We here at Nestor Shanahan Auctioneers are seeing a clear shift in how buyers approach property decisions in 2026. The asking price still matters, although it is no longer the primary lens through which value is judged. Buyers have become more informed, more cautious, and more comparative in how they assess properties.
For many, the asking price is now only a starting point. The real decision is based on a broader set of signals that collectively determine whether a property represents value.
Understanding how buyers think in this environment is critical for any seller who wants to achieve a strong result.
One of the most important changes is access to information.
Buyers are no longer relying solely on what is presented in a listing. They are researching recent sales, comparing similar properties, and forming their own view of what a property should be worth. Online platforms, historical data, and local knowledge all contribute to this.
This means that an asking price that is not supported by evidence is quickly challenged. Buyers are less likely to accept pricing at face value and more likely to test it against their own research.
As a result, perceived value becomes more important than stated price.
Condition plays a major role in this perception.
Two properties with similar asking prices can be viewed very differently depending on their condition. A well-maintained home that feels ready to move into will often be seen as better value than a cheaper property that requires work.
This is not only about cost. It is about certainty.
Buyers place a premium on properties where the level of effort required is clear and manageable. Where there is uncertainty around repairs or upgrades, value is discounted, sometimes heavily.
Energy efficiency has also become a significant factor.
With increased awareness of running costs and environmental standards, buyers are paying closer attention to BER ratings and overall efficiency. A property with strong energy performance is often viewed as more valuable, even if the asking price is higher.
This reflects a shift in thinking. Buyers are looking beyond the purchase price and considering the cost of ownership over time.
Properties that perform well in this area provide reassurance and predictability, which strengthens perceived value.
Layout and usability are also critical.
Buyers are not only looking at the size of a property. They are assessing how the space works in practice. A well-designed layout that supports modern living will often be valued more highly than a larger property with an awkward or outdated configuration.
This is particularly relevant in a market where working from home remains a consideration for many buyers. Flexible space, natural light, and practical flow all contribute to how a property is judged.
Location continues to matter, although the way it is assessed has evolved.
Buyers are looking beyond traditional markers such as proximity to city centres. They are considering access to amenities, transport links, schools, and overall lifestyle.
In some cases, areas that were previously overlooked are now seen as offering better value due to improved infrastructure or changing work patterns.
This creates a more nuanced view of location, where value is based on suitability rather than status alone.
Presentation also has a direct impact.
First impressions, particularly online, shape how buyers interpret value before they even step inside a property. Professional photography, clear information, and a well-presented listing create confidence.
If a property appears poorly presented, buyers may assume that similar standards apply throughout. This reduces perceived value, regardless of the asking price.
There is also a behavioural element to consider.
Buyers are influenced by how a property is positioned in the market. A property that generates strong interest and multiple viewings is often perceived as more valuable. This sense of demand can lead to competitive behaviour.
In contrast, a property that remains on the market for an extended period can create doubt. Buyers may question why it has not sold and adjust their expectations accordingly.
This dynamic shows that value is not fixed. It is shaped by perception as much as by fundamentals.
Another important factor is transparency.
Buyers in 2026 expect clear, accessible information. Details such as planning permissions, boundaries, BER certificates, and any recent works should be readily available.
Where information is incomplete or unclear, buyers may assume additional risk. This reduces their willingness to meet the asking price.
Transparency builds trust, and trust supports value.
There is also an increasing focus on future potential.
Buyers are not only purchasing what a property is today. They are considering what it could become. Opportunities for extension, renovation, or reconfiguration can enhance perceived value.
However, this is balanced by practicality. Buyers assess whether these opportunities are realistic in terms of cost, planning, and effort.
Unrealistic potential does not add value. Clear, achievable potential does.
It is important to recognise that buyers are constantly comparing.
Every property is assessed in the context of what else is available. Even if a property is objectively strong, it may be seen as less valuable if comparable options offer more in key areas.
This comparative mindset means that small differences can have a significant impact on perceived value.
For sellers, this creates both a challenge and an opportunity.
The challenge is that pricing alone will not secure a sale. Buyers are looking deeper, and weaknesses are more likely to be identified.
The opportunity is that value can be influenced.
By focusing on condition, presentation, efficiency, and clarity, sellers can strengthen how their property is perceived. This can support the asking price and, in some cases, exceed it.
It also reinforces the importance of preparation.
Properties that are carefully prepared for sale tend to perform better because they align with how buyers make decisions. They reduce uncertainty, present clearly, and compare well against alternatives.
In contrast, properties that are brought to market without this level of preparation often struggle, even if priced competitively.
The role of professional guidance is increasingly important in this context.
An experienced auctioneer understands how buyers interpret value and can position a property accordingly. This includes advising on presentation, setting an appropriate asking price, and managing the sales process to maintain momentum.
Ultimately, buyers in 2026 are making more informed and more considered decisions.
They are not ignoring asking price, although they are no longer relying on it as the primary indicator of value. Instead, they are assessing a combination of factors that together determine whether a property feels worth pursuing.
Sellers who understand this shift are better positioned to achieve strong outcomes.
Those who rely solely on price often find that interest does not translate into offers.
Value is no longer what is stated. It is what is believed.
Shaping that belief is what drives results in the current market.
If you would like to discuss buying or selling a property, contact us on 061 415337 or email info@nestorshanahan.ie or visit nestorshanahan.ie.
Disclaimer: This article is based on publicly available information and is intended for general guidance only. While every effort has been made to ensure accuracy at the time of publication, details may change and errors may occur. This content does not constitute financial, legal or professional advice. Readers should seek appropriate professional guidance before making decisions. Neither the publisher nor the authors accept liability for any loss arising from reliance on this material.
