You are registered in the will as the sole heir of the parental home. If the will is notarised and legally valid, your inheritance will not be challenged. Nevertheless, without an additional certificate of inheritance, you will face a problem at the latest if you become the owner of the property as a result of the correction in the land register and wish to sell it on, for example. You should have a certificate of inheritance issued independently of the will and thus protect yourself when inheriting houses or apartments.

When is a certificate of inheritance necessary, what documents are needed?

You will be asked for a certificate of inheritance at the latest at the land registry. You will only become the legally recognised owner if you present the certificate of inheritance and have the changes made in the land register. A notarial will will not help you here either, as the certificate of inheritance is regarded as a mandatory document by the land registry.

To obtain a certificate of inheritance or, in the case of a community of heirs , a partial certificate of inheritance, go to the probate court with your identity card and the death certificate. The family record book or similar documents, the will or a contract of inheritance and an affidavit on all the information provided are also necessary. As a rule, the certificate of inheritance does not lose its validity. Only in the event of a will appearing later or false information being given when applying for a certificate of inheritance can the probate court withdraw the certificate of inheritance and thus invalidate it. Do you need a certificate of inheritance and do not know how best to proceed?

Our advice: As the fees for a certificate of inheritance depend on the value of the inheritance, please commission us in advance to determine the market value of the property. From a property value of 260,000 euros, a certificate of inheritance can cost as little as 1,000 euros without additional expenses and incidental costs.

Inheritance settlement

Properties inherited in community pose a particular difficulty when selling. For a step-by-step approach: selling your home. Within the framework of a community of heirs, there are several owners in the land register. This circumstance has a detrimental effect on the interest of potential buyers and makes the sale process more difficult. There is a solution to simplify the settlement and at the same time provide for a clear guideline of all heirs with equal rights. The settlement of an estate refers to the dissolution of a community of heirs, which is carried out on the basis of clear contractual regulations and is not bound by any particular form. Everything you need to know about inheritance settlement.

Community of heirs

From practice it is known that a community of heirs rather rarely agree. But from the disagreement and open disputes in relation to a real estate inheritance arise losses that you can avoid with prudence. Avoid conflicts about the estate by consulting an estate agent and finding the best way with support. If the will does not provide otherwise, all co-heirs are equally entitled and obliged. This means that a sale is often the best solution and gives you the opportunity to divide the proceeds of the estate between all the co-heirs, thus avoiding the problem of an inheritance dispute. Learn more about the community of heirs.

Inheritance tax

For many heirs, grief, joy and sorrow are closely linked. When you inherit a house, this process is always linked to a painful, emotional loss. After some time, a slight joy spreads and you realize that you are a homeowner. At the same time comes the worry that the tax office will claim inheritance tax from you and you will only be able to pay this amount if you sell the house. You have an exemption amount, below which there is generally no inheritance tax. The amount of this allowance is based on your degree of relationship to the deceased. Spouses can inherit real estate tax-free up to 500,000 euros, children up to 400,000 euros. To ensure that you do not pay speculation tax, you should consider whether you would like to live in the inherited house yourself if it was acquired less than 10 years ago. Everything about inheritance tax.

What a marketing strategy specifically achieves

At its core, a marketing strategy answers four questions: what is being sold (object profile), to whom (target group), through which channel (portal, network, off-market), and at what price. Each of these variables influences the others — a penthouse for 2.4 million € does not require the same channel mix as a 2-bedroom investment property for 280,000 €. The following overview shows which levers a complete strategy must cover.

• Price strategy — Market value, negotiation buffer, bidding process
• Target Audience Profile — End-users, investors, Family Office
• Exposé & Image World — floor plan, HDR photos, possibly 3D tour
• Channel Mix — ImmoScout, Network, Off-Market, Social
• Timing — Spring/Autumn, interest rates, local market phase
• Qualification — Credit check before viewing

Pricing Strategy: Market Value is the Foundation, Not the Endpoint

Most marketing mistakes begin with the asking price. Too high — the property “burns” on the portals, after 90 days it is considered a slow seller and the achievable price drops. Too low — money thrown away. A clean property valuation analysis is mandatory, depending on the property using comparative value method (ETW, EFH) or income value method (apartment building, return property).

