Steps to Take When Selling Farm Land

Selling farm land is no small task. It requires careful planning, a deep understanding of the market, excellent marketing and a good deal of patience. With the right guidance, selling your farm land can be a good financial decision. It’s an opportunity to sell your land and pass on a piece of rural paradise to someone who will appreciate it as much as you do, as well as free up funds for other investments or beneficiary funding.  We’ll walk you through the steps to take when selling farm land, from understanding the local real estate market to marketing the property to closing the sale. Whether you’re an outdoor land blogger looking for engaging content, or a farm and ranch owner considering selling your land, this guide is for you.

Understanding the Local Farm Real Estate Market

Before you hire a land agent and put up that “For Sale” sign, it’s key to understand your local farm real estate market. Each region comes with its own set of dynamics influenced by everything from economic trends and land values to local agricultural policies. Start by researching available properties for sale nearby or recent sales in your area with a licensed agent. Look at comparable properties to get a sense of what’s selling and at what price. This will help you gauge market demand and set realistic expectations. Consulting with real estate agents specializing in farm land can provide invaluable insights. They know the local market inside out and can alert you to any emerging trends or potential challenges in your area.

Analyzing Current Market Trends

The farm land market is always shifting. Staying on top of current trends will help you make informed decisions. Pay attention to factors such as crop prices, input costs, interest rates, and farming subsidies, as these can significantly influence land values. Market reports from agents and real estate publications often highlight key trends. Keep an eye on these resources to see where the market is headed. Are prices rising or falling? Is demand increasing or waning? By understanding these dynamics, you can better position your property to attract the right buyers at the right time.

The Best Time to Sell: Seasonal and Economic Considerations

Timing your sale can make a big difference in the outcome. Farm land can be more attractive during certain seasons or economic conditions. For example, springtime or summer might offer freshly planted crops or lush, green fields, making the land more visually appealing in marketing and showings. Economic factors like rural land interest rates and government policies also play a crucial role. Selling when rates are low might attract more buyers, while supportive agricultural policies can boost land values. Careful analysis of these factors will help you determine the optimum time to list your farm land, ensuring you reach potential buyers ready to make a purchase.

Preparing Your Land for Sale

Getting your land ready for sale is about first impressions. A well-maintained property attracts more buyers and can command a better price. Start with a thorough clean-up. Remove any debris or unwanted items. Tidy up fence lines and access roads. A neat appearance suggests that the land has been well cared for. Give lease notice or termination to any tenants you have that you are preparing to sell. Consider making improvements. Repair any damaged structures or infrastructure. Clean the farm yard, ensure clear property boundaries, and enhance the land’s “curb appeal”. These steps can significantly impact a buyer’s perception and willingness to pay top dollar.

Clean-Up and Land Improvements

The state of your land speaks volumes. Begin by walking the property to identify areas needing attention. Cut back overgrown areas and ensure paths are clear. This not only improves aesthetics but also makes the land easily navigable for potential agents and buyers. Consider minor improvements that make a big difference. Fixing leaky irrigation systems or restoring worn-out buildings can increase value. Enhancements can have a positive impact on both the sale price and buyer interest. Talk with a real estate agent about the costs of repair compared to the value in a sale.

Establishing Fair Market Value

Setting the right price is crucial. An accurate assessment prevents your land from sitting on the market too long or undervaluing your property. To do this, talk with a Hayden Outdoors agent to get a Comparative Market Analysis (CMA), or possibly have an appraisal done by a professional familiar with farm land (Appraisal costs vary depending on your farm size). Consider all potential income sources from the land, like crop production, hunting leases or rental income. What values can be put on soil types, rainfall, water rights and mineral rights? These details can affect your asking price. A fair valuation, backed by data, is convincing when negotiating with buyers.

Hiring the Right Professionals

Successfully selling farm land often requires a team of experts. Navigating this complex process is easier with skilled professionals by your side. They offer valuable insights and ensure you cover all bases. Start with a real estate agent who specializes in farm land. Their experience in rural property sales is invaluable. They’ll assist in marketing, pricing, and negotiating, specifically tailored to land sales. Don’t overlook the importance of legal and financial advisors. They safeguard against potential pitfalls. They help you comprehend the tax implications and legal requirements involved, ensuring a smooth transaction.

The Role of a Specialized Farm Land Agent

An agent experienced in farm land sales is crucial. They understand the nuances of the rural market and modern marketing; gone are the days of a property sign and local newspaper ad to sell your farm. Their knowledge helps attract the right buyers nationally and determines realistic pricing. Their network can uncover buyers you might miss. By leveraging their expertise, you increase the chances of a successful and timely sale.

