In an increasingly competitive real estate market, many homeowners are changing how they choose who helps them sell their home. We spoke with Cristina Perea, director of Lúnika Real Estate, to understand why more and more sellers are seeking close, personalized service over more mass-market models.
Is the way homeowners choose a real estate agency really changing?
Yes, and I notice it a lot in the meetings I have with homeowners. A few years ago, it seemed that if an agency was very large, it conveyed more confidence. Now, many homeowners value other things.
They want to know who will actually handle the sale of their home, who they will speak to when they have a question, and who will accompany them throughout the entire process.
Ultimately, when someone sells their home, they are not selling just anything. It is often the home where they have lived their whole life. And that requires time, attention, and closeness.
Yes, and I notice it a lot in the meetings I have with homeowners. A few years ago, it seemed that if an agency was very large, it conveyed more confidence. Now, many homeowners value other things.
They want to know who will actually handle the sale of their home, who they will speak to when they have a question, and who will accompany them throughout the entire process.
Ultimately, when someone sells their home, they are not selling just anything. It is often the home where they have lived their whole life. And that requires time, attention, and closeness.
What are homeowners currently most concerned about when they want to sell?
Most have the same concern: selling well.
And when I say selling well, I don't just mean selling quickly. I mean selling at the best possible price without making mistakes that will cost them money later.
There are homeowners who have been advertising their property for months and don't understand why they aren't receiving serious offers. Often, the problem isn't the property itself. The problem is the strategy that was followed from the beginning.
Most have the same concern: selling well.
And when I say selling well, I don't just mean selling quickly. I mean selling at the best possible price without making mistakes that will cost them money later.
There are homeowners who have been advertising their property for months and don't understand why they aren't receiving serious offers. Often, the problem isn't the property itself. The problem is the strategy that was followed from the beginning.
Why do some properties sell quickly while others remain on the market for months? Because nowadays, it's not enough to upload an advertisement to a real estate portal and wait. Buyers have a huge amount of information and compare constantly.
If a property comes onto the market with a price that doesn't fit or with a poorly presented listing, it loses momentum very quickly.
In fact, some homeowners call me after having their property listed for 6, 8, or even 12 months and say: "Cristina, I don't understand what's happening. I'm getting viewings, but no one is buying."
And often, when we analyze the case, we discover that the problem isn't the property. The problem is how it was positioned in the market from day one.
If a property comes onto the market with a price that doesn't fit or with a poorly presented listing, it loses momentum very quickly.
In fact, some homeowners call me after having their property listed for 6, 8, or even 12 months and say: "Cristina, I don't understand what's happening. I'm getting viewings, but no one is buying."
And often, when we analyze the case, we discover that the problem isn't the property. The problem is how it was positioned in the market from day one.
What differentiates a local agency from a large real estate company?
I don't think it's a matter of one being better than the other. I think they are different ways of working.
What I do see is that many homeowners appreciate feeling accompanied and not being just another property in a huge portfolio.
In our case, we try to get to know each property very well, as well as the circumstances of each family. Some sell due to an inheritance, some need to buy another home, some are going through a separation, or some simply want to move on to a new phase.
Each case is different.
When you understand the story behind a sale, you can help much better.
I don't think it's a matter of one being better than the other. I think they are different ways of working.
What I do see is that many homeowners appreciate feeling accompanied and not being just another property in a huge portfolio.
In our case, we try to get to know each property very well, as well as the circumstances of each family. Some sell due to an inheritance, some need to buy another home, some are going through a separation, or some simply want to move on to a new phase.
Each case is different.
When you understand the story behind a sale, you can help much better.
What is the most common mistake homeowners make when selling?
Without a doubt, setting the price based on what they would like to get rather than what the market is actually willing to pay. It's completely normal because we all have an emotional attachment to our home. But the market doesn't buy emotions. It buys value.
That's why I always recommend analyzing actual sales in the area and not relying solely on advertisements published online.
Without a doubt, setting the price based on what they would like to get rather than what the market is actually willing to pay. It's completely normal because we all have an emotional attachment to our home. But the market doesn't buy emotions. It buys value.
That's why I always recommend analyzing actual sales in the area and not relying solely on advertisements published online.
What advice would you give to someone thinking about selling their home?
Before putting up a sign or publishing an ad, take time to plan the sale. A good strategy from the outset can make a very significant difference in the final outcome.
And above all, surround yourself with professionals who inspire confidence, regardless of the company's size. What matters isn't how many properties an agency manages, but how involved they are in selling yours.
Before putting up a sign or publishing an ad, take time to plan the sale. A good strategy from the outset can make a very significant difference in the final outcome.
And above all, surround yourself with professionals who inspire confidence, regardless of the company's size. What matters isn't how many properties an agency manages, but how involved they are in selling yours.
About Lúnika Real Estate
Lúnika is a real estate agency located on Rambla Catalunya, Barcelona, specializing in home sales and personalized real estate advice.
Its philosophy is based on offering a close, transparent service tailored to the needs of each homeowner, accompanying them throughout the entire sales process.
Lúnika is a real estate agency located on Rambla Catalunya, Barcelona, specializing in home sales and personalized real estate advice.
Its philosophy is based on offering a close, transparent service tailored to the needs of each homeowner, accompanying them throughout the entire sales process.
