August 24, 2025

Fears and Obstacles When Selling a Property in Spain: What Worries Spanish and Foreign Homeowners?

Selling a property can be a complex process, and for many homeowners —both Spanish and foreign— the first major challenge is not finding a buyer, but deciding whether to trust a real estate agency. Although both types of sellers share some concerns, they also face very different obstacles. In this article, we explore the most common fears for each type of homeowner and how, as a real estate agency, we provide effective and personalized solutions for both.

Spanish Homeowners: The Trust Factor 

For many Spanish homeowners, the biggest barrier to working with a real estate agency is a lack of trust, which appears in various forms:

1. Commissions Perceived as Too High

The cost of the service (usually between 3% and 5% of the sale price) can be off-putting —especially when owners believe they can sell on their own through online platforms.

2. Previous Bad Experiences

Unfulfilled promises, forced sales, or disengaged agents leave a lasting negative impression, reinforcing the idea that agencies might not prioritize the seller's best interests.

3. Exclusive Contracts

Many owners hesitate to sign exclusive contracts for several months. “What if it doesn’t sell? What if another buyer appears?” These clauses are often viewed as restrictive and risky.

4. Loss of Control

Some sellers prefer to handle price negotiations and buyer interactions themselves, fearing that delegating might take away too much control.

5. Do Agencies Really Add Value?

There’s a common belief that agencies simply publish listings on real estate portals —something the owner can do themselves— which raises doubts about whether the commission is worth it.

Emotional Factors

Emotional attachment to the home, or lack of knowledge about legal or tax aspects, can also lead to hesitation or avoidance of professional help.

How We Help Overcome These Concerns

As an agency, we aim to break down these barriers by offering:

• Total transparency from day one, clearly explaining what’s included in our commission.
• Flexible contract options, including non-exclusive agreements or custom clauses.
• Real market data to support pricing and demonstrate time-to-sell benchmarks.
• High-value services, such as professional photography, targeted marketing, qualified buyer screening, and legal/tax support.

Foreign Homeowners: Legal, Cultural, and Language Insecurity

Unlike many Spanish sellers, foreign homeowners are often more open to using an agency — but their main fear lies elsewhere: not fully understanding the legal and tax processes in Spain.

1. Limited Knowledge of the Local Market

Many are unfamiliar with Spanish property laws, true market values, or how notarial processes work — making them feel vulnerable without clear guidance.

2. Language and Cultural Barriers

Even if they speak some Spanish, technical legal and tax vocabulary can be daunting. Cultural differences in how negotiations or contracts are handled can also create friction or misunderstandings.

3. Not Living in Spain

Being physically abroad makes it difficult to manage visits, documents, or in-person procedures. Without clear, ongoing communication, this can cause a lot of anxiety.

4. Fear of Fraud

Stories about unethical agencies, hidden fees, or even fraudulent buyers amplify the need to work with an agency that offers absolute transparency and credibility.

5. Tax Concerns

Many are unaware of obligations such as the municipal capital gains tax (plusvalía), the Non-Resident Income Tax (IRNR), or the 3% withholding tax for non-resident sellers, which can lead to costly problems if not properly managed.

What Do They Really Value?

Foreign homeowners tend to appreciate agencies that offer:

• Full-service support, from valuation to notary.
• Assistance in their own language, or at least fluent English communication.
• Turnkey management, including legal and tax help, translations, NIE processing, energy certificates, and more.
• Clear and regular updates, especially if they are not in Spain during the process.

How We Support Both Profiles as an Agency

At our agency, we understand that **not all homeowners have the same fears or needs**, which is why we tailor our services to match each profile:

Homeowner Needs	Spanish Owners	Foreign Owners
Trust in the service	✅ Show real value and be transparent	✅ Clear and continuous communication
Language and documentation.	⚠️ Usually not a concern	✅ Multilingual support
Market knowledge	⚠️ Often overestimate their own knowledge.	✅ Detailed market guidance
Legal and tax procedures	⚠️ Overlooked until problems arise	✅ Proactive support from the start
Commission concerns	⚠️ Often seen as a cost	✅ Better accepted when value is clear
Contract flexibility	✅ Highly appreciated	✅ Key to building trust

 

Conclusion: Trust, Transparency, and Adaptability

Whether the homeowner is Spanish or foreign, the decision to work with a real estate agency will always come down to trust and clarity.

The key lies in listening, explaining with real data, and offering a service that’s adapted to each person’s unique situation:

• For Spanish homeowners, we demonstrate that we bring far more value than they might expect.
• For foreign homeowners, we ensure they feel safe, informed, and well-supported every step of the way.

In both cases, our mission isn’t just to sell a house — it’s to accompany the owner through an important, complex, and often emotional process with professionalism, empathy, and integrity.

Are you thinking of selling your property in Spain? Whether you're a Spanish or foreign homeowner, we're here to help you do it with confidence and ease.**

Contact us today to discover our personalized approach.

Read our Guide to sellers

We do what it takes to sell your property in the best possible way - this picture is taken at the biggest property fair in Sweden for people wanting to buy a property abroad.