Sales value

Sales Value - The sales value of a property is the price that can actually be achieved in a sale under normal market conditions. It essentially corresponds to the fair market value (market value) as defined in Section 194 of the German Building Code (BauGB), but may differ from it depending on the circumstances of the sale (time pressure, negotiating skills, marketing strategy). The sales value is the most relevant indicator for owners, as it reflects the realistically achievable proceeds.

Factors Influencing the Sales Value

The sales value is determined by numerous factors: Location (micro- and macro-location, infrastructure, neighborhood) - by far the most important factor. Condition (year of construction, state of repair, energy efficiency, degree of modernization). Size and floor plan (living space, room layout, usability). Features (flooring, plumbing, kitchen, heating). Legal circumstances (land registry encumbrances, historic preservation status, leasehold rights, tenancy agreements). Market conditions (supply-demand ratio, interest rates, economic climate). And last but not least: the marketing strategy - professionally marketed properties achieve, on average, 3-8% higher sales prices.

One factor that is often underestimated is presentation: professional photos, a compelling property description, transparent documentation (floor plans, energy performance certificate, building documents), and a carefully chosen asking price measurably increase the property’s value. Home staging-that is, the professional furnishing and staging of vacant spaces-can increase the achievable price by 5-15% because buyers can better envision how they would live in the property. We use these tools as standard practice in our marketing mandates.

Distinction from Market Value

The market value (§ 194 BauGB) is a theoretical value determined according to standardized methods (comparable value, income value, asset value) under idealized market conditions. The market value is the price actually achievable on the market-it can be above the market value (in bidding processes, with emotionally driven buyers) or below it (under time pressure, poor marketing, or in a foreclosure auction). In practice, the sales value and market value differ by ±5-15%. Professional real estate agents strive to bring the sales value as close as possible to or above the market value.

For bank financing, the mortgage lending value is decisive, which is significantly below the market value (typically 70-80% of the market value). Buyers seeking full financing should therefore note that the bank will not finance the entire purchase price if it exceeds the mortgage lending value-the buyer must then contribute equity.

Sales Value and Energy Efficiency

The energy efficiency of a property has become significantly more important for its sales value in recent years. Since the tightening of energy performance certificate requirements and the rise in energy prices, the energy efficiency class has become an increasingly relevant factor in the purchase price. Studies show that properties in energy classes A and B in comparable locations command 10-15% higher selling prices than unrenovated properties in classes F through H.

For sellers, this means: Targeted energy-efficiency renovations before the sale can increase the property’s value if the investment costs are lower than the achievable additional proceeds. A new heat pump heating system, roof insulation, or window replacement are measures that buyers value-because they reduce future energy costs and meet the requirements of the EU’s Energy Performance of Buildings Directive. We advise owners on which measures make economic sense in specific cases and actually increase the property’s value.

Conversely, buyers should negotiate a discount on the market price for properties with poor energy ratings that corresponds to the expected renovation costs. A rough rule of thumb: For every energy class below Class D, experience shows that discounts of 2-5% of the purchase price are negotiable.

Practical Tip for Property Owners in Nuremberg

We recommend that sellers in the Nuremberg metropolitan area do not determine the sales value solely based on online valuation tools or neighborhood prices, but rather have a professional market value assessment prepared. In Nuremberg, identical apartment types can vary in price by 20-40% depending on the neighborhood, floor level, orientation, and micro-location. We’ll provide you with a free, no-obligation market value assessment based on recent comparable transactions-not asking prices.

A realistically determined selling price is the foundation for a quick sale at the best possible price. Overpriced listings lead to long marketing periods and often force price reductions down the line-which drives the actual selling price below what was initially possible.

Frequently Asked Questions

How do I determine the selling price of my property?

The most accurate method is a market value assessment by an experienced local real estate agent who is familiar with current transaction prices (not asking prices). Alternatively, an appraiser can prepare a market value appraisal (cost: 1,500-3,000 euros). Online tools provide only rough estimates with deviations of ±15-25%. For a well-founded assessment in Nuremberg, we recommend comparing the results with data from the Mittelfranken Appraisal Committee.

Why is the sales value often higher than the market value?

The market value is based on average market conditions. The actual sales value may be higher if the property is marketed particularly well (professional photos, home staging, broad listing on real estate portals), a bidding process generates competition, a buyer offers above market value for emotional reasons (dream home, proximity to family), or market dynamics have improved since the appraisal was prepared.

How quickly do I need to sell to ensure the sales value is right?

The sales value requires a reasonable marketing period-typically 8-16 weeks in Nuremberg. In the case of a distressed sale (foreclosure, acute liquidity crisis), the achievable price drops by 10-30% below market value. Conversely, a marketing period that is too long (over 6 months) can depress the sales value because buyers assume there is something wrong with the property. The optimal time to sell is within the first 4-8 weeks after the property is listed.

How does an existing lease affect the sales value?

An existing lease affects the sales value differently depending on the buyer’s profile: investors value a stable rental history and a reliable tenant because the property generates immediate returns. Owner-occupiers, on the other hand, typically apply a discount of 10-20% because they cannot move in immediately and bear the risk of a protracted termination process or termination for personal use. In Nuremberg, the following applies: Rented condominiums under 80 m² often fetch market-rate or even above-average prices among investors because there is high demand for high-yield small apartments. For larger family homes, however, the demand for owner-occupied properties predominates-here, an existing lease significantly depresses the achievable price.

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