Tampa, FL-September 25th, 2024–Written By Nick Cannella
The caliber of the firm representing you matters enormously in a land transaction. Eshenbaugh Land Company’s standing in the Tampa Bay market has earned recognition beyond their deals—a Business Observer feature on the Dirt Dogs captures how the firm built its reputation and why that track record translates directly into results for sellers and buyers alike.
The firm’s track record speaks for itself—and so does outside recognition. A Business Observer feature on the Dirt Dogs captures how Eshenbaugh Land Company built its reputation after transitioning ownership, and why that history of consistent performance matters when choosing a broker to maximize your land’s value.
Not all land brokers bring the same level of expertise to the table. Brokers who hold the ALC or CCIM designation have completed advanced training specific to land and commercial transactions—which translates directly into better pricing strategy, negotiation, and buyer reach. See why ALC and CCIM credentials give Florida land clients a distinct advantage.
Timing your sale well starts with preparation well in advance. If the end of the year is approaching, our year-end checklist for Florida landowners outlines 12 concrete steps—from updating your survey to revisiting your pricing strategy—that can put you in a stronger position heading into the new year.
As land brokers, we’ve seen firsthand how strategic improvements and smart planning can dramatically increase the value of a property. Whether you’re selling raw land, agricultural acreage, or development-ready parcels, there are several steps you can take to ensure you’re not leaving money on the table. In this guide, I’ll walk you through the professional strategies we recommend to maximize the value of your land before putting it on the market.
Understanding Your Land’s Market Position
- Market Conditions Matter: Timing the market is critical. I always tell my clients to pay attention to what’s happening in their area. For example, if new infrastructure—such as highways, schools, or business parks—is in the works nearby, waiting for those projects to be completed can substantially boost the property’s value.
- Conduct a Thorough Land Evaluation: Every parcel of land has unique features that may appeal to different buyers. We look at:
- The proximity to urban centers or major roadways.
- Whether utilities are accessible.
- Any natural features like water sources or high ground that might make the property more attractive.
Site Preparation: Simple Improvements, Big Results
- Clearing and Landscaping: When potential buyers tour a property, first impressions are everything. Overgrown vegetation or unmarked boundaries can turn buyers off. Clearing the land and cleaning up overgrowth makes a big difference. It’s also important to maintain any natural beauty, as buyers often seek out properties with aesthetic appeal.
- A cleared site allows buyers to better envision how they could use the land, whether it’s for development or recreational purposes.
- Improve Access to the Land: Many times, I see landowners overlook this critical aspect. Easier access means more buyer interest. If your property lacks a clear entry point, installing a basic gravel road or trail can make a world of difference.
- Insider tip: Be sure to check local regulations before making access improvements, as road placement can be subject to zoning laws or environmental restrictions.
The values a firm operates by shape every client relationship and transaction outcome. Eshenbaugh Land Company has been deliberate about articulating those principles—their update to the firm’s core values and the new Five E’s reflects a thoughtful evolution of what they stand for and how that commitment shows up in how they serve landowners and buyers every day.
Re-Zoning Opportunities: A common strategy I recommend is exploring whether your property can be re-zoned for a higher-value use. For example, land zoned for residential or mixed-use purposes is often more valuable than agricultural land. The key is understanding what future buyers are looking for and how you can position your property to meet their needs.
- I often work with landowners to consult with local planning authorities on potential zoning changes that align with market demand.
Selecting the right broker is a decision landowners often underestimate. Our foundational piece on advice to land owners and why you should use a certified land broker walks through the specific advantages a CLB brings to a transaction—from pricing accuracy to negotiation experience to the network of qualified buyers that generalist agents simply don’t have.
The Eshenbaugh Land Company team has continued to expand with talented professionals who bring deep market knowledge. Richie Timmons joining the firm added another experienced voice to a brokerage already well-regarded for its bench of specialists—the kind of team depth that translates into better outcomes for landowners navigating complex transactions.
