# Why Your Land Still Hasn’t Sold | Real Deal w/ Neil Clements 41

## Метаданные

- **Канал:** REtipster
- **YouTube:** https://www.youtube.com/watch?v=u23u1KQ2aQs
- **Дата:** 05.06.2026
- **Длительность:** 17:27
- **Просмотры:** 248
- **Источник:** https://ekstraktznaniy.ru/video/52600

## Описание

Why is your land sitting on the market with no offers?

In this episode, Neil Clemens breaks down the four biggest reasons land doesn’t sell — and what land investors can do to fix it. We cover pricing mistakes, market conditions, property issues, bad land marketing, realtor problems, and how to analyze land deals in today’s buyer-heavy market.

If you’re involved in land investing, land flipping, rural land sales, or real estate investing, this conversation will help you understand how buyers think and how to position your property to sell faster.

Neil also explains:
- The 60-day pricing strategy
- Why most land listings fail
- How absorption rates impact land sales
- The hidden problems buyers notice immediately
- Why most residential agents struggle with land
- How to create “marketing events” that generate buyer activity

Whether you’re a land investor, land flipper, or just trying to sell vacant land, this episode is packed with practical land buying tips and real estate strategi

## Транскрипт

### Why land isn’t selling []

Hi, this is Neil Clements and this is the Real Deal with Neil. Today, we're covering a subject that a lot of people are having trouble with right now, which is why is my land not selling? And we're going to go through the four main top reasons that I see, the mistakes that people are making that are causing their land not to sell. And then I'll also share with you the alternative, which is what you can do about it and how you can actually get your land to sell in today's tougher market environment. So, let's get into it. — So, let's start with something that you can't control. So, the first reason your land is not selling is because of the market. Now, you can't control it, but it's the environment that you're going

### Understanding the market [0:40]

to play ball in. be selling into and you can't control it, but you might be able to analyze it and be able to predict it a little bit better than you think you can. And so, one of the main ways that we can see whether or not the market in an area will sell land fast or will be able to support what we're trying to accomplish is the absorption rate, which is how quickly are properties selling. So, you can look at that by looking at absorption rate, you

### The 60-day pricing strategy [1:11]

can look at sold for sale ratios, days on market. But, when I'm analyzing land, the Real Wise Guy Pete Reese, who some of you in the community probably know, I heard him say in a video, "Whenever they run comps for land and they look at a market and they're pricing land specifically, they ask themselves, what is the price at which my land will sell within 60 days? " So, they're not looking for market value. They're not looking to know what, you know, things are moving. They are just wondering, "What will my piece of land, once I own it, what will it take to sell it in 60 days, worst case 90 days? " And so, that's how they're adapting to a market. And sometimes that takes a discount of price, which we'll get into in a little bit, but sometimes that takes discounting the price 10, 20, or in some really rural slow markets, 30% in order to sell a property within 60 days. I mean, there are some markets within an hour or two of me where the average days on market until the property gets a contract sometimes is a year, sometimes it's a year and a half. And so, while those markets can be invested into, a lot of investors stay out of them because it's really hard to say market value, call it $100,000. It's hard to say that in order to sell it within 60 days, I'd have to list it at 70. And then on top of that, I've got to buy that property at maybe half of 70 in order to get enough margin and profit in the end of the day in order to do the deal. So, you're talking about a property that's worth, quote unquote, on paper 100,000, having to buy for 35,000 or 35% of what you're going to sell it for a value. That's a really, really hard thing to do in today's market. The

### Interest rates & land sales [2:56]

other thing that we look at on the market is we look at interest rates. And if you're not tuning in to our quarterly market updates that Seth and I do on his REtipster channel, please tune into those. Um, we do it every single quarter so that you can know where is the national land market at, what are the hotspots for land, but also where are interest rates going? Because the Fed funds rate does directly impact land investors because most people who are selling land, if they go to a bank, are getting a business loan, which is what the prime rate or the Fed funds rate helps tell us. And then secondly, in addition to that, our buyers, if they're going to the bank to get a loan for our land that we're selling, are also basing upon Fed funds or prime rate that comes fun from the Fed funds rate. And so, knowing the interest rate trajectory, is

