

Step 1: The initial consultation – what is clarified here

The first meeting usually takes place at your home, in the property itself. There is a practical reason for this: You cannot talk about a house without having seen it.

This appointment covers three things. First, the property: condition, year built, special features, what has been done in recent years and what has not. Second, your situation: why you are selling, by when you want to be finished, whether there are multiple owners, if a financing needs to be repaid. Third, the framework: what the brokerage costs, who bears which share, what is included in the scope of services.

A good initial contact lasts one to two hours and does not end with a signature. It ends with the offer to consider everything calmly. Anyone who applies pressure during the initial consultation has something to hide – usually the fact that they cannot sell at the stated price.

Common concern at this point: “If I hire a broker, I am bound.” This is true insofar as a brokerage contract is a contract. Please read what it says – duration, termination options, exclusivity – before signing and have it explained. For legal questions about the contract text, a lawyer is the right contact.

Step 2: The valuation – and why it may be uncomfortable

The value of a property does not come from what you have invested in it. It comes from what a buyer is willing to pay today – for this property, in this location, in this condition.

The valuation is based on several sources: comparable sales in the area, standard land values, the structural condition, the energy situation, the equipment. In rural regions, there is an additional factor that surprises many owners: the location influences the price more than the equipment. Two identical houses, one in Bitburg city, one in a small village in the Vulkaneifel, are not worth the same. This is not a devaluation of the village – it is simply the number of people searching there.

This is the point where conversations with sellers can become uncomfortable. You have a number in mind. The agent gives a different one. Both numbers are serious. Only one of them is enforceable on the market.

A reputable advisor justifies their valuation instead of just stating it. Ask: Which comparable properties? How long were they on the market? What was actually paid, not what was listed? If these questions are answered confidently, you can trust the figure – even if you do not like it.

And if two agents give two different numbers: the higher one is not automatically the better one. Sometimes it is just the more expensive promise.

Step 3: Gathering documents – the underestimated time consumer

This is the step that takes the longest and that no one talks about beforehand. Expect weeks, not days – especially if authorities are involved.

Usually required are: current land register excerpt, cadastral map, building plans and building description, living area calculation, energy certificate, proof of renovations, for condominiums additionally the declaration of division, minutes of owners' meetings and the service charge statements. For rented properties, the rental contracts.

Where does what come from? Land register excerpt and cadastral map from the district court or the cadastral office. Building plans are at the building authority of the municipality or collective municipality, but often also in the owner's basement. The energy certificate is newly issued if none is available or the old one has expired – it is valid for ten years.

What many do not know: The energy certificate must be presented at the latest during the viewing, and the essential information from it must already be included in the listing. If it is missing, this is a violation of the Building Energy Act and can be costly. So anyone thinking, 'I'll do that later,' should know: later is too late.

In practice, this step is the reason why a sale stalls. Not because it is complicated – but because authorities have their own pace and no one expected it. Start here as early as possible, ideally in parallel with the initial conversation.

Step 4: Preparation – photos, text, floor plan

Once the documents are ready, the property is made visible. Photos are taken in good light, in tidy rooms, with wide-angle shots that show the space without distortion. A floor plan is included – many interested parties look at it first, even before the photos.

What counts here is honesty. A polished presentation brings more inquiries, but worse ones. People who come with false expectations leave disappointed – and you have had two viewing appointments for nothing. A house in need of renovation sells if the renovation needs are stated in the listing. The right buyer is looking exactly for that.

Preparation also includes the question of what you should still do and what not. A rule of thumb from practice: tidying up, decluttering, and cleaning almost always pays off. Major renovations shortly before the sale rarely pay off – the buyer usually wants to remodel according to their own taste anyway.

Step 5: Marketing and viewings

Now the property goes on the market. Much is decided in the first days: if location, condition, and price match, inquiries come. If not, it remains quiet – and silence is information.

Requests are pre-qualified before viewings take place. This means: Anyone who contacts us will be asked about their financing, the timeframe for their search, and whether they need to sell their own property. This is not mistrust; it is time protection – for you. Ten viewings with five serious buyers are better than thirty with five.

Regarding the viewing itself: You do not have to be present. Many owners prefer not to be there, and there is a good reason for this. Interested parties speak more openly when the seller is not in the room. They ask critical questions, express concerns – and you need to be able to respond to that in order to sell.

One point that frequently occurs in the Bitburg-Prüm region and the Trier surrounding area: A noticeable portion of interested buyers work in Luxembourg. These buyers often have different financing situations and different requirements regarding accessibility. Anyone selling in the border region should not overlook this group – and should know that the travel time to the border can be a real selling point.

Step 6: Negotiation and purchase decision

When a buyer wants to purchase, the moment most sellers fear arrives: The price is discussed.

Negotiating does not mean giving in. It means sorting out the arguments on both sides. If a buyer brings up the heating as an argument, the question is: Is that true? What does it really cost? Is that already factored into the price? A fact-based conversation usually ends closer to the asking price than an emotional one.

