How to Sell Your Land By Owner in California

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How to Sell Your Land By Owner in California

Bart Waldon

So you own a piece of land in California and you're thinking about selling it on your own without a real estate agent? Selling land without an agent can seem daunting, but it's completely doable if you educate yourself and follow the right steps. As the owner, you’ll save on commission fees, but you’ll need to put in time and effort to market the property, handle paperwork, and field offers. The process takes patience, but can be very rewarding financially.

I’m going to walk you through the major steps and considerations for a smooth “for sale by owner” land sale in California. This comprehensive guide covers:

- Determining your land’s value

- Preparing the property for sale

- Marketing and advertising your land

- Accepting offers and negotiating

- Handling contracts, title transfers, and closing

- Working with escrow, attorneys, and other professionals

- Navigating regulations and legal obligations

- Minimizing taxes and costs

- Troubleshooting issues that may arise

Follow these tips, and you'll be able to successfully sell your California land without an agent and pocket the extra profits. Let’s dive in!

Determine Your Land's Value

Before listing your land for sale, you need to determine its fair market value. Estimating too high or too low could mean it sits on the market for a long time or you lose out on maximizing profits. Accurately valuing land requires research and analysis of multiple factors.

Here are some tips for valuing your land:

Research Comparable Sales

Lookup what similar parcels of land in your area have sold for recently. Compare sizes, locations, utilities access, zoning, and other features. Make adjustments up or down based on differences and how competitive today’s market is.

Consider Development Potential

If your land has subdivision, commercial, residential, or other development potential, factor that heavily into your pricing. Undeveloped land value can be significantly increased by what’s legally allowed to be built on it based on zoning, regulations, utilities availability etc. Consult your local planning department.

Account for Improvements

Any existing structures, access roads, fencing, utilities, water rights, mineral rights, septic systems, lighting, landscaping or other improvements on the land can raise its value. Consider their replacement cost.

Weigh Location Perks

Proximity to desirable attractions like trails, lakes, rivers, parks, forests, downtowns, shopping, schools, and highways can increase land desirability and value. Easy access to jobs is also a plus.

Analyze Constraints

Consider whether factors like steep slopes, odd shape, flood zones, noisy traffic, power line corridors etc. could negatively impact usable space and value.

Verify Legal Usage

Double check that the zoning and regulations for the area allow your intended usage such as residential, commercial, agricultural etc. Non-conforming parcels are worth less.

Talk to Other Land Owners

Speaking with neighbors, local real estate professionals and other land owners can provide insight into what buyers have been willing to pay for comparable properties in the area.

Set the Price High Enough

It’s tempting to peg your asking price lower to sell quicker. But price too low and you leave money on the table that a buyer would have been willing to pay. Price competitively but also to maximize your profit.

Prepare Your Land for Sale

To attract buyers and streamline the sales process, take time to get your land properly prepared ahead of listing it. Keep in mind buyers are increasingly sophisticated. They will come prepared with detailed questions and research on zoning, utilities, comparable values etc. You should get ahead of their concerns by having all relevant property details and paperwork ready to go. Tackling these tasks beforehand will prevent headaches down the road:

Ensure Clear Title

Confirm there are no confusing or disputed ownership issues, easements, boundary overlaps, legal judgements, pending litigation, liens, back taxes owed, or other title defects with the property. Work to resolve any existing title issues quickly and completely. Buyers will thoroughly vet the title.

Grade & Improve Access

Make sure there’s a driveway, path or road that allows potential buyers to easily access and view the entire property. Improve, grade or fill any roughly rutted access paths. Restricted access can negatively impact value.

Clean Up Any Eyesores

Walk the entire property and clear away any trash piles, debris, abandoned equipment, hazardous waste, illegal dumping, broken down cars or other unsightly nuisances prior to listing it. A clean property shows better.

Gather Usage Details

Research and compile permitting, zoning and usage details such as: Can the property be subdivided? Are utilities accessible? Does the zoning permit commercial development, mining, recreational vehicles, horses etc? Buyers want to envision potential uses.

Outline Utility Access

Provide information on access for electricity, well water, municipal water, internet, gas, septic system, and sewer lines on the property and vicinity. Available utilities significantly affect usability.

Sketch Boundaries

Create a rough sketch map of the property showing boundary lines, acreages, existing structures, access points, easements, waterways etc. It provides a helpful visual aid for buyers to review.

