I’ve spent more than ten years working as a full-time land buyer, purchasing vacant parcels directly from owners in both rural and semi-developed areas. Most people only interact with a land buyer once in their lives, usually during a stressful or transitional moment. By the time they reach out, they’re often trying to figure out who they can actually trust and who’s just making noise. That uncertainty is usually what pushes them to start talking with a serious land buyer instead of continuing to wait on a listing that may never move.
Early in my career, I worked with a couple who owned a small piece of land they’d inherited and never planned to use. They assumed selling it would be simple, but after months of unanswered calls from agents and buyers who vanished after asking a few questions, they were frustrated. When I reviewed the property, the issue was obvious: no recorded access and a narrow utility easement cutting across the middle. To an inexperienced buyer, it looked like a deal. To anyone who understood land, it came with complications. Once those realities were acknowledged, the conversation became more honest and far less stressful.
One thing I’ve learned from reviewing hundreds of parcels is that sellers often don’t know what information actually matters. I’ve had people spend weeks cleaning brush or taking new photos, thinking presentation was the problem. In reality, buyers were walking away because of zoning limitations or floodplain issues. A customer I spoke with last spring was convinced her land was being overlooked because it was “too far out.” After a quick check with the county, we discovered recent changes that restricted how the land could be used. That single detail explained months of silence from potential buyers.
From the buyer’s side, consistency matters more than perfection. I look for clear title, a basic understanding of access, and realistic expectations. I’ve walked away from deals where owners refused to acknowledge unpaid taxes or boundary questions, not because the land was bad, but because the conversation was headed toward conflict. I’ve also closed quickly on properties with obvious flaws because the seller was upfront and understood the tradeoffs.
I’m often asked whether working with a land buyer means leaving money on the table. Sometimes it does. I won’t pretend otherwise. But I’ve also seen sellers lose years waiting for an ideal offer that never came. One small investor I worked with had owned several parcels for over a decade, convinced that development would eventually reach them. Instead, zoning tightened and holding costs quietly added up. When he finally sold a portion of his holdings, the relief was immediate. He kept one parcel he still believed in and let go of the rest.
Where I tend to caution people is against assuming all buyers operate the same way. Some are speculators sending mass mail with no intention of closing. Others, like me, evaluate land daily and know exactly what problems we’re willing to take on. Asking direct questions and paying attention to how clearly someone answers will tell you more than any polished pitch.