A couple signs a preliminary agreement for an old apartment rated F on the energy performance certificate (DPE). Three weeks later, the bank refuses the loan: the property requires energy renovation work that was not included in the financing plan. This type of blockage, common since the tightening of energy performance requirements, illustrates how much a real estate project is determined even before the first visit.
DPE and energy audit: the game-changing filter in real estate purchases
The importance of the energy performance diagnosis in negotiations is still underestimated. For a buyer, the energy class conditions both the price and the financing. A property rated E, F, or G incurs costs for compliance that directly impact the overall budget.
From the seller’s side, an unfavorable DPE extends the sales period. Buyers factor in the estimated cost of renovations in their price offer, which can significantly lower the perceived value of the property. For thermal sieves (F and G), rental options are already restricted, and this constraint affects the sales market.
Before publishing an ad or visiting a property, it’s wise to request the updated DPE and, when available, the energy audit. These documents help estimate the actual cost of a project and avoid unpleasant surprises when arranging the loan. On the Maison de l’Immobilier, listings include this data, facilitating an initial sorting before visits.
Real estate prices and negotiation: a two-speed market
The real estate market is undergoing a phase of selective recovery. Transaction volumes have rebounded after a period of significant decline due to rising rates, stabilizing at around 950,000 sales per year. Prices, on the other hand, remain generally stable at the national level, with a very slight increase in the first quarter of 2026.
The on-the-ground reality is more varied. Well-located apartments are regaining value while houses are still declining in certain areas. This segmentation means there is no longer a single rule for setting a sale price or formulating a purchase offer.
From the seller’s side: set a realistic price from the start
An overvalued property by a few percent can remain online for weeks without visits, only to sell below market price after several successive reductions. It is observed that properties correctly priced at the time of listing negotiate less and find buyers more quickly.
To set the price, one relies on recent comparables in the neighborhood (notarized sales, not current listings) and incorporates the energy class of the property into the estimate. A local real estate agent knows the price per square meter differences between two streets in the same area, which no online tool captures.
From the buyer’s side: negotiate with factual arguments
Feedback varies on this point, but a negotiation based on concrete elements is more likely to succeed than a simple “it’s too expensive.” The most effective levers include:
- The result of the DPE and the estimated cost of energy renovation work, with quotes to support
- The actual sale prices (not the listed prices) of comparable properties in the same area, available from notaries
- The defects noted during the second visit: humidity, roofing, electrical compliance
- The duration of the property’s time on the market, which indicates the power dynamics between buyer and seller
Arranging the mortgage: concrete blocking points
The borrowing capacity is not just a matter of an online simulator. The maximum debt ratio of 35% includes borrower insurance, a detail that many discover too late. A file that passes at 34.8% without insurance can be refused once it is included.
Another common pitfall is the gap between the principle agreement and the firm loan offer. A principle agreement does not bind the bank. Secure the project by obtaining a detailed financing certificate before signing the preliminary agreement, and plan for a sufficiently long loan contingency clause (at least 45 to 60 days).
Additional costs to include in the budget
The listed sale price represents only part of the total cost. The following items are often underestimated:
- Notary fees, which represent a significant portion of the price in older properties (higher than in new ones)
- Loan guarantee fees (mortgage or bank guarantee)
- The cost of compliance work, especially energy-related, which must be included in the financing plan from the outset
- Co-ownership charges for an apartment, to be verified over the last three financial years
Signing at the notary: what gets stuck in practice
The period between the preliminary agreement and the deed of sale lasts on average three months. It is during this time that most projects derail, often for administrative reasons. A missing document (mortgage status, general assembly minutes, undeclared easement) can delay the signing by several weeks.
From the seller’s side, prepare the file in advance: up-to-date diagnostics, title deed, latest charge calls, co-ownership regulations. From the buyer’s side, ensure that the bank has received all the elements to issue the loan offer within the deadlines set in the preliminary agreement.
A responsive notary saves time, but one cannot delegate everything to them. Checking the consistency of the file oneself before each step remains the best way to avoid a signing delay that jeopardizes the transaction.
The current market rewards projects that are well-prepared in advance. An anticipated DPE, a complete budget including actual costs, documented negotiation, and a sales file compiled before the ad goes live: these four elements separate successful transactions from those that get bogged down.
