Selling Guide: How to Sell Your Property in Marbella

Selling a property in Marbella becomes much easier when you follow a clear, organised process. This guide walks you through each step — from finding the right agent and preparing your home to marketing, negotiation, contracts, taxes, and notary completion.

If you are also thinking about buying a property in Marbella, you can read our Purchase Guide as a complement to this page.

The value of using an agent throughout the sale process cannot be overstated. An agent brings knowledge, expertise, and a professional network to the table from the beginning, ultimately increasing the chances of a successful sale.

When looking for an agent, consider the following:

• Choose someone you feel comfortable with — the more comfortable you feel, the easier it will be to communicate openly
• Choose an agent with a reputable background and solid experience in the field
• Look for agents who have experience selling properties in your specific area
• Find an agent who knows the market well enough to evaluate your property properly based on m², location, views, quality of materials, orientation, and privacy
• State your expectations from the start — whether the home will be sold furnished, partly furnished, or unfurnished, and what will be included in the inventory

Questions to ask your agent:

• How many properties have you sold in this area?
• How much should my property be valued at?
• How many other properties are you currently handling?
• What is your success rate?
• How will you handle viewings?

Your agent will provide fair market appraisals, a list of recently sold properties in the area, and helpful information about the Marbella property market. We recommend asking your agent or lawyer to explain all costs and taxes that apply during and after the sale before putting your property on the market.

Understanding buyers:

Buyers in Marbella often compare many properties before making a decision. Interestingly, sellers do not always choose the highest offer — they often choose the most serious buyer. A buyer with their NIE ready, a lawyer lined up, funds prepared, and a clear timeline often appears safer than someone offering more money but seeming unprepared or uncertain.

Preparing your home is arguably the most important and demanding step in the sales process. The better your property is presented, the higher the chances of increasing its value and attracting more buyers.

Be realistic about pricing:

Be careful when comparing your property's price with other listings online, as advertised prices can be quite different from the actual selling prices eventually agreed upon. The final price is often known only to those directly involved in the sale.

Research the market:

• Research real estate portals independently to compare your property with others in your area
• Read the latest market reports to understand what is selling, for how much, and who is buying
• Our Live Market Report provides an overview of Marbella pricing trends

Staging your home:

• Declutter your home — remove personal items such as photographs, jewellery, and toys
• Remove decorative pieces that are too personal to your taste
• Remove worn-out pieces of furniture that could affect your home's overall presentation
• Create a snagging list to check for minor faults such as paint chipping, leaks, or heating issues
• Ensure all appliances, hot water, and electricity are in working order
• Invest in a fresh coat of paint and floor polishing
• Consider hiring a professional cleaning company before viewings

Complete your inventory:

Finalise your property's inventory before viewings, as it can affect the outcome of negotiations. From experience, sales can fall through if the inventory and extras are not aligned with what was initially agreed. Make sure all items included in the sale are clearly documented.

Prepare documents for buyer due diligence:

Buyers will conduct thorough checks before purchasing. Having these ready speeds up the process:

• Legal documents: title deed, land registry information, proof of no community debts, and certificates
• Urban planning documents: First Occupation License (LPO), planning compliance certificates, and a certificate of no infractions from the Town Hall
• Technical condition: be prepared for buyers to inspect the structure, installations, and equipment

Note on the First Occupation License (LPO):

Many properties in Marbella, especially those built in the 2000s, may not have a full LPO because developers slightly exceeded the permitted building volume. In practice, people live in these properties, they are resold, and banks provide mortgages for them. Your lawyer can advise you on your specific situation. For villas, it is also common for basements to include rooms officially designated as “storage” but used as bedrooms, gyms, or cinemas — this is extremely common and rarely creates problems.

The listing agreement is a document your agent gives you to sign. It sets out the type of listing, the period during which the property will be for sale, the asking price, commission terms, and how the agent will be paid once the property is sold.

Open market listing:

Marbella has an open real estate market, meaning you can list your property with several agents and agencies. Whoever sells the property is entitled to the commission. This option can work well for sellers willing to stay in active communication with multiple agents.

If you choose this option:

• Actively monitor how agencies promote your property online
• Periodically review your property's exposure on portals such as Idealista or Fotocasa
• Be aware that agencies might publish your property multiple times on the same portal
• Consider preparing your own marketing assets to share with all agencies to ensure consistent quality

Exclusive listing:

Many vendors choose to sign an exclusive right-to-sell agreement with one agent or agency. Benefits include:

• Your property becomes the main focus of dedicated marketing efforts
• The agent works closely with you throughout the marketing process and can better reflect your input
• The agent manages all marketing and viewing activity on your behalf
• Your property is marketed in a more consistent and distinctive way rather than appearing in multiple formats through different agencies
• You reduce the risk of miscommunication, such as different prices appearing on different portals
• The property can appear more exclusive to buyers, gaining more attention and recognition

Neither option guarantees a sale more than the other. Choose the one that feels right for you and your property.

