Landlords advised not to accept first offer when selling properties

Landlords advised not to accept first offer when selling properties

New data from PropTech firm Alto reveals landlords who sell their properties often miss out on higher prices by accepting the first offer. Analysis shows multiple offers typically lead to significantly better sale prices.

Research by Alto, covering nearly 300,000 homes and over 900,000 offers between September 2025 and August 2026, indicates that landlords and other property sellers frequently achieve better outcomes by waiting beyond the initial offer. The study found that on properties attracting multiple offers, the final agreed sale price was typically £6,000 higher than the first offer. This premium increased to around £10,000 for properties with four or more competing bids.

Alto’s data shows that 54.8% of sellers accepted an offer higher than the first one received, while 69% of properties attracted interest from more than one potential buyer. The typical property received two offers, but 31% received only one. The analysis also highlights that properties usually underwent seven viewings over approximately seven weeks before an offer was accepted, with 34% requiring more than ten viewings.

Alto’s findings on offer patterns and sale timelines

The PropTech firm emphasises that the first offer is rarely the best and quantifies the typical financial difference sellers might expect by waiting for further interest. However, Alto also cautions against holding out indefinitely, noting that a third of sellers receive only one offer. The firm advises that pricing the property correctly from the outset is crucial to attracting multiple buyers and achieving a better sale price.

An Alto spokesperson explained that early market activity is a key indicator. If a property has no viewings booked within two weeks, sellers should discuss pricing strategies with their agents rather than waiting months before considering a price reduction. The data suggests that seven viewings and seven weeks is a reasonable timeframe to expect before receiving an offer.

This insight is particularly relevant for landlords considering selling rental properties in the current market. Accepting the first offer may seem expedient but could result in leaving significant value on the table. The research underscores the importance of marketing strategy and pricing to generate competitive interest and maximise sale proceeds.

Contextualising the research for UK landlords

For landlords, selling a property is often a complex decision influenced by market conditions, tax considerations, and portfolio management goals. The Alto data provides empirical evidence supporting a more measured approach to accepting offers. It aligns with longstanding advice in the property sector that patience and strategic pricing can enhance sale outcomes.

In the UK rental sector, landlords may be motivated to sell due to regulatory changes, tax shifts, or personal financial planning. Understanding the typical offer dynamics and sale timelines can help landlords set realistic expectations and avoid rushed decisions that reduce capital gains.

Moreover, the findings highlight the value of professional letting and estate agents who can manage viewings effectively and negotiate to secure the best possible price. The data also suggests that landlords should be wary of accepting early offers without gauging wider market interest, especially in areas where demand remains strong.

Practical implications for landlords and letting agents

Landlords planning to sell should ensure their property is priced to attract multiple viewings and offers within the first few weeks on the market. Engaging an experienced agent who understands local demand and can advise on competitive pricing is essential.

Letting agents working with landlords can use this data to guide clients away from accepting the first offer unless it is clearly the best available. Agents should monitor viewing activity closely and report promptly if interest is lacking, enabling timely pricing reviews.

For landlords managing small portfolios, this research reinforces the importance of timing and market positioning. Selling under pressure or without sufficient market exposure risks lower sale proceeds, which can impact future investment capacity.

Remaining uncertainties and what to watch

While Alto’s analysis provides valuable market insight, it is based on offers and sales data up to August 2026 and may not fully reflect future market shifts. Economic factors, interest rates, and legislative changes affecting landlords could influence buyer behaviour and offer patterns going forward.

Landlords should remain alert to changes in property taxation, rental regulation, and market demand that might affect the timing and pricing of sales. The balance between achieving a higher price and the costs or risks of longer marketing periods will vary by individual circumstances.

Additionally, the research does not specify differences across regions or property types, which could be significant. Landlords should seek tailored advice relevant to their local market and property portfolio.

Considerations for landlords preparing to sell

• Review current market conditions and recent comparable sales to set an appropriate asking price that encourages multiple offers.
• Work closely with letting or estate agents to monitor viewing activity and buyer interest during the first weeks on the market.
• Avoid accepting the first offer without assessing whether further interest is likely to generate higher bids.
• Plan for a typical marketing period of around seven weeks and multiple viewings to maximise sale price potential.
• Stay informed about regulatory and tax changes that may impact the timing and financial outcomes of property sales.

Supporting landlords with compliance and property management

The Landlord Association (TLA) offers membership resources that can assist landlords preparing to sell rental properties. TLA’s compliance materials help landlords maintain accurate records of property condition, tenancy agreements, and safety certificates, all of which support a smooth sale process.

TLA’s new property management and compliance platform, ORBIT, currently in BETA testing, is designed to help landlords organise portfolios, manage documents, and record key actions such as repairs and inspections. Although ORBIT’s full capabilities are still developing, it offers tools relevant to preparing properties for sale, ensuring documentation is up to date and easily accessible.

Membership also provides access to practical guidance on tenancy law, possession procedures, and regulatory developments, helping landlords understand their obligations during the sales process. Letting agents can similarly benefit from TLA’s resources to advise clients and manage property transitions effectively.

Exploring TLA membership or ORBIT BETA access can support landlords in maintaining compliance and preparing for sales with confidence.

Looking ahead, landlords should continue to monitor market trends and regulatory changes that may influence property values and sale strategies. Staying informed and patient can help landlords optimise returns when selling rental properties.

Sources: Landlord Today