These days, selling a house seems easy, especially in Milan. However, it's also easy to get the timing and approach wrong.
‘When should I sell?’ – a valid question with no simple answer
Should you sell now or wait? This is one of the first questions anyone considering selling their property should ask themselves. Looking solely at the general trend in prices could mislead you.
The residential property market in Milan remains strong, with average prices standing at around €5,900 per square metre, and properties selling in an average of approximately 2.9 months – figures that paint a picture of an active and liquid market. However, these figures represent an average, not a certainty.
There is no single property market
Perhaps the most interesting figure for 2026 is not related to the city of Milan itself, but to the comparison with the surrounding area. While prices in the city have risen by just 1.1 per cent over the past year, in the Milanese hinterland, prices have increased by a much more significant 5.9 per cent. Two markets, two paces and two completely different demand dynamics.
Returning to Milan itself, the situation is equally complex: area, property type, state of repair, and target buyer spending power all produce very different results, even within a short distance of one another. Someone selling a refurbished three-room flat in a semi-central area is not operating in the same market as someone selling a flat from the 1970s that is in need of renovation, even if they live in the same neighbourhood.
Energy efficiency: from a technical detail to a measure of value
One factor that is becoming increasingly important in buyers’ assessments is the energy efficiency rating. It is no longer just technical information in the Energy Performance Certificate (EPC); it plays a direct role in purchasing decisions and how property value is perceived. We wrote about this in a dedicated feature in March; today, market data confirms this with greater clarity.
One figure illustrates the scale of the phenomenon: 60–64 per cent of properties sold in Milan still fall into Class G.
For sellers of energy-efficient properties, this means operating in a market where high-quality competition is limited by definition. For sellers of older properties, it means buyers have more bargaining power; the margin for negotiation on properties in lower energy efficiency classes is currently 6.4%, compared to 4.1% for energy-efficient properties.
The difference in energy efficiency between a property and one requiring significant refurbishment affects the attractiveness of the offer, the time taken to sell, and increasingly, the final price achieved.
When is the best time to sell?
The optimal selling price does not necessarily coincide with the highest market price. It is when demand, market conditions, and the property’s characteristics align in the most favourable way.
Milan remains one of Italy’s most efficient property markets, with a median discount of around 3 per cent during negotiations, compared with a national average of 6–7 per cent.
This efficiency particularly benefits properties that are listed at the right price from the outset. A property that is overpriced risks losing its appeal within the first 30–60 days, which makes negotiations more difficult and hinders achieving the best possible result.
It is also crucial to carry out a detailed technical, town planning and land registry analysis of the property prior to the sale, to verify its compliance with regulations and identify any potential issues in advance. Addressing these aspects early on helps avoid problems in subsequent stages of the sale and delays to the sales process.
SERVIGO REAL ESTATE’S PERSPECTIVE
We have over 25 years' experience operating in the property market in Milan and the surrounding area. Experience has taught us that a successful sale stems from thorough preliminary analysis, including assessing the property, determining its true value, identifying the potential buyer, and correctly positioning it on the market. We then develop a targeted sales strategy with one clear objective: to achieve the best possible result while minimising unforeseen issues and avoiding unnecessary delays.