Along with your agent's expertise, effective marketing is one of the main reasons a property sells. In Marbella, the agent or agency typically covers the cost of marketing actions, whether the listing is open or exclusive. With an exclusive listing, there is often greater investment in marketing, which can increase the likelihood of a sale. Better marketing means better exposure and more attention for your property.

Professional marketing typically includes:

• Professional, industry-standard property photography and videography
• Social media promotion across internationally recognised channels
• Property tours published on platforms such as YouTube
• Bespoke mailings to targeted audiences
• Compelling written descriptions in several languages
• Targeted digital marketing campaigns

Open house events:

Consider organising an open house to generate a higher volume of viewings. This can help your property gain visibility through advertising and word of mouth.

Before any marketing:

The property must be physically prepared. Ensure the house is immaculately presented for photographs and videos. If any work is being carried out on the property, it should be completed before any marketing begins.

Property viewings are essential to the sales process, as they allow buyers to get a natural feel for the home.

Before the first viewing:

• Tell your agent what you love most about the property
• Highlight the features you would like them to emphasise during viewings
• Walk through the property with your agent so they know it thoroughly

Flexibility is key:

Give your agent as much flexibility as possible with viewings. You never know when a high-potential buyer may appear, so allowing flexible viewing times increases the chance of receiving an offer.

Why you should not attend viewings:

• As the homeowner, you are emotionally connected to your property and may try too hard to sell it
• You may overwhelm potential buyers with information that is not relevant to them
• Potential buyers may not feel comfortable expressing concerns if you are present
• Your agent is trained to present and sell the property professionally

What buyers look for:

Serious buyers often request second viewings — ideally at different times of day, such as in the evening. A second visit gives them a new perspective and helps confirm whether the property feels right. Buyers also often drive around the community independently to get a real sense of the area and atmosphere.

For villas, buyers focus less on price per square metre and more on:

• Location and views
• Architecture and design
• Quality of materials
• Orientation and natural light
• Privacy of the plot

During this phase, your agent's knowledge and experience become especially important. Your agent will present offers from potential buyers and provide feedback from all viewings.

Evaluating offers:

A good agent will not pressure you to accept a specific offer but will guide you through your options and offer professional advice. Remember that the highest offer is not always the best one — the most serious and prepared buyer often represents the safer transaction.

An offer should clearly state:

• The price and applicable taxes
• What is included — furniture, fixtures, and extras
• The payment schedule
• The expected completion timeline

Important considerations:

Before accepting any offer, make sure the inventory and all relevant property information are fully established. If you agree to complete any works before the sale, such as building a home cinema, set a clear budget approved by the buyer to avoid misunderstandings.

Typical timeline:

• Offer negotiation: from a few days to several weeks or even months
• Reservation to private contract: 2 to 4 weeks
• Private contract to notary completion: 1 to 2 months
• Total from offer to notary: around 3 months, although it can be faster or slower if both parties agree

Once you and your agent have reviewed the offers and made a decision, the contract-signing phase begins.

Reservation contract:

Your agent prepares a reservation contract including all agreed terms. The reservation amount is usually around 1% of the purchase price and takes the property off the market. The reservation fee is normally non-refundable, but it is usually subject to legal and technical due diligence — if checks uncover a serious issue, the buyer can recover it.

Important note:

A reservation is not the strongest guarantee. If another buyer appears with a much higher offer, it is technically possible to return the reservation and accept the other deal. This is one reason buyers are often motivated to move quickly to the private contract.

Private purchase contract:

Following the reservation, the buyer signs a private contract and makes a payment equal to 10% of the purchase price. This deposit is typically non-refundable under normal circumstances.

This is a binding contract between both parties:

• If you, as the seller, withdraw from the sale, you must return double the 10% deposit to the buyer
• If the buyer withdraws, they lose their deposit

The contract is usually subject to legal and technical due diligence. If either reveals serious negative findings, the buyer may be entitled to terminate the contract and recover the deposit without penalties.

We recommend hiring a lawyer at this stage to review the contracts and ensure everything proceeds smoothly.

Buyers typically conduct three types of due diligence before or during the contract phase. Being prepared for them helps speed up the sale.

1. Legal due diligence:

The buyer's lawyer checks that:

• You are the legal owner of the property
• The property is free of debts or charges
• It can be sold without legal issues
• The title and Land Registry records are in order
• Any community debts have been cleared

If furniture is included, make sure it is listed in an inventory attached to the contracts.

