The number of Germans buying properties in Spain is on the rise. So this week we’re looking at the types of properties you should be adding to your portfolio to attract these German buyers, and ways you can make a great first impression to help you secure the sale.
From the 2017 data we can see that Germans are most interested in buying apartments in areas like Malaga, Ibiza, Tenerife, Mallorca and Barcelona, and villas in regions such as Girona, Menorca, Murcia, Cadiz and Valencia. Germans enquired about properties worth on average €180k in 2017, although in reality the range was vast: from €96k in Valencia to €460k in Ibiza. The majority of properties bought by Germans had 2-3 bedrooms.
Germans are extremely punctual – even being a few moments late can be seen to be offensive. Arrive early for meetings where possible to avoid this. On arrival, refer to your German client as Herr or Frau [last name]. Don’t underestimate how important titles are to Germans – it is quite common for men to call each other by their formal name even when they’ve known each other a long time.
While Germans do prefer to keep a relatively large amount of personal space around themselves, you should always shake hands at the beginning and end of your meeting. You may find that the handshake is accompanied by a slight nod of the head or bow. Reciprocating this is a great way to make a good first impression. When being introduced to a lady, wait to see whether she extends her hand before offering yours.
Allow your German buyer as much time as they need to wander around the property. Germans tend to be extremely thorough; they will be considering everything in detail in order to make an informed decision. Once that decision is made however, they will often be happy to move extremely quickly.
As Germans tend to be fairly private in nature, try not to ask too many personal questions or you may risk causing offence. However, don’t be surprised if your potential buyer is extremely honest in their feedback about a property. German’s believe in telling the truth in a way that may occasionally come across as a little blunt but is generally well-meaning.
German buyers don’t like surprises. They will very much appreciate you being as open, honest and transparent as you can to ensure there are no hidden charges or unexpected difficulties. Help them to understand taxes, legal requirements and any other necessary paperwork so that nothing crops up that they weren’t expecting.
By learning more about buyers from Germany you will be in a great position to strengthen your portfolio by making strategic acquisitions to attract them. Not only that, but you’ll be better positioned to convert the lead.