Legal and Tax Implications: Seeking Expert Advice

The legal side of selling land can be daunting. Hiring an attorney who knows farm real estate law is wise. They navigate contracts, easements, leases, 1031 exchanges, trusts and settlement, ensuring everything is in order. Tax implications can be complex. A knowledgeable accountant can advise on capital gains, agricultural tax breaks, and other financial matters. This guidance optimizes your sale results, reducing unexpected tax burdens. A good Title company can ensure that the deed and title work are accurate and on time, which is critical to a real estate transaction.

Marketing Your Farm Land

Marketing farm land requires a unique approach. Unlike typical real estate, farm land offers specific features that appeal to niche buyers. Emphasizing these can be your key to success. Start by identifying the unique attributes of your property. Features such as fertile soil, water rights, crop production, or proximity to markets can enhance the appeal. These aspects form the core of your marketing strategy. Don’t underestimate the power of a strategic marketing plan from a land broker. This includes eye-catching listings, harnessing traditional and digital ad platforms, local, regional and national marketing, and the traditional referral approach. Together, these efforts can effectively reach potential buyers.

Crafting a Compelling Listing

A well-crafted listing description and presentation can captivate potential buyers. Hayden Outdoors agents will highlight the land’s features and potential uses in a clear manner. Quality agents use precise and thorough language to describe things like acreage, terrain, and existing infrastructure. Excellent photos and video are crucial. High-quality images and videos showcase the land’s beauty and functionality. Let them tell a story that words alone cannot convey, drawing in interested buyers ready to explore further.

Utilizing Online Platforms and Social Media

The digital age presents numerous opportunities for selling farm land. Online platforms broaden your reach, connecting with buyers far and wide. Only the most successful real estate firms use a variety of marketing channels to advertise real estate. From traditional real estate websites to specialized farm land forums, every option is valuable. Social media adds another dimension. Platforms like Facebook and Instagram can showcase your land’s visual appeal. Engaging posts and ads increase visibility, reaching communities interested in rural properties.

Showings for Potential Buyers

Inviting prospective buyers for a property tour is a powerful tool used by agents to bring qualified buyers to see the property. It provides them with a tangible sense of the land’s potential and assets. Walking through the fields often tells more than any listing could. Prepare the property to look its best. Ensure paths are clear and views are unobstructed. During the tour, the agents will discuss insights about the land’s history, functionality, profitability and future potential, making a lasting impression.

Navigating Offers and Negotiations

Once your land attracts attention, offers may start rolling in from buyers to your agent. This stage is where negotiations begin, a critical phase that can dramatically affect your final outcome. Strategic thinking and patience are your allies here. Each offer can vary significantly. Factors such as buyer contingencies, financing terms, and timelines can play a crucial role in negotiations. It’s wise to weigh these factors carefully against your priorities. Being open to negotiations ensures you don’t close off potential deals. Flexibility often leads to a satisfying middle ground. Let our qualified real estate agents handle your communication with potential buyers or buyer agents. Keep calm, remain professional, and always aim for a solution that feels fair to both sides. Buyers are normally not trying to insult you with lower offers, they are trying to inquire about below market opportunities and testing your motivation levels. Would you do the same?

Handling Multiple Offers and Terms of Sale

Receiving multiple offers can be both exciting and overwhelming. It’s essential to assess each on its own merits. Don’t just look at the price; consider terms such as inspection periods and closing dates too. This process benefits from a thoughtful, methodical approach. Rank the offers based on your goals and the overall package they present. Communicate clearly with your agent to relay comments and responses to potential buyers, keeping them informed and engaged.

The Importance of Due Diligence

Due diligence protects both the buyer and seller. It involves confirming all facts and conditions related to the property. Skipping this step can lead to unwelcome surprises later in the process. Keeping you on track and on time is a real estate agent’s job. We encourage prospective buyers to conduct inspections and surveys. This transparency builds trust and can streamline negotiations. Being thorough ensures a smoother closing process and peace of mind for everyone involved.

Closing the Sale

Reaching the closing stage is an exciting milestone in selling farm land. This phase involves finalizing the sale and ensuring all legalities are in place. It’s essential to be thorough and detail-oriented as you approach this conclusion. Documentation is key during the closing process. You’ll need to gather all necessary paperwork and prepare for the transfer of ownership. This includes signing agreements and verifying that all contingencies have been met. Communication with your agent and the buyers remains crucial. Clear dialogue ensures that any last-minute questions or concerns can be addressed swiftly. A smooth closing is the product of careful planning and professional handling.

Preparing for Closing: Documentation and Ownership Transfer

The preparation for closing involves assembling a comprehensive set of documents by your agent and a title company, and possibly an attorney. Essential paperwork includes the purchase agreement, title deeds, title insurance policy, lease documents, and any other legal contracts. Having these in order ensures a seamless transfer of ownership. During this period, confirm with your agent that all financial requirements are met, including escrow deposits and loan approvals, if applicable. Proper preparation mitigates delays and ensures that both parties can proceed confidently.