### Seasonal land market cycles [3:41]

it going up, is it going down, where is it going in the future, is very, very important. Also, knowing seasonal cycles. For instance, are you in a state where in the winter nothing sells at all because people physically can't access the land you're selling? Well, is it a cycle or is it just did you do something else wrong? But that's something to look into. I mean, in the area in Texas that I'm in, we don't I mean, we have seasonal cycles. As with everything, the summer is the hot part of real estate, the winter in the January, February, the spring are not necessarily the hot times, but it's not that it goes to zero per se. It stays hot and it's pretty much all year. Last thing I'll tell you on the market is watching local economical shifts. So, while you can watch the economy as a whole, it's best in the

### Becoming a local expert [4:26]

areas that you work in to become a specialist, become a hyper-local specialist. And that's where I see a lot of people in the land game killing it right now is they have a handful of markets or areas that they really like to invest in. They know it like the back of their hand, and some cases, even in our business, there are times where we will do deals when there are no comps showing us that a property will sell, especially for like one-acre lots, two-acre lots, mobile home ready lots. There can be no comps, but I can tell you for certainty what that thing is going to sell for because I'm doing it for 10 years in the same area. And so, that's a few things about the market that you can take, you can analyze, can see, again, why is my land not selling? Is it the market or is it something else? All right, number two, the property itself. Okay, so land has a lot of hidden issues. It's significantly more due diligence heavy than it is to buy a house. Significantly harder to do.

### Hidden land due diligence [5:19]

If you do it the right way, per se. Uh I guess it's easy to buy something just going in with your eyes closed or not eyes wide open, but if you go in and do your due diligence, there's a lot more that you have to verify. So, like for instance, you purchase a piece of land and you have access problems. I mean, if nobody

### Access issues explained [5:37]

has legal road access, some kind of easement. For instance, we even went to a property the other day that we were looking at buying. All our Google Street View, all of our aerial maps, everything showed us that we could just walk onto the property, but you drive up to it and you realize that there's 15 ft of thick tree cover that there's no way you can access the property without clearing an access. And if I was to buy that property and then I list it on market that way, that's going to kill a lot of my buyer pool for that property because they can't physically access the property. And one of the rules of investing that I have is that if a buyer can't see it, if they can't walk put their hands on it, can't feel it, then they're probably not going to be buying your property for anywhere around market value. So, keep that in mind, access issues. Also know that a lot of times if you have easement access versus physical road frontage, your property is going to be worth less money. Okay? Now, that might be obvious to some of you, some of you that might be a big aha. So, keep that in mind. If you have an easement access, it's probably less valuable than if you had direct road frontage. The second thing

### Utilities buyers care about [6:39]

would be utility availability. So, do they have We have prospects of getting water, electric, septic? And if you don't answer those questions in the listing or at least give some insight or have the answers if somebody calls you or your agent, then that makes it really, really hard for somebody to want to move forward because if you're doing residential lots and that is your buyer pool, that's what everybody's going to want to know. The next thing to look at

### Zoning & deed restrictions [7:02]

is zoning restrictions, deed restrictions. Is there any kind of HOA covenants? unfavorable zoning? You know, for instance, if somebody wants to put a house there, how big do they have to do it? If they want to put a mobile home there, is there anything preventing them from doing that? If they want to have certain kind of animals, if they want to hunt on it, you name it. So, the more that you know about that, can convey to your buyer. And buyers with land, especially, they like to buy certainty. They don't like to buy unknown. So, if a buyer reaches out to you and they're saying, "Hey, well, what can I do on the property? Can I put a mobile home there? " Well, I don't know, you have to do your own due diligence. That's a really, really poor way to answer that question versus already having it worked out and already having that information ready for them because again buyers buy certainty. They don't like to buy uncertainty. And a lot of the time when we're flipping land, we're taking an uncertain use into a certain use, adding utilities, clearing access, making it to where somebody can pay us full market value. That's the whole

