Seller's Guide by Leonard Realty

In this seller guide, Leonard Realty Team and Andrea Cocomazzi shares what we find the most important to know about home sales for sellers.

The Leonard Realty Team and Andrea Cocomazzi have put together a comprehensive guide for home sellers that outlines the five most important steps to achieving success in the home sales process. Whether you are a seasoned seller or new to the market, this guide is designed to provide you with valuable insights and tips for maximizing the value of your property.

For personalized sales advice tailored to your unique needs, you can contact Andrea directly at +34 691 156 975 or By working together, we can develop customized sales strategies that align with your goals and objectives. Please take a look at our sellers guide below to get started on your journey towards selling your home.

1: Home Staging

It’s essential to make a great first impression when selling your home. The first 10 seconds of a potential buyer’s visit can make or break the sale. That’s why at Leonard Realty, we believe in the power of home staging. Buyers prefer homes that are well-maintained, tidy, and clutter-free, and making a few simple home improvements can significantly increase your home’s sales price.

The following three improvements are the most effective in impressing potential buyers:

• Refurbishments: Upgrading outdated features and adding modern touches can make a big difference in your home’s appeal. For example, updating a tired kitchen with new appliances and cabinet doors can be a smart investment.

• Reparations: Fixing any issues or damages, such as leaky faucets, squeaky doors, and cracked tiles, can make your home feel more inviting and well-maintained.

• Maintenance: Keeping up with routine maintenance tasks, such as painting, cleaning, and landscaping, can make a big difference in your home’s appearance and appeal.

At Leonard Realty, we can help you determine what improvements are necessary to improve your home’s saleability. Our team has a deep understanding of what buyers are looking for and can provide ideas to maximize your home’s appeal. By making a small investment in time and money, you can generate a faster sale at a higher price.



When it comes to renovations, it’s important to be strategic and market-savvy to make your home more appealing to potential buyers, without overspending. One way to achieve this is by focusing on simple yet effective improvements, such as modernizing a dated kitchen with new appliances and cabinet doors. These updates don’t have to break the bank, as even fresh coats of paint or new floor coverings can make a big difference in attracting buyers and securing a better sale price.

However, it’s crucial to keep in mind two key points when renovating to sell: don’t overdo it, and avoid incorporating colors and decor that are too personalized or unique to your own taste. By sticking to neutral, universally-appealing designs and avoiding excessive, costly renovations, you can increase your chances of a faster and more profitable sale.



Repairs can make a big difference in how buyers perceive your home. Neglected homes with broken door handles, cracked walls, chipped tiles, and grimy showers can turn buyers off. To avoid this, put yourself in the buyer’s shoes and think about what you would want to see in a potential new home.

Here are some small repairs and improvements that can make a big impact without breaking the bank. Repair anything damaged on the exterior, such as terrace decks, gutters, banisters, shutters, lights, and walkways. Fix leaking taps and toilets or replace them with new ones on the interior. Adding lights and mirrors to dark areas, such as hallways and dark corners, can create a brighter and more welcoming feeling.



Maintenance is a crucial aspect to pay attention to when preparing your home for sale. Ignoring important tasks can be a deal-breaker, so it’s essential to complete a comprehensive checklist before showing your home. Even if you live in your home during the sales process, taking care of maintenance tasks can make a big difference in the impression your home makes on potential buyers.

When it comes to the exterior of your home, make sure to cut the lawn, weed the garden, and plant flowers. Cut hedges and bushes, and clean the pool if you have one. On the interior, clean and tidy the entrance and clear stairs and halls of personal items like family pictures. Clear out anything that looks cluttered, including kitchen counters, shelves, bookshelves, and tables. Vacuum, tidy, and clean all floors and surfaces, and add room fragrances and fresh flowers.

Homes that are tidy, clean, and fresh-smelling make a much better impression than those that are cluttered, messy, and stuffy. Even if your home is clean, a cluttered appearance can make it seem smaller, darker, and in need of maintenance, which can deter buyers. When your home is clutter-free, it generally appears bigger, brighter, and more spacious, giving the impression of requiring less maintenance.

Keep in mind that there are home staging companies that can help you stage your home for sales success. Don’t hesitate to contact them for more information on how that works.


Get your paperwork in order:

Getting your paperwork in order is vital for a successful sale. Make sure your documents accurately and legally reflect your property and are up to date. Failing to provide necessary paperwork can cause delays or even cause a sale to fail.


