Pricing where comparables are thin
Standard comparable analysis degrades badly at the top of the market. Trophy assets are scarce, frequently traded off-market, and differentiated by features that never appear in transaction records - light, ceiling height, exposure, line, floor, and the specific character of the building.
Pricing them means adjusting for attributes the data does not capture, and being explicit about the uncertainty rather than hiding it behind a single number.
Off-market deals deserve more scrutiny, not less
Off-market is often presented as an advantage. Sometimes it is. It also means no competitive price discovery, which puts the entire burden of valuation on your own analysis.
The useful question is whether the discount being implied is actually there.
Hold, sell, or reposition
For an owner the question is rarely just what it would sell for. It is whether to sell now, hold through a cycle, renovate first, or convert the use. Each path carries a different cost, timeline and tax consequence.
Modelling the alternatives side by side means the decision gets made against a comparison rather than a single option.
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