Depends on too many things to give a specific % here...but you always come in lower.
The homes are not usually priced at the lowest amount the bank will accept. The reason is because the agent most times has no idea what the bank will accept. So here is a process we follow that works pretty well...there needs to be an MLS history established...so the price should start higher, or at least as high as the mortgage balance (which of course in some cases is too high...) but start higher so it can be proven there is no demand at the value listed. Systematically lower the price until you get to the point where you can generate a purchase offer within 2 weeks. Every house can get an offer at the right price...even a dump!
Before accepting the offer and moving forward, qualify the buyer...make sure they know to do all their due diligence ahead of making an offer and to not come in at their highest and best price. They will likely need to counter the bank's offer...this is critical for the buyer to understand.
Once the offer is received and the package submitted to the lender, the lender will order the BPO from which the value comes from to negotiate from. At that point, there is many times a percentage less the lender will take off of the BPO value...but again, too many factors to outline without having specific details on the home/seller in question. Email me direct if you need help with this.
Tom Hinz firstname.lastname@example.org www.shortsaletosell.com