The importance of deciding when and how to sell your property, and what to do to maximise the value when you do sell, is a priority for Davidson and Robertson’s head of agency, Chris Edmunds.

He said: “Selling your property is done only once, so knowing how well you are positioned in the marketplace and what you can do to improve your chances of a sale is critical.

“Deciding when and how to sell, and who you want to use as an agent, are the first three key issues facing property owners looking to put property on the market.

“Davidson and Robertson is a well-established firm with decades of sales experience and a breadth of knowledge across the rural sector, enabling us to provide some top tips and insights to help maximise your selling opportunity.”

Preparing to sell

Traditionally, properties come onto the market in spring when it’s brighter, greener and the property is looking its best. However, with demand still outstripping supply for rural properties, when you are ready is the most important factor:

1. Decide if you want to sell on the open market to achieve the best deal, or through private sale. Davidson and Robertson sold £10m of property privately in Cumbria alone during 2023.

2. Instruct agents with a proven track record, breadth of experience and local knowledge, and ask them about their list of prospective buyers.

3. Instruct a solicitor at the outset so any issues with the title and boundaries can be rectified before the property goes to market.

4. Speak to an accountant about tax liabilities. How a property is sold can potentially affect the owners’ tax liability.

5. If the property has grazing land and occupiers, formalise grazing agreements to help guarantee vacant possession and improve the saleability of your property.

6. Residential property in Scotland needs a Scottish Home Report. In England and Scotland, residential properties require an Energy Performance Certificate prior to marketing unless exempt.

Choosing your agent

Looking for a down-to-earth, approachable agent with experience, contacts, and local knowledge is important:

1. Choose designated specialists in rural property with a proactive approach, coupled with local, regional, and wider national knowledge, and a wealth of contacts.

2. Choose a knowledgeable team with years of experience in selling and buying a variety of properties including rural land, farms, estates, forestry, planting land, development properties, and new homes.

3. Choose an agent that thinks about wider opportunities – when appraising a property, we also consider how its value could be increased as a result of diversification potential. Having cross-discipline specialists means your agent can look at the scope for developing outbuildings, building on natural capital and carbon as well as renewables and potential for leasing.

4. Choose one that has a strong list of potential buyers – it indicates a good reputation and that buyers have trust in us.

5. A great agent will pull together a well thought out strategy, devised specifically for each property, rather than an off-the-shelf package.

6. Great marketing helps realise your property’s true value – review how your agent creates the material, uses social media, property portals, and advertising to hit your largest targeted audience.

Presenting your property

First impressions count, so making sure your property is ready for your agent, photography, and viewings is crucial to achieving a successful sale and maximising value:

1. The right asking price is a key component, and potentially the most important. The balance is always to price it right to get a good level of interest, encourage viewings, and build on a strong first impression. That’s where choosing the right agent really counts.

2. Decluttering is worth the effort and is essential.

3. Is the drive into the property tidy?

4. Are the hedges, yards, and outside areas well maintained?

5. Are the internal areas of residential properties clean and fresh?

6. Don’t miss out on the gutters – ensure they are clear and look maintained.

7. Do gates swing nicely and is the property easy to access?

8. Photograph when the weather is good (if possible). Professional photography/video makes a massive difference – especially drone footage and walk-through video.

You only have one chance to sell a property, so it’s important to make the most of it. Getting your property ready and choosing the right professionals with expertise, experience, and breadth of knowledge is critical and breadth of knowledge is critical.