Post-Sale Considerations and Responsibilities

After the sale concludes, several responsibilities could remain for the seller. These may include farming existing crops when mature, which is very common in farm land sales.  ]Additionally, reflect on the sale process to gather insights for future endeavors. Whether it’s feedback from buyers or lessons learned during negotiations, these takeaways provide valuable experience for your next venture.

Personal Anecdotes and Case Studies

Selling farm land is often more than just a business transaction. For many, it’s an emotional journey filled with memories and deep-rooted connections. Personal stories can offer valuable insights into this multifaceted process. Consider the tale of a family who decided to sell their ancestral land. They faced both bittersweet emotions and the challenge of finding the right buyer who appreciated the property’s history. Their journey included tearful goodbyes but also hopeful new beginnings. These stories illustrate the blend of practical steps and emotional transitions involved. Through shared experiences, sellers can find guidance and reassurance, knowing they’re not alone in their journey.

Emotional Aspects of Selling Family-Owned Land

Letting go of family-owned land can tug at the heartstrings. It often holds generations of memories and life stories. Embracing these emotions is a natural part of the process. One must reconcile nostalgia with the practicalities of sale. Balancing these emotions can help ease the transition and open a new chapter with a sense of closure and respect for what was.

Success Stories: Learning from Others

Success stories can serve as powerful motivators. One farm owner sold land while maximizing value by smartly highlighting its potential for organic farming. The family’s planning and strategic approach made it a lucrative venture. Another example involves a seller who transformed an underused property into a sought-after retreat spot. Understanding market trends and leveraging unique features led to an impressive sale. Learning from these stories can inspire innovative thinking and effective strategies.

Conclusion and Checklist

Selling farm land involves careful planning and strategic steps. Each stage, from understanding market trends to closing, plays a crucial role in achieving a successful sale. Emotions, too, weave through the journey, adding depth to the process. Having a checklist can help streamline actions and maintain focus. It ensures nothing is overlooked during this complex and rewarding venture.

Here’s a handy checklist to guide you:

• Research local market trends 
• Determine the best time to sell
• Prepare land with necessary improvements
• Hire specialized professionals
• Create compelling marketing materials
• Engage potential buyers through tours
• Navigate offers with diligence
• Plan for closing documentation

By ticking off each item, you can confidently move towards a satisfying sale experience.

Preparing a Rural Property for a Showing

Hayden Outdoors real estate broker Pat Doyle speaks the language of rural properties fluently, mainly because he’s spent most of his life on them. First growing up on the shores of a rural lake in Michigan where he and his three brothers would go straight from school to the wilds beyond, exploring until sundown. Then onto Northern Colorado when he took a position with Hayden Outdoors. He and his wife raised their two children in Middle Tennessee, a state he opened for Hayden Outdoors in 2020.

Pat is an ideal person to talk to about preparing your rural property for a showing because he’s so familiar with what it takes to make one great, and avoid common obstacles in the process. As he puts it, those sunrises spent hunting, fishing, and exploring – and the sunsets spent doing the same – helped create his love affair with the great outdoors. Pat recently answered some questions about some great ways to prepare a rural property for showing.

Our Interview with Pat Doyle

How can a seller effectively highlight the unique benefits of living in a rural location to prospective buyers?

Pat likes to work in partnership with the seller, highlighting what he knows most buyers are looking for: privacy, open space, seclusion, peace and quiet, and non-restrictive HOAs. Sometimes these aspects of a rural property are obvious, and other times, they’re less so. Pat has a keen eye for what makes a property particularly unique in a rural setting.

What are the most important outdoor areas to focus on when preparing a rural property for a showing?

Pat continually goes back to one of his golden rules when it comes to preparing a rural property for showing: “You never get a second chance to make a first impression.” To this end, he emphasizes the importance of making sure the entrance is in great shape. The entrance can be a driveway, a gate, an archway, or a fenceline. Regardless, it needs to be in good condition. “I love a gated property for this reason. It oozes privacy and premium. It doesn’t always have to be a big, crazy entrance, but even a gate with a keypad or clicker can add an extra dose of quality and charm.”

Once inside the entrance to the property, Pat works with sellers to prepare the surrounding grounds. This means a nicely manicured, mowed, and trimmed entrance area, whether it’s 100-feet wide or 400-feet wide. Driveways should be well graveled or paved. The main point is to make sure the property is in its absolute best light. “Oftentimes, a buyer gets hooked before we even get into the house.”

How can I enhance the curb appeal of a rural property, especially with larger plots of land?

Pat points to three main features that can really enhance a rural property, and discusses certain ways to emphasize those features in attention-grabbing ways.

