A client of mine got two valuations on the same 84-unit garden-style property within three weeks of each other. My broker opinion said $14.2 million. The appraiser said $11.9 million. Same building. Same rent roll. Same week in the market. A $2.3 million gap. He called me genuinely confused: which one is wrong?
The honest answer is that neither was wrong. They were answering different questions, with a different point of view.
What a Broker Opinion of Value actually is
A BOV is a commercial broker’s best read on what your property will trade for in today’s market. It is often free, it is a marketing document, and it lives or dies by how well the broker knows the buyer pool right now and what buyer’s sentiment on the market will be.
- When I put together my last BOV, on a Class B asset, I was not just looking at recent sale comps & cap rates. I was thinking about the three syndicators who had a line of investors, and needed to deploy capital with a unit count goal be year end, the family office that had passed on the last two deals and was getting itchy, and the 1031 buyer who had lost a deal recently and had a tight clock. The number I gave the owner reflected actual demand from real buyers I had spoken to that week.
That is the strength of a BOV. It is also the weakness. Brokers want to win listings, and the easiest way to lose a beauty contest is to come in two million dollars below the broker telling the seller what they want to hear.
There is a well-known phenomenon in this business: brokers who chronically overprice assets to win the assignment, then spend the next six months trying to bring the seller back down to reality.
Investors who have sold more than once, know to ask how the broker arrived at their number, and to listen carefully to whether the answer involves real comps and real buyers, or just enthusiasm.
What an appraisal is, and why it is different
An appraisal is a regulated professional opinion of value performed by a licensed and Certified General Appraiser. For commercial multifamily, you will need a Certified General Appraiser, and the work is governed by USPAP, the Uniform Standards of Professional Appraisal Practice.
An appraisal is typically 80 to 150 pages, takes three to six weeks, and costs anywhere from about $3,500 on a small deal to $15,000 or more on larger or more complex assets.
Unlike a BOV, the appraiser is not trying to win business by handing you the highest possible number. They are trying to produce a defensible opinion that holds up under scrutiny, whether that scrutiny comes from a lender, a court, the IRS, a divorcing spouse, or an angry minority partner.
Because of that scrutiny, an appraisal is usually taking a much more cautious approach then a broker who is focused on the single goal of obtaining the most money possible for the seller.
The appraiser uses three standardized approaches:
- Sales comparison
- Income
- Cost
Then reconciles them into a final value. The methodology is conservative by design.
I worked a deal a couple of years ago where the seller had my BOV at $9 million, accepted an offer at $8.4 million, and the buyer’s lender ordered an appraisal that came back at $7.6 million. The deal nearly died. The buyer had to bring more equity, the seller had to give up some price, and we held the transaction together with a credit and a lot of phone calls.
The BOV was not wrong. The market really was paying that kind of number on similar deals. But the appraiser was looking backward at closed sales from a period when rates were higher, momentum was lower, and the comp set in that specific submarket was thin.
A good broker will do their best to influence the appraisal when under contract, with their information to ensure the appraiser has all the same value info, but sometimes there still remains a gap based on the different opinions.
Both views were defensible. They just answered different questions.
Reconciling
I’ve taken a lot of real estate classes over the years, to obtain a real estate License, Broker license and CCIM certification. What they teach both brokers and appraisers in classes is that real estate value is:
- “What a willing buyer will pay that a willing seller will accept, neither acting under duress with exposure to the open market.” Both sides need a motivation to buy/sell, exposure to competition, and not acting with any undue pressure.
- Both an Appraiser and a Broker will look at the market and make calculations to compare and contrast the other properties that have sold, to the subject property being valued. I like to say it is both a ‘Art’ and a ‘Science’ as both clear facts and well as personal judgement come into play.
Often times Commercial Appraisers call Brokers to gather their intel on the market, and likewise we call Appraisers sometimes to get market feedback & comparable information. Collectively, this market knowledge helps form the art and science of valuation of a property.
- At the end of the day, an Appraisal and a BOV are both a professional’s viewpoint on the market, but answering it from different seats on the train ride of value – one facing forward and the other facing backwards.
So do sellers actually need both?
For most straightforward sales, no. The BOV is what you use to decide whether to sell, who to hire, and what kind of number to expect. The appraisal will happen automatically during the buyer’s due diligence because their lender will require one, which means the seller does not typically pay for or order their own.
There are real exceptions, though, where I tell sellers to spend the money on their own appraisal before going to market.
- The first is when ownership is contested. Partnership disputes, divorces, and estate disagreements all benefit from an independent appraisal that is far more defensible than a broker’s marketing pitch.
- The second is when you are transferring to family members or insiders. The IRS scrutinizes below-market transfers, and an certified appraisal is your defense against gift-tax exposure.
- The third is when the seller is a fiduciary. Trustees, executors, court-appointed receivers, and nonprofit boards often have a legal duty to prove they obtained fair value, and a BOV alone usually does not satisfy that obligation.
- The last is when the property is genuinely unusual. Rural assets, mixed-use buildings, thin comp sets, and complicated value-add stories sometimes benefit from the rigor of a full appraisal before listing, just so you have a defensible floor.
The real deal bottom line
For roughly 90 percent of multifamily sales, the order of operations is simple: get a BOV from a broker you trust, and let the buyer’s lender pay for the appraisal during diligence.
The BOV tells you what the market will pay. The appraisal tells you what a regulator-grade methodology says the asset is worth.
Both are useful. Neither tells you the whole story on its own. Experienced investors learn to read both, weigh them against each other, and make decisions in the gap between them.
Many of the investors we work with appreciate the honest and smart analysis we bring to help them maximize the value of their Multifamily buildings when it is time to sell. If you are looking for the highest, most realistic value on the market, then contact us to get started HERE TODAY.