List Improvements

Make a list of any existing buildings, sheds, fencing, livestock pens, equipment, septic, wells, roads, landscaping, lighting, ponds or other improvements on the land that add value.

Market and Advertise Your Land For Sale in California

To generate interest among serious buyers in your listing, you need to get the word out through multiple advertising channels. Marketing is one of the biggest challenges of for-sale-by-owner because you don’t have the reach of the MLS. But you can compensate through innovative low cost advertising tactics:

Online Vacant Land Listings

Post your listing on national land and property sale platforms like Lands of America, LandWatch, Land And Farm, Zillow, and Trulia. Take time to upload photos and thoroughly describe the property, acreage, features, utilities, zoning uses, surrounding area etc.

Your Own Real Estate Website

Creating a single property website allows you to provide tons of details, customized pages, photos etc. to really showcase the parcel. Pick a domain name based on land location.

Blogs/Community Boards

Post about your land listing on Craigslist and local community message boards like Nextdoor. You can include photos and long descriptions unavailable in traditional classifieds.

Social Media

Create dedicated social media accounts on Facebook, Instagram etc. for advertising your property. Post regular photos, videos, sales flyers, open house invites and listing details. Use relevant hashtags. Interact with interested buyers.

Yard Signage

Place professional looking “For Sale By Owner” signs around the property's perimeter and at access points. Include acreage, property attributes, and your contact info.

Print Ads

Take out classified ads in local newspapers, real estate magazines, farm industry trade journals etc. List the important land details and offer a QR code to your property website.  


Design professional, eye-catching flyers with photos, property details, and contact info. Post at community boards, real estate offices, feed stores and other local spots where land buyers frequent.

Networking & Word of Mouth

Spread the word about your listing to friends, family, neighbors, local farmer networks, riding clubs, hunting clubs, property rights groups and land conservation organizations.

Direct Mailers

Send out postcards or letters alerting local land developers, farmers, ranchers, investors and others who may specifically seek your type of acreage. Note listing details and include a pamphlet.

Realtor Contacts

Emails and mailers to local real estate agents can help spread the word, even if you don’t want to list on the MLS. Offer small finder’s fees for any clients they send your way.

There are many creative DIY options for advertising a land listing locally and beyond without a realtor. The key is utilizing every marketing channel possible to cast a wide net for potential buyers.

Accept Offers and Negotiate Terms

Once you start receiving inquiries and offers from prospective buyers, you can begin the exciting process of negotiating a deal. Keep these tips in mind:

Don’t Jump at the First Offer

Wait to receive all initial offers before considering any. Don’t prematurely accept an offer that seems “good enough”. See what the full interest level is first.

Carefully Evaluate Offers

Look beyond just the offered purchase price. Consider the prospective buyers, contingencies, closing timeline, deposit amount, title company, inspection terms, projected ease of closing, and other details.

Assess Buyer Financing

Request proof of funds from buyers relying on financing. Ask about loan terms, lender qualifications, down payment sources etc. to gauge offer strength.

Counter Offer

If an offer seems undervalued based on your comps research and metrics, counter offer with a higher price supported by examples of similar sales. Providing documentation helps justify your increased price.

Propose Compromises

To buyers who won’t raise price, suggest compromises like lowering contingencies, waiving inspections, or splitting closing costs to bridge gaps. Get creative.

Clarify Inclusions/Exclusions

Specify exactly what structures, equipment, mineral rights, water rights or other features will or won’t convey with the property’s sale. Leave no room for assumptions.

Set a Realistic Timeline

Don’t agree to unrealistically fast closing dates. Be conservative on the timeline you propose to allow time to resolve any issues that may arise.

Require a Sufficient Deposit

Ask for earnest money deposits of 10% or more of purchase price to ensure buyer commitment skin in the game. Deposit should only be refundable for title defects.

Handle Legal Obligations and Closing Process

Once you’ve vetted offers, negotiated terms, and accepted a contract with the buyer, there are many legal and logistical steps required to finalize the sale:

Sales Contract

Hire an attorney to review the drafted purchase contract. Ensure terms like price, closing date, contingencies, title transfers, included property etc. align with your understanding before signing. Contract creates legal obligations.

Disclosure Forms

In California, you must fill out a Real Estate Transfer Disclosure Statement detailing property condition, improvements, defects, zoning restrictions, boundaries, HOAs, and other details that may influence the buyer’s decision. Disclose any known defects not readily apparent - better to air it out upfront than surprises arise later.

