Why timing and preparation matter more than ever in today’s land market
With land values softening and policy changes creating uncertainty, now is not the time to sit back. Sellers who use the winter lull to prepare their farms and estates can gain a crucial edge when the market reawakens in spring.
Winter is not the peak season for a flood of farms and land to hit the market.
With no leaves on the trees, fewer daylight hours, and fewer buyers keen to act with Christmas on the horizon, the spring-summer sales buzz is understandably absent.
But for those planning or considering the sale of a rural asset, the colder months are often used as an ideal time to get affairs in order, ready for the New Year.
In 2025, the fundamental question of ‘do we sell now or wait and see?’ is extremely hard to answer.
With inheritance tax changes looming, uncertainty surrounding the future of the Sustainable Farming Incentive (SFI), and consecutive average harvests, many landowners might be inclined to wait it out.
Others may see this uncertainty as the perfect time to accelerate retirement or succession plans, or restructure elements of their estates.
Hot spots and not spots for best values
The recent softening of land values has undoubtedly influenced buyer behaviour. Mounting pressures across the agricultural industry have led to greater caution, with buyers becoming increasingly selective and price-sensitive.
For those considering a sale, this shift need not be a deterrent — but it does make preparation more important than ever. In the current climate, buyers are risk-averse and wary of surprises, so using the quieter winter months to ensure your farm, land or estate is in the best possible condition before launch is a smart move.
“The days of speculative pricing are long gone. There’s a requirement for people to look forward, not backwards, in terms of values,” says Andrew.
A dedicated team of 100 volunteers work alongside 13 members of staff to keep the 2.2acre site running.
“A lot of our volunteers are struggling with their mental or physical health,” shares Gemma. “We’ve had people who worked in high powered jobs before suffering a breakdown – they’re struggling and trying to rebuild. Other people may have a physical injury and they use the farming for exercise. Some people are struggling with isolation or bereavement. We’ve also had young people who just aren’t engaging with school.
Whatever the driver is for a sale, achieving fair market value is the objective.
Accurate valuation incorporates a huge number of factors. These include, but are not limited to, the scale, farm type, condition and location of a property.
Following 17 successive quarters where the average price paid for farmland either rose or remained flat, Carter Jonas’s latest Farmland Market Update – released in October – reports that average arable land values fell 1.5% in the third quarter of 2025.
Pasture values also declined by 1.2%. That leaves current values at £9,556/acre for arable land and £7,806/acre for pasture.
“In areas that are oversaturated with land and farms for sale, we are advising competitive, realistic pricing from the outset and, in some cases, repricing.
No two days are the same, but the Lascelles family travels in just one direction; forwards.
“The days of speculative pricing are long gone. There’s a requirement for people to look forward, not backwards, in terms of values,”
Andrew Chandler
Is it the right time to sell my farm or farmland?
“Over-pricing in the current environment is likely to disadvantage an asset, reducing interest and potentially leading to longer sale times or price reductions later on.
“We’re advising sellers to ensure land and property is properly valued, realistically priced, and brought to the market issue-free to avoid deterring a thinner pool of purchasers.”
The reality is that few farms come to market in perfect order. Many carry the legacy of incomplete paperwork, ageing infrastructure, or unfinished projects. While these factors don’t necessarily prevent a sale, they do require careful management to protect value - particularly in today’s cautious market. Addressing potential complications such as unresolved rights of way, access issues, restrictive covenants, or missing easement agreements before listing can help avoid costly delays and prevent nervous buyers from walking away.
Is it worth resolving issues before selling?
Securing development permissions can also strengthen appeal. Under permitted development rights, Class Q may apply to residential conversion, and Class R to commercial use. While not always transformative, such consents can underline a property’s potential and help it stand out in a competitive market.
