There overestimation remains by far the most common error at the time of listing. According to Myriam Sarri, real estate agent at Avantage Neuf, many sellers still set their price based on emotion or added value objectives, rather than the reality of the market.
The property then attracts few visits and settles permanently on the platforms. “They sometimes have difficulty hearing the advice of professionals and the reality of the market», she observes. However, accommodation displayed as too expensive quickly loses its attractiveness and almost always forces the seller to review their claims, often under less favorable conditions.
Overestimating your property, a risky bet
A very poorly positioned as soon as it is put on sale mechanically more time to sell. Fewer visits, fewer offers and more difficult negotiation: “When a property is too expensive, it does not sell, or very slowly”summarizes the professional. She cites in particular a case observed when supporting a client wishing to sell to buy another property, alongside a colleague. The seller hoped to generate nearly 100,000 euros in capital gains, well above market levels. The property thus remained on the platforms for almost two months, without attracting any serious offers, lastingly weakening its position on the market.
Refusal of any negotiation
Myriam Sarri also points out another common error: considering the displayed price as intangible. According to her, in a more selective market, negotiation is an integral part of the sales process. “Systematically refusing it can lead to the failure of several transactions, then to a more marked drop in price thereafter.», observes the real estate agent.
Presentation, a decisive lever
Beyond the price, the presentation of the property also plays a determining role. Myriam Sarri insists on theimportance of photos as soon as the ad goes online: “Bright, well-framed visuals encourage contact, while a sloppy ad can dissuade buyers, even when the price is consistent with the market.»
Information to secure
Finally, the real estate agent alerts on a point often underestimated by sellers: the reliability of information transmitted. “The slightest approximation on the surface, the Carrez lawTHE diagnostics or the energy performance can slow down the sale or weaken a negotiation“, she explains. It also underlines the importance of the role of the professional, responsible for verifying these elements and acting as a trusted third party until signature.
Behind these missteps lies a common point: a poor reading of the market and its demands. Support from a professional often makes it possible to adjust the strategy from the start and secure the sale.
