How to Sell Your Virginia Land Without a Realtor in 2026

Virginia’s land market still rewards prepared sellers—especially owners who understand local demand, pricing signals, and the paperwork needed to close cleanly. If you want to sell land by owner (FSBO) in Virginia, you can absolutely do it. The key is to price accurately, market clearly, and manage risk like a pro.

The Virginia Land Market in 2026: What Sellers Should Know

Virginia offers multiple land “micro-markets,” and your county matters as much as your acreage. On the agricultural side, values remain strong: Virginia agricultural land averaged $5,464 per acre in 2023, according to Mossy Oak Properties. Pricing also varies by region—Central Virginia (including the Richmond and Charlottesville area) averaged $6,283 per acre for agricultural land in 2023, per Mossy Oak Properties, while Western Virginia averaged $5,957 per acre in 2023, also reported by Mossy Oak Properties.

Meanwhile, buyer activity can shift quickly. Agricultural land transaction volume in Virginia decreased 32.3%, dropping from 2,159 transactions in 2022 to 1,461 transactions in 2023, according to Mossy Oak Properties. That means presentation, targeting the right buyers, and realistic pricing matter even more.

In fast-growing Northern Virginia, land values can look like a different universe. Fairfax County’s median land price reached $728,417 per acre, per Mossy Oak Properties, and Loudoun County average land values hover around $110,782 per acre, also from Mossy Oak Properties.

If you’re in Tidewater and nearby counties, pricing momentum may work in your favor: Eastern Virginia showed a 3.4% increase in average sales price per acre in 2023, according to Mossy Oak Properties.

Step 1: Identify What You’re Really Selling (Use, Access, Restrictions)

Start with facts—not assumptions. Buyers (and their lenders, surveyors, and attorneys) will ask about:

• Boundaries: Deed description, plats, and any boundary uncertainty.
• Access: Recorded road frontage, private easements, or landlocked risks.
• Utilities and infrastructure: Power, water, septic feasibility, and broadband availability.
• Zoning and permitted uses: Residential, agricultural, conservation, or commercial potential.
• Physical features: Timber, streams, wetlands, topography, and buildable areas.

Walk the property and document what a buyer can’t see online: gate locations, trails, hunting clearings, creek crossings, and neighbor fencing patterns. Clear, verifiable details reduce buyer uncertainty and shorten negotiations.

Step 2: Check Title Early to Avoid Delays

Land deals fail most often over issues that could have been discovered before listing—old liens, missing heirs, boundary disputes, or unclear easements. Order a title search through a title company or real estate attorney before you market the property aggressively. Fixing defects upfront protects your timeline and your leverage.

Step 3: Price With Data (Not Just “Per Acre”)

Land pricing is not “one number times acres.” Price reflects what the land can be used for, what it costs to develop, and how easily a buyer can finance the purchase. Use a pricing stack like this:

1. Comparable sales (comps): Similar county, similar access, similar zoning, similar utility situation.
2. Regional benchmarks: Use credible baselines like the 2023 average of $5,464 per acre for Virginia agricultural land from Mossy Oak Properties, then adjust for features and constraints.
3. Local demand signals: Metro-adjacent land can price drastically higher (for example, Fairfax at $728,417 per acre, per Mossy Oak Properties).
4. Professional valuation: Hire a land appraiser when the highest and best use is unclear, or when price swings could be large.

Also account for market tempo. With transaction volume down 32.3% from 2022 to 2023 (from 2,159 to 1,461 transactions), as reported by Mossy Oak Properties, overpricing can quietly cost you months of carrying costs and missed buyer cycles.

Step 4: Understand Who the Likely Buyer Is (And What They’ll Ask)

Different buyers value different land attributes:

• Farmers and operators: Soil, drainage, field shape, and lease income potential.
• Recreational buyers: Privacy, timber, trails, wildlife, and access.
• Custom-home buyers: Septic feasibility, setbacks, and buildable sites.
• Developers: Zoning, density, utility capacity, and road access.

If your property is farmland, leasing dynamics can directly influence value. About 33% of all agricultural acreage in Virginia was leased in 2022, according to Morning Ag Clips / Census of Agriculture. If your land is leased, keep copies of lease agreements, payment history, and renewal terms ready for buyers who want continuity of income.