For landowners and investors weighing their options, commercial land deserves serious consideration as an asset class. Our overview of why commercial land ownership can be a lucrative investment opportunity explains how commercial parcels generate value differently than residential land—and why the right site, in the right market, can deliver returns that outperform many alternative asset types.
Industry leadership signals the kind of professional standing that matters when you’re choosing a broker. Ryan Sampson was named President-Elect of the Real Estate Investment Council—a recognition that puts him among the most connected and respected professionals in Florida’s commercial real estate community, an asset that translates directly into better access, better networks, and better outcomes for clients.
A firm’s results speak loudest when they’re recognized by peers. Eshenbaugh Land Company’s sweep of the 2025 awards season with top honors from FGCAR and CCIM confirmed what clients already know—this is a team that doesn’t just transact, it leads the market on the metrics that matter most to the industry’s most respected evaluators.
The principles behind any great brokerage often trace back to its founders and the culture they established from the beginning. Around the Campfire: Founders Firewood offers a look at the stories and values that shaped Eshenbaugh Land Company from its earliest days—the kind of foundational perspective that helps clients understand not just what the firm does, but why it operates the way it does.
Commission structure questions come up in almost every land listing conversation—and how a broker answers them reveals a lot about how they approach the business. Bill’s Wisdom: Commission Splits addresses the topic directly, sharing how Bill Eshenbaugh thinks about co-brokerage, compensation fairness, and why the right commission structure is one of the most practical tools for getting a land deal done efficiently.
Bill Eshenbaugh has spent decades distilling hard-won lessons from Florida land deals into a set of principles his team lives by. Bill’s Wisdom: Bill-isms and the Stories Behind Them puts those maxims in context—the actual deals, negotiations, and client situations that gave rise to each saying, making it a practical read for anyone who wants to understand how experienced land brokers really think about complex transactions.
Few designations in commercial real estate carry more credibility than the CCIM, and awards within that community are judged by people who understand the business at the highest level. Bill Eshenbaugh’s inaugural CCIM Dealmakers National Specialty Award is that kind of recognition—earned through exceptional transaction performance and validated by some of the most experienced commercial practitioners in the country.
Behind every experienced broker is a set of people and moments that shaped how they see deals, clients, and the business. Bill’s Wisdom: Remembrance offers a window into that personal history—Bill Eshenbaugh’s reflection on the relationships and experiences that have defined his career in Florida land and continue to inform how he leads and advises clients at Eshenbaugh Land Company today.
The brokers who perform best in the land space didn’t stumble into it—they chose it deliberately. Why I became a land broker is a personal reflection from the Eshenbaugh Land Company team that speaks to that choice—the distinct appeal of land brokerage over residential or commercial real estate, and why specialization in this niche produces brokers who think and negotiate differently than generalists.
The character of a brokerage is shaped as much by the people behind it as by the deals they close. My Dear Old Sweet Boy is a personal piece from the Eshenbaugh Land Company team—a reflection that reveals the human side of the firm and the relationships, values, and memories that run deeper than any transaction and define what the Dirt Dogs are really about.
For landowners who want to hear directly from one of Florida’s most experienced land brokers, the RLI Voices of Land series is worth a listen. Bill Eshenbaugh’s episode on the RLI Voices of Land podcast offers an unscripted look at how he thinks about land value, market cycles, and the strategies that have made Eshenbaugh Land Company one of the most consistently active firms in the state.
The depth of expertise behind your broker team has a direct impact on what you ultimately net from a land sale. Eshenbaugh Land Company has continued strengthening that bench: the announcement of Jack Koehler’s partnership and his ALC and CCIM designations added another elite-credentialed professional to the firm’s leadership team.
Historical quarterly data gives buyers and sellers context that current-year snapshots alone can’t provide. Eshenbaugh Land Company’s Q1 2024 market report is that kind of reference—a documented read on how Florida’s land market opened the year, covering the deal pace, pricing environment, and buyer behavior that shaped the market through the first quarter and set the stage for what followed.
