Selling farmland is one of the most important financial decisions a landowner can make. Whether you’re retiring, settling an estate, or simply restructuring your portfolio, the stakes are high. Unfortunately, many sellers leave money on the table—or face unnecessary delays—because of avoidable mistakes. At Whitaker Marketing Group, we’ve helped countless landowners navigate the sales process, and we know firsthand what separates a smooth, profitable transaction from a stressful one. Below are some of the top mistakes landowners make when selling their farmland—and how to avoid them.
1. Not Understanding the True Value of the Land
Many landowners underestimate or overestimate their farm’s value because they focus on recent neighbor sales or outdated market assumptions. The reality is that farmland value depends on multiple factors: CSR2 scores, soil productivity, tillable acres, drainage, location, grain markets, and rental income potential. Relying on a professional farmland appraisal or broker opinion of value ensures you price your land competitively and attract serious buyers. For accurate data, landowners should also review resources like the Iowa State University Land Value Survey and the USDA Land Values Report.
2. Skipping Professional Marketing
Too many sellers believe a simple sign in the yard or a classified listing will bring the best buyers. In reality, professional marketing is essential to maximize exposure. A competitive sale requires high-quality drone photography, detailed property brochures, online auction platforms, and targeted advertising. At Whitaker Marketing Group, we list farms on multiple MLS systems, land brokerage sites, and run tailored ad campaigns to reach both local farmers and nationwide investors. According to the Realtor Land Institute, strategic marketing can increase land visibility and ultimately boost sale prices.
3. Choosing the Wrong Sales Method
One of the most common mistakes is defaulting to a private listing when an auction may yield stronger competition—and higher prices. Conversely, some properties may be better suited for negotiated sales. Each situation is unique, and the wrong method can cost landowners tens of thousands of dollars. Consulting with an experienced farmland broker ensures you select the best sales strategy based on your goals, timeline, and property type.
4. Failing to Address Lease and Tenant Issues
If the land is under a current lease, buyers need to know the terms. Ignoring this step can lead to disputes or decreased buyer interest. In Iowa, for example, farm leases must be terminated by September 1st to take effect the following crop year. Failing to address this deadline can postpone a sale by a full season. For more information on lease laws, visit the Iowa State University Extension Farm Lease Resources.
5. Overlooking the Importance of Timing
The farmland market, like any market, has cycles. Land values are influenced by interest rates, commodity prices, government programs, and investor demand. Listing your farm at the wrong time—such as during market downturns or without considering the crop cycle—can reduce buyer competition. Tracking current trends with resources like the Federal Reserve Bank of Chicago Agricultural Reports helps landowners better understand market conditions.
6. Not Preparing the Farm for Sale
Just as home sellers stage their property, farmland sellers should present their land in its best light. Poor access, messy fencerows, or unresolved boundary issues can discourage buyers. Investing in small improvements, like fixing gates or mowing waterways, can make a big difference.
7. Trying to Do It Alone
Finally, the most costly mistake is attempting to sell farmland without professional guidance. Farmland sales involve complex legal, tax, and estate considerations that most landowners aren’t equipped to handle on their own. Working with an experienced auctioneer and land broker ensures your farm is marketed properly, sold competitively, and closed smoothly.
Selling farmland is more than just a transaction—it’s the transfer of a legacy. Avoiding these common mistakes can help you achieve a more profitable, efficient sale while reducing stress for your family. At Whitaker Marketing Group, we specialize in farmland auctions, brokerage, and valuation. If you’re considering selling, contact us today for a confidential consultation. We’ll guide you through the process and make sure you avoid the pitfalls that cost other landowners money.
515-996-5263 |✉️info@wmgauction.com
