Don’t make these common mistakes when selling land

Selling land isn’t as simple as putting up a “For Sale” sign and waiting for offers to roll in. It’s different to selling a house, there’s isn’t a cosy kitchen or well-furnished living room to draw in buyers. Instead, you are selling potential. Which is why if you don’t go about it in the right way, you may end up waiting longer than you should for the right buyer.  

Truthfully, a lot of people make the same mistakes when selling land. These mistakes can be costly, time-consuming, and, worst of all, completely avoidable. There’s no official “how-to” guide on every mistake landowners have made when selling. Instead, we have collated some of the most common mishaps that you may want to steer clear from.  

Before we dive in, it’s important to consider how evolving legislation, tax implications, and other legal factors can impact your land sale. Our Plotting the Future report explores these changes in depth, outlining key takeaways that can help landowners navigate the selling process more smoothly.

Whether you’re selling a small plot, dividing a larger piece of land, or inheriting land that you’re looking to sell, keep reading - these tips could help you sell faster and find the right buyer for you.

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1. Pricing it wrong: how to set the right price when selling land.

Land pricing can be tricky, especially if you’re unfamiliar with land referencing, valuation and appraisal methods. Factors like location and accessibility make a huge difference. Pricing it too high can mean buyers might not enquire. Pricing it too low means you could lose out on thousands.

Instead:

• Work with a professional land referencer to get an accurate valuation. They can assess key factors that influence price, such as access points, planning constraints, and utility availability – these are critical aspects that high-intent buyers will be evaluating too.  

• Stay flexible - if you’re not getting any interest, considering adjusting your price to attract the right buyer may be beneficial.

Pricing correctly from the beginning will make the selling process smoother and more profitable.

2. Poor marketing: how to make your land more attractive to buyers.

Selling land is selling a vision. Buyers need to see the potential, whether that’s a developer, self-builder or farmer in agriculture, and if your listing is missing key details, they may scroll past it. Unlike houses, where buyers can imagine themselves in a fully furnished space, land requires a little bit of creativity. Strong marketing can make all the difference.  

When marketing:

• Highlight key selling points - Does your land have road access? Are there utilities nearby? Is there development potential? Generally, the more initial detail the better, this helps buyers focus their search meaning you only get interest from those who have a high intention.

• Advertise in the right places - Listing on multiple platforms can expand your reach, but for the best results, choose sites and partners that align with your target market.

• Consider expert support - The land sector has an intricate network of agents who understand the ins and outs of land sales. Working with these experts can provide key insights and guidance to ensure your listing stands out and attracts serious buyers.

Marketing is key. The better you present your land, the more interest you’ll generate. Utilising tools like the Planning Portal and specialist services like Land Match can enhance your reach and improve your chances of securing the right buyer.

3. Underestimating the value of your land: key factors buyers look for.

Land isn’t just about size. Development potential, and demand all play a role in its value. Yet, many sellers overlook how restrictions or future land use plans can impact desirability, leading them to misjudge their property's true potential.

Instead:

• Market trends - research similar plots in your area are selling for to understand demand.  

• Location advantages - proximity to developments, road access, and infrastructure can boost appeal. Our partnership with Community AI provides valuable insights into local land opportunities and trends.

• Professional valuation - consulting an expert ensures you highlight key selling points. Recent changes in planning laws, land sales, and inheritance rules could impact your options, so staying informed ensures you make the best decision for your land.

Knowing what your land is truly worth helps you set the right price and attract the right buyers. With recent updates in the MIR on housing targets, demand for land is shifting regionally creating new opportunities for sellers, especially those with planning permission in key areas. Understanding these trends can help you position your land more effectively in the market.

4. Unexpected legal issues: tips to avoid delays and ensure a smoother sale.

Nothing slows down a land sale faster than legal issues. If your land has unclear ownership - buyers may hesitate or worse, walk away.  

To avoid this:

• Check your Local Council planning policies before listing. Can your land be used for residential, commercial, or agricultural purposes? Consulting an expert planner can help you navigate any restrictions and uncover potential opportunities.

• Work with a land referencer. This can clear up any legal uncertainties, such as boundary disputes, rights of way, or historical ownership issues. They can also help ensure your land records align with official documentation, preventing delays in the selling process.

Ensuring all legalities are sorted early makes the selling process much smoother.  

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One of the biggest challenges is understanding that land buyers are different from home buyers. They’re looking for possibilities, not just what’s in front of them. That means you need to paint the picture for them - whether that’s highlighting development opportunities, showcasing the land’s best features, or ensuring all the legal are clear from the start.

Preparation is everything. Rushing into a sale without doing your research can lead to pricing mistakes, legal hiccups, and wasted time. Taking the extra steps, getting an accurate valuation, ensuring your paperwork is in order, and marketing your land effectively, can mean the difference between a longer process and a smooth, successful sale.

At the end of the day, the goal is to sell to the right buyer at the right price, without unnecessary stress. So, take your time, avoid these common pitfalls, and make sure you’re giving your land the best possible chance to sell. You’ll thank yourself later!

To make the selling process smoother, check out these low-cost and free resources:

• Planning Portal - get expert guidance on land use, and development potential.

• Land Registry - verify ownership details, boundary records, and historical land transactions.

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