Understanding how much your land is worth, what impacts its value and when is the right time to sell can be one of the most important decisions a landowner can make. Choosing someone to represent it should involve more than comparing commission rates or accepting the highest suggested price.
Before signing a listing agreement, look for these seven things.
1. Do they actually specialize in land?
The title Realtor indicates that someone is licensed, but it does not tell you which type of real estate they specialize in. Residential, commercial and land transactions each require different knowledge and experience. A dedicated land broker understands the factors unique to land—including valuation, zoning, entitlements, development potential and the buyer market.
Question for your potential broker: “What percentage of your recent transactions involved land, and what comparable land sales have you completed?”
2. Can they explain what your land is worth—and most importantly why?
Do not select a broker purely because they suggest the highest price. Comparable sales are a useful starting point, but they rarely tell the whole story. A strong land broker should also consider what could realistically be developed, the likely value of the completed project and the costs required to get there – this is known as a residual land value analysis.
The valuation should also account for property-specific conditions that comparable sales may not capture, such as drainage, topography, utility connection points and required off-site improvements.
Question for your potential broker: “How did you determine this value, and how have development potential, infrastructure requirements and site-specific conditions been reflected in it?”
3. Do they understand zoning and entitlements?
A property’s current zoning may not reflect its highest-value use. In some cases, allowing a prospective developer time to pursue entitlements or a zoning change before closing can expand what can be built and increase the value.
An experienced land broker should understand this process and help structure the transaction so the seller can benefit from the property’s development potential, while remaining realistic about approval timelines and risks.
Question for your potential broker: “Could a zoning change or entitlement process increase this property’s value, and how would you structure the sale to account for that potential?”
4. Are they paying attention to what could change?
Proposed plans, nearby development, infrastructure and policy changes can alter a property’s prospects. A strong broker understands both the rules in place and the issues moving through the public process.
Question for your potential broker: “Are there upcoming projects or policy decisions that could affect this property?”
5. Do they have the right buyer network?
Listing a property is not the same as knowing who is likely to buy it. Ask whether the broker has active relationships with developers, builders, investors and other relevant land buyers.
Question for your potential broker: “Who are the likely buyer groups/profiles, and how will you reach them?”
6. Can they bring in the right specialists?
Land transactions may require input from engineers, land-use consultants, attorneys and other experts. Your broker should know when specialist advice is necessary and who can provide it.
Question for your potential broker: “Which issues should we investigate before taking the property to market?”
7. Are you comparing strategy—or just commission?
The cheapest broker is not automatically the broker who produces the best result. Compare valuation quality, marketing strategy, buyer access, land experience and negotiation capability alongside the fee.
Question for your potential broker: “What exactly will you do to protect and maximize my net outcome?”
Final checklist before selecting a broker:
Before hiring a broker, confirm that they can demonstrate:
- Land-specific transaction experience
- A defensible valuation
- Knowledge of zoning and development
- Awareness of relevant public plans and projects
- Access to likely buyers
- A network of specialist advisers
- A clear marketing and negotiation strategy
- A current, verifiable real estate license
Read the full whitepaper:
Selecting a Broker