Example calculation: Condominium in Cologne-Sülz

Assume a 78 m² one-bedroom apartment in Cologne-Sülz, built in 2008, well-maintained. The market comparison of the last 12 months is at 6,200 €/m² — so around 484,000 €.

The difference between a bad and a good strategy is around 53,000 € — for the same property. This is the real leverage of a marketing strategy.

Define the target group: Owner-occupiers ≠ investors

Before a single ad is placed, it must be clear who should buy the property. Owner-occupiers buy emotionally — location, school, neighborhood, gut feeling. Investors calculate — calculate gross yield, calculate net yield, calculate purchase price factor. A marketing approach that aims to appeal to both groups doesn’t really appeal to either.

• Owner-occupier Exposé — lifestyle, floor plan, location description
• Investor Exposé — rental index, purchase price factor, cash flow
• Premium Buyer — off-market, discreet approach, network
• Family Office — existing properties, long holding period, B-locations

Channel mix: portal, network and off-market

ImmoScout24, Immowelt & Co. reach a wide audience — but everyone sees the ad, including unqualified interested parties. The result: 80 inquiries, 5 viewings, 1 buyer. This works for standard properties. For premium real estate starting at around 1.5 million euros, Off-Market is often better — direct access to financially capable buyers from the regular customer database of a specialized real estate agent, without the property being publicly “displayed”.

Common Marketing Mistakes

As described in the guide to Sell real estate, most sales fail not because of the market, but because of the strategy. Three mistakes occur particularly often — and all are avoidable as soon as you know what to pay attention to.

• Fantasy price — wishful thinking instead of market analysis
• Poor photos — phone pictures instead of HDR photography
• No qualification — everyone is allowed to view
• Wrong channel — premium property on a mass portal
• Incomplete documents — energy certificate, floor plan, division declaration are missing
• Timing ignored — selling during a weak market phase

Differentiation: Marketing strategy vs. sales execution

The marketing strategy doesn’t end with the first interested party — it extends to the price negotiation and buyer qualification. This should be distinguished from sales execution: notarial certification, land register entry, calculate notary costs, handover. Tax aspects should also be considered — whoever sells within the speculation period calculation phase should include speculation tax on real estate in the price calculation, otherwise the tax office will eat into the margin.

When a real estate agent makes a difference

A professional real estate agent costs 3–3.57 % commission (split according to the buyer’s principle), but provides three things that private sellers rarely have: reliable market data, a pre-qualified buyer list, and negotiation experience. For a property priced at 600,000 €, 3 % is about 18,000 € — which pays off as soon as the agent secures 4 % more purchase price. Anyone selling without a real estate agent should take the book Sell your house as mandatory reading.

FAQ on Marketing Strategy

How long does a professional real estate marketing take?

A standard property that has been properly evaluated according to market conditions usually sells within 6–12 weeks, counted from the advertisement to the signed notary contract. Premium properties and special properties such as multi-family homes generally take 3–6 months, because the buyer pool is smaller and the due diligence is more thorough. Anyone who stands without a serious offer after 4 months almost always has a price or channel problem — not a market problem.

Is a bidding process also worthwhile for normal apartments?

Yes, if the location is in demand and the property is in good condition. The principle: Offer slightly below market value, bundle viewings, set a deadline for binding offers. In tight markets like Munich, Berlin-Mitte, or Hamburg city center, final prices regularly end up 5–10% above the original asking price. In B- and C-locations, however, this approach often doesn’t work — there’s not enough buyer density for real competition.

Do I need a different strategy for a real estate investment than for a property I will live in myself?

Definitely. When it comes to real estate as an investment, numbers decide — rental yield, purchase price factor, cash flow, location development. The property listing must clearly show these values, ideally with an up-to-date tenant list, maintenance reserve, and minutes from the homeowners’ meetings. For owner-occupied properties, emotions, floor plan, and living feel are more important — the marketing strategy is different here, even if the property is technically the same.