2. Urban planning due diligence:

This confirms that the property is compliant from an urban planning perspective. The key document is the First Occupation License (LPO).

For apartments and townhouses, the main question is whether the community was legally built and has the required licence. For villas, the situation is usually more nuanced — the buyer's lawyer will compare the current house with the original approved plans.

A certificate of no infractions from the Town Hall is usually requested. This document can take months to obtain, so appropriate clauses should be included in the contracts.

3. Technical due diligence:

Inspectors check the structure, installations, equipment, and overall condition of the property.

For resales, buyers should expect that some elements will be older — this is normal. However:

• If equipment is completely broken, you may need to negotiate repair or replacement
• If equipment is old but functioning, that is simply part of buying a home that is not new
• You are responsible for any hidden defects that were deliberately concealed

Once the initial contracts are signed and all legal requirements are met, your agent or lawyer will guide you through completion.

At the notary:

All parties must attend the signing of the title deed at the notary's office. Those who must be present are:

• The seller, or a representative with power of attorney
• The buyer, or a representative with power of attorney
• The notary

Lawyers and agents are usually present as well, although they are not technically required.

What happens simultaneously:

• The buyer signs the purchase deed
• The seller signs
• The notary signs
• Ownership transfers to the buyer
• The seller receives the remaining 90% payment
• The keys are handed over

How payment is made:

• Banker's drafts (recommended): the most common and secure method. The buyer transfers the money to their Spanish bank account, and the bank issues drafts in your name. Once issued, the money is blocked in your favour.
• Bank transfers during signing: valid, but less clean, as transfers can take hours.

Sometimes multiple drafts are needed — one for the seller, one for the bank if a mortgage needs to be cancelled, and one for agency fees deducted from the purchase price.

Registration:

The title deed is automatically sent from the notary to the Land Registry. Updating the registry usually takes about a month. Your lawyer normally handles this and later provides you with a copy of the updated record.

Understanding your financial obligations as a seller is essential for proper planning.

Costs paid by the seller:

• Real estate agency fees: the seller pays the agent's commission
• Plusvalía municipal: a local tax based on the increase in the cadastral value of the land and the number of years you owned the property. It is usually not a significant amount.

Capital Gains Tax:

When you sell, you may be liable for capital gains tax on your profit.

• For non-residents, the rate is 19%
• It applies to your profit — the difference between your net sale proceeds, after costs such as agency and lawyer fees, and your total acquisition cost, including the purchase price, taxes, notary fees, and documented improvements

3% retention for non-resident sellers:

When a non-resident sells, the buyer withholds 3% of the sale price and pays it to the tax office as an advance. This is not an additional cost — it is a retention. You can then file to recover the relevant amount, and if you have no pending tax debt, you may receive it back.

What buyers pay (for your reference):

Understanding buyer costs can help during negotiations:

• Resale property: 7% transfer tax
• New build: 10% VAT plus 1.2% stamp duty
• Additional costs such as lawyer, notary, registry, and reports: approximately 1–1.5%
• Total buyer costs: around 12–13% on top of the purchase price

Tip for buyers purchasing as an investment:

Buyers purchasing a resale property as an investment with the intention of reselling within 5 years may apply for a reduced transfer tax rate of 2% instead of 7%. If they keep the property for longer, they must pay the difference plus interest. This can be useful information to share with investor buyers.

Once the sale is complete, there are a few final steps to take.

Transfer of utilities:

Make sure all utility contracts such as water, electricity, and internet are properly transferred out of your name. Failing to do so can result in you receiving bills after you no longer own the property.

Notify the council:

Your lawyer should notify the local council so that future IBI property tax and rubbish collection bills are issued to the new owner.

Community fees:

Make sure you have paid all community fees up to the completion date and provide the relevant documentation to the buyer.

Final documentation:

Keep copies of all sale documents for your records, including the signed deed, proof of payment received, and tax filings.

Drumelia Real Estate agents will be by your side from the very beginning, using their knowledge and expertise in the Marbella real estate market to help ensure your sale is completed efficiently and successfully.

Our commitment:

• We handle all marketing materials in-house, with all costs covered
• Our 7-Day Standard strategy ensures all marketing is completed within 7 days of the first action
• We create unique marketing strategies tailored to each property
• We use our broad online following and internationally recognised social media channels
• We film and publish Drumelia Property Tours on our acclaimed YouTube channel

Our priority is to meet your expectations, give you the best advice available, listen to your needs and goals, optimise your home, and support you at every step of the sale.

Your trust in us should be evident in the results we deliver from the start. After all, our success depends on yours — so let us succeed together.