Client pressure, does it exist, in which form and what is done to prevent it?

Abstract: The value of real estate is a fundamental part of the economy as it is used both as a collateral for loans as well as a key basis for a company’s annual reports. Today there are more than three million real estates in Sweden, and the market value of these can not be directly observed but have to rather be based on estimates. Thus, it is critical to attain reliable assessment and hire appraisers before making an investment decision or finalising an annual report. However, depending on the purpose and context of a valuation, the client may posses incentives to influence the outcome of the valuation in some direction. Such impact on the valuation of an asset is referred to as “client pressure,” and may come in various forms; expert pressure, information pressure and reward pressure. Does this have a real impact on market values? According to previous scholarly research, both domestic and international, client pressure is an observable phenomenon but its outcome is difficult to accurately assess. The purpose of this thesis is to provide evidence that supports the existence of client pressure within the commercial real estate market in Stockholm, and to establish a framework that may better understand the outcomes that such skewed valuations may lead to. In order to conduct this study, the authors have carried out a number of personal interviews with authorised appraisals, as well as further research into what can be done to prevent client pressure. The results of this study supports the notion that client pressure, primarily that of expert pressure, can be observed in the commercial real estate market in Stockholm. Moreover, what has been accentuated by the interviewed appraisals though is that such pressures do not affect the valuation outcome and that the discussion may actually provide a more accurate valuation as long as the appraisal manages to stay objective. However, several of the appraisals pointed out that they knew of others that have allowed themselves to be influenced. In order to counteract client pressure an authorization has been established by the organization Samhällsbyggarna - a development which has received great support by a large group of appraisals. Ultimately, the research in this study concludes that the best way to counteract client pressure is through knowledge, and our findings lead to the belief that experienced appraisals are willing to help less experienced ones if they are exposed to client pressure.