The market for rural properties continues to grow as more and more families want to get away from the urban areas. Even in a strong seller’s market, multiple factors can cause a property to sit on the market with little activity.

Pricing – It seems obvious but this is the number one issue which causes properties not to sell. Agents who specialize in selling homes in subdivisions often apply the same pricing theory to rural properties. Pricing a home above recent sales of similar homes in the neighborhood can be successful, so long as the appraiser is willing to consider market conditions. Experienced land buyers and agents know the difference. Price properties with similar features at the comparable sales value.

Accessibility – Listings with deeded access or road frontage are preferred by buyers. Make every effort to secure permanent access to land prior to offering it for sale. Limited availability or insisting you or your agent be present for all showings, is a big turnoff for buyers.

Documents – In a subdivision the Seller’s Disclosure is usually sufficient. With working farms, homes with acreage, or tracts of land, having the survey readily available for showings is a must. Marking the services to detached buildings is very helpful. If the survey doesn’t show septic systems, mark those along with any underground utilities, wells, or drainage pipes.

Maintenance – Never underestimate the visual impact of neglected fencing, brush piles, barns in disrepair, or overgrown brush. Eliminate any work needed before the property is ready for use.

Retaining Rights – When you decide to sell a property, what is above or below the ground should convey to the new owner. Keeping mineral or timber rights can cost you the sale.

Emotional Attachment – Being overly attached to a property you’re selling causes problems. This usually results in overpricing or unreasonable showing conditions. Objectivity is a good quality to have as the seller.