Conditional Selling in Property: Is It Getting Worse in 2026?
If you’re buying or selling a property, you’ve probably heard the term “conditional selling” before. While it’s been around for years, many buyers are asking whether it’s becoming more common as the property market slows and estate agents fight harder for every transaction.
The short answer? In some parts of the market, yes.
What Is Conditional Selling?
Conditional selling occurs when a buyer is told, either directly or indirectly, that their offer on a property will only be accepted if they use certain services recommended by the estate agent.
This could include:
- Using the agent’s in-house mortgage broker
- Using a specific conveyancer or solicitor
- Selling your existing property through the same agent
- Taking out insurance products through a recommended provider
The issue isn’t that these services are being offered. There’s nothing wrong with an estate agent recommending trusted professionals. The problem arises when buyers feel pressured into using them in order to secure a property.
Conditional selling can affect first-time buyers, home movers and buy-to-let investors during the property purchase process. It most commonly arises when buying a house through an estate agent who also offers mortgage advice and conveyancing services.
Why Does It Happen?
Estate agency margins have been under pressure for years. As transaction levels slow, many firms generate significant income from financial services, conveyancing referrals and other ancillary products.
With the UK economy contracting in April and housing market activity showing signs of softening, businesses across the property sector are looking for ways to maintain revenue. Recent market data suggests buyer demand remains below last year’s levels, while transaction volumes have also weakened.
When fewer homes are changing hands, the temptation to maximise income from each transaction inevitably increases.
Is Conditional Selling More Common in 2026?
In our experience, it’s not necessarily happening more often, but buyers are becoming more aware of it.
The majority of estate agents operate professionally and understand the rules. However, we still regularly hear stories from buyers who feel they must have a conversation with an in-house adviser before their offer is properly considered.
Sometimes this is presented as a “financial qualification” process, which can be perfectly reasonable. Sellers want reassurance that buyers can proceed.
The line gets crossed when buyers are left with the impression that using the recommended mortgage adviser or conveyancer will somehow improve their chances of having an offer accepted.
The reality is that sellers should be choosing the strongest buyer based on price, position and ability to proceed, not on which mortgage broker they decide to use.
Why New Build Developments Are Different
New build properties are often where conditional selling concerns arise most frequently.
Developers typically have commercial relationships with specific mortgage advisers, solicitors and financial service providers. Buyers may be offered incentives such as:
- Deposit contributions
- Free upgrades
- Stamp duty assistance
- Legal fee contributions
In many cases, those incentives are linked to using the developer’s preferred partners.
There’s nothing inherently wrong with this provided buyers are free to choose and understand exactly what they’re agreeing to.
The challenge is that first-time buyers, who make up a significant proportion of the new build market, can sometimes feel they have little choice but to follow the recommended route in order to secure the property.
New build buyers often have questions about whether they must use a developer’s recommended mortgage adviser. While incentives may be offered, buyers should still compare mortgage products and seek independent mortgage advice before committing to a property purchase.
What Are Your Rights As A Buyer?
You are free to choose your own mortgage broker, solicitor and insurance provider.
An estate agent can recommend services and may ask for proof that you’re financially qualified, but they should not make acceptance of an offer conditional on using their associated services.
If you ever feel uncomfortable, ask for any requirements in writing.
In many cases, simply asking the question is enough to clarify whether a genuine qualification process is taking place or whether commercial interests are influencing the conversation.
Our View
The property market in 2026 remains challenging. House price growth has slowed, buyer confidence is mixed and economic uncertainty continues to weigh on sentiment.
That creates pressure across the industry.
Most agents continue to act professionally and put their clients first. However, buyers should remember that they have the right to choose the professionals they work with.
At HTG Mortgages, we regularly help clients who have been told they “need” to speak to an estate agent’s adviser. We’re always happy to work alongside agents, developers and solicitors, but our priority remains the same: providing independent advice and helping clients find the mortgage that best suits their circumstances.
After all, when you’re making one of the biggest financial commitments of your life, the advice should work for you, not for the sales process.
FAQ 1: What is conditional selling in property?
Conditional selling is when a buyer is encouraged or pressured to use a specific mortgage broker, solicitor, or other service provider as part of a property transaction. While estate agents can recommend services, a seller’s decision should be based on the strength of the offer and the buyer’s ability to proceed, not which professionals they choose to use.
FAQ 2: Can an estate agent force me to use their mortgage broker?
No. You are free to choose your own mortgage broker, solicitor, and insurance provider. An estate agent may ask for proof that you can afford the property or invite you to speak with their adviser, but they should not make acceptance of your offer dependent on using their services.
FAQ 3: Is conditional selling common with new build properties?
It can be more common with new build developments because builders often have relationships with preferred mortgage advisers, solicitors, and financial service providers. Buyers may be offered incentives for using these services, but they should always have the freedom to choose their own advisers if they prefer.
FAQ 4: Can I use my own mortgage broker when buying a house?
Yes. You are free to use any mortgage broker you choose when buying a property. While an estate agent may recommend their own adviser or ask for proof that you can afford the property, you are under no obligation to use their mortgage services. Many buyers choose an independent mortgage broker to access a wider range of lenders and mortgage products.
FAQ 5: What are the signs of conditional selling?
Potential signs of conditional selling include being told that your offer will not be presented until you speak with an in-house mortgage adviser, feeling pressured to use a specific solicitor, or being given the impression that using recommended services will improve your chances of securing a property. Buyers should remember that offers should be assessed on their merits, not on which professionals they choose to use.
FAQ 6: Can an estate agent refuse to put forward my offer?
Estate agents are generally required to pass all offers on to the seller promptly unless the seller has given specific instructions otherwise. They may ask for evidence that you are financially able to proceed, such as a mortgage agreement in principle, but they should not refuse to present an offer simply because you choose not to use their associated services.
FAQ 7: Do I need to use a developer’s mortgage adviser on a new build property?
No. New build developers may recommend preferred mortgage advisers, solicitors or conveyancers and sometimes offer incentives for using them. However, buyers are usually free to choose their own professionals. It’s often worth comparing independent mortgage advice with any recommended services before making a decision.
FAQ 8: What should I do if I think conditional selling is taking place?
If you believe you are being pressured into using a particular mortgage broker, solicitor or other service provider, ask for any requirements in writing and request confirmation that your offer has been presented to the seller. Keeping a record of conversations can help clarify whether a legitimate financial qualification process is taking place or whether there may be concerns about conditional selling.
If you’re buying a property and would like independent mortgage advice, our team can help. We provide impartial mortgage guidance for first-time buyers, home movers and buy-to-let investors across the UK.