Editor’s Note: This column was first published by North Star Brokerage & Advisory.
Most RV park, mobile home park and outdoor hospitality owners believe they can sell their property on their own — or that going off-market will save them money.
In reality, this is one of the most expensive mistakes an owner can make.
At North Star Brokerage & Advisory, we’ve reviewed hundreds of properties and consistently see owners leave significant money on the table — not because their property lacks value, but because they fail to position and market it correctly.
The Core Problem: Under-Optimized Operations and Inefficient Sales Execution
The single biggest issue we see is a combination of two things:
- Operational inefficiencies that reduce perceived value
- A flawed or incomplete sales process that limits buyer competition
Most owners don’t realize that small operational issues — especially within their financials — can have a massive impact on valuation. At the same time, many fail to expose their property to the full buyer pool, which directly suppresses pricing.
Who This Affects Most (And When)
This problem most heavily impacts:
- Owners preparing to sell within the next 6–24 months
- Operators with inconsistent or poorly structured financials
- Owners who have not gone through a competitive, broker-led sales process before
It typically shows up during:
- Pre-sale planning
- Periods of underperformance
- Moments when an owner begins exploring exit options
