How to Assess a Property’s Value

Searching for a new property is a famously stressful experience. So when you eventually reach the point of negotiation you’re in a high-stakes game, one where you’re likely to feel as if the vendor’s agent holds all the cards. Fear of losing out naturally makes you vulnerable. Once you’ve set our heart on somewhere, all those media reports of slow markets and falling prices offer little comfort or assistance. In reality every house price will be negotiable to a greater or lesser extent.

N is for Negotiability

 After months of fruitless searching you see somewhere you like. It’s got everything you want in a home. Unfortunately it’s at the upper edge of what you can afford.

 So how can you tell whether your dream home is really worth the asking price?

 And if the price is too full, how much lower might you sensibly offer instead?

 You want to know the property’s Negotiability – or N-Factor for short.

 Establishing the N-Factor is not an exact science. There’s no magic formula. But negotiability is generally determined by the inter-relationship of 4 variables: Desirability, Comparability, Supply, and Proceed-ability.

 D is for Desirability

 If you didn’t like the property you probably wouldn’t be reading this in the first place – but how many others are really interested? It’s harder to tell with fresh instructions. The longer a place has been on the market, the lower its D-Factor will be. Changes of estate agent or multiple agencies are both tell tale signs of a lower D-Factor.

 C is for Comparability

 How many comparable properties exist in your favoured area? In a typical suburban street the answer is very clear. Consequently, variations in asking price between similar homes in the same street are not too hard to understand. Character or period detached properties in the country are naturally more difficult to compare in this way.

 I always employ a few simple principles when assessing value for clients, whether in town or country.

Firstly I adjust recent historic selling prices for property inflation by postcode.

Secondly I assess fair value from top down or ground up, i.e. the cheapest/ most expensive property in the street, neighbourhood, or village. I’m always wary of “herd pricing” by estate agents, an inevitable consequence of the way competition between agents to secure instructions can push up asking prices.

Thirdly I benchmark both these measures against total internal floor space. Outbuildings such as garages, stables or garden rooms should be treated as distinct from living and working space in the main dwelling.  

A good comparability analysis is invaluable. It enables you to make a reasoned assessment of what intangibles (such as a quiet site, large plot, Grade 2 listing, or thatched roof charm) are really worth to you as premium over fair value based on the C-Factor.

S is for Supply

How many similar properties are there on the market currently? In other words how much choice do you the buyer have in practice?

The lower the S-Factor, the more important it is that you are decisive in choosing what to offer and how best to frame your offer. Because the longer you wait, the more likely you are to face competition.

P is for Proceed-ability

Have you the finance ready? Are you a cash buyer, chain free, or under offer?

Proceed-ability has a clear hierarchy. Cash buyers top the hierarchy, followed by sale agreed chain free buyers, then sale agreed buyers with a chain – and so on. The importance of the P-Factor is easily under-rated. It is increasingly screened by the vendors’ agents at all price levels. They will always favour the more proceed-able buyer.

A Working Formula for Negotiability

Property valuation is not an exact science. But we can illustrate the relationship between the 4 Factors with a simple formula:

 D/ (C+S) – P = N

It doesn’t matter whether this is strictly robust, mathematically speaking. What counts is the relative (high/ medium/ low) levels of the component Factors, and how they modify each other to drive that critical Negotiability.

The higher the right hand figure (N) is, the smaller you may expect the gap between the asking price and the selling price to be. To secure a place with a high N-Factor you may have to pay close to the full price. But as that right hand figure gets smaller, you may reasonably expect a higher gap between asking and selling price. 

Using this approach has three big advantages.

Firstly, it lets you put a sensible figure on Desirability in the context of a given location and property type. It’s nice, sure – but is it really worth £XXX,000?

Secondly it helps you turn Comparability into an effective and meaningful benchmark to furnish a reasoned argument to the vendor’s agent in support of an offer below the asking/ guide price

Thirdly, it reminds you to emphasise your Proceed-ability in your first offer and any subsequent improved bid. Sell your property first before you start making serious offers, and you’ll be treated much more seriously by vendor’s agents. They may well even favour such buyers over higher bidders who are less able to proceed.

Applying these principles should make your negotiation less daunting and more straightforward, and deliver the home you deserve at a fair price.


Mind the Neighbours

You’d be forgiven for assuming that problem neighbours were confined to sink estates or high density urban housing. You’d be mistaken, as shown by a recent experience of a client of mine.