What you should know: A verbal “I’ll take it” is legally non-binding. A real estate purchase contract requires notarization – everything before that is a letter of intent, nothing more. This applies both ways and also protects you.

At this point, the buyer’s financing reliability is often checked. A financing confirmation from the bank is common before the notary appointment is scheduled. This is not mistrust but standard procedure – and it saves everyone involved from a failed notary appointment.

This also belongs to the truth: Sometimes a buyer backs out. Therefore, a second interested party is not immediately rejected but politely informed that no decision has been made yet.

Step 7: The way to the notary

Once the buyer is confirmed, the process moves to the notary. The procedure is legally regulated and follows fixed steps.

First, all data is transmitted to the notary: seller, buyer, property, purchase price, handover date, special agreements. The notary then drafts the purchase contract and sends it to both parties.

Now a deadline applies that you should know: For a consumer as buyer, the draft must be provided **at least two weeks** before notarization. This deadline serves as protection and cannot simply be shortened. Use this time – read the draft, note questions, and clarify them before the appointment, not during.

The notary is obligated to remain neutral. They advise both parties but represent neither. If you need representation – for example, in complicated inheritance cases, foreign matters, or when large sums are involved – having your own lawyer is advisable. Tax questions, such as those regarding speculation periods, belong to the tax advisor. Neither the notary nor the agent may advise you on these matters.

At the notarization appointment itself, the entire contract is read aloud. Depending on its length, this can take about an hour and may seem tedious – but it is your last chance not to sign something. Feel free to interrupt if you do not understand something. That is what the appointment is for.

Step 8: After the notary appointment – it is not over yet

With the signature, the contract is concluded, but the money is not yet transferred and the property not yet handed over. What happens next is handled by the notary.

He registers a priority notice of conveyance in the land register – this secures the buyer's claim. He obtains the necessary permits and waivers, such as the municipal pre-emption right. He clarifies the deletion of any land charges. Only when everything is in place does he send the purchase price due notice.

Then the buyer pays. After receipt of payment, the handover takes place: keys, meter readings, documents. A written handover protocol is strongly recommended – it records the condition in which the property was handed over and the meter readings at that time.

Finally, the change of ownership is entered in the land register. This can still take weeks and proceeds without your involvement.

Realistically, several weeks pass between the notary appointment and receipt of funds. Anyone who needs the proceeds for a follow-up purchase should plan this early and discuss it with their bank.

If you plan to sell in the foreseeable future, the most sensible first step is the smallest: check which documents you already have on hand – land register excerpt, building plans, energy certificate, proof of renovations. Just this half hour will show you where you stand and what is still missing. After that, the rest can be discussed calmly without any obligation on your part.

Frequently Asked Questions

How long does the entire sale take in total?

That depends heavily on the property, location, and price expectations. The three phases are preparation (documents), marketing (until the buyer), and processing (notary to receipt of funds). The processing after the notary appointment almost always takes several weeks, regardless of how quickly the buyer was found. A reliable time estimate for your property is only possible after the viewing.

Do I have to be present at the viewings?

No, and often it is better if you are not. Interested parties ask critical questions and express concerns much more openly when the owner is not present – and these concerns must be addressed. If you want to be present, arrange this in advance so the roles are clear.

What happens if the buyer does not pay after the notary appointment?

The purchase contract is concluded and binding; the buyer remains obligated to pay. The notary only initiates the transfer of ownership after payment – the property does not change hands without money. How to proceed in the specific case should be clarified with the notary and, if necessary, a lawyer.

Do I really need the energy certificate already for the listing?

Yes. The essential information from the energy certificate must already be included in the property listing, and it must be presented at the latest during the viewing. This is regulated by the Building Energy Act and violations are sanctioned. Therefore, plan the preparation early.

What if we cannot agree on the price within the family?

This is more common than one might think – especially with inherited properties. A comprehensible, well-founded valuation that everyone can discuss together is helpful, instead of relying on gut feelings. If several people are registered as owners in the land register, all must agree to the sale; in inheritance matters, legal advice is advisable.

Can I sell without an agent?

Of course. You then take care of obtaining the documents, determining the price, marketing, pre-selecting interested parties, viewings, negotiations, and coordination with the notary yourself. The crucial question is not whether you can do this – but whether you have the time and distance for it.

Topics: Selling property, sales process, notary appointment, property valuation, energy certificate, house sale Eifel, agent Bitburg, documents for property sale

Responsible for this post: Joé Christian Ewrard — Owner & Broker IHK, PRIOCASA Immobilien & Financial service. Status: 31.08.2026. The draft was created with the support of artificial intelligence and reviewed and approved before publication (AI Transparency). This post does not replace legal or tax advice; for individual questions, please contact a notary, lawyer, or tax advisor.

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