How to underline the value of your farm before sale
“If something on your property has been carried out without seeking the appropriate consent, don’t try to gloss over it,” says Andrew. “There are ways around it in order to avoid your selling price taking a hit – namely applying for retrospective consent or taking out an indemnity policy – but transparency is key. Whether you act depends on buyer profile – some will take a view, others want the comfort of paperwork. Disclosing any potential issues up front is advisable, so they don’t lead to nasty surprises during conveyancing.
Andrew Chandler
“If something on your property has been carried out without seeking the appropriate consent, don’t try to gloss over it.”
“If you suspect something like asbestos may be an issue, the solution is to obtain a proper survey and a contractor’s quote. That way you set the narrative, showing buyers the issue is manageable and preventing them from pricing in exaggerated costs. We have seen instances where buyers have reduced their offer by up to £100,000 because of the perceived cost of dismantling and disposal of asbestos from a farm building, only for the seller to be quoted £15,000 for the work.”
Ensuring all paperwork is in order is equally important, particularly where external tenants are concerned. Income from commercial tenants can be highly attractive - but only if it’s secure and well-documented. Informal arrangements without leases or certificates of lawful use are considered ‘soft’ income and are often discounted by buyers.
When the owners of 100 acres of arable and pastureland in Devon decided to sell, they needed help negotiating the surrender of an Agricultural Holdings Act tenancy to enable them to offer the land with vacant possession on completion of the sale.
“We were open with the AHA tenant that the surrender offer made was subject to us finding a buyer at the right price, which we did,” says Jack Mitchell, Carter Jonas Partner in Taunton. “Equally, we were open with the purchaser that the sale was agreed subject to dealing with the tenancy surrender in tandem.”
Securing planning consent prior to listing is another effective way Carter Jonas helps clients maximise the value of their property. Before bringing Coldharbour Farm Barns in Ilminster, Somerset, to market, the team obtained planning permission to convert the buildings into four residential dwellings.
Initially guided at £525,000 across three lots, the site ultimately sold as a whole at auction for £675,000 - a clear demonstration of the impact that strategic preparation can have on sale outcomes.
Taking advice before making a decision
While the land market may be showing signs of caution, it remains resilient.
“With careful preparation through the quieter months, sellers can still position themselves for success when activity picks up,” Andrew says.
“Understanding the value of your property, which factors affect it, and how other similar properties are performing is all part of gaining an understanding of your asset.
“Then, taking the time to resolve any issues that may put buyers off, or underlining the value of your property before bringing it to market can only be viewed as sensible in the current climate.
“The winter months are always a good time to put in the hard yards before the land market comes to life again in the spring.”
“Understanding the value of your property, which factors affect it, and how other similar properties are performing is all part of gaining an understanding of your asset.”
However, it’s worth noting that despite this recent softening, the market continues to operate at historically high levels, says Andrew Chandler, Head of Rural Agency.
Despite recent downward movements, values remain strong, and demand persists for the right property in the right location.
“Some segments of the farmland market remain resilient,” says Andrew. “This is especially true for ‘best-in-class’ assets which remain scarce and can attract national interest, resulting in a divergence in prices.
“Well-positioned, high-quality assets continue to command strong values, while secondary and tertiary land is seeing downward adjustments. Crucially, however, overall market performance is contingent on local factors, with supply and demand dynamics varying widely even at the regional level.”
A similar approach was taken at Bicton House Barns in Shrewsbury, currently being marketed by Carter Jonas.
“The clients wanted to raise capital, so they decided to secure planning consent for their barns prior to selling them,” says Charlene Sussums-Lewis, Associate in Carter Jonas’s Shrewsbury office.
Charlene worked alongside a local conservation architect to secure planning permission for the curtilage-listed barns. The council proved supportive, with conservation officers in Shropshire eager to see listed agricultural buildings such as these brought back into use.
Permission has now been granted for the conversion of two barns into spacious three- and four-bedroom homes, with a guide price of £400,000.
“If we had put them on the market prior to securing listed planning consent they would have been worth a quarter of what they are now, at best,” says Charlene.