### Topography and usability [8:02]

reason we got the discount is cuz the seller wasn't certain about these items. Okay? Fourth thing, the last thing on the property itself, usability and topography. Is it on the side of a mountain? Can you access it? Is it fully in flood plain? Is the property usable at all to some extent? And so, while you may have rose-colored eyes as I do a lot of the time on the land that we look at, I'm, you know, trying to find a way to make a deal work versus make it not work, we have to keep in mind our ideal buyer, what does our ideal buyer want, what is marketable for that area. For instance, I just went to the Smoky Mountains in Tennessee last week for vacation. And in that area, they build on the side of mountains all the time. Like that's all of Pigeon Forge, Gatlinburg is like a straight drop-off and then you have three or four story houses built on a straight drop-off. You put that in Texas, Texas is like, "Heck, no. We ain't building on that. " And so, know your local area, ask agents, ask experts, look at comps, and know what type of topography or usability is required in the area that you're in. Last example I'll give you on that is if you go to coastal areas, especially near the water, you might be only building in flood plain. That might just be the reality of life. Versus again, you come to my area of Texas, you're on the side of a mountain, you have flood plain, you have all this different kind of stuff, you're going to be selling for like 10, 20 cents on the dollar. And so, different areas have different expectations on topography. Make sure you know what yours is in your area. The third thing we're going to look at is

### Why most agents fail at land [9:32]

your realtor or the person representing you in the sale of the property, whether it's yourself, dispositions agent, whoever you've hired to do that. One of the biggest mistakes that I see new land investors or investors in general make is they try to cheap out in this area. And they try to do like a flat fee MLS listing, which hey, if you're competent, if you've done this several times, if you know what you're doing, more power to you. But if this is your first few times selling land and you have no clue what you're doing and this video is you know, opening your eyes to a lot of things that you should know as like representing your own property, well, then maybe you should hire an expert. But what I see a lot of people do is when they do want to hire an expert, they go to a residential agent to try to sell land. And the reality is that most residential agents are incredibly poor at selling land unless they have done so, have a track record of doing so, and they can prove that to you or you can see comps where they have. And so ideally, you're looking for a land specialized realtor if you're going to be doing especially subdivides, entitlements, or something really complex, you need a land specialized realtor on your team. Because while running land comps is not incredibly complicated if you know how to run house comps, it is a different ball game and the things that contribute value to land are entirely different than a house. And so again, some of the best deals that I've actually gotten, I feel bad even saying this, but some of the best deals that I've ever gotten on a purchase of land have been from a residential agent who had no clue that a property could be subdivided or had immense value. And there have been times where we made

### Marketing mistakes sellers make [11:08]

several hundred thousand dollars on the ignorance of a residential agent listing land. Don't be that person who does that, okay? Number two on that section is marketing effort. Just because a realtor is good at land or just because you're good at land if you're representing yourself, doesn't mean you'll be able to put the full marketing effort into a property that it needs. So like for instance, are we getting professional photos? Are you just taking iPhone photos of the street? Are they going to pull Google street maps or they going to get professional aerials with outlines? Are they going to do any kind of targeted outreach campaigns to local builders or developers or did they just basically spray and pray or listed and pray that it sells on the market? And I'm not knocking prayer like I'm a god-fearing man. At the same time, to just pray and do nothing is completely ludicrous whenever there's so many different marketing options for you to be able to sell a property in addition to for you praying that it'll sell. Another thing is communication frequency. When you look at hiring the right agent, you want that agent communicating with you. You want them to be responsive because if they're not responding to their clients, I guarantee you the buyer prospects that are reaching out to them as well. And so if a realtor, in my opinion, is hard to reach or it takes several days to get back or even half a day to get back with you and just completely unreasonable communication frequency, not giving you updates, they're not somebody that you need to be working with in the first place. Uh the last thing I'll tell you about realtors

