In this guide, I explain what scares buyers away, how to sell your condo faster and at the right price, and what to prepare before the sign even goes up.
⚡ The 30-second version
- An asking price that does not match the market is still the number one reason a condo sits.
- Condo fees and the contingency fund are examined closely by buyers.
- Incomplete documents cost you time, trust and sometimes the sale.
- Poor presentation lowers perceived value, even when the condo is excellent.
- The broker you choose completely changes your marketing strategy.
Table of contents 📋
- Why is my condo not selling?
- How do you determine the value of a condo?
- Condo fees and the contingency fund: what really worries buyers
- What documents do you need to sell a condo in Quebec?
- Is it a good time to sell your property?
- Is buying a condo a good idea right now?
- How much does it cost to sell a condo in Quebec?
- Why choose a condo specialist broker?
- The personal opinion of Samuel Jacques, real estate broker
- Printable checklist
- Frequently asked questions
Why is my condo not selling? 🤔
In the vast majority of cases, “the market” is not the culprit. It is a combination of small decisions that, put together, send the wrong signal to buyers. Here are the three most common mistakes.
Mistake #1: a price that does not reflect the market 💰
Pricing too high is the fastest way to watch your listing go stale. After a few weeks, buyers start assuming there is a hidden problem. On the other hand, pricing too low can bring a lightning-fast sale, but you leave thousands of dollars on the table.
- Too high: few showings, timid offers, and a price drop that makes you look like a desperate seller.
- Too low: a quick sale, but a financial loss that will weigh on your next purchase.
- Right on target: more showings in the first few days, and real room to negotiate.
Mistake #2: a presentation that does not make buyers want it 📸
Buyers decide with their eyes, then justify with their heads. A cluttered condo, dark photos or a countertop covered in small items, and the online tour is over in thirty seconds. Decluttering, neutral paint, small repairs and professional photos cost far less than a price reduction.
Mistake #3: getting defensive about visitor feedback 🙈
I understand it is emotional: it is your home, full of your memories. But sometimes the objections seem odd: a bedroom judged too small, a closet that does not appeal, a view that lacks charm. One by one, they are opinions. Repeated by several visitors, they become information.
💡 The broker’s tip: if three different visitors point out the same issue, do not defend it, work on it. Either fix it, or adjust the price to account for it.
How do you determine the value of a condo? 📊
An asking price is not a selling price. The real value of your condo is what an informed buyer will agree to pay today, not what your neighbour listed for last month. To get close to it, we look at completed sales (not listings) of comparable condos in the same area, then adjust for the features specific to your unit.
| Factor | What buyers think about it |
|---|---|
| Location and floor | Natural light, noise, access to services: this is the first filter. |
| Parking and storage | Highly sought after. Their absence costs you at the negotiating table. |
| Condition of the unit | Kitchen, bathroom, floors: every flaw becomes a bargaining chip. |
| Monthly condo fees | They directly affect the buyer’s borrowing capacity. |
| Financial health of the building | Contingency fund, upcoming work, special assessments: an increasingly decisive factor. |
Condo fees and the contingency fund: what really worries buyers 🏢
This is the topic I spend the most time on with my clients. Many sellers think high condo fees are the only problem. In reality, fees that are too low are sometimes more suspicious than high ones.
The contingency fund pays for the building’s major repairs: roof, elevator, structure, windows. When contributions are too low, the syndicate eventually calls a special assessment, and the owners at that moment get the bill.
Here is what buyers and their brokers check first:
- the amount actually accumulated in the contingency fund and the date of the latest study;
- the maintenance log and major work planned in the coming years;
- the history of fee increases and special assessments;
- any ongoing litigation involving the syndicate.
In my practice, I have worked with buyers who were thrilled by a condo with very low fees. After reading the financial statements and meeting minutes, we discovered that major work was coming and the fund was nowhere near enough. The low fees did not reflect good management: they simply pushed the bill down the road. The buyers walked away, and they were right to.
✅ What I recommend to sellers: do not let the buyer discover the situation alone. Ask the board of directors or the property manager for up-to-date documents before you list, and prepare clear explanations of the work done and the work to come. A transparent seller inspires confidence, and confidence turns into offers.
What documents do you need to sell a condo in Quebec? 📄
The classic mistake: waiting for an offer before chasing down paperwork. Serious buyers almost always ask for the syndicate’s financial statements for the last three years, the meeting minutes, the declaration of co-ownership and the building rules. They want to judge the health of the syndicate and the atmosphere of the building before they commit.
Then come the documents the law requires you to provide:
- The certificate on the condition of the condominium: issued by the syndicate, it must be given to the buyer, and the syndicate has 15 days to produce it after your request. It covers, among other things, the contingency fund, the self-insurance fund and any ongoing litigation.
- The certificate of location: if it is more than ten years old, allow several weeks to get a new one from a land surveyor.
