7 Real Estate Marketing Tips For Land Sales

Chris Heller HeadshotChris Heller,April 11, 2022

field of land for saleThere’s nothing like having good real estate that you’re ready to sell for a good price. Even though navigating these waters can be difficult from time to time, you must have a game plan so that you don’t get lowballed. With that being said, here 7 real estate marketing tips to help gain you land sales.


Understanding Your Buyer

With selling a home, there’s already a buyer market in place. Selling land is a bit trickier because there are many variables to deal with that may require some good real estate marketing to help make your pitch stronger. If you’re creating a buyer profile, here are some factors to think about:

  • The type of property you’re selling
  • If the land has been developed
  • Location and market conditions

Not to mention, you have to keep the buyer’s intention in mind. Is the buyer going to get the land to build their new home from scratch, or will he use the property going for a commercial building? Some people like lots that are already developed and others want to have a clean canvas for specific projects.

One of the best ways to market is to find out as much information as possible on the land. If the buyer wants to get a new home, think about the schools, shopping, transit system, and other things that would make a career and family life convenient. If it’s about business, find out the zoning information, foot traffic, and the demographic of the town.

It’s important to do your research so that you’re able to lock in buyers.


Make Sure the Land Is Ready

pexels-alesia-kozik-6027628One of the key elements is to ensure that the land is good to go. When you’re trying to sell any piece of property, you want everything to be presentable. First impressions are everything, so it’s in your best interest to make the land look nice.

You can do simple things like cutting the grass, trimming the shrubs, getting rid of debris, and putting wildflowers on the property to make the land look more appealing. Take good photos of it to help you better market your listing online. These will bring more interest to the land you intend to sell.

It’s also a good idea to survey the land and even mark property boundaries to help give potential buyers more detailed information to help persuade them to purchase the property.


Set a Realistic Price Pointblue sky with green field for sale

Of course, you want to make a profit. However, it’s better to attract more flies with honey than vinegar. When you price too high, it’ll scare buyers away and it’ll take much longer to sell the land.

One of the most important tactics to your real estate marketing is knowing the type of land you have on hand. It may be easier to price things on a developed lot because the scale may be set due to previous sales on those types of land. However, raw land may not have very few sales, so it’s harder to determine the right price.

If the buyer wants to purchase the property to build something like a big building for a business, then you may be able to negotiate a higher price per acre. However, someone that wants to buy a property specifically for a family home may ask for a lower price. Think about what price you have in mind.

Are you selling for financial reasons? Are you holding out for the highest price you can get? You may have to lower your price a bit to sell the property quicker.

Before you do, you need to have an understanding of the land market in the area. Not to mention, who are the people buying land in the area? It’s always good to consult with a real estate agent who deals with land sales to help you make this process easier.


Offer Financing

pexels-pixabay-46160The lending market is still pretty difficult in terms of vacant lots and land. Lots of buyers have problems with financing. It’s important to have a larger pool of buyers to help make things easier to sell.

For the buyers, it’s more appealing to finance because they don’t have to wait for a bank loan officer or underwriter to approve the process. There’s a more flexible down payment option. It’s also providers buyers with an alternative when they’re not able to secure a mortgage.

Sellers benefit from this by being able to sell the property in its current condition. You can get a lump sum payment immediately, which is more likely when an investor goes buy it outright. If the buyer defaults, you can keep down payment, any money paid, and even the title to the house.

By having a quicker process, it’ll be easier to sell the property.


Use Online Listings to Target Your Market

winding country road with green fieldsThere are a lot of ways you can market the land you want to sell. Make sure you find the right forum or site for people who are looking for lots and land.

Find sites that help you market to your target whether it’s residential lots and land or something else. Think about homeowners, investors, developers, and other people who may be interested in what you have to offer.

It’s also not a bad idea to get on social media. They have pages dedicated to people looking to acquire property. Or you can just put a post up and have your friends and family share it. It’s a good way to get exposure.


Your Sign Says It All

rural road with fields Besides “for sale”, you want to have the sign give out key details to help make it more viable.  Part of your real estate marketing is in making an effective sign to attract people as they pass the property. This is particularly important for regions where there is a lot of open acreage and open land available. For example, real estate agents in Texas need to be proactive in placing multiple signs along a property for rent to catch a passerby’s attention. A clean and highly visible sign will stop someone in their tracks to take pictures of the information.

Here are some things you should put on the sign:

                • Acreage and property features
                • Contact information
                • Name of the brokerage

Remember, you want to make it easy for people to contact you and layout the details so they’re more enticed to buy the land.


Speak With the Neighborssunset across green field

Word of mouth is still a good way to advertise your business. While you’re not likely to go to a neighbor and ask them to buy a home, land is a different case. Some neighbors may want some extra land to build something for a relative or just a property to retire on.

Additionally, they may refer someone else to you. They could have a friend looking to purchase land to create their dream home or to start a business. Another advantage is you become familiar with the demographic.

Is the area more of a young and professional environment where there are many entrepreneurs? Is it more of a middle-aged crowd that enjoys stability and just wants a piece of land to share with their family? Connecting with people on a personal level is a good marketing tactic for real estate.

As a real estate agent, it’s important to understand the lay of the land. Find out the market and see what people are in the market to purchase plots of land. By using different methods to attract buyers, you’ll be more successful in making sales.

Chris Heller Headshot

About the Author

Chris Heller brings 27 years of experience in real estate. Chris serves on the AgentAdvice Editorial Board and is the Chief Real Estate Officer at OJO Labs. Chris brings deep expertise having held influential industry positions including CEO of mellohome and former CEO of Keller Williams Realty International.

Last Updated: 5/31/2022