„The market is bad right now, we'd rather wait.“
As a property agent in Nuremberg, I hear this phrase again and again. Sometimes it's because of interest rates, sometimes because of the news, sometimes because of uncertainty in the neighbourhood. But the idea behind it is almost always the same: there is such a thing as the „perfect time“ - and everything else is unfavourable.
From my practical experience, I can clearly say that there is no such thing as a bad time to sell. There are only sales strategies that do not suit the market, the property or the owner's personal situation. And that is a question of advice, not the calendar.
In this article, I show why timing is less important than many people think - and how good advice ensures that you make sound decisions regardless of the time of year, interest rates and headlines.
Why the „perfect time“ is a myth
Properties are sold not just because the market looks good, but because life situations change. Typical triggers are
- Addition to the family or children moving out
- Career change
- Separation or divorce
- Inheritance
- Health reasons
- Desire for financial reorganisation
These events do not follow interest cycles or seasons. They simply happen - and then solutions are needed.
Bad advice says: „Wait, everything will get better at some point.“
Good advice says: „Let us check what is realistically possible and sensible now - with your situation, your property and the current market.“
What is really changing: not the opportunity, but the strategy
The market is never „good“ or „bad“ - it is simply different. There are opportunities and risks in every phase. That's what matters:
- In phases of low interest rates, there are often many buyers, but also more competition from other properties.
- In phases of higher interest rates, there are fewer interested parties, but often more serious ones.
- In quiet times, processes are easier to plan; in turbulent times, flexibility is an advantage.
The decisive factor is that the sales strategy fits the respective market situation - and you.
Poor advice ignores these differences.
Good advice adapts the valuation, pricing strategy, marketing and selection of potential buyers accordingly.
Why a well-founded valuation is more important than the „right month“
Regardless of the timing, every professional sale begins with a realistic property valuation. It is the basis for all further steps.
Important building blocks:
- Market value: realistically achievable market value under normal conditions, not wishful thinking.
- Standard land value: Orientation for the value of the property in the respective location, but not the whole truth.
- Market analysis: What is the demand in your submarket in Nuremberg? What price levels are actually being paid? How long do sales usually take?
- Reference properties: comparable properties that have actually been sold - not just advertised.
Depending on the property, I also use
- Material value method: if substance and construction costs are the main focus, for example in the case of detached houses or semi-detached houses.
- Income capitalisation approach: if rental income and yield are decisive, for example in the case of rented flats or apartment blocks.
Good advice explains these terms and categorises them in your specific situation. Bad advice throws numbers around without making them comprehensible.
What good sales advice actually means
Good advice does not mean „sugar-coating everything“, but rather basing decisions on facts. For me, this includes
- Realistic assessment of the market value
- Honest analysis of the property's strengths and weaknesses
- Clear market analysis for Nuremberg and the specific situation
- Differentiated pricing strategy depending on demand and target group
- Preparation, presentation and marketing from a single source
You can recognise bad advice by the fact that it:
- only works with desired prices
- describes the market in general terms as „too bad“ or „too difficult“
- uses technical terms such as standard land value, asset value method or capitalised earnings value method without explaining them clearly
- puts pressure on you - either to sell quickly or to wait forever
Why owners often save in the wrong place
Many owners underestimate how much money bad advice can end up costing.
Typical consequences:
- Entry price too high because nobody objects
- Long marketing period because the strategy is not right
- Price reductions that destroy trust
- In the end, a sales price that is below the realistically achievable level
A well-founded, market-driven starting price - derived from market value, market analysis, standard land value and reference properties - usually brings more than any attempt to work with „optimistic“ desired figures.
Incidental purchase costs, speculation tax and the like: topics that need to be considered
Whether the sale „fits“ or not depends not only on the market, but also on your personal and tax situation.
Important points that I always address in consultations:
- Incidental purchase costs: In addition to the purchase price, buyers must factor in land transfer tax, notary fees and fees for entry in the land register. These incidental purchase costs influence your maximum willingness to pay - and therefore your pricing strategy.
- Speculation tax: This can play a role if certain deadlines are not met between purchase and sale. I am not a substitute for tax or legal advice, but I would like to point out at an early stage that this topic should be checked with a tax consultant or lawyer.
Poor advice ignores these points or treats them superficially. Good advice ensures that you know which questions you should clarify with which specialists.
Nuremberg is not „the market“ - but many small individual markets
Another reason why there is no general good or bad time: The property market in Nuremberg consists of many submarkets.
Examples:
- Popular neighbourhoods with old buildings close to the city centre have a different dynamic than peripheral locations.
- Family-friendly residential areas work differently to locations with a high proportion of investors.
- Existing flats behave differently to new buildings.
A solid market analysis always looks at your submarket, not just general headlines. This is precisely why reference properties are so important: they show what is actually happening in your location and property category.
What good advice does in „uncertain times“
Uncertain times are no reason to panic - but they are a reason for particularly thorough preparation.
Good advice then means:
- Play through scenarios: Which pricing strategy is realistic? What happens in the event of a slower sale? What alternatives are there (e.g. letting)?
- Clearly define the target group: Who really comes into question as a buyer - owner-occupiers, capital investors, regional or national interested parties?
- Create transparency: Be open about the need for modernisation, the energy situation or special features instead of hiding them.
- structure the process: Documents, exposé, viewings, proof of financing, negotiations, notary - all with a clear plan.
Poor advice responds to uncertainty with empty phrases. Good advice responds with structure.
Checklist: How to recognise whether you have received good advice
Ask yourself the following questions:
- Do I understand how the market value of my property was determined?
- Was it explained to me what role the standard land value plays - and why it alone is not enough?
- Have I received a comprehensible market analysis for my location in Nuremberg?
- Has it been explained whether the asset value method or income capitalisation method is appropriate for my property?
- Do I know reference objects on which the valuation is based?
- Have speculation tax and ancillary purchase costs at least been addressed as important issues, even if the detailed examination lies with the tax consultant or notary?
- Do I have a clear, comprehensible strategy for price, presentation and process - or just the feeling that „we'll give it a go“?
The more questions you answer with „yes“, the more likely you are to be on the right track - regardless of the timing.
Conclusion: The calendar does not sell a property - but the quality of the advice is decisive
There is no magic season, no perfect month and no guaranteed „right“ moment.
There are:
- Your personal situation
- Your property with its strengths and weaknesses
- the submarket in which it is located
- the current demand in precisely this segment
- and the quality of the advice that brings all this together
Good advice ensures that you do not have to wait for „better times“, but are in a position to make an informed decision now - with a clear evaluation, realistic market analysis, suitable strategy and a structured process.
As a real estate agent in Nuremberg, I see my job as precisely this: not to gloss over the timing, but to ensure that your decision is viable regardless of the date. Because in the end, it's not the time that's the problem - it's whether someone categorises it correctly.
