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    Lesson 16 of 37

    Module 4: Prepping the Property & Removing Buyer Fear

    3D illustration showing clipboards with checkmarks and bar charts representing surveys and reports evaluation

    When to Order Surveys, Perc Tests, Environmental Reports, etc.

    Most buyers don't walk away from land because of the price — they walk away because of uncertainty. If they believe they might not be able to use the land for their goal, they'll usually stop looking before they even make an offer.

    That's why the only reports worth your time and money are the ones that remove the biggest fears at the lowest cost. You don't need every test available — that's expensive, time-consuming, and unnecessary for most properties.

    Instead, think about what would stop a buyer in their tracks:

    • If septic is required, can they actually put one in?
    • If they want to build, could environmental issues prevent it?
    • If boundaries aren't obvious, could they worry about disputes with neighbors?

    👉 The key is to do the cheapest, highest-impact checks that remove those "deal-killer" doubts. That's the 80/20 rule: solve the 20% of questions that cause 80% of lost sales.

    And remember — this isn't one-size-fits-all. The value of the land matters.

    If your lot is worth $5,000, it rarely makes sense to spend $100's on reports. Skip it and let buyers handle their own due diligence.

    If your land is worth $25,000 or $100,000, investing a few hundred dollars in the right report can mean selling months faster and avoiding thousands in price cuts.

    ⚡ Bottom line: Take it case by case. Only spend money on reports if they remove a major fear and the land value justifies it.

    1. Survey (When Boundaries Are Unclear)

    What it is (in plain English):

    A survey is a professional measurement of your property that shows the exact boundaries, size, and sometimes improvements (like fences, driveways, or easements). The surveyor will mark corners with stakes or pins so there's no question about where the property begins and ends.

    Why it matters:

    Buyers want to know exactly what they're buying. If boundaries are disputed or unclear, they worry about future headaches with neighbors or whether the property is even usable the way they imagine.

    The reality:

    In practice, I almost never order a new survey unless there's a very specific reason. Most buyers don't ask for it. And if they do, showing them the official plat map from the county (see earlier section on how to pull plat maps) is usually enough to satisfy their concern.

    When to consider ordering a survey:

    • If there's an active or potential neighbor dispute over property lines.
    • If the property has an odd or irregular shape, or if it's a large acreage parcel that's hard to visualize.
    • If access depends on exact boundaries (e.g., a driveway or easement runs close to the edge).
    • If the property is high-value (tens of thousands+) and buyers expect more due diligence.
    • If you're marketing to builders or developers who need precise dimensions.

    How I handle it when buyers ask:

    I usually say: "There's no recent survey on file, but here's the county plat map showing the parcel outlined. This is the same source title companies use."

    Most of the time, that ends the conversation — the plat map adds credibility and answers their need to see boundaries.

    What if it's a dealbreaker?

    If a buyer insists on a survey and I don't have one, I'll sometimes offer:

    "We can order one through the title company and cover the cost at closing, so it won't be an expense for you."

    That way, I only pay for the survey if the deal is under contract and the cost is justified by the sale.

    Key takeaway:

    Don't waste money ordering surveys by default. About 95% of the time, buyers won't require them. Use plat maps to establish credibility, and only pay for a survey if:

    • There's a real boundary issue, or
    • It's the difference between closing or losing a solid deal.

    ⚡ Pro Tip: Always keep a PDF of the plat map handy for every property you're selling. It makes you look prepared and gives buyers confidence that you know exactly what you're marketing.

    2. Perc Test (When Septic Is Required)

    What it is (in plain English):

    A perc test (short for percolation test) measures how quickly soil absorbs water. Counties require it in many rural areas to confirm that a standard septic system can work. If the land "passes," a conventional system is allowed. If it "fails," the buyer may still build — but they'll need a more expensive engineered system.