Title Search

The title company or attorney will research recorded property records, liens, easements, deeds, pending litigation and other documents to identify any ownership disputes, unclear claims, tax debts or other title defects. Title must convey clean and marketable.

Title Insurance

Buyer will usually purchase a title insurance policy to protect against losses/costs from any title defects like undisclosed liens, forged deeds, boundary conflicts etc. discovered after closing. Typically required by lenders.

Address Any Title Issues

If any significant title defects are uncovered, work quickly alongside legal counsel to resolve them. This may require legal action to quiet title, clear invalid claims, settle boundary disputes etc. Title must be cleared before closing.

Homeowners Association Info

If the property is part of a Homeowners Association, provide governing documents like Covenants, Conditions and Restrictions (CC&Rs), bylaws, budgets, meeting minutes, fees owed etc. for buyer review.

Closing Meeting

Meet the buyer at the title company office to finalize closing. Sign any outstanding paperwork like the deed conveying property ownership. Sale proceeds get dispersed appropriately.

Close attention to the many legal and logistical details will ensure you meet obligations as the seller and orderly transfer ownership, as well as receive full documented payment into escrow. Not properly addressing these closing steps can derail deals.

Work With Real Estate Attorneys

Having a good real estate attorney represent you throughout the land sale process can provide protection, peace of mind and guidance on:

Reviewing All Contracts

Your attorney can analyze purchase offers, counteroffers, addendums etc. to spot any ambiguous language, missing info, or terms stacked against you as the seller before signing.

Handling Disclosures

They will ensure you make all required federal, state, and local property disclosures accurately and on time to avoid liability surprises.

Resolving Title Issues

Attorneys have the expertise to quiet title disputes, clear clouds from past conveyances, or force action on old claims/encumbrances if found during title search.

Advising on Regulations

If questions arise on zoning, usage allowances, subdivision potential, required permits etc. your attorney can provide clarity on what laws/regs apply.

Documenting the Sale

They can provide and oversee properly drafted sales contracts, title transfers, disclosures, inspection responses and other sale documents.

Avoiding Legal Violations

A good real estate lawyer keeps you compliant with laws/regulations and avoids missteps like failing to disclose property defects, advertising falsely, rejecting fair offers etc.  

Answering Legal Questions

You can run by your attorney any sticky legal situations that arise for counsel. A few hundred bucks of legal advice is worth avoiding issues.

Though it may cost a few thousand dollars, having an attorney represent your legal interests can prevent major hassles, liability risks and money loss in the long run. Provide all details and be candid so they can best advise you.

Work With Escrow Companies

A neutral third-party escrow company or title agency will usually oversee the land sale transaction details and closing:

Hold Funds

Once under contract, the buyer deposits earnest money which the escrow/title company holds safely in trust until closing.

Allocate Funds

At closing, they disburse sale proceeds appropriately to pay your closing costs, broker fees, outstanding property debts, capital gains taxes, etc. with any profit left over going to you.

Maintain Accountability

Having an escrow agent involved ensures buyer deposits are protected and contract terms like closing dates are properly enforced.

Coordinate Logistics

They schedule the closing, collect necessary paperwork from both sides, send wire transfers, record the deed, and handle other closing tasks.

Provide Checks & Balances

Dual agent escrows require joint authorization from both parties on fund releases. This prevents disputes like early buyer withdrawals.  

While you pay some fees for escrow services, they relieve you of coordinating the myriad closing details. Make sure to vet any escrow or title company proposed by the buyer.

Research Title Companies

The title company hired will do important research to ensure property title transfers free of any encumbrances or ownership disputes. To avoid issues:

Check Credentials

Verify the title company your buyer chooses is licensed, bonded, insured and in good standing before agreeing to use them.


Selling land on your own without an agent is no small feat - it requires diligent research, preparation, marketing, negotiation skills, and attention to legal details. But taking the time to follow the steps in this guide will help you successfully navigate the process from pricing to closing. With the right information and persistent effort, you can have a smooth for-sale-by-owner land transaction in California and enjoy the financial rewards of keeping the agent commission for yourself. The satisfaction of coordinating a profitable land sale from start to finish and pocketing the extra earnings makes the hard work worthwhile. Now you know the answer to "how do i sell my land by owner in California"?

About The Author

Bart Waldon

Bart, co-founder of Land Boss with wife Dallas Waldon, boasts over half a decade in real estate. With 100+ successful land transactions nationwide, his expertise and hands-on approach solidify Land Boss as a leading player in land investment.


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