Yes, it is entirely possible to sell your house below the asking price without losing money, because the asking price is not the value of your house: it is a starting price that, in principle, includes a negotiation margin. You only truly lose money if the signed price is lower than what the house cost you (purchase, fees, renovation work) or lower than the market value you could have obtained. In 2026, around 9 out of 10 sales are concluded after negotiation, with an average discount of 4.8%: selling 3 to 5% below the asking price is therefore the normal scenario for a well-prepared sale.
In summary
- The asking price is a starting point; the market price is what a buyer who can secure financing agrees to pay.
- Your gain is measured against your cost price, not against the listing price.
- If you are buying again in the same area, a lower sale price is partly offset when you buy.
- Keeping an unsold property for too long often costs more than a discount of a few percent.
Asking price, market price, cost price: do not confuse them
Concept | Definition | Role in your decision |
|---|---|---|
Asking price | Listing price, often with a margin | Attract buyers |
Market price | Price at which comparable properties actually sell | Assess whether an offer is fair |
Cost price | Purchase price + notary fees + renovation work | Measure your gain or loss |
Minimum price | Lowest amount compatible with your plans | Know when to refuse |
How to calculate your cost price
Add together the purchase price, the notary fees paid at the time, any agency fees, and improvement work supported by invoices. For a main residence, this shows you your real economic gain. For a second home or a rental property, the taxable capital gain is calculated using specific rules (flat-rate allowances of 7.5% for acquisition costs and 15% for renovation work after five years of ownership).
Why the asking price contains a margin
Buyers expect to negotiate: in 2026, around 9 out of 10 sales are concluded below the listing price. Listing exactly at the market price, with no margin, is possible but requires explaining it clearly in the listing, for example by stating "firm price" or by presenting comparable sales. A free property valuation allows you to set this margin based on recent sales.
When selling below the asking price costs you nothing
When the asking price included a margin
If your agent set an asking price slightly above market value to leave room for negotiation, a discount of 3 to 5% simply brings you back to the fair price.
When you bought a long time ago
A house bought 10 or 15 years ago has, in most regions, gained value despite the slight recent decline (-1.3% over one year for houses in the second quarter of 2026). Even when sold below the asking price, it generates a capital gain.
When you are buying again in the same market
If prices are falling in your area, you sell for a little less but you also buy for less. For a move up to a larger or higher-end property, a general drop in prices is even favorable: the difference in euros between the two properties narrows.
When the sale frees you from a cost
A vacant property, a little-used second home, or a home that will soon need costly work generates expenses every month. Accepting a slightly lower offer in order to sell now can be more profitable than keeping the property for several more months. The calculation must include these avoided costs, which do not appear in the sale price but do weigh on your assets.
When you really risk losing money
A quick resale after purchase
Reselling less than 3 to 5 years after purchase exposes you to a loss: the notary fees paid at purchase (7 to 8% for existing properties) have not yet been offset by the appreciation of the property. For a primary residence, this capital loss is not deductible; for any other property, it cannot be set against other real estate capital gains, as explained in the Service-Public.fr page on real estate capital gains.
An asking price that is too high
An overpriced property stays on the market for months, ends up being perceived as "unsellable" and often sells below its true value. The average time to sell already stands at around a hundred days in 2026: each additional month adds costs and weakens your position. Comparing your property with the houses for sale in your area helps avoid this gap.
Holding costs that add up
Mortgage, taxe foncière (property tax), insurance, heating an empty house, bridging loan: six months of waiting can cost several thousand euros, often more than the discount that was refused.
A sale made under time pressure
Imminent job transfer, separation, financial difficulty: when the seller has to sell very quickly, they lose part of their negotiating power. Planning ahead, even by a few weeks, and entrusting the sale to a professional who markets the property widely helps limit this effect.
How to accept a price reduction without losing out
Calculate your minimum price before listing the property
Add up the outstanding loan balance, any early repayment penalties, and the down payment needed for your next purchase: this is your threshold for refusing an offer.
Negotiate in exchange for concessions
A price reduction can be traded for an earlier signing date, an offer with no condition of prior sale, or financing that has already been approved.
Compare with the cost of waiting
A discount of €8,000 that allows you to sell now can be more profitable than a refusal that leads to six months of bridging loan payments.
Use the reduction as leverage for your purchase
If you are selling in order to buy, ask your advisor to apply the same logic to your purchase: a seller who agrees to negotiate often faces a buyer who negotiates in turn. Coordinating the two transactions makes it possible to offset the discount you grant with the one you obtain. A real estate advisor near you can coordinate the sale and the purchase to secure both transactions.
