Valuation
Asking Price vs Fair Value: How Much Should You Really Pay?
Most negotiations start with a percentage off the asking price. That approach treats the seller's number as the reference point for value. It is not — it is the reference point for their expectations.
Denne artikel udgives i øjeblikket kun på engelsk.
Ask ten buyers what a property is worth and most will answer with a discount: "I'd offer ten percent under." It is a comfortable heuristic and it has one serious flaw. It anchors your entire position to a number the seller chose.
A more useful approach separates four distinct figures, builds each one from evidence, and treats the gaps between them as the substance of the negotiation.
The four numbers
1. Asking price
What the seller hopes to receive. It reflects their circumstances, their agent's advice, what a neighbour is asking, and often what the property was worth at a market peak. It is information about the seller, not about the property.
2. Market value
What comparable evidence supports for a property of this type, in this location, in reasonable condition, with clean documentation. It is built from completed transactions, adjusted for differences.
3. As-is value
Market value adjusted for the property's actual physical condition. If the market assumes a renovated house and this one needs a full refurbishment, the difference belongs here — at realistic cost, not optimistic cost.
4. Risk-adjusted acquisition value
What a prudent buyer might consider paying once unresolved legal, planning and documentation uncertainty is taken into account. This is not a discount for pessimism. It is the price at which you are compensated for carrying risk that has not yet been resolved.
Building the market value
The foundation is comparable evidence, and the most common mistake is using the wrong kind. Asking prices of other listings tell you what other sellers hope for. Completed transactions tell you what buyers actually paid.
- Prefer completed sales over current listings; use listings only to read direction and supply.
- Keep comparables recent — property markets can move meaningfully within a year.
- Match the type: a townhouse and a detached villa on the same street are not comparables.
- Adjust for plot size, built area, orientation, views, floor level and outdoor space.
- Adjust for condition: a renovated comparable does not price an unrenovated subject.
- Note how long each comparable took to sell and whether it was reduced along the way.
- Check whether the comparable had clean documentation — legal status is priced into transactions.
The output should be a range, not a point. Anyone who gives you a single number without a range is expressing confidence they do not have.
A worked example
The figures below are illustrative and fictional, but the structure is the one worth copying.
| Stage | Range | What it reflects |
|---|---|---|
| Asking price | €995,500 | The seller's expectation |
| Normalised market value | €875,000 – €910,000 | Comparable completed sales, adjusted for size, plot and location |
| As-is value | €805,000 – €835,000 | Deduction for realistic renovation and deferred maintenance |
| Risk-adjusted acquisition value | €750,000 – €800,000 | Further allowance for unresolved documentation and planning uncertainty |
Read as a sequence, this is a story rather than a number: the market supports roughly €875k–€910k for a comparable property in good order; this one is not in good order, which costs around €70k–€75k of value; and several documentation questions remain open, which a prudent buyer prices rather than assumes away.
Presented that way, an offer at €780,000 is not an insult. It is a position with a visible derivation, and the seller can engage with any step of it. That is a materially different conversation from "we'll offer ten percent under".
What legitimately moves the number
Condition and renovation requirement
Deduct realistic costs, not a builder's optimistic day-one estimate, and remember that renovation carries time and disruption as well as cash. Our method for building those ranges is in the true cost of buying a renovation property.
Legal and documentation uncertainty
An unlicensed extension, a missing occupancy certificate or an unreconciled area figure all reduce the pool of buyers and lenders. Fewer buyers means a lower clearing price — at your purchase and again at your sale.
Planning uncertainty
If part of the value depends on something you intend to do — extend, build a pool, add a guest house, let it short-term — and that right is unconfirmed, then part of the price is speculative. Price it as speculative, or confirm it before offering.
Marketability and liquidity
Unusual layouts, difficult access, steep plots, very large houses in modest streets and properties with legal complications all take longer to sell. Time on market is a cost, and it should appear somewhere in your number.
Financing
If a bank will only lend against recorded area or refuses to lend without an occupancy certificate, your effective cash requirement rises. That changes what you can pay, regardless of what the property is worth.
Before you name a number
- Assemble at least three completed comparable sales, with dates and adjustments written down.
- Separate condition deductions from risk deductions — they are argued differently.
- Get a written renovation range with low, expected and high scenarios.
- List every unresolved document and assign an estimated cost or discount to each.
- Check what a lender is likely to value the property at, not just what you think it is worth.
- Decide your walk-away number before the first conversation, and write down why.
- Prepare a one-page summary of your reasoning that the seller's agent can pass on intact.
Negotiating from evidence
Evidence-led negotiation works for an unglamorous reason: it gives the other side something to respond to. A seller can dismiss an opinion. They find it harder to dismiss three completed sales, a costed renovation range and a list of documents that do not reconcile.
It also produces better outcomes when the answer is yes. If the seller resolves a documentation issue or reduces to reflect a genuine cost, you have improved the asset, not just the price. And if the evidence supports the asking price, you will know that too — which is worth just as much.
BuyerWingman builds this analysis from the evidence you supply: comparable market data, condition and renovation estimates, and the specific risks found in the documents — with each deduction traceable to the finding that produced it. It is a buyer's analytical tool, not a certified bank or RICS valuation, and it does not replace a qualified valuer.
Ofte stillede spørgsmål
- How much below asking price should I offer?
- There is no correct percentage. Build market value from completed comparable sales, deduct realistic condition costs, then deduct for unresolved risk. Sometimes that lands near the asking price; sometimes well below it. The derivation matters more than the discount.
- Are asking prices of similar listings good comparable evidence?
- Only as a weak signal. Listings show what sellers hope for, and in a slow market that can sit well above what buyers pay. Use completed transactions wherever they are available, and treat listings as evidence of supply rather than value.
- What is risk-adjusted value?
- It is the price at which a buyer is reasonably compensated for uncertainty that has not been resolved — missing licences, unreconciled areas, unconfirmed planning rights. If those issues are resolved before completion, the adjustment should shrink accordingly.
- Does a bank valuation tell me what a property is worth?
- It tells you what a bank will lend against, which is usually a conservative view based on recorded, verifiable characteristics. It is a useful constraint on your financing, not a full answer to what the property is worth to you.
- Should I share my analysis with the seller?
- Usually a summary of it, yes. Sellers reject numbers that arrive without reasoning. A concise, factual explanation of how you reached your offer converts a rejection into a negotiation far more often than a bare figure does.
Redaktionel note
Denne artikel er generel information — ikke juridisk, skattemæssig, byggeteknisk eller vurderingsmæssig rådgivning. BuyerWingman erstatter ikke en advokat, arkitekt, byggesagkyndig, ingeniør, skatterådgiver eller certificeret valuar, men hjælper dig bedre forberedt ind i de samtaler.
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