Landowner Resource Guide

A simple guide to selling land with confidence

The Right Timing

Land sales often follow seasonal trends. Farmers make purchase decisions around planting and harvest, while investors and recreational buyers become active in late summer and fall. Knowing when buyers are most motivated can help your property attract stronger interest and better offers.

Effective Marketing

Successful sales start with presentation. Professional photos, aerial drone footage, aerials maps, soil maps, and wide online exposure help your property reach the largest pool of buyers. Whether listed traditionally or offered at auction, strong marketing creates competition and builds value.

Choosing the Best Sale Method

Every property is unique. Some sellers benefit from the certainty and speed of an auction, while others prefer the flexibility of a traditional listing. The key is selecting the method that matches your goals, your timeline, and your property’s features.

Work With the Right Professionals

The process of selling land is different from selling a home. Experienced land specialists understand soil types, FSA records, hunting value, yield history, and return on investment. They often have a large database of qualified land buyers who are ready to act. Having the right agent, and title company on your side makes the process smoother and protects you from costly mistakes.

Mistakes to Avoid

• Skipping due diligence. Clear titles, surveys, and boundary checks prevent last-minute problems.

• Poor presentation. Rough access, or incomplete details can discourage buyers.

• Unrealistic expectations. Pricing far above market or setting terms that limit buyers can stall momentum.

• Insufficient marketing. Relying only on a sign or local advertising can leave money on the table.

• Accepting the first offer too quickly. Stronger buyers may still be in the market if you give the property proper exposure.

• Overlooking income opportunities. Not highlighting farm leases, CRP payments, or hunting income can lower perceived value.

• Failure to communicate. Sellers who delay responding to buyers or agents can create doubt and lose momentum.

Highlight Hidden Features

I mean important aspects of a property that don’t stand out at first glance, or might not even be visible, but can significantly impact value. If sellers don’t point them out, buyers may overlook them. Examples:

• Hunting and wildlife habitat that isn’t obvious when you just drive by.

• Tile drainage or irrigation systems underground that improve productivity but aren’t visible without explanation.

• Timber value or marketable trees that need to be pointed out by a professional.

• Soil improvements like lime, fertilizer, or cover crops that improve fertility.

• Water sources such as springs, ponds, or creeks hidden in timbered areas.

• Conservation programs (like CRP) or income-producing contracts that aren’t obvious on the land itself.

Final Thought

Selling land is a major decision. With the right timing, professional marketing, the right sale method, and the right professionals working for you, you can maximize value and make the process smooth from start to finish. If you are considering selling, our team is here to provide guidance tailored to your property.