Creating an agreed Checklist:

Creating an agreed Checklist is a great way to ensure that your agent is aware of all the major selling points of your property. It can also help your agent to highlight any unique features that may not be immediately obvious to buyers, such as a custom design by a famous architect. By using this Checklist, your agent can ensure that potential buyers are aware of all the key selling points of your property during tours or viewings. This can help to increase interest and ultimately lead to a successful sale.

2: The Sales Price Strategy

Setting the appropriate asking price for your home is crucial when it comes to selling it. It’s a delicate balance between not pricing your home out of the market, which can result in losing potential buyers, and not selling it below market value by pricing it too low. It can be challenging to determine the right price, but it’s a crucial aspect of the selling process.   The team knows what prices homes typically get listed and sell for thanks to our extensive experience in the Tenerife real estate market. We provide professional advice to position and price your home correctly to help you get the best possible price. Additionally, you can do some research on your own to find a balanced price by checking what prices similar homes in similar condition have sold for recently in your area. It’s important to be fair in your comparisons and keep in mind that two homes located in the same street may not be comparable due to factors such as plot size, house size, choice of qualities, and design throughout. So how do you set your home’s selling price? Determining the right selling price for your home can be a challenging task. Especially in Tenerife, where the majority of buyers are secondary home buyers who begin their search online from their home country. These buyers are not in a rush to buy and are often waiting for the best deal to come along. Unlike primary homes, secondary homes are considered a “nice to have” rather than a “must have.” It’s not uncommon for Tenerife buyers to view more than 10/15 properties before making a decision, and the buying process can take up to six months. To help determine the right sales price for your home, I recommend considering three key factors.

Be unbiased:

To set the right selling price for your home, it’s essential to be unbiased. The truth is, the market isn’t concerned about how much you need to sell your home for to purchase a new one, your financial goals, or how much you initially paid for the property. The market only values your home based on its condition, location, and comparable prices of similar homes in the area.

Do you want to sell or do you need to sell?

When you need to sell a home in a buyer’s market, getting the price you want can be challenging. It’s important to differentiate between wanting to sell and needing to sell. If you need to sell quickly, you have less time to wait for the perfect offer. Being honest with yourself about your situation can help you avoid overpricing your home, which can hurt both you and the property. An overpriced home takes longer to sell and may be perceived as less valuable in the market. Study the websites that have homes for sale in your area. Then come and talk to us and get opinions about your findings and the sales price achievable. We recommend that you look at the real estate pricing pyramid. It can help you understand the real estate market pricing psychology. There are five different categories of homes within the real estate pricing pyramid. The pyramid typically includes the following categories from the bottom up: distressed properties, entry-level homes, mid-range homes, upper mid-range homes, and luxury homes. The pyramid is a visual representation of the different price points for different types of properties, and sellers can use it to position their property appropriately to attract the right buyers. The “Golden Window” is a crucial period for sellers to achieve the best possible price for their property. In primary home markets, this period typically lasts for 2-5 weeks from the date of listing. If a property remains unsold after this time, it may become perceived as stale on the market, leading to a decrease in interest and potential offers. For secondary home markets like Tenerife, the golden window extends up to 3 months, after which a property that has not sold may be considered overpriced or have underlying issues that deter buyers. Thus, pricing a property accurately from the outset is vital, with the ultimate sales goal being to secure a solid offer within the golden window of opportunity.

3: Marketing

Effective marketing of your home is crucial for a successful sale, and it starts with preparing your property for maximum appeal. How you present your home, price it, and advertise it will greatly impact its perceived value and the amount of attention it receives. It’s important to aim for maximum exposure within the first three months on the market, and we can offer our best strategies to help you achieve this goal. If your property has been on the market for a while without success, we can also provide you with strategies for a successful relaunch.

Marketing channels for real estate have evolved over time, with traditional methods such as billboards, home for sale signs, and magazine advertisements still being popular choices. However, the vast majority of buyers now search for properties online. Therefore, having your home listed on websites and social media platforms is essential to attract buyers. There are numerous effective ways to present your home online, and we can provide you with the most appealing strategies to ensure successful marketing.

Effective marketing strategies are crucial in attracting the right buyers for your home. Some of the most appealing methods include:

  • Presenting your home through video or 360° tours,  floor plans
  • Professional video and photography.
  • A well-written description of your home is also highly desirable to buyers.

At Leonard Realty, we have marketing strategies that are designed to reach the right buyers online. We can share our ideas and agree on a strategy that works best for your listing agreement. Here are some of the successful online marketing channels we use:

  • Facebook
  • Instagram
  • YouTube
  • Email marketing to our extensive list of buyers
  • Email marketing to our extensive list of agent collaborators
  • Multi-listing websites

In addition, we also believe in traditional marketing and can organize open houses, local and international networking, for sale boards, and magazine advertising. We highly recommend having a for sale board outside your property as it can attract serious and motivated buyers who are already interested in the area and location of your home.