Industry awards become more meaningful when a firm wins across categories rather than in just one area. Eshenbaugh Land Company’s sweep of the 2024 FGCAR Pinnacle Awards is exactly that kind of performance—recognition across multiple deal types and metrics that reflects the breadth of the firm’s activity throughout the Florida Gulf Coast land market.
A broker’s ability to close across multiple deal types is a mark of real versatility. Chris Bowers’ $6.95 million in closings spanning recreational and residential land deals across Florida reflects the kind of multi-market, multi-use execution that sets the Eshenbaugh team apart—and that creates value for clients whose properties don’t fit neatly into a single category.
Working with a recognized brokerage firm adds a measurable layer of confidence to any land transaction. Eshenbaugh Land Company was named one of America’s best brokerages for 2024—a designation that speaks directly to the firm’s track record of successful closings, client service, and market expertise across Florida’s most active land markets.
Entitlements and Permits: Securing the necessary entitlements or permits for a specific use (e.g., residential development) can increase your land’s appeal and market value. By doing this work upfront, you save potential buyers time and effort, making your property stand out in a crowded market.
Highlighting Land Features with GIS and Mapping Tools
- Leverage GIS Mapping to Showcase Potential: Buyers are increasingly using data-driven tools to assess land. One of the most effective ways to showcase your property’s potential is through GIS (Geographic Information Systems) mapping. With GIS, we can highlight:
- Land boundaries.
- Topography and terrain features.
- Flood zones and environmental considerations.
Targeting the Right Buyers: Tailoring Your Approach
- Catering to Developers: If you’re marketing your land to developers, preparing the site and securing entitlements can be game-changers. Developers often look for properties that are ready to build on with minimal hassle. In some cases, subdividing the property into smaller lots can also increase value.
- Appealing to Recreational and Conservation Buyers: If your land is located near natural areas, lakes, or forests, it may attract buyers interested in recreational use or conservation. In this case, showcasing the natural beauty of the land is essential. I recommend investing in high-quality photography and drone footage to highlight key features like waterways, vistas, and wildlife habitats.
- Exploring Agricultural and Timber Opportunities: If your property is agricultural or timberland, showing how the land can be profitable for future owners is key. Providing information on soil quality, crop potential, or timber yields will appeal to buyers looking for investment opportunities in farming or forestry.
Professional Marketing: Getting Your Land in Front of the Right Eyes
- High-Quality Visuals Are Non-Negotiable: One of the first things I insist on is professional photography and drone footage. Great visuals can make the difference between a quick sale and a property that sits on the market for months. Drone shots, in particular, provide buyers with a bird’s-eye view of the property’s full potential.
- Work With an Experienced Land Broker: This may seem obvious coming from me, but partnering with an experienced land broker can make all the difference. We know how to position your property for maximum exposure and can tap into our network of potential buyers. We also handle all the complexities of the sale process, from listing to closing, ensuring you get the best deal possible.
Closing Thoughts: Selling Smarter, Not Harder
Maximizing your land’s value before selling isn’t about luck—it’s about knowing which improvements to make and when to make them. As a land broker, my job is to guide you through this process, helping you enhance your property’s value so you can attract the best buyers. Whether it’s securing entitlements, using GIS data, or improving accessibility, each step you take brings you closer to a successful sale. When you’re ready to sell, reach out to an expert who knows the market inside and out.
One often-overlooked element of land value strategy is the property tax burden during your hold period. Florida offers several exemptions and agricultural classifications that can significantly reduce what you owe while you’re waiting for the right market conditions to sell. Our overview of eliminating property taxes in Florida outlines the key programs available to landowners.
One of the most important early steps is understanding what your land is actually worth in today’s market. A Broker Opinion of Value (BOV) gives you a data-backed price range based on real comparable sales, zoning, and current buyer demand—so you can price it right from day one.
Thinking about selling your land? Let’s talk. At Eshenbaugh Land Company, we specialize in getting landowners the best price for their property. Contact us today!