When the owner wants to overestimate his property: how to manage a listing at 20, 30, 40 or 50% above the real price?

You've appraised a property at the right price, but the owner insists on overpricing it? Find out how to handle this delicate situation at your agency.

You estimate the property at the right price, but the owner wants to tempt the market at 20, 30, 40 or 50% higher: what to do?

As a real estate professional, accurately estimating a property is a fundamental step in a successful transaction. It's based on a rigorous analysis of the market, the property's characteristics, and reliable comparative data. However, it often happens that the owner refuses to follow your advice and wants to try to put the property on the market at a price significantly higher than the one you offered, sometimes 20, 30, or even 50% higher. This situation, if not managed well, can harm your client relationships, your professional image, and, above all, the success of the sale.

In this article, we offer an in-depth analysis of how to manage this problem, with practical advice, solid arguments to use, and strategies to support the owner in a realistic approach.

🔍 1. Why does the owner want to overvalue his property?

Before looking for solutions, it is essential to understand the reasons that push an owner to want a selling price higher than the market reality:

• Emotional attachment to the property : Homeowners often have sentimental value attached to their home. This emotional connection clouds their objective perception of value.

• Poor market knowledge : Many are unaware of real prices or do not understand local market fluctuations.

• Anchoring effect : they base their price on a previous purchase price, or on improvements that do not justify such an increase.

• Hope for more : Some people think that a high price will only generate more interest and that they can always negotiate later.

• Influence of neighbors or friends : they may compare themselves to overvalued goods or unfinished projects.

⚠️ 2. The risks of overestimation

Marketing with too high a price often results in:

• A stagnation of the property : fewer visits, fewer offers, and an abnormally long time on the market.

• A negative image of the property : a high price can discourage serious buyers and give the impression that the seller is unrealistic.

• Long-term depreciation : A property that stagnates often ends up being sold at a price lower than a realistic initial outlay.

• A waste of time for you, the professional : marketing takes longer and is less effective.

• A risk of abandoning the mandate : the owner may decide to entrust the sale to a competitor, or to sell alone.

📊 3. How to defend your estimate and convince the owner?

3.1. Present a detailed comparative analysis

• Use concrete and recent examples of sales made in the sector, emphasizing similar characteristics (surface area, condition, location).

• Show properties currently for sale at comparable prices, explaining why their time on the market is critical.

• Highlight overpriced properties that are struggling to sell.

3.2. Explain the impact of time to market

• Emphasize that an overpriced asset loses its perceived value over time.

• Present local statistics on the correlation between initial price and sales time.

• Explain the psychological mechanism of buyers who often avoid goods that have been on sale for too long.

3.3. Reassure about the possibility of adjusting the price

• Propose a strategy for gradually adjusting the price based on market feedback.

• Explain that starting too high does not prevent a later decline, but that starting at the right price is often more effective.

• Remember that remaining flexible is a sign of professionalism.

🛠️ 4. Adapt the business strategy to the owner's wishes

In some cases, you may want to consider compromises:

4.1. Highlight the “displayed price” and the “recommended price”

• You can indicate a “recommended” price (your estimate) in the mandate and accept a sale with a higher displayed price, explaining the risks to the owner.

• Clearly communicate that the marketing strategy is based on this recommended price.

4.2. Propose an exclusive mandate with an adaptation clause

• The mandate may include a clause to revise the price after a certain period.

• This allows the owner to take a chance while still having the option of returning to a realistic assessment.

4.3. Implement rigorous monitoring and regular reporting

• Systematically inform the owner about visits, buyer feedback, and ad viewing statistics.

• This transparency can convince him of the need to adjust the price.

🔍 5. In the event of a categorical refusal by the owner: what are the professional's options?

5.1. Refusing the mandate

• If the owner stubbornly refuses to listen to your advice, it is sometimes better to refuse to take over to preserve your reputation.

• Explain clearly why you are refusing: a poorly initiated mandate is often a failure.

5.2. Take the mandate but formalize the responsibility

• Include the owner's position on the sale price in the mandate to protect yourself in the event of later criticism.

• Specify that you have alerted the owner to the risks of overvaluation.

5.3. Working on exchange and pedagogy

• Suggest a meeting to calmly explain, with figures to support it, why the strategy needs to be adapted.

• Use your experience and in-depth knowledge of the local market.

🔍 6. How to avoid these situations?

6.1. Educate the owner from the first contact

• From the first estimate, clearly present your method.

• Explain that your goal is to sell at the best possible price, but within a reasonable time frame.

6.2. Offer a free and reasoned estimate

• Write a clear and professional document that includes all your arguments.

• This values your work and builds trust.

6.3. Establish a climate of transparency

• Be honest about market realities.

• Encourage the owner to ask any questions.

🔍7. Digital tools to support your estimate

Use market analysis tools, valuation software, and databases to provide reliable, up-to-date, numerical evidence.

This data strengthens the credibility of your estimate.

🔍8. The importance of customer relations in price negotiation

Price negotiation is also a question of trust:

• Show yourself to be available and attentive.

• Adopt clear, factual, but also empathetic communication.

• Be pedagogical and patient.

💡 9. Summary of good practices