Sellers often form expectations based on headline news, asking prices in the neighbourhood, or personal needs. However, every property has its own context: condition, micro-location, legal status, energy performance and the level of demand at that moment.
Setting a realistic price does not mean setting a lower price.
It means starting from a strong market position.
What happens when a property is overpriced
A property receives the highest level of attention when it first enters the market. This is when serious buyers are most active. If the price is set above the market level, that initial wave of interest is often missed.
Over time, the property may remain on the market longer than expected, and later price adjustments tend to come from a weaker negotiating position. In many cases, the final achieved price ends up being lower than what could have been reached with a more considered starting point.
How market value is determined
A well-founded price assessment is based on a combination of data and experience. Key factors include:
- achieved sale prices of comparable properties
- micro-location and surroundings
- condition and quality of construction
- legal and ownership status
- current demand within the segment
Publicly advertised prices can serve as a reference, but they do not always reflect actual transactions. Realised sales and current buyer behaviour provide a more accurate picture of market value.
The goal is not just to sell, but to sell well
A property that is correctly positioned attracts serious buyers early in the process. This is when sellers typically achieve the strongest terms and maintain greater control over negotiations.
Selling real estate is not only about price, but also about timing, presentation and strategy.
If you are unsure how to determine a realistic market value for your property, it is often beneficial to assess positioning before launching to the market. This helps avoid unnecessary viewings, prolonged time on the market, and larger price adjustments later than if the property had been realistically positioned from the outset.