4: Viewings

The success of selling your home heavily relies on its presentation during a viewing. To ensure its appeal, we provide a comprehensive checklist for you to follow. Here are some of the essential items from the list:

  • Open all curtains and shutters to maximize natural light.
  • Turn on all lights to brighten up the space.
  • Maintain a comfortable temperature by adjusting the air conditioning.
  • Consider leaving your home during the viewing to provide the buyer with privacy and comfort to explore.
  • Remove any pets from the property to prevent any distractions or odors.
  • For property owners who don’t live in Tenerife, we recommend leaving a key with us for easy viewing access.

At Leonard Realty, we understand the importance of showcasing your property in the best possible way to potential buyers. That’s why we use a comprehensive property checklist to ensure that buyers are made aware of all the key selling points of your home. Our checklist covers everything from ensuring that your property is clean and tidy, to highlighting its best features during viewings.

We believe that every seller should demand a previewing checklist from their agent before any viewings take place. At Leonard Realty, we take this one step further by providing our own previewing checklist to our sellers. This ensures that our agents organise your home before each viewing if you are not present to organise. By doing this, we make sure that your home is presented in the best possible way to potential buyers.

In addition to our property checklist, we also recommend that you have a regular gardener and cleaner to come and clean your property when appropriate. This is an important step in presenting your home in the best possible way. We want every possible buyer to fall in love with your property, and presenting it in the best possible light is a crucial part of achieving this.

At Leonard Realty, we take the time to discuss each home’s unique needs as we meet and plan the sale. Our goal is to achieve the best sales price for your property, and we believe that our comprehensive property checklist is just one of the ways that we can achieve this. By working together and following our checklist, we can make sure that your property stands out from the crowd and attracts the right buyers.

Choosing your agency:

When it comes to choosing an agency to represent your home in Tenerife, it can be tempting to work with as many agents as possible. However, I recommend selecting one experienced agency as your sole lister. A good listing agency should provide you with all the services mentioned in our guide, including an extensive checklist.

An exclusive listing agency will invest more marketing money into promoting your property, as they know they will get a return on their investment. With a multi-agency listing, other agencies could potentially sell your property before them.

If you do choose to list with multiple agencies, we suggest limiting the number to 2-3. This allows for good sales focus, as each agency has a fair chance to win the sale and will be motivated to promote it. While they may not invest as much as an exclusive advertiser, they will still work hard to sell your property.

5: Offers and Deal Closing

  1. When negotiating the price of your home, it can either be a simple or a complicated process, depending on the buyer and seller involved.

    1. As a seller, your aim is to maximize the sales price of your home. However, it’s important to be careful about sharing too much information about your personal needs with the buyer, as this could make you appear desperate to sell and lead to a low offer.

    2. In luxury second home markets, buyers may start with a low offer, which is why it’s essential to work with experienced negotiators who can help agree on a deal that’s beneficial for both parties. It’s also important to focus on the big picture and not let small issues derail a potentially lucrative deal. For example, investing in fixing a broken door may be worth it if it means securing a good sales price.

    3. While it’s essential to hold out for a fair price, be willing to meet halfway if there are specific buyer demands that you may not agree with. Ask yourself if it’s worth it and if you can afford to let the buyer have their way.

    4. It’s crucial to be flexible on completion dates to meet the buyer’s needs. When you receive an offer that you’re happy with, be as cooperative as possible in working towards the buyer’s desired completion date. This can reduce the risk of the buyer experiencing buyer’s remorse after the purchase.

    5. Finally, it’s essential to demand a reservation agreement immediately with an accepted offer. Don’t agree to take your property off the market until you have confirmation os a reservation deposit in place.

Selling your home in Tenerife is a straightforward process, but it’s important to prepare your home before listing it to maximize its value. A small investment in repairs or upgrades can make a significant difference in your final sales price. To determine the best sales price, analyze the market and use pricing strategy tools provided in this guide. It’s also important to keep in mind the “Golden Window of Opportunity” when setting your selling price.

To attract the right buyers in your area, consider allowing for sale boards on your property and investing in professional photography, video, and a 3D presentation. Choosing a knowledgeable agency is crucial to ensure that you receive the best service, including organizing your home for each viewing and receiving valuable feedback. At Leonard Realty, we follow a 5-step method that helps our selling clients achieve the highest possible market price.

This guide provides only a small taste of what we can do for you as our client. We hope that the information provided is helpful and useful to you in your home-selling journey.

Contact us for a free consultation.