Sale · Step 8/10

Negotiation and choosing the buyer

I do not automatically sell a property to the first person who expresses interest. Where the situation allows, I give the listing enough time to reach several serious buyers and aim to create natural competition between them. If there is a realistic opportunity to achieve a higher price or better terms for the seller, I do everything I can to take advantage of it.

The highest offer is not always automatically the best one. When choosing a buyer, I consider their financial readiness, timing, transaction conditions and the overall likelihood that the sale will actually be completed without unnecessary complications.

For every serious buyer, I therefore establish how they intend to finance the purchase. There is a significant difference between a client who has their own funds or a mortgage already pre-approved and a buyer who first needs to sell their own property and use the proceeds to finance the new purchase.

In the latter case, the entire transaction can take significantly longer. Preparing their property for sale or listing, finding a buyer, finalising the contracts, completing the transfer of ownership at the Land Registry and then releasing the sale proceeds can easily take 6 months or longer. It is therefore always important to consider how quickly the seller needs their own sale completed and the money available.

When selecting a buyer, however, I do not look only at price and financing. The way they communicate and the overall course of the negotiations also matter. From the first steps, it often becomes clear whether a buyer is prepared to deal reasonably and constructively or whether they are bringing a large number of unusual demands that could significantly complicate the transaction.

If we receive several offers, I explain their advantages and potential risks to the owner and give my recommendation as to which buyer I consider the safest and most advantageous option. The final decision, of course, always remains with the seller.

I have developed my own strategy for working with multiple buyers based on my previous sales. I manage the entire process transparently and fairly so that all interested parties understand in advance how any selection of the buyer will take place.

One example is the sale of an apartment in Vinohrady, where we attracted 3 serious buyers within a short period. The resulting competition led one of the buyers to increase their offer by CZK 1.5 million compared with the original asking price.

I have experienced similar situations on a number of occasions. It is of course not always possible to increase the price, but the right marketing, a sufficient number of buyers and the subsequent negotiation can have a major impact on the final result of the sale.