Buying property in Italy is often more complicated than it looks. The price you see advertised — the prezzo richiesto — is rarely the price the property actually sells for.
This is especially true in regions like Le Marche, where many homes are historic, rural, or in need of a big restoration. Understanding this gap between asking and selling price is the first step to becoming a confident buyer.
Why Asking Prices Tend to Be Higher
Sellers, and sometimes agents, start with figures above market value. This reflects a cultural expectation that the buyer will negotiate. Owners of old farmhouses or village homes may even set unrealistic prices because of sentimental attachment or the hope that “the right foreign buyer” will eventually appear.
As a result, many of these properties sit on the market for years. They finally sell when the seller needs liquidity, accepts a more realistic offer, or agrees to a significant reduction after long negotiations.
Renovation Costs as a Bargaining Tool
A large portion of homes for sale in Le Marche are centuries old. While charming, they often require costly upgrades — from structural reinforcements to complete plumbing and electrical rewiring. Buyers who prepare realistic renovation budgets are in the strongest position to negotiate.
For example, a computo metrico prepared by a local geometra gives a detailed estimate of all expected renovation expenses. Presenting this document during negotiations makes it clear why your offer is lower than the asking price.
If a farmhouse needs €200,000 of work on top of its asking price, you can justify reducing your offer accordingly.
Regional Market Differences
Another key factor is location. Coastal towns and properties with sea views tend to keep their value, while rural homes in small inland villages may sell for 20–30% less than listed. In some cases, remote properties remain unsold for years, forcing sellers to drop prices drastically.
If you’re deciding between different areas, it’s worth comparing where to buy in Le Marche — whether in a hilltop town, by the coast, or deep in the countryside. Each comes with its own negotiation dynamics.
Negotiation Strategies That Work
- Do your research
Collect data on recent sales, not just current listings. Local notaries can often provide this information. - Point out hidden costs
From seismic compliance to heating upgrades, every weak point can support your case for lowering the price. - Offer speed and certainty
Sellers may accept less if you can complete the transaction quickly and with fewer conditions. - Stay patient
Don’t rush. Properties that linger on the market usually see price reductions over time. - Use local professionals
A trusted real estate agent, lawyer, or geometra can strengthen your credibility when making an offer.
Final Thoughts
Negotiating is not only acceptable — it’s expected. By combining patience, market knowledge, and clear cost calculations, you can often secure a property for far less than the original asking price. The key is to balance firmness with respect: sellers want to feel their home is valued, even if the final number is lower.
In the end, a successful negotiation benefits both sides — you get a fair price, and the seller finally sees their long-listed property sold.