Back to the Wiki: Real Estate Lexicon

What is important for advertisements in the housing exchange

The more information you disclose, the more serious the impression of your offer. In order to create transparency and provide interested parties with a concrete overview, all form fields must be populated with information and filled out in a comprehensible manner. In a housing exchange the short information stands at the beginning, which is completed by a detailed description text. The pictures to the dwelling produce with the prospective customer emotions and provide for the fact that the establishment of contact with request around an inspection date takes place. After the publication in the important housing exchanges the largest inquiry volume prevails. A quick reaction to form inquiries, as well as your availability by telephone is presupposed. In addition to the classic questions and making an appointment for a viewing, you should also expect interested parties to make unusual enquiries, for example about the development plan or the parcel map. Rentals are also a relevant aspect, which should already be apparent in the advertisement. Prospective buyers find offers unserious where information about a rented apartment is only given in the course of the conversation. Unfortunately, this circumstance is a reality in some housing exchanges, as rented apartments are only interesting for investors and would not even come into focus for owner-occupiers. If you have procured all documents and intensively dealt with their content, this information should not be a hurdle for you. Prospective buyers distinguish in housing exchanges between professional and unprofessional advertisements. Presentation by an estate agent always achieves a professional effect and is an indicator that more enquiries will be received. Since with a service from Lukinski you do not have to take care of the communication and all other details of the brokerage yourself, you are well advised from the beginning and do not have to spend your time in the apartment exchange.

The right position in the housing market – a place in the top 10 is sales-promoting!

When it comes to your apartment sale, you want to get the process done without unnecessary delays. First and foremost is your position on the housing exchanges. If searchers find your offer on the first page of the respective portal, you have the best chances for a timely sale. In practice, it has been shown that offers further down the list are difficult to sell and often remain advertised for several months without any major interest. This in turn has a negative effect on sales, as properties that have been advertised for longer are classified as “slow sellers” by people looking for a home and are automatically associated with defects. As a private owner, you are not familiar with the algorithms of housing exchanges, which means that mistakes are inevitable and the success of your advertisement is in question. If you arrange the sale of your property through Lukinski, you can rely on experienced brokers with a wide network of partners. Your exposé will not only be found in a housing exchange, but will be listed in all relevant portals and reach a much larger target group. Through know-how and core competence in real estate marketing, you are assured of a top position of the offer and the foundation is laid to make the sale in a short time and in professional performance.

What factors interested parties look for in the housing exchange

The fact is that the location, the apartment or property size, the equipment and the total price are of primary relevance for prospective buyers. However, the format of the presentation should not be underestimated. Use our free real estate calculator. Meaningful, content-rich and high-quality advertisements are preferred and receive more attention than private advertisements. If a broker like Lukinski stands behind an offer, this fact suggests experience and trustworthiness. For potential condo buyers, the seriousness of a listing is a fundamental decision criterion. It is about a big investment, which is often made through financing. Before an exposé is created and published in the housing exchange, you should know whether your offer is being sold for owner-occupiers or as an investment property for capital investors. Because the target group approach, but also the requirements for the facts differ. Most prospective buyers use different filters. If your apartment has a balcony or a fireplace, these keywords should be included in the exposé and thus be adjustable in the filter. The same applies to a parking space or a garage, the year of construction, the purchase price and the furnishings. A professional entry in the housing exchange should always be made on the basis that you, as the advertiser and owner, put yourself in the position of the prospective buyer. Would you be interested in your apartment on the basis of the pictures and the exposé? If you answer this question with yes, you will also convince potential buyers.

Lukinski – Your real estate agency for selling in housing exchanges!

Advertisements in the housing exchange should be perfectly planned, professionally created and designed according to the important marketing aspects. The planning and realisation of the advertisement, the enquiries from interested parties and the sales processing are time-consuming and cost-intensive tasks. As experienced estate agents with expertise, we are a strong partner for your house sale, cooperating with renowned housing exchanges and bringing your offer into the focus of the target group. Thanks to our comprehensive services, including notarisation, you will have no work at all and will sell your property safely and at the best price. Professional publications in housing exchanges are optimal to address interested parties with high reach and to market your property properly. We save you time, stress and unnecessary costs during your property sale.