### Realtor performance guarantees [12:34]

this is something that we do. I am an agent, by the way. We do this with all of our clients, but also with any realtor that we hire. We always try to make it either a short time frame listing or we have them give us what we call a performance guarantee, which is that if they haven't sold the property by a certain amount of time that we can terminate it. We even on our personal listings go further and say we can cancel at any time. And what that does is it as an agent helps us put our money where our mouth is. As the client when we hire an agent, that makes it to where if that realtor is not doing their job, we can get out of that agreement early. We have no fees. Maybe we'll pay for the photos or something and then we move on. Now fortunately, we haven't had to exercise that performance guarantee, but I've told a lot of people in different masterminds about this and they have had to fire several realtors in the past to get to the right one. So, take that, use it. Hope that helps. The last thing I want to go through, number four, is the

### The real issue: pricing [13:28]

price. You know, I probably could have made this whole video on the price and that could have been the only thing to go through. But, because the real reason is that if your land isn't selling, it's because it's not priced correctly. Now, we went through whether it's a market issue, whether it's a property sales issue like a realtor issue. At the end of the day, the best thing that you can do besides marketing, hiring the right person, and due diligence on the front end, is pricing your property correctly and pricing it to sell, not for what market value is. And so, if your land has been on market for 30, 60, 90 days and it's not getting any serious offers, you're not getting any showings, the market is telling you that your price is wrong. Not that buyers are too slow or not that anything else is happening, you priced it wrong to sell quickly. And so, I would highly recommend go back, reanalyze comps, do it on either a bi-weekly or a monthly basis, and get that price down. Sometimes the power of a price reduction can generate more activity from a marketing event than just keeping it where it is. A lot of

### Using price cuts strategically [14:39]

times it does. And so, even reducing the price $10, going from like a 80 to 79990 is huge. It's a marketing event. And so, as an agent and listing our own properties when we sell them, I think in terms of marketing events. And so, when I say that, I mean every price reduction is a marketing event. When your listing goes live you do an email blast, that's a marketing event. But, the best marketing events happen first when you list it, you get the highest demand, then it drops off within a week or two normally. Then you got to do a price reduction to get that marketing demand back. And every time you do a price reduction to get down where you need it to be, you have a marketing event that will be able to come back and get people re-interested in your property. But, the reality is that in this market, you can overprice something by $5,000 and it can sit, or you can price it well right where it needs to be or right below be, and it can fly off the shelf in a weekend. And so, this is not

### Why overpricing kills deals [15:34]

the kind of market this definitely a buyer's market in most areas of the nation. This is not the market to overprice properties and try to negotiate down. This is definitely the market to price right where you need to be, a little bit less, use that 60-day pricing strategy that I told you about earlier in the video, and you combine all of this, the first part of this video will tell you to analyze basically what you already did wrong. The fourth one is something that you can do. You can affect your price, you can maybe even affect your realtor, but you can't change the market, you can't really change the property to some extent. So, go change your price, analyze where what

### There’s a buyer for every property [16:10]

what's happening, and look at what you need to do to fix it. So, guys, hey, really hope you enjoyed this time together. I would just say the final thing is if your land isn't selling, it's not because nobody wants it. I've learned being in real estate for over 10 years now, that there truly is a pig for every barn. And what I mean by that is there's a price for every piece of land and it is going to sell. But, if it's not selling, it's cuz one of these four things are off. If you fix the agent, you read the market correctly, you address the property's weaknesses and explain them to the buyers, and you come in and adjust the price, the buyers are going to be there at the end of the day. Now, it doesn't mean you're going to make money on it. Sometimes you're going to lose money, make money, but I hope this video encouraged you to make really, really good decisions on this property. If you ever want some feedback or some guidance on pricing your property, especially in Texas, cuz we are licensed agents here, uh we'd love to review that for you, love to have an opportunity to do that. We've got a link below where you can find some of our information about uh different opportunities to work with us, whether it's manufactured houses, cuz we're a dealer, uh whether it's us as a real estate agent. We also have funding and some other different things that we're doing here. So, if you want to do any of that, go to the link below, schedule a time to talk with us, and we'll talk to you soon. Thanks.