Worked examples: selling below the asking price, gain or loss?
Three typical situations show what selling below the asking price really means. The amounts are indicative.
Example 1: a house bought 12 years ago
House bought for €210,000 in 2014 (notary fees included: €226,000), with €15,000 of renovation work. Listed at €320,000, it sells for €305,000, or 4.7% below the asking price. The gross gain is approximately €64,000 relative to the total cost basis. Primary residence: no tax due. The seller sold below the listing price, but lost nothing.
Example 2: an apartment resold after 3 years
Apartment bought for €250,000 in 2023, at the top of the market, plus €19,000 in notary fees. In an area where prices have fallen, it is listed at €255,000 and sells for €245,000. The seller loses approximately €24,000 relative to their total cost basis, mainly because of unrecovered notary fees and the fall in prices since 2023. Here, selling below the asking price is not the cause of the loss: the holding period is simply too short.
Example 3: a seller who buys a larger home
A couple sells their T3 (three-room apartment) for €280,000 instead of the €295,000 asking price, and buys a house listed at €420,000, negotiated down to €395,000. They "lose" €15,000 on the sale but gain €25,000 on the purchase. In a market where both properties are negotiable, the overall result is in their favor.
What these examples show
Gain or loss is measured across the whole transaction: purchase price, fees, renovation work, holding period and, where applicable, the price of the replacement property. The gap with the asking price is only one component, and rarely the most significant.
The expert's view
"Sellers often experience negotiation as a loss, when it is actually part of how the price is built. When I set an asking price with an owner, we know from the outset that a margin of a few percent will be up for discussion: selling 4 or 5% below the listing price is therefore not a defeat, it is the planned scenario. The real losses come from elsewhere: from a property bought too dear and resold too soon, from an unrealistic starting price that lets the property wear out in the shop window, or from months of running costs and bridging loan payments piling up while waiting for an offer that never comes. I always recommend thinking in terms of the overall result: what you have invested, what you will receive, and what you are going to buy next. With these three figures in mind, the decision to accept or refuse an offer becomes much simpler and much calmer."
— Frédéric Rémy, Commercial Performance Director at Capifrance
Conclusion
Selling below the asking price is a normal part of a sale. You only lose money if the signed price falls below your cost price or below market value, or if waiting costs you more than the discount. A fair price from the start, a clear minimum price and negotiation based on trade-offs all protect you.
To set a consistent asking price and a controlled margin, request a free property valuation, look at comparable houses for sale and get support from an advisor in your area. Do you know an owner who is hesitating? Recommend them by becoming a Capifrance business referrer.
FAQ - Frequently asked questions
What discount is normal on the price of a house in 2026?
On average, around 5% in the regions and 3% in Paris, and more for a house needing renovation work or with a poor DPE (energy performance diagnostic).
Is a property capital loss deductible?
Not for an individual: it cannot be deducted from income or from another property capital gain.
Should you lower the listing price or wait for an offer?
If you have had no viewings or serious enquiries after 4 to 6 weeks, the price is probably too high: a single, decisive reduction is better than several small ones.
How can you tell whether an offer is at market price?
By comparing it with recent sales of similar properties in your area, which your advisor can show you.
How much does one extra month of waiting to sell cost?
Add up the loan repayment, running costs, the pro-rata property tax (taxe foncière), insurance and heating: for a house, this often amounts to €1,000 to €2,000 per month.
Can you advertise a "firm" price?
Yes, if the price corresponds exactly to the market. You then need to back it up with comparable sales, otherwise buyers will still try to negotiate.
Is a sale below the purchase price taxable?
No, where there is no capital gain there is no tax. The capital loss is not deductible for an individual.
How can I tell whether my asking price is too high?
Few viewings, no offers after several weeks and similar properties sold for less around you are clear signs. Your advisor can show you these comparable sales so you can decide on an adjustment.
Should you accept the first offer you receive?
If it arrives quickly, at market price, with solid financing, it is often a good sign: the price is right. Refusing a serious first offer on principle in the hope of getting a better one risks a long wait.
Does negotiation also cover agency fees?
The fees are set in the mandate. In practice, the discussion focuses on the overall price paid by the buyer, and any change to the fees must be formalised with your advisor.
How can you avoid selling below the real value?
Have your property valued by a professional who knows recent sales, advertise the listing widely and give several buyers time to come forward before choosing.
Author
Frédéric Rémy – Director of Sales Performance
A real estate professional with several years of experience within the Capifrance network, I would like to share essential advice with you to help you successfully complete your property project with our advisors.
