Selling an investment property: how to get the best price

Do you own an investment property and are thinking of selling it? This decision represents a significant financial commitment and a complex transaction to orchestrate. From valuing the property to preparing the paperwork and negotiating with investors, every step counts.

How can you get the most out of your rental property in the current property market? Here are some practical tips for maximising your sale price and making your project a success.

The residential property market in French-speaking Switzerland

Investors are closely monitoring the property market in French-speaking Switzerland. Demand for investment properties far exceeds supply, while high-quality properties are becoming scarce. This tension in the market is putting pressure on prices, which is benefiting owners looking to sell.

In Geneva, city centre neighbourhoods such as Plainpalais and Les Eaux-Vives are particularly attractive to buyers looking for safe investments. The dynamic is similar in the canton of Vaud, where the major cities of the Lake Geneva region attract most of the investment.

Accurate valuation of your property

Before launching the marketing campaign, the valuation of your property determines the entire sales process. An overly high price will scare off serious buyers, while an undervaluation will deprive you of potential offers. That is why a realistic valuation attracts the right profiles and prevents your property from stagnating on the market for months.

Criteria that influence value

Several factors directly determine the sale price of a residential property:

• Location
• The general condition of the building, particularly the need for major work
• The total living space and type of flats
• Current rental income and occupancy rate
• The quality of current leases and the solvency of tenants
• Rental reserve

The contribution of a property expert

A professional provides an objective view and concrete data on your situation. Here’s what they can offer you:

• In-depth knowledge of the local market and current trends
• Access to data on recent transactions in your neighbourhood
• Objectivity that you may not necessarily have about your own property

Comparative analysis with similar sales in the region helps to set a consistent price. This method avoids errors of judgement and speeds up negotiations with potential buyers. At Comptoir Immobilier, our CI Expertises & Transactions service supports owners selling their properties at this decisive stage.

Ways to maximise the sale price

Once the valuation has been carried out, there are several practical strategies you can use to increase the value of your property before putting it on the market. Each targeted improvement will influence the final price, provided you choose your priorities carefully. Here are the three main areas to focus on.

Strategic renovation before sale

Not all work is equal in terms of return on investment. Certain improvements generate real added value for buyers:

• Energy efficiency: replacement of old windows, insulation of the building envelope, high-performance heating system
• Renovation of common areas: entrance hall, stairwell, façade
• Upgrading to technical standards: electricity, fire safety

On the other hand, avoid overly expensive renovations that will not pay for themselves. Completely renovating each flat before sale, for example, rarely exceeds the break-even point.

Optimising rental yield

Investors scrutinise net rental income carefully. A fully let building with rents in line with the market immediately reassures potential buyers. That is why reviewing undervalued leases and reducing rental vacancies deserve your attention before the sale.

The quality of tenant follow-up also counts: up-to-date files, regular payments and peaceful relations with residents are signs of sound management.

Putting together a complete sales file

A well-prepared file speeds up negotiations and inspires confidence. Here are the essential documents you need to gather:

• Detailed rental statements with surface areas indicated
• A history of work carried out and maintenance costs over recent years
• Floor plans of the building
• The CECB energy certificate or equivalent
• Technical compliance certificates

This transparency reassures serious buyers and avoids endless back-and-forth during negotiations. A complete file also sends a strong signal: you are in control of your property and ready to finalise the transaction under favourable conditions.

The right marketing strategy

Your file is ready, your building has been valued: now it’s time to choose your sales strategy. In most cases, the sale is made off-market: either with a selection of recognised investors and a confidential call for tenders, or by targeting a limited number of investors in a precise manner with a defined price. In very specific cases, a traditional sale with an online advertisement may be considered to maximise visibility. This approach protects your project while reaching the most relevant buyers.

In both cases, the network of an established estate agency makes all the difference. Targeting the right investors according to the profile of your property, whether it is mixed-use, purely residential or 100% commercial, requires in-depth knowledge of the local market.

Comptoir Immobilier’s support for your project

Selling an investment property requires time, method and in-depth knowledge of the market. Comptoir Immobilier supports owners at every stage of their property sale project, with a personalised service tailored to the complexity of this type of transaction.

Our support covers the entire process:

• Accurate valuation of your property based on local market data
• Definition of a sales strategy tailored to your situation
• The creation of a complete and professional file
• Negotiation with qualified buyers
• Coordination with the solicitor until the final signature

Are you considering selling your investment property in Geneva or elsewhere in French-speaking Switzerland? Our experts are at your disposal for an initial consultation with no obligation. Contact us and give your project every chance of success.