A home that has been for sale for a long time is not automatically a bargain or a problem property. Treat the time on the market as a reason to investigate further. Only once you understand why the home has not sold, what comparable homes have sold for and which risks you would be taking on can you determine whether there is genuinely room for a lower offer.
When has a home been for sale for an unusually long time?
There is no fixed threshold. A time on the market that is normal in one neighbourhood may be unusual just a few streets away. So do not look only at the number of days online. Compare the home with similar properties listed around the same time.
Consider the property type, neighbourhood, price range and target group. A spacious family home in a popular location is very different from an unusual property, an expensive apartment without a lift or a home that needs extensive renovation. Local market pressure can also change quickly.
A longer time on the market can have various causes:
- the asking price was or still is too high;
- the location, layout or condition appeals to a smaller group of buyers;
- the presentation or listing does not do the home justice;
- viewings were difficult to arrange;
- the preferred completion date does not suit many buyers;
- an earlier sale fell through;
- the seller is holding firm on a particular price or sales strategy.
None of these explanations proves by itself that something is wrong with the home. However, they can affect its value, saleability and the negotiations.
Step 1: reconstruct the sales history
First, try to establish what has happened since the home was put up for sale. Note the original asking price, the current asking price and when the price was adjusted. Also check whether the home was temporarily taken off the market, relisted or previously marked as sold subject to conditions.
Public listings and property platforms do not always provide the full picture. Save the listing yourself and ask the selling agent directly about the history. An earlier purchase may, for example, have been cancelled because the previous buyer could not secure financing. That is different from a sale falling through after a building inspection.
A price reduction mainly means that the seller has adjusted their strategy. It does not prove that the new asking price is low or that the home is now being offered below market value.
Step 2: compare it with homes that have actually sold
The asking price is the seller’s choice. What matters most for your offer is how much comparable homes actually sold for. You can request purchase prices and sale dates from the Kadaster. Bear in mind that very recent sales may not yet be visible because the transfer must first be registered and the information is updated periodically.
Do not compare only the price per square metre. Two homes with roughly the same floor area can differ significantly in value. Consider:
- the exact location and possible sources of nuisance;
- living area, plot and outdoor space;
- property type, layout and natural light;
- maintenance and necessary renovations;
- energy performance and installations;
- parking, storage and a lift;
- leasehold (erfpacht) or special rights;
- for apartments: the VvE, its reserves and planned work.
Ideally, use several recent comparable sales and account for the differences. A smaller home may still be worth more because of a better location or much better condition. Purchase prices help you establish a range, but they do not automatically give you the current market value of this specific home.
Step 3: investigate whether there is an underlying reason for the long time on the market
Especially when a home has been available for a long time, you want to avoid focusing on the negotiating opportunity while overlooking the underlying risk. Review the sales documents, including the seller’s questionnaire, ownership information, measurements, the energy label and any available renovation or permit documents.
Also look out for easements, leasehold, restrictions on use and known defects. For an apartment, your investigation should include the deed of division, meeting minutes, budget, reserves and the VvE’s maintenance plan. The seller’s answers are useful, but not always complete. A seller who has not lived in the home may, for example, know less about leaks, installations or nuisance.
Look beyond the home itself. Traffic noise, limited natural light, parking pressure, nearby development plans or restricted renovation options may explain why fewer buyers are interested. You can view rules and plans for the location in the Omgevingsloket. You may need to contact the municipality about specific permits or older documents.
If you have doubts about the home’s structural condition, have those concerns investigated specifically. A long time on the market is not evidence of structural problems. Translate identified maintenance issues into costs, urgency and any specialist follow-up investigations that may be needed. This can affect your maximum offer and the conditions under which you are willing to buy.
Step 4: ask what is behind the sale
The selling agent does not have to share every detail about the seller’s personal situation. You can, however, ask questions that help you understand their position and schedule:
- Why does the seller believe the home has not yet sold?
- How many viewings and serious offers have there been?
- Did an earlier purchase fall through, and why?
- Why was the asking price adjusted?
- What completion date is preferred?
- Are conditions other than the price important to the seller?
- Have any new documents become available following previous viewings or investigations?
Treat the answers as information, not certainty. The selling agent represents the seller, and the seller’s motivation can change. The fact that a home has been for sale for months does not automatically mean that the seller is in a hurry or will accept any lower offer.
How to factor time on the market into your offer
First, establish a well-supported value for the home in its current condition. Maintenance, defects and legal characteristics should already be included in that value. Do not then deduct the same drawbacks again, unless they involve costs you have not yet taken into account. Also stick to your own financial maximum. Only then should you use the time on the market and any price reduction as additional information in the negotiations.
A lower opening offer may make sense when comparable sales, the home’s condition and the sales history leave room for it. Simply saying that the home has been for sale for a long time is not a strong argument. The seller may still see the asking price as the minimum or prefer to wait.
Conditions can also make a difference. A transfer date that fits the seller’s schedule may be attractive. At the same time, you should not casually give up conditions that protect you in return for a discount. Any potential room for negotiation will usually not outweigh an insufficiently investigated structural, legal or financial risk.
The best opportunity is therefore not necessarily the home that has been for sale the longest, but the one whose price, drawbacks and risks you understand better than other interested buyers.
