The Challenge
Klaus, a German real estate investor, was seeking a waterfront apartment in Antibes for his portfolio. He had identified a property on the Port Vauban marina that seemed perfect for short-term rentals.
The Property
The apartment was attractive:
- 85m² with 3 bedrooms
- Direct marina views from all rooms
- Walking distance to old town Antibes
- Rental potential of €35,000-40,000/year
- Listed at €695,000
Klaus was ready to offer the asking price. But something didn't feel right.
The Problem
Klaus contacted us for a second opinion. Our initial analysis raised immediate concerns:
- The property had been listed for 14 months
- Price had been reduced twice already (from €750,000)
- Similar properties were selling at €580,000-620,000
- The building had structural work planned (€15,000 estimated share)
- The seller was an inheritance situation with multiple heirs
This was a classic case of an overpriced property with a motivated seller.
Our Approach
We proposed a strategic acquisition approach rather than accepting the listed price.
Step 1: Market Analysis
We compiled comprehensive data:
| Comparable Sale | Size | Price | €/m² |
|---|
The listed price was 15-18% above market.
Step 2: Property Investigation
Our due diligence uncovered:
- Façade renovation planned: €180,000 total (owner's share: ~€15,000)
- Roof work needed: additional €8,000 share
- Window frames original (1970s) — replacement recommended
- Rental income history: actually €32,000/year (not €40,000 as claimed)
Total additional costs: approximately €30,000-40,000 over 3 years.
Step 3: Seller Situation Analysis
The inheritance involved:
- 4 heirs who rarely agreed
- 18 months since the death
- Running costs draining the estate
- One heir pushing for quick sale
- No emotional attachment to the property
This was a seller who needed to sell, not wanted to sell.
The Negotiation
Our Strategy
We prepared a comprehensive offer document including:
- Market analysis with 12 comparable sales
- Building condition report with cost estimates
- Rental reality check with actual data
- Clean financing (mortgage approved)
- Flexible timeline for the heirs
The Initial Offer
| Element | Amount |
|---|
The heirs rejected the first offer but invited negotiation.
The Back and Forth
| Round | Our Offer | Their Counter |
|---|
Why They Accepted
- Irrefutable data — we showed them reality
- Professional presentation — they trusted our analysis
- Certainty — financing was approved
- Speed — we could close in 8 weeks
- Fatigue — 14 months on market, running costs mounting
The Result
Klaus acquired the apartment for €600,000 — a saving of €95,000 from the listed price.
The Numbers
| Item | Amount |
|---|
Additional Benefits
Beyond the price reduction:
- Building costs disclosed — no surprises
- Realistic rental expectations — proper projections
- Quick completion — 8 weeks to keys
- Clean transaction — no post-sale disputes
What Would Have Happened?
Without professional representation:
- Klaus would have paid €695,000 (or maybe €650,000)
- Discovered the building works later (surprise €23,000)
- Realized rental income was lower than expected
- Potential loss: €50,000-100,000
Key Takeaways
For buyers in the French Riviera market:
- Listed prices are opinions — not facts
- Time on market matters — long listings mean problems
- Building works can be discovered in the carnet d'entretien
- Inheritance sales often have motivated sellers
- Data wins negotiations — emotions lose them
- Professional negotiation pays for itself many times over
Negotiation Principles We Applied
What Works
- Comprehensive market data
- Written, professional offers
- Understanding seller motivation
- Patience and persistence
- Walking away readiness
What Doesn't Work
- Lowball offers without justification
- Emotional arguments
- Pressure tactics
- Rushing the process
- Ignoring seller needs
Ready for Strategic Negotiation?
Every property has a story. Understanding that story — the seller's situation, the market reality, the hidden costs — is how we save our clients significant sums. Let us analyze your target property.