Water

“I love having a water feature in a pond, such as a fountain. It keeps the water looking fresh and inhibits algae growth. It not only looks better, but it also feels richer and more luxurious. If you walk by, you can even get a mist from it – sights, sounds, smells!”

If the pond is the right water quality and depth, Pat also recommends stocking it with fish if it isn’t already. “Even if it’s just suited for kids, it’s a really nice touch to be able to tie in some fishing recreation.”

Pasture

If the grasses are starting to grow before a needed cut, explain to potential buyers the cut, rake, bale, and cadence of growing hay, and use it as an opportunity to talk about revenue opportunities on the land.

Trees

Generally there are plenty of trees on a large rural property. Make sure all branches are picked up and any trails are nicely maintained. If you’re lucky enough to work with Pat, he’s happy to come help you. “I love being on the land. Growing up, my dad would tell us to leave something better than you found it. I take that to heart when I prepare and sell a property.”

How can you address any outbuildings or additional structures on the property?

When it comes to outbuildings on a property, Pat likes to prepare. He wants to know the sizes, features, materials, and end uses. “I want to become very knowledgeable on the outbuildings and what the current uses and potential uses are. Remember, some of these buyers are coming into this environment for the first time. I like to provide them solid guidance.” When preparing these buildings for the seller, it’s no different than getting the main house ready. Pay similar care and attention to repairing, cleaning, and staging.

What are some effective ways to showcase the natural features of the land during a showing?

As part of his rural property prep, Pat shows up to showings very prepared to educate buyers on the lay of the land. He likes to bring a large vinyl map that shows the entirety of the property and dovetail this with real-time GPS movement on his iPad as he moves clients through the area. This helps orient buyers and lets Pat familiarize them with the expansiveness of a large piece of property.

What are the best ways to prepare any residences on the property?

“We want everything to stand tall. We want to make sure we work with the seller to formulate a plan and hammer home those great first impressions.” Pat offers a few things to keep in mind:

Cleanliness

Make sure the property is clean and every detail is taken care of. This especially includes cleaning windows to ensure nothing distracts from natural vistas and beauty. “Premium rural properties reside in amazingly beautiful settings. The goal is to make it feel as though you’re bringing the outdoors in.”

Views

Pat likes to walk through and make sure that there isn’t anything obstructing beautiful views. “We want it to look fresh. Any money-shot views need to be clean and accessible from the outside, but also from the inside. We want to avoid a tractor sitting right in the middle of the view.”

Closets

According to Pat, these can actually be a big deal. Spend time cleaning and organizing closets so they don’t become a distraction for buyers walking through the house. In other words, declutter so a buyer can properly visualize the space.

How can I manage wildlife/animal encounters or rural pests during showings?

Horses and cattle should be out in pastures. If possible, consider having someone watch your dog, or at least put the dog outside while people are exploring the property. While it’s rare, buyers can come in contact with wildlife during a showing. “If you’re venturing out into the property, I would suggest going during low-activity times for animals, typically mid-day.” If you’re showing property known for bear activity, carry bear spray with you. It’s a very rare occurrence, but better safe than sorry.

Should I provide any additional information or materials about local amenities or community features?

Amenities are an important aspect of a sale, even for those looking to get far, far away. People still need access to a grocery story, medical care, and community. Pat likes to do his research and break amenities into two categories for rural properties:

1. Close: This doesn’t always mean you’ll have easy access to amenities, but Pat notes that including a list of possibilities within a 10- or 20-minute drive is helpful. Learn in which school system your property is located.
2. A Little Farther: Rural properties might have relatively easy access to small shops, local medical clinics, and a single restaurant, but not far down the road, they can maybe access larger infrastructure, such as a major hospital, big box stores, and chain restaurants. Pat recommends making a brochure of amenities for buyers.

What are some common misconceptions or concerns that buyers have about purchasing rural properties, and how can I address them during showings?

Most commonly, Pat notes access to utilities and high speed internet as things people can tend to overlook. “I like to make sure I’ve done my homework on utilities, specifically the internet. Most of the time these days, if there’s power to the property, high speed internet fiber is probably already in place. If it’s a remote location and the internet is not available, internet satellite options like Starlink have come a long way in the past few years.”

It’s also essential to understand water rights and availability on the property. The same goes for soils, making sure they’re conducive to septic systems. And then of course, talk with your real estate professional about financing options available for rural properties.

How can a real estate professional help you navigate the process of buying and selling rural property?

“Knowledge is really key,” says Pat. It’s where the importance of a real estate professional helps with the entire process – understanding existing deeds, encroachments, boundary surveys, and zoning restrictions.

Pat sums it up this way when working with people to buy and sell rural property, “We are very familiar with their ‘loves’ of the property because we share those loves. We live and breathe rural, which means we can guide buyers in the particulars of what they need. Because this is our specialty, our enthusiasm for the land is contagious.”