IN PRACTICE WITH OLEG
Set a price you can explain
A launch price comes from the property, comparable sales and current competition. It is not determined by the amount you need for your next purchase or by multiplying a Cannes average by your floor area. Separate three figures: the supported valuation, the asking price and the amount you would retain after your applicable costs.
1. Select relevant comparisons
For each comparison, record its date, building or area, size, floor, lift, outdoor space and known condition. Distinguish asking prices from completed sales. Keep any included garage or unknown interior condition explicit. Exclude an unsuitable comparison instead of applying an arbitrary adjustment.
2. Explain the differences
A usable terrace, an open view or easier access can distinguish two apartments. Their effect depends on demand for that type of property. I set out strengths, constraints and missing information before proposing a range. Adding percentage premiums for every feature can count the same benefit twice.
Illustrative example: test an assumption
A seller targets €630,000 while the selected comparisons support €585,000–€615,000. This is not a valuation of a real property. First, we identify what could justify the gap: a documented feature or simply the seller’s expectation. Without support, extra negotiating room may deter buyers comparing properties within their budget.
3. Plan the next decision
Agree the price and review point before publication. Keep a dated record of qualified enquiries, viewings and objections. Limited feedback alone does not prove the price is wrong. Any adjustment is agreed with you after reviewing several signals and then kept consistent across active channels.
