It is a widespread misconception that buying a property through an estate agent is inherently more expensive than buying from a private individual. An analysis of asking prices by the immowelt property portal shows the opposite: in a direct comparison, private listings are noticeably more expensive than comparable properties sold through an estate agent.
For owner-occupied flats, the desired price per square metre in private listings is 9.1 per cent higher on average. With property prices in the mid-six-figure range, this can quickly produce premiums of several tens of thousands of euros.
An excessive asking price leads to protracted negotiations
“Someone selling their property through a professional begins the sales process with a price that is more in line with the market. Our latest analysis shows that private sellers’ price expectations are often significantly above the current market value,” says Dr Robert Wagner, Managing Director of immowelt. “A higher asking price may appear attractive to sellers at first glance, but in practice it results in longer marketing periods, protracted price negotiations and, in the worst case, the property failing to sell. Estate agents, by contrast, bring extensive market knowledge, negotiating experience and emotional distance. They value properties objectively, calculate realistically and thereby create a sound basis for a swift sale at a fair price.”
Despite the commission, buying from an estate agent saves money on the price
The difference is somewhat smaller for detached houses, but still noticeable: listing prices from professional sellers are an average of 7.3 per cent below those of private sellers. Across all residential properties listed on immowelt.de between April 2022 and the end of July 2025, the price per square metre in private listings was 8.6 per cent higher.
Buying from a property professional therefore tends to be cheaper even though a commission is also payable in this case. For the buyer, this is normally between 2.5 and 3.57 per cent of the final price.
Professional sellers: more realistic prices thanks to market knowledge
There can be many reasons why private sellers tend to overestimate the value of their property. Flats or houses often have sentimental value, for example where a property is the family home. This can mean that outdated layouts, a backlog of refurbishment or a less attractive location are not adequately taken into account when setting the price. Owners are also not necessarily aware of the cost of often-essential refurbishment, which buyers must factor into the total price.
Professional sellers, by contrast, can establish a more realistic property value from the outset thanks to what is usually many years of market knowledge. A market-based price generally shortens the marketing period because a buyer is found more quickly. Sellers with excessive price expectations, meanwhile, must prepare for a longer period of frustrating price negotiations.
Basis of calculation:
The data used to calculate the percentage differences in purchase prices comprised residential property listings advertised on immowelt.de between April 2022 and July 2025. The figures calculated using hedonic methods show prices per square metre for existing flats (75 square metres, 3 rooms, 3rd floor, built in the 1990s) and detached houses (600-square-metre plot, 5 rooms, built between 1945 and 1970). These are asking prices, not final sale prices.