卖家指南：如何为别墅定价

如果您想出售您的别墅，您需要了解两件事：您的房产的真实价值，以及为什么代理商告诉您它的价值高于实际价值。

How to Figure Out What Your Villa is Really Worth

The #1 thing to know is: the market value. The market value of your villa is based on the past sales in the nearby area — not the fake m² pricing averages. This is what your villa will sell for. You can’t trust what an agent tells you the market value is (see below for why) — so you’ll need to do your own research.

• First, learn about m² 统计数据及其错误原因 （这是了解法国房地产市场最重要的事情）。
• The way to figure out the market value of your villa is described here (it’s the same process for both buyers and sellers).

• The way to predict if it’s going to go up or down in value over the next several years is by analyzing the factors that affect the real estate market. Here is our guide to where the market is right now, and where it’s headed。

Buyers will find out the market value: 当买家获得抵押贷款时，银行会对房产进行估价，并告知买家其市场价值（银行不会批准高于市场价值的抵押贷款）。此外，在豪华房地产市场，买家通常会有财务顾问建议他们对房产进行估价。

If you price your villa above the market value: It won’t sell. It’s that simple. It will sit on the market for years until you decide to take it off. You can see for yourself by setting email notifications on the aggregator websites。

Some sellers don’t mind their villa sitting on the market and not selling because they like the fantasy that their villa is worth much more than it really is, or they are stuck in the old thinking that Russians are going to overspend on their villa. Agents don’t love this, but they are in competition to secure the listing, so they don’t have a choice, as most sellers will blindly choose the agent who tells them that they can sell their villa for the most money.

Agent’s Motivations

Agents are very competitive and they get rewarded by their agencies when they sign new sellers. As you’ll see when you talk to them, they will promise you the moon 获取列表。

Agents compete based on the price they tell you they can sell your villa for. But when you ask for justification of the price, they either give fake ‘past sales’ (ask for the addresses and verify this way), or they quote fake m2 pricing，或者只是告诉你，你应该盲目地相信他们，因为他们是“专家”。

A quick way to verify the past sales they tell you about is to look on House Prices France (where you can see a map with an overlay of 所有 the villas that have sold in the last decade), to get a sense of how the size and location of them compares to your villa. The prices listed are correct (but include taxes), but the m² and number of rooms listed is 不 accurate – here’s why。

他们谎报别墅价值是为了确保挂牌出售。这并不是因为他们是坏人，而是因为法国的制度设置得很糟糕。当他们签下新卖家时，无论谁找到最终买家，他们都会获得佣金。然后他们就可以在网上宣传它（以及他们的代理机构）。

They know that the villa will not sell until you lower the price. At that point they can say ‘the market is worse now’ or make an excuse, but in the end they will get the commission, since they’re the one who secured the listing.

如果您真的想出售别墅，您需要了解别墅的真实市场价值并正确定价。不要听那些试图出价高于对方的代理商的话，因为这只会导致麻烦并且无法销售。正如当地代理商告诉我们的： “当我们通过 DVF 分析告诉业主他们别墅的真实市场价值时，他们会感到恐慌。然后其他机构给他们更高的价格，这是一个幻想，只是为了获得授权……所以，最后，我们必须玩这个游戏，告诉他们他们的房子比其他机构所说的更值钱，尽管我们知道这一点不会出售，否则我们将无法获得授权，无论如何，它都会由不同的机构以该价格列出。”

这是一个例子......

This is a regular, nothing-special villa currently for sale in Eze. Despite having a lot of road noise and facing East, it’s listed at almost €6 million (reduced from €7 million!) An absolutely 疯狂的 询问价格。没有别墅有 曾经 在有记载的历史上，埃兹的任何售价都接近这一平方米的价格。但这并没有阻止挂牌代理人试图出价高于其他代理人，以确保其代理机构挂牌。它将一直待在市场上，直到业主绝望为止，届时它可能会以 100 万欧元左右的价格出售。

经检查 House Prices France, we can see that the neighbor’s villa was likely made by the same developer and is the same style and approximately the same size (based on its footprint and floors, as seen via Google Earth); it sold for €930,500!

And another example……

This villa in the heights of Villefranche-sur-Mer is asking €4.6 million. It’s 260 m² and needs renovation (it’s very cheaply-done 1980’s-style inside).

这是它（左边），紧挨着邻居的别墅，比邻居的别墅大两倍多：

And in DVF, you can see that the neighbor’s villa (which is 565 m²) sold for €1.1 million at the height of the Covid boom (higher pricing than normal). Nearly all of the other villas in the nearby area sold for similar prices.

…and yet, the owner has been convinced by a dishonest agent trying to secure the listing, that their villa is worth €4.6 million, instead of the roughly €900,000 that it’s actually worth. Hence, 6 years later it still hasn’t sold.

Exclusive Mandates

Opting for an exclusive mandate may feel like a vote of confidence in one agent, but it often handcuffs the seller: you hand a single intermediary a monopoly on marketing and negotiation, yet the contract still makes you liable for the full commission—even if you ultimately find the buyer yourself or the agent adds little value.

Worse, the standard mandate is riddled with pro-agent clauses: an irrevocable period (typically three months) during which you cannot cancel, automatic renewals that roll on month by month, and a clause pénale that lets the agent demand their fee—or a hefty penalty—if you bypass them or sign with a buyer they once “introduced,” sometimes for up to two years after the mandate ends.

Because rival agencies cannot advertise and private listings risk breach, your home’s visibility shrinks just when broad exposure matters most; if pricing proves wrong or the relationship sours, you must serve registered notice and watch the clock instead of reacting to the market. In short, the exclusive mandate shifts leverage—and risk—from you to the agent, reducing competition, flexibility and ultimately your chances of securing the best price on your own timetable.

Another hidden drawback is how exclusive mandates discourage “inter‐cabinet” collaboration—the French practice of two agencies pairing up and splitting commission when one supplies the buyer. Because the sole agent’s fee is contractually protected, they have little financial incentive to invite competitors onto the deal and share 50 % of their earnings. Many simply refuse co-mandats or demand such a lopsided split that other brokers walk away. The result is a thinner pool of qualified purchasers, especially international ones whose preferred agent may not be on the mandate. What should be a cooperative market becomes a walled garden, where your property circulates only to that agent’s own contacts and portals, shrinking visibility and prolonging time on the market.

Online Real Estate Agencies

过去五年，法国开设了十几家在线房地产中介公司，尽管它们只占很小的市场份额，但发展迅速。它们收取的费用远低于传统房地产中介公司。在去传统中介公司之前，值得尝试一下这些中介公司，因为如果你可以通过这些中介公司出售房产，你将节省费用和精力。

Here are the main ones to check out:

• Liberkeys
• Welmo
• Les Agencies de Papa
• Proprioo
• Côté Particuliers
• Hosman
• PAP

与代理商打交道时的提示： 代理有时会试图在授权中加入非法处罚条款，要求卖方承担全部或部分代理费，即使房屋是由其他代理出售的，或者如果卖方自己找到买家，则支付 50%。这是非法的，但机构无论如何都会试图用此条款来欺骗您。唯一可以获得报酬的中间人是负责销售的中间人。