In 2026, more than 80% of the listings visible on property portals are not at market price. It’s a figure that should give pause to any owner about to sell — because behind this observation there is often one and the same mistake: having entrusted a property at a flattering price rather than a fair one.

A valuation that pleases doesn’t make a sale

I’ll be direct: some agents, in order to win a mandate, give the owner the valuation they want to hear rather than the one the market justifies. That is not how I work. An inflated valuation feels good in the moment, but it never makes a sale — it only delays, and often jeopardises, it.

Nor do I ever produce a valuation “to sell quickly.” A property that sells quickly is not an undervalued one: it is a property valued at a fair price.

How a property is valued, in practical terms

As agents, we draw on the sales completed in the area — reliable, verified data — to establish an average price per square metre. In luxury and high-end real estate, we logically sit in the upper range, since these are exceptional properties.

This average price is then refined according to numerous criteria specific to the property:

  • The general condition and the work to be expected (or not)
  • Visual or noise nuisances, or the absence of them
  • The presence of ten-year guarantees (garanties décennales) on recent works
  • Energy performance (an EPC rating in category A or B greatly enhances a property’s value)
  • The quality of the fittings: a bespoke kitchen is not worth the same as an entry-level one
  • Assets such as large bay windows or a swimming pool

Should you carry out works before selling?

This is a question I am often asked. My answer is almost always the same: no, no major decorative works before a sale. Redoing a bathroom or a kitchen means doing it to your taste — which won’t necessarily be that of the future buyer. A few simple touches, on the other hand, are always worthwhile: opting for neutral tones helps appeal to the widest audience.

Why comparing with online listings can be misleading

I often hear: “I saw a property similar to mine, and it’s listed far higher.” That may well be — but listed higher doesn’t mean sold higher. That is precisely the limitation of listing portals: you see properties for sale, without knowing how long they have been there. A good valuation rests above all on properties that have sold, not on properties merely up for sale.

An overpriced property loses value over time

This is perhaps the most important point: a property that isn’t priced right stays on the market longer, and the longer it lingers, the more it depreciates in the eyes of buyers. A property “that drags on” arouses suspicion, even when nothing objective justifies it.

I have in mind the example of a house that the owners hoped to sell for 3 million euros, when it was reasonably worth between 2.6 and 2.8 million. They turned down an offer at 2.8 million — already at the right price. To this day, that house still hasn’t sold. It’s often said that the first offer is the right one: it is frequently the sign that the property is at a fair price, at the right moment, for the right buyer.

Are you considering selling in Bordeaux, on Arcachon Bay or in Cap Ferret? Let’s put together an honest, realistic valuation of your property.