    Why it matters:

    Most rural buyers assume septic is required if there's no public sewer. The big fear is not knowing whether they'll be able to install one. A failed perc test can scare buyers away — or at least make them demand steep discounts.

    When to order (and when not to):

    ✅ Usually not needed if neighbors are developed.

    If multiple neighbors on the same road already have homes with septic, that's strong proof your land will too. You can confidently say:

    "Nearby properties have septic systems already installed."

    For most buyers, that's enough reassurance.

    ⚠️ Consider it if you're in the middle of nowhere.

    If you're selling in a rural area with no developed neighbors, buyers may hesitate. A perc test can remove that doubt.

    ⚠️ If lots nearby aren't selling.

    If competing properties sit on the market, you can stand out by offering proof that your lot will perc. This gives buyers confidence and lets you price at the top of the market.

    ❌ Be careful if you suspect soils may fail.

    If you know of nearby lots that failed, sometimes it's better not to test. A failed result on record can kill your sale or lock you into price cuts. Leaving it for the buyer's due diligence may be the smarter play.

    What to tell buyers:

    If you haven't done a perc test:

    We haven't done a perc test since we never planned to develop the land, but multiple nearby properties already have septic systems.

    If you've done one and it passed:

    you can confidently mention that it passed (and advertise it in your description), since that removes a major objection. But don't hand over the full report unless the buyer specifically asks — sometimes reports include technical details that aren't actually problems but can be misinterpreted as issues.

    If you've done one and it failed for a conventional system:

    don't make it into a bigger issue than it is. You can confidently say the county approved septic on the property of a specific type (engineered or alternative system). No need to over-explain beyond that. Some buyers are perfectly fine with engineered systems, especially if the price reflects it — the key is to present it as approved and buildable, not as a problem.

    Key Takeaway:

    Don't rush to pay for perc tests. They make sense when:

    • You're competing against similar lots,
    • You know it will pass, and
    • Buyers are hesitant without proof.

    Otherwise, lean on neighbor evidence and county guidance. Remember: septic requirements vary, and buyers ultimately need to do their own due diligence.

    3. Environmental Report (When There's a Red Flag)

    What it is (in plain English):

    An environmental report confirms whether your property has restrictions tied to wetlands, endangered plants/animals, or contamination. These are the kinds of things that spook buyers — sometimes without reason — if they think your land might not be usable.

    Step 1: Start Simple — Call the County

    Before you spend money, call the county environmental department (or whichever office handles it locally). Give them your parcel number or address and ask:

    • "Are there any known environmental restrictions or issues on this property?"
    • "Is this parcel flagged for wetlands, protected species, or other environmental overlays?"

    If they say no, you usually don't need to worry further. For most lots, that's all it takes.

    Step 2: Watch for Red Flags Nearby

    You should only dig deeper if:

    • Active listings nearby mention wetlands, flood zones, or protected species of plants or animals.
    • GIS maps show blue/green overlay areas on or near your lot.
    • The land has unusual vegetation, standing water, or sits near industrial/agricultural sites.

    👉 Buyers will see these things too — and may assume your lot has the same issues unless you can confidently show otherwise.

    Example: How an Environmental Check Saved a Deal

    We once saw multiple lots sitting unsold in a subdivision because some listings said: 'Buyer to verify — area known for protected grass.' That single line killed interest. And to make matters worse, if a buyer called the county during due diligence, they'd be told that an environmental test was required before permits could be approved — which scared away almost everyone.

    Here's how we handled it:

    • Researched the issue. We found that this grass species was normally only present in wetlands or flood zones. Our lot was in the same subdivision but had no wetland or flood overlays, which gave us confidence.
    • Confirmed with the county. We called the county environmental office. They confirmed our parcel was inside the flagged area, meaning it would need clearance before any development, and gave us a list of approved specialists.
    • Collected bids. We contacted everyone on the list. Prices ranged from $300 to $2,000 for the exact same test. (⚡ Always get multiple bids — don't just take the first quote.)
    • Ordered the test. We chose the $300 option. The specialist confirmed there were no protected species and no environmental restrictions, and cleared it with the county.
    • Advertised the result. Instead of saying "buyer to verify," our listing proudly stated: "Cleared — no protected species, no environmental restrictions."

