The first offer is often the fastest. Rarely the best.
When inheritance tax has to be paid, it is tempting to accept the first offer. It is often the most costly decision of all. Between selling fast and selling well, there is a path, provided you know where value is lost.
The pressure of the calendar
Inheritance tax is due when the return is filed, within six months of the death. After that, late-payment interest of 0.20% per month applies. Payment in instalments is possible, over one or three years depending on the make-up of the estate, subject to guarantees and interest of 2% for requests made in 2026.
On top of this deadline come the costs of an empty property: property tax, insurance, minimum heating, garden upkeep. And, in the towns concerned, the tax on vacant homes for a property unoccupied for more than a year. Every month counts, and the heirs know it.
Where value is lost
An inherited property rarely sells badly because of the market. It sells badly because it is presented as it was left: furniture, papers, shutters closed, garden overgrown. The buyer does not see a house, they see a building site, and they price it generously.
It also sells badly because its price was set without method: too high at first, then cut in a hurry, or too low from the outset because a first buyer "pays cash". Both mistakes are costly.
Example with figures: the first offer or a prepared sale
A fictitious case. An inherited house, valued at €300,000 based on comparable sales in the area, is declared at that value in the estate. Two children inherit: about €17,200 in tax to pay.
| First offer received, without preparation | €255,000 |
| Prepared sale, three months later | €295,000 |
| Cost of the three months: late-payment interest and running costs | about €1,500 |
| Difference in favour of the prepared sale | about €38,500 |
Illustrative orders of magnitude: every property and every market is different. But the gap between urgency and preparation almost always exceeds the cost of a few months' wait.
The gap between urgency and preparation almost always exceeds the cost of a few months' wait.
Selling fast does not mean selling to just anyone
Some buyers can sign quickly: investors, professionals, neighbours, buyers whose financing is already in place. They are not all equivalent. Some buy fast because they buy low; others because the property matches their plans exactly. The whole point is to put the property in front of the latter.
The property matches their plans: they pay the fair price and commit quickly.
Fast and reliable, but they build in their margin: their offer must be compared.
Accepted under pressure, without competition.
Preparing does not mean renovating. It means making the property easy to read: emptied, clean, surveys done, documents gathered (title deed, property tax, recent bills). A buyer who understands what they are buying builds less of a safety margin into their offer. A complete file, ready from the first viewing, also shortens the time between the offer and the preliminary sale agreement.
Don't forget the capital gain
For the heirs, the purchase price of the property is the value declared in the estate, plus certain costs. A value understated to reduce the tax can backfire: on resale, the difference becomes a capital gain taxed at 36.2%. A realistic value, based on comparable sales, protects both the estate and the sale. The draft 2027 budget could also change the capital gains allowances: an amendment to that effect, adopted in committee, has yet to be voted.
The mistakes that cost the most
- Waiting until the end of the six months to deal with the sale: preparation starts in the very first weeks.
- Leaving the property as it is: emptying, cleaning and opening the shutters costs little and changes how buyers see it.
- Selling without agreement between heirs: one missing signature blocks everything at the last moment.
- Negotiating alone with a buyer in a hurry: without comparison, there is no way of knowing whether the offer is fair.
If the house has been closed for a long time, see also selling a property that has been closed for a long time, and for family disagreements, four ways out of the deadlock.
Our approach
We work on inherited properties that the conventional market struggles to sell in time: houses to be emptied, large estates, occupied or run-down properties. Our role: set a fair price, find the right buyers and keep to the estate's timetable, in liaison with the notary. Tell us about your situation.
Frequently asked questions
Can an inherited property be sold before the inheritance tax has been paid?
Yes, with the agreement of all the heirs and the certificate of ownership drawn up by the notary. The sale price can then be used to pay the tax.
What value should be declared in the estate?
The real market value on the day of death, based on comparable sales. Undervaluing it exposes the heirs to a tax reassessment and increases the capital gain on resale.
Should works be carried out before selling an inherited property?
Rarely. Emptying, cleaning and making the property ready for viewings is usually enough; major works are left to the buyer, who factors them into their price.
How long does it take to sell an inherited property?
Generally allow three to six months between putting it on the market and the deed, longer for an unusual or run-down property. Hence the value of starting in the very first weeks.
Is a cash buyer worth a price cut?
Not necessarily. They bring security and speed, but their offer must be compared with what the property is really worth.
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