- The Declarations by the Seller form: you state, to the best of your knowledge, the condition of your unit. Centris explains why this form protects sellers when it is filled out carefully.
- The request for information from the syndicate (DRCOP): often required as soon as an offer comes in.
The rules are overseen by Quebec’s real estate regulator, the OACIQ, and for the legal side, this overview from the law firm DGChait on selling a condo in Quebec is a solid reference.
🚨 Never do this: hide a planned special assessment or a known problem. Courts have already sided with buyers who were not told about issues that could reduce the value of their condo. It is better to say it upfront.
Is it a good time to sell your property? ⏰
There is no universal perfect moment, but there is a good moment for you. Spring and summer usually bring more visitors, while winter means fewer showings, often with more motivated buyers. Interest rates and the competition in your area matter too.
The real trap is timing. If you are buying a house after selling your condo, plan the transition before you list:
- get a pre-approval based on the net proceeds of your sale;
- check whether your current mortgage is portable;
- look into bridge financing if your sale and purchase dates do not line up.
Is buying a condo a good idea right now? 🏡
This is the question your buyer is asking. They compare the condo with a house, calculate their total monthly costs and read the building’s documents more closely than they used to. To understand their thinking, this Centris article on condo trends in Quebec sums up their concerns well.
How much does it cost to sell a condo in Quebec? 🧮
Another common mistake: confusing the sale price with what ends up in your pocket. Before setting your bottom line, calculate your net proceeds by factoring in these expenses:
- the broker’s commission;
- the prepayment penalty if you break your mortgage term;
- the notary fees and discharge costs;
- a new certificate of location if needed;
- the cost of getting the unit ready: paint, repairs, photos, cleaning.
🎯 My habit: I always run the net proceeds calculation with my sellers before the first showing. When you know your number, you negotiate with a cool head instead of with emotion.
Why choose a condo specialist broker? 🤝
Selling a house and selling a condo are not the same job. A real estate broker who specializes in condos knows how to read a syndicate’s financial statements, spot an underfunded contingency fund, anticipate the buyer’s notary questions and highlight your strengths before buyers start worrying about the weaknesses.
If you want the full picture of the process, my page on tips for selling a property in Quebec walks through every step, from the valuation to the signing at the notary’s office.
The personal opinion of Samuel Jacques, real estate broker 🗣️
After all these years selling condos, here is what I have learned: the sales that go well are rarely the ones where the condo is perfect. They are the ones where the seller is prepared.
A condo with slightly high fees, but a strong contingency fund and documents ready to go, often sells better than a condo with attractive fees that nobody can verify. Buyers forgive a flaw that is presented honestly, never a surprise discovered after the offer.
My simplest advice: set the right price from day one and have your documents ready before the first showing.
Printable checklist
Print this page and check off each step before listing your condo 🖨️
1. Price and strategy
☐ Valuation based on completed comparable sales
☐ Net proceeds calculated after all costs
☐ Bottom-line price and negotiation strategy defined
☐ Sale and purchase coordination planned (pre-approval, mortgage portability)
2. Documents
☐ Certificate on the condition of the condominium requested
☐ Financial statements for the last three years
☐ Minutes of the latest meetings
☐ Declaration of co-ownership and building rules
☐ Up-to-date certificate of location
☐ Declarations by the Seller form completed
☐ Maintenance log and latest contingency fund study
3. Presentation
☐ Every room fully decluttered
☐ Neutral paint and touch-ups done
☐ Small repairs taken care of (handles, light fixtures, caulking)
☐ Deep cleaning
☐ Professional photos booked
4. Showings
☐ Condo clean, bright and odor-free before every showing
☐ Pets and personal items out of sight
☐ Answers ready for questions about fees and work
☐ Visitor feedback recorded and reviewed
Frequently asked questions about selling a condo ❓
How long does it take to sell a condo?
It depends on the price, the condition of the unit and the building, and the competition in your area. A condo that is well positioned from the start gets most of its showings in the first few weeks. If there is still no offer after that first wave, it is time to rethink the strategy.
Should I lower my price if my condo is not selling?
Not automatically. Look at the number of showings first. Few showings usually point to a price or photo problem. Many showings without offers usually mean an issue to fix or a price to adjust slightly.
Do I have to disclose a special assessment to the buyer?
Yes. The seller must not hide anything that could influence a buyer’s decision, and the syndicate’s certificate reports the building’s financial details anyway.
Sell your condo without any surprises 🔑
Selling a condo is not complicated when you know the pitfalls: a realistic price, a polished presentation, documents ready to go and complete transparency about fees and work.
Want to read more? I regularly publish new tips on my real estate blog. And if you would like an honest valuation of your condo, get in touch: I will tell you frankly where its value stands and how to sell it without leaving money on the table. 😊
Article written by Samuel Jacques, real estate broker