I got involved on a negotiation only basis with a good sized detached property in a Hampshire hamlet. Conservation area, quiet rural road, large attractive plot, slightly underwhelming 1960s house which nonetheless had some potential.  That said, the asking price was stiff – fair value would have been around £740K, but the place was being marketed well north of £800K. 

As I usually do, I got to the viewing early, and wandered down the lane. I simply wanted a quick look at the historically top priced property in the neighbourhood, just to convince myself that my judgement was right about the place I was assessing. Halfway down the road I was accosted with an   aggressive “CAN OI ‘ELP YEW?!” by a chap in the field between the two  properties in question. I cheerfully declined, and went on my way. But his belligerence stuck in my mind – it was hard to seen how I could have been mistaken for a burglar. Later that morning, having completed the viewing and discussed our negotiating strategy, I mentioned the incident and suggested the clients ask the estate agent about this guy before we start the offer process.

It quickly transpired that he and his partner were living in a summer house in the large neighbouring field which they’d ostensibly bought to keep horses. The building did not have residential planning permission, and none was likely to be granted given the conservation area status. The couple were “known to the local council” (always an ominous phrase), whose sterling efforts to remove them were making little progress. Of course this kind of thing should be spotted by any decent conveyancer in enquiries before contract. The estate agent in question owned up the instant the issue was raised. How he thought anyone would buy the place in the circumstances is an interesting question. Unsurprisingly no negotiation went ahead. It just shows that it pays to look before you leap – and that a second set of eyes can help you avoid wasting time.

How to Choose the Right Estate Agent

In a slow market, it’s critical to choose the right estate agent. But faced with dozens of estate agents who look and sound alike, how do you identify one who will do a good job of marketing your property? 

When you invite agents to value your property, they’ll have a shrewd idea of what your property will eventually realise. But they also know vendors generally instruct those agents who suggest higher valuations. Inevitably such competition is likely to produce inflated valuations to secure the instruction. So think twice before you opt for the agent who blithely suggests a temptingly high asking price. A lower price which generates plenty of viewings is better than a higher price which satisfies only your vanity. 

Happily there’s a simple solution to this dilemma. Ask every agent to give you two prices – an asking/ marketing price, and a target selling price. What you should be most interested in is their anticipated selling price. This will help you assess offers rationally. It also enables you to budget realistically when searching.  Anyone proposing a very wide or small spread between the two prices should explain the gap. 

Once you’ve heard a target selling price, invite the agent to give examples of comparable local properties which they’ve sold for similar prices in the last 6 months. Good agents will come prepared with such illustrations. You’re looking for evidence they can deliver as promised. Avoid valuations from agents whose stock is generally unlike your own property. Personal recommendation is always helpful, but friends and colleagues may not be expert guides to an agent’s form where your house is concerned if they’ve sold much larger or smaller properties, or ones in a different neighbourhood altogether. 

All agents will enthuse about their costly but largely indistinguishable prominence on national websites and in the local /regional press. In reality most agents who maintain a large print presence nowadays do so more to impress potential vendors than actual buyers. Find out how they maximise viewings of properties fresh on their books. Ask about any marketing tactics that may be relevant to your property.  Listen for telling details, but don’t feed leading questions.

Establish how they manage viewings. Economic reality means that the valuer you’re talking to won’t conduct many of these. Most viewings are conducted by junior staff, or even part-timers for higher workloads at weekends. There’s little point in expecting special treatment. But you should expect helpful and honest feed-back, and a senior member of staff to remain accountable over all viewings of your property.

 You’ll generally find the rate card negotiable nowadays. Driving too hard a bargain may lower the quality of service. Treat offers of low commission rates as warily as you treat the highest price valuations. Instead consider aligning your interests with theirs by suggesting a small bonus for securing a minimum price and/ or selling within a certain time frame, according to your priorities. Don’t get tied into too long an exclusive contract. Don’t be afraid to change agents or instruct a second agent if you are unhappy with progress. Make your expectations clear at the start, and ensure the contract you sign reflects these. Instructing multiple agents smacks of desperation, and is best avoided.    

Vendors can easily assume that when they sell fast for a good price it’s all because they had a beautiful house. When this doesn’t happen it’s easy to assume the agent is at fault. It’s your responsibility to choose the right agent for the right reasons. Doing so will always give you the edge over vendors of similar properties who’ve chosen the wrong agent for the wrong reasons.