Macro trends also shape buyer confidence. Farm real estate values in Virginia increased 10.4% from 2023 to 2024, per Morning Ag Clips / NASS. In addition, foreign-held agricultural land comprises approximately 1.44% of total privately-held agricultural land in Virginia as of December 31, 2023, according to the Virginia General Assembly Legislative Information System. These data points often come up in buyer research and lender conversations, so it helps to be informed when questions arise.

Step 5: Prepare the Property (Access, Visibility, and First Impressions)

You can’t “stage” land like a house, but you can remove friction and showcase the best use:

• Clear trash, scrap, and obvious hazards.
• Brush-hog or mow key sightlines, entry points, and potential homesites.
• Mark corners or flagged lines (without misrepresenting boundaries).
• Create a safe showing route for vehicles and foot traffic.

Strong access and clear visibility reduce buyer uncertainty and make your online marketing perform better.

Step 6: Market Like a Modern Seller (Photos, Maps, and Search-Friendly Details)

Most land buyers start online—and they filter quickly. Make your listing easy for humans and search systems to understand by including:

• Exact acreage and parcel ID(s).
• County and nearest towns (plus drive times to major employers or highways).
• Zoning and allowed uses (cite the jurisdiction and district).
• Utilities (power nearby, well/septic status, or perk results if available).
• Access type (state road frontage, recorded easement, private road).
• GIS/tax map links and a clean property boundary map.

Use high-resolution ground photos, and add drone photos if possible. A short video walkthrough can also increase serious inquiries, especially for wooded or irregular parcels where photos alone don’t tell the full story.

Step 7: Handle Showings Safely and Professionally

When inquiries come in, qualify buyers early:

• Ask how they plan to use the land.
• Confirm whether they need financing (many lenders have stricter rules for land).
• Schedule daylight showings and share a simple route map.

Create a one-page property packet for serious buyers with: deed reference, tax map, zoning, known easements, utility notes, and any lease details.

Step 8: Negotiate the Offer (Price, Terms, and Contingencies)

Land negotiations often hinge on terms more than headline price. Watch for contingencies tied to:

• Septic approvals or perk tests
• Survey requirements
• Zoning verification
• Timber valuations
• Access or easement confirmation

Counter strategically. If the buyer wants long due diligence, ask for a stronger deposit, shorter deadlines, or a clearer contingency scope.

Step 9: Close the Sale (Contracts, Disclosures, and the Deed)

Use a written purchase agreement that matches land-specific risks and timelines. Many sellers hire a real estate attorney or title company to manage closing because land deals often involve easements, surveys, and special-use questions.

Also follow Virginia disclosure requirements. Even in a “buyer beware” environment, you should disclose known material facts that could impact value or use (for example, recorded easements, access limitations, or known environmental issues).

Alternatives If FSBO Isn’t the Best Fit

FSBO can work well, but it isn’t always fast. Land can take longer to sell than a home because the buyer pool is smaller, financing is tougher, and due diligence is more complex. If you need help or speed, consider:

• A land-focused real estate agent for pricing, buyer reach, and negotiation support.
• A land auction for unique or high-demand parcels.
• A direct land buyer if you prefer a simpler, cash-based path and a quicker closing.

Frequently Asked Questions (FAQs)

How long does it take to sell land by owner in Virginia?

Many Virginia land sales take months, and some take 1–2 years depending on location, price, access, and buyer financing. Market activity also matters—agricultural land transaction volume fell 32.3% from 2,159 transactions in 2022 to 1,461 in 2023, according to Mossy Oak Properties, which can extend timelines for overpriced or hard-to-use tracts.

How do I choose the right asking price for my Virginia land?

Start with comparable sales and regional benchmarks, then adjust for access, zoning, utilities, and buildability. For context, Virginia agricultural land averaged $5,464 per acre in 2023, per Mossy Oak Properties. Regional averages also vary—Central Virginia averaged $6,283 per acre and Western Virginia averaged $5,957 per acre in 2023, per Mossy Oak Properties. In Northern Virginia, prices can be dramatically higher (Fairfax at $728,417 per acre; Loudoun around $110,782 per acre), also reported by Mossy Oak Properties.

Do I need to disclose anything specific when selling land in Virginia?

You should disclose known material facts that could affect value or use—such as recorded easements, access limitations, zoning restrictions, or known environmental hazards. If the property is leased, include lease terms and payment history; about 33% of Virginia agricultural acreage was leased in 2022, according to Morning Ag Clips / Census of Agriculture, so lease status often matters to buyers.