Answers for property owners
How to sell your home in Marbella: the 6 steps, in order
Selling well does not depend on a trick but on doing six things in the right order. These are the steps we follow with every owner.
SHORT ANSWER
To sell a property on the Costa del Sol: 1) decide whether it is the right time and how much you will keep, 2) prepare the home, 3) set a realistic price using comparables, 4) commission professional photography, 5) put together a marketing plan and 6) work with an agent who negotiates for you. The order matters: price and preparation weigh more than any advert.
IN THIS ARTICLE
The steps apply equally to a villa in Benahavís and an apartment in Nueva Andalucía. What changes is the weight of each one depending on your home, your buyer and the moment in the market.
1. Decide whether it is worth selling now
Start with the market in your area: whether it is slow or hot, how much inventory there is and whether prices are rising or falling. Each area has its peak seasons, when most deals are concentrated. Then do the numbers: how much you will really keep after paying the taxes on the sale, the fees and, if there is one, the mortgage cancellation.
2. Prepare the property like a show home
Buyers decide within minutes whether they like a place. A well-prepared home sells sooner and better:
- Depersonalise: remove family photos and very personal objects
- Tidy up and clear every room
- Do the small repairs that are pending
- Look after the garden, pool and facade
- Gather the documents: energy certificate, IBI, homeowners' association
- Check there are no charges or surprises in the Nota Simple (Land Registry extract)
3. Set a market price, not an emotional one
Buyers do not pay for your memories or for what the renovation cost you. They compare your home with what has sold and with what competes with it today. That is why the price is set with a comparative market analysis and not with a hunch. A high price leaves no room to negotiate, and overpricing a home has a real cost, even when the market is rising.
A well-prepared home that is well positioned on price sells sooner and with less negotiation.
The first 90 days are the ones that count most.
4. Commission professional photography
Photos are the first viewing. They need to show space and light, and be well retouched. You cannot achieve that with a phone, and a high-end home loses appeal before the buyer has read the price. There is more detail in why professional photography pays for itself.
5. Put together an effective marketing plan
A good price is no use if nobody knows your home is for sale. The plan should say which buyers you are looking for, where the home is advertised, when viewings take place and what is reviewed every week, so that at every point you know what the next step is.
6. Work with a professional agent
A professional agent helps you set the price, prepares the marketing plan, takes the emotion out of the deal, solves the problems that come up in every sale and negotiates better for you. If you are unsure whether to sign on an exclusive basis, read when an exclusive agreement makes sense and how to choose a good agent.
Frequently asked questions
Where do I start if I want to sell?
By finding out the real value of your home and how much you would keep after taxes and costs. With that figure you decide whether to sell now or wait.
How long does it take to sell a home in Marbella?
It depends mainly on the asking price and on how the home is presented. A well-prepared property that is well positioned on price sells sooner than one that starts high and comes down later.
Do I need to have all the paperwork before putting the home on the market?
It is best to have it all gathered before the first viewing: title deed, Nota Simple, IBI, energy certificate and homeowners' association certificate. That way an offer is not held up by a missing document.
Can I sell without an agent?
You can, but you take on the pricing, marketing, viewings, negotiation and paperwork yourself. Most owners end up losing more in price and time than they save in fees.
About the author
Alfonso Lacruz
Naval engineer and market analyst. Over 25 years advising owners in Marbella and Benahavís. Publishes a monthly market analysis with Land Registry data.
Every case is different: before you sign or decide, confirm your situation with your own lawyer, notary or tax adviser.
Sources: Experience of Alfonso Lacruz Team | KW in Marbella and Benahavís; Land Registry (Registro de la Propiedad); Spanish Tax Agency. Last updated: 24 October 2026.
Thinking of selling your home on the Costa del Sol?
Start by knowing where your home stands in today’s market.