    Flood Zones & Wetlands: What Reports May Be Required

    If your property is in a flood zone or shows wetlands on GIS maps, buyers will notice. It pops up on FEMA maps, county sites, or during their due diligence. The worst move is to stick "buyer to verify" in the listing — it makes the land sound unbuildable.

    Instead, if asked, you want to eliminate fear immediately by showing the land can be built on, and that the necessary steps are already clear and affordable (include reports to eliminate doubt). Keep your answer confident, simple, and positive.

    Flood Zones (FEMA or County Designation)

    To build in a flood zone, buyers typically need:

    • Elevation Certificate – Verifies the build site's elevation compared to base flood level ($300–$800).
    • Grading/Fill Permit – If needed, to add fill dirt and raise the building pad.
    • Floodplain Development Permit – Approval from the county for construction inside the flood zone.

    👉 How to frame it:

    "Yes, the property is in Zone AE, but an elevation certificate confirms it's buildable once raised. That's common in this area, and we've already priced the property with that in mind so you're actually getting a great deal compared to others nearby."

    If they bring up cost:

    "Raising a foundation pad is routine here. On average, pad companies charge a few thousand dollars more depending on the size of the home. That's why we've already factored it into the listing price. You're not taking on surprise costs — you're getting a lot that's already priced below what others are asking without considering this."

    ⚡ Pro Tip: Buyers' real fear isn't the flood zone — it's the unknown. The second you show them the actual steps and average costs (and that you've already accounted for them in your pricing), you flip doubt into confidence and a good deal.

    Wetlands

    If a GIS map or county flag shows wetlands, buyers may assume the whole lot is unusable. The reality is, most of the time:

    • Wetlands Delineation / Determination – Specialist maps which parts (if any) are wetlands (often just a portion of the lot).
    • Army Corps of Engineers Review – Confirms whether those wetlands are federally protected.
    • State Environmental Agency Permit – If development will impact wetlands.

    👉 How to frame it:

    "The subdivision shows wetlands on county maps, so we ordered a delineation. The test confirmed no wetlands on this parcel — it's fully clear for development. Other lots nearby haven't done this, which is why they're still sitting on the market."

    or, if some wetlands exist:

    "Yes, a portion of the property is wetlands, but there's still a large clear buildable area. We confirmed with the county it's suitable for a home site, and we've priced the property accordingly to reflect that."

    👉 The rule:

    Do the cheapest, highest-impact report that clears the biggest fear. You don't need everything — just enough to prove the land is buildable if that's the goal for it.

    Key Takeaway

    Being in a flood zone or near wetlands doesn't make land unbuildable. It just means there are extra steps. Buyers' real fear is cost — they imagine tens of thousands in problems. You remove that fear by showing:

    • The land is buildable.
    • You know the steps and costs.
    • You've already priced the property with those costs in mind.

    ⚡ Pro Tip: Always stay solutions-focused. Buyers don't want to hear about problems — they want to hear that the land can be built on, how, and that the cost has already been factored into their great deal.

    When NOT to Order One

    • If the county confirms no issues and you're not in a flood zone and have no wetlands.
    • If you strongly suspect a negative outcome (better to let the buyer do their own due diligence).

    The Smart Strategy

    👉 Do the minimum necessary to remove major doubts. The goal isn't to hand buyers a binder of reports — it's to eliminate the 1–2 biggest fears that would otherwise stop them from making an offer.

    ⚡ Key Principle:

    • If a lot is clean and straightforward → skip the extras.
    • If a lot has one obvious red flag → solve that one thing with a report.

    Buyers don't expect perfection, but they do expect clarity.

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