Real estate transactions: The buying and selling process from A - Z

Systematics of real estate transactions

• Participants, goals, areas of conflict, structure, processes, instruments, project organization, etc.

Document management

• Required property documents, document index, data room, etc.

Valuation and due diligence (DD)

• Objectives of a DD, market DD, legal DD, commercial DD, technical DD, tax DD, financial DD, valuation procedures, yield calculation, purchase price determination, etc.

Excursus: Successful transactions of problem properties

• Hidden potential, synergy effects, SWOT analysis, utilization concepts, (re)positioning, etc.

Purchase and sales planning

• Corporate objectives, investment strategies, risk classes, portfolio analysis, market phases, business plan, acquisition profiles, sales decisions, planning instruments and discussions, etc.

Preparation and assessment of marketing documents

• Target groups, types and objectives of exposés, real estate homepage, advertising effectiveness principle, etc.

Addressing buyers/salessales persons

• Acquisition channels, marketing channels, direct approaches, multipliers, sales partners, brokers, internet portals, selection and management of cooperation partners, etc.

Property inspections

• Participants, preparation, inspection, follow-up, etc.

Negotiations

• Negotiation phases, negotiation strategies, bidding process, confidentiality agreement, letter of intent (LOI), exclusivity, questions & answers (Q&A), etc.

Purchase price protection

• Financing documents, securing the purchase price payment, forms of financing, financing gaps, loan collateral, money laundering law, etc.

Decision-making processes

• Decision-making processes, decision-making bodies, decision papers, etc.

Purchase contract preparation

• Types of contract, systematics of a purchase contract, drafting a purchase contract, important contents, consideration of value-influencing features, etc.

Notarization

• Cooperation with the notary's office, preparation and follow-up of the notarization, notary appointment, etc.

Property handover

• Property documents, preparation and follow-up of the commercial and technical handover, etc.

Excursus: Application of AI in real estate transactions!

• Basics of AI, areas of application, ChatGPT & Co, practical examples, opportunities & risks, legal aspects, future prospects, exchange of experience, etc.