SELLERS GUIDE

Sellers Guide THE COSTA DEL SOL

01 Understand Market Conditions

Key Observations Foreign buyers represent a large share of total transactions, especially near the coast.

Renovated and move-in-ready homes sell faster than outdated ones.

Micro-location (exact street, orientation, noise, proximity to services) strongly influences pricing and timelines.

What affects your sale timeline Seasonal slowdowns (especially August and December)

Competing properties with similar characteristics

Availability of mortgage financing

Property condition and documentation readiness

The Costa del Sol is not a single, uniform market. Price behaviour, demand levels and buyer profiles differ markedly between coastal, inland, golf-side and prime areas.

02 Prepare Legally

Required Documentation

Having all documents ready early prevents delays during the sale process.

Mandatory Documents

Title deeds (Escritura) Current IBI and Basura receipts Community fee certificate showing payments up to date Energy Performance Certificate (EPC) NIE or Spanish ID Utility bills and meter references Licence of First Occupation (where applicable)

Permits for the work Ensure all construction or renovation permits are documented and accessible, as verified permitting increases buyer confidence and improves search rankings for compliant properties. Architect/engineer certification Provide official architect or engineer certifications confirming structural integrity and code compliance, which strengthens listing credibility and supports SEO for professionally approved properties. Updated cadastral information M ake sure the property includes updated cadastral information to accurately reflect legal boundaries and ownership, improving trust and SEO performance for real estate searches.

03 Understand the

Real Costs of Selling

Sellers often miscalculate the final net proceeds Sellers often miscalculate their final net proceeds because they underestimate the full range of taxes, fees, and deductions involved in a property sale. Essential Seller Costs Plusvalía Municipal (local land-value tax) The Plusvalía Municipal is a local land-value tax charged by the town hall based on the increase in the property’s land value since the last transfer. Capital Gains Tax (varies by residency and allowable deductions) Capital Gains Tax applies to the profit made from the sale, with rates and available deductions varying significantly depending on the seller’s residency status. 3% Retention for Non-Residents (withheld by the buyer and later reclaimed if appropriate) Non-resident sellers have 3% of the sale price withheld by the buyer as a tax retention, which can later be reclaimed if their final tax liability is lower. Agency commission Estate agency commission is a percentage of the sale price paid to the listing agent for marketing the property and securing a buyer. Legal fees Legal fees cover the cost of conveyancing, contract review, and representation throughout the sale process. Energy Performance Certificate An Energy Performance Certificate is required to legally market the property and provides buyers with information about the home’s energy efficiency.

Optional Costs

Repairs or modernisation Repairs or modernisation expenses may be incurred to improve the property’s condition and maximise its market value before listing. Staging Staging costs involve preparing and furnishing the home to make it more appealing to potential buyers and enhance its presentation in photos and viewings. Early mortgage redemption fees Early mortgage redemption fees may apply if the seller pays off their existing mortgage ahead of schedule, depending on the lender’s terms.

Not Aspirations 04

Price Based on Data,

Accurate pricing is the biggest driver of property sale speed.

How to determine realistic pricing

Compare against recent sales, not just asking prices. Adjust for condition, terraces, parking, amenities, views and orientation. Consider whether buyers can obtain a mortgage on the property. If uncertain, obtain a professional valuation.

Current buyer priorities

Good maintenance Outdoor space Modern systems (AC, insulation, windows) Transparent community and tax costs Appropriate licences in place

05 Prepare the Property for Sale (Practical, Not Decorative)

Useful preparatory steps

Repair visible defects: Address any noticeable damage or wear—such as cracked tiles, chipped paint, loose fittings or malfunctioning appliances. Making these small repairs in advance helps create a positive first impression and reassures potential buyers or tenants that the property has been well maintained. Improve lighting and clarity of spaces: Ensure all rooms are well lit by replacing dim or faulty bulbs, opening curtains, cleaning windows and, if necessary, adding supplementary lighting. Bright, clear spaces feel larger, more inviting and more functional. Reduce clutter to show volume: Remove unnecessary furniture, personal items and general clutter so that the true size and potential of each room is visible. A more open environment helps viewers imagine how they would use and arrange the space themselves. Neutralise personalised décor: Tone down highly personalised design choices—such as bold colour schemes, niche artwork or distinctive furniture—to create a more universally appealing environment. Neutral décor allows viewers to project their own style onto the property without distraction. Ensure all keys, access devices and documentation are available: Gather all relevant keys, fobs, remotes, manuals and paperwork before viewings or handover. Full accessibility and complete documentation convey organisation and professionalism, making the viewing process smoother for everyone involved.

The goal is to reduce uncertainty for the buyer.

Choose the Right 06

Listing Strategy

Exclusive Agency

Controlled pricing With an exclusive agency agreement, pricing is carefully controlled by a single agent, ensuring a clear and consistent strategy that protects the property’s market positioning. Consistent information An exclusive agency guarantees that all marketing materials, descriptions, and updates are consistent, preventing conflicting information from reaching potential buyers. Structured communication and viewing management A sole agent provides structured communication and coordinated viewing management, ensuring appointments, feedback, and negotiations are handled efficiently and professionally.

Multi-agency Wider exposure but less coordination

A multi-agency approach offers wider exposure by listing with several agents, but it often results in less coordination between agencies. Risk of inconsistent pricing or messaging Using multiple agencies increases the risk of inconsistent pricing or mixed messaging, which can confuse buyers and weaken the property’s perceived value.

Marketing essentials

Accurate floorplan if available Professional photography Honest, factual descriptions including fees, orientation and square metres Virtual tours are a great way for overseas buyers to view without delay.

07 Negotiation & Offer Handling

Key points Assess buyer’s financial position early Confirm whether a mortgage is required Secure a reservation deposit to demonstrate commitment Define a clear, realistic completion timeframe

08 The Transaction Process (Step-by-Step) Reservation contract signed + deposit + inventory (furniture included, excluded or selected items only)

Due diligence period

Private Purchase Contract (with a 10% deposit)

Completion at the notary

Funds transfer & key handover

Post-completion tax settlement (including recovery of retention if applicable)

09 After the sale

You need to:

Cancel or transfer utilities Notify the community administration Finalise tax obligations

10 When to Seek Profes Professional support is strongly recommended for:

Non-resident sellers

Properties with unregistered building works

Inheritance-related ownership

Mortgage cancellations

Complex co-ownership structures

ssional Advice

Top Tip:

Having a lawyer in place with power of attorney (if you are not in Spain) is beneficial. Together with your agency they will complete many of these tasks on your behalf, speeding up the process and lessening the stress.

MDL Carlton International Avenida Manolete 20, Centro Romano Local 9 , 29660 Nueva Andalucía Málaga | Spain +34 952 766 067 +34 638 257 185 info@marbelladreamliving.com CONTACT US

https://marbelladreamliving.com

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