The French real estate market has changed cycle and the 2020-2022 euphoria is over. Currently, the average difference between displayed price and signed price is limited to between 5% and 8% according to the Notaries of France, against 3 to 4% in 2021. Sales times now extend to 90‑93 days on average, where it was often necessary 60 days four years ago. In this more selective context, the negotiation margin can increase to 10-15% for goods with technical defects or poor DPE.
For sellers, the trap is known: setting your price for 2021-2022 triggers a succession of declines which devalue the property in the eyes of buyers. ” Today, set the right price as soon as it goes on sale has become a major issue. Buyers are still present, but they compare more and negotiate more firmlyunderlines Brice Cardi, president of the Address network. A correctly positioned property remains today the best lever for selling quickly and under good conditions. »
How agencies frame a “2026” estimate
The estimate has become a strategic act which combines several data: transactions within a 500 meter radius, Notaries-INSEE indices updated monthly, local comparables from partner networks, state of competing stock and pace of market absorption. Added to these fundamentals are fine adjustments such as exposure, floor and elevator; nuisances; general condition; the quality of the services and especially the DPE.
Since the ban on the rental of thermal strainers, the latter often leads to a discount of 10 to 20% for classified properties F or G. Thus, the objective is no longer to “test the market” but to anticipate the actual negotiation by immediately integrating an average deviation of 5 to 8% between displayed and signed price. “An overvalued property attracts fewer visits, stays online longer and ultimately loses attractivenesswarns Brice Cardi. The seller ultimately risks giving in at a lower price than he would have obtained with a fair estimate from the start. »
The right questions to ask your agent
Ask for proof: what sales at 500 meters, over the last 6 to 12 months? Why were they selected? What precise adjustments are applied for DPE, condition and technical defects? Be wary of estimates without sources, “round” prices intended to “look pretty” in the window, or the famous mandate of convenience which flatters to obtain the signature then calls for chain discounts.
On the mandate side, the exclusive commits to a clear plan and monitoring schedule, while the simple disseminates more widely but can dilute commercial responsibility. “The role of agencies is therefore essential to to accompany sellers with a realistic estimate based on cutting-edge tools and reliable market data and very good knowledge of the local marketspecifies Brice Cardi.
60 days without an offer: a repositioning is being considered
Pass two monthsa diagnosis is necessary: volumes of views, rate of conversion into visits, buyer returns, signed comparables and competition entering the market. If price is the barrier, it is better to clean and readable recoveryaligned with the real market gap rather than a series of micro-drops which undermine credibility. “Many sellers are hesitant to adjust their prices while waiting for a more favorable context.
However, there is a real risk of seeing the purchasing power of buyers decline with the gradual rise in prices. rate “warns Brice Cardi. Also remember to correct the negative points (energy audit, small works, home staging) and renew the iconography and communication to recreate a novelty effect.
