In the Costa Blanca real estate market there is a recurring reality: the foreign buyer typically decides after fewer viewings than the domestic buyer. It’s not a perception, it’s a consistent pattern any experienced local professional recognises immediately.
At Mayrasa, where we work continuously with both profiles, we see how the foreign buyer visits fewer properties, asks the same questions less often and reaches the final decision more quickly. This does not mean they buy impulsively; on the contrary: their decision-making process is different, more structured and less emotional.
Understanding this behaviour is key for owners, investors and professionals who want to adapt their sales strategy to the real profile of today’s buyer.
Key difference: prior process versus in-person process
The main difference between the foreign buyer and the domestic buyer is not at the moment of the viewing, but before it.
The foreign buyer usually arrives at a viewing with much of the work already done:
• They have researched the area for months
• They have compared prices across different countries
• They know the type of property they are looking for
• They are clear about their maximum budget
• They have defined whether the purchase is residential or investment
• They know which concessions they are willing to make
When they step into a property, they are no longer exploring; they are validating.
The domestic buyer, by contrast, often uses the viewing as part of the discovery process. They visit to understand what they like and dislike, and many times to confirm feelings rather than make decisions.
The foreign buyer decides earlier because they buy with a clear objective
One of the clearest traits of the foreign buyer is that they do not view out of curiosity. They view with a defined objective.
The motives for purchase are usually:
• Lifestyle change
• Planned retirement
• Second home for extended use
• Partial or full relocation
• Asset diversification
This type of purchase does not arise from an emotional urgency, but from a strategic decision made over time.
In the profiles we analyse from Mayrasa’s local experience on the Costa Blanca, the foreign buyer often rules out options before travelling, not during the viewing.
Less emotional load, more rationality
The domestic buyer tends to load the buying process with emotional components:
• Comparison with the family home
• Inherited expectations
• Pressure from their social circle
• Doubts about “whether it’s the right time”
• Fear of making a mistake
This translates into more viewings, more doubts and more revisions.
The foreign buyer, meanwhile, tends to:
• Compare from a functional point of view
• Evaluate the property as a solution to a life plan
• Make decisions based on clear criteria
• Assume that no property is perfect
• Accept concessions consciously
That is why they decide sooner: they are not looking for the ideal property, they are looking for the appropriate one.
The time factor: concentrated viewings and planned decision
The foreign buyer usually travels with a fixed schedule. They have few days, few viewings and a clear time window to decide.
This factor completely changes the dynamics:
• Viewings are pre-selected
• There is no margin to “come back another day”
• Comparisons are made on the spot
• The decision is taken during the stay
• The transaction accelerates if it fits
The domestic buyer, by contrast, can space viewings over weeks or months, which dilutes the urgency to decide.
Greater trust in professional advice
Another critical point: the foreign buyer places more trust in the professional.
They do not know the local market in depth, so they delegate more:
• They trust the property selection
• They value the agent’s experience
• They accept recommendations on price and area
• They follow more guided processes
This behaviour is particularly common among buyers who access the market through Mayrasa’s real estate services, where support reduces frictions and speeds up decisions.
The domestic buyer, on the other hand, tends to question more, cross-check with third parties and seek external validation before deciding.
Cultural differences in decision-making
Country of origin greatly influences how a property is bought.
In many European countries:
• Purchasing is conceived as a practical decision
• People rely on data and processes
• They accept specialised advice
• Functionality is prioritised
• They avoid prolonging unnecessary decisions
In Spain, culturally:
• Housing carries greater emotional weight
• Decisions are discussed with family
• The process is prolonged to “be sure”
• Social validation is sought
These differences explain why a foreign buyer can decide in two or three viewings, while a domestic buyer may need ten.
The foreign buyer knows what they sacrifice
A fundamental key: the foreign buyer consciously accepts the sacrifices.
They know that:
• They cannot have everything
• They prioritise some things over others
• They choose location over size, or vice versa
• They accept renovations if the surroundings compensate
The domestic buyer often tries not to give anything up, which makes the final decision more difficult.
Direct impact on the sales strategy
This behaviour has clear implications for owners and sellers:
• The first foreign viewings are critical
• Presentation must be impeccable
• The price must be well adjusted from the start
• There is no room for improvisation
• Information must be clear and complete
That is why, when we work with properties aimed at international buyers within Mayrasa’s available properties, prior preparation is decisive.
What the owner should understand
Many owners are surprised when a foreign buyer decides quickly. Sometimes they interpret it as distrust or haste. That is a mistake.
In reality, it usually means:
• The property fits perfectly
• The price is coherent
• The area meets expectations
• The process has been well managed
A buyer who decides quickly is not a weak buyer, they are a convinced buyer.
Implications for the market in 2025
This difference in behaviour will continue to shape the market in 2025:
• More fast transactions with foreign buyers
• Greater weight of professional advice
• Less margin for poorly positioned properties
• Higher demand for price and presentation
The market is professionalising, and those who do not understand these profiles lose opportunities.
Conclusion
The fact that the foreign buyer decides after fewer viewings than the domestic buyer is not a coincidence. It responds to a different way of planning, analysing and executing real estate decisions. They buy with less emotion, more preparation and clearer objectives.
For owners and professionals, understanding this behaviour makes it possible to adapt strategy, improve selling times and reduce unnecessary frictions.
At Mayrasa, we handle every transaction taking into account who the real buyer is, not the idealised buyer. And that makes the difference.
If you want me to continue with another topic from the list, tell me which one and I will develop it with the same strategic approach.
