Selling land in Australia: how to sell your land and get the best price

When you sell a house, buyers can walk through what they’re paying for. When you sell land, they’re buying what they think they can do with it. A family sees a future home. A developer sees a project. A farmer sees a season’s work. Your job is to give each of them enough verified information to make that call with confidence.

Every buyer of land is asking three questions. What can I do with it? What will that cost me? What is that opportunity worth? Five things answer them.

A small, fully serviced residential lot can be worth more to the right buyer than a block twice its size with a steep slope, no sewer and a heritage overlay. The rest of this guide follows those five factors.

What types of land can you sell in Australia?

Land gets sold for very different reasons. A suburban block, a rural acreage and a development site each attract a different buyer, who asks different questions.

Acreage, farms and development sites each have their own complications, and we’ll cover them in separate guides. This one covers the process every land sale shares.

How much is your land worth?

A house has rooms, finishes and a renovation you can point to. Land has none of that. Its value comes almost entirely from what someone can do with it, and what it will cost them to get there.

Start with comparable land sales

Look for recent sales of land, not houses, that match yours on:

• Suburb and location
• Land area
• Frontage and dimensions
• Lot shape
• Slope and topography
• Road access
• Zoning
• Planning overlays
• Services available
• Soil and ground conditions
• Building or development restrictions

Land sales can be thin on the ground, especially outside new estates. You might need to look further back in time or further afield than you would for a house, then adjust for the differences.

Why price per square metre can mislead you

Sellers love dividing price by area. Buyers don’t think that way. Look at these three blocks.

Illustrative figures only. These are not real sales or valuations.

Block B is 50% bigger than Block A and sells for only $20,000 more. A buyer looks at the slope and sees retaining walls, a split-level design and an engineer’s bill. Block C is smaller than B but sells for $110,000 more, because the corner and the frontage open up design and access options. A smaller block can be worth more if it’s cheaper and easier to build on.

Land value and development value are different numbers

A family building one home will pay what the block is worth to them as a home site. A developer works backwards: likely sale prices of the finished project, minus construction, approvals, finance and profit. What’s left is what they’ll pay for the land. Those two numbers can be far apart in either direction.

Zoning doesn’t guarantee a development outcome. A residential zone tells a developer what might be possible. It doesn’t tell them what council will approve, what the site can physically fit or whether the numbers work.

Should you get a professional land valuation?

For a standard block in an estate with plenty of recent sales, comparable sales may be enough. Get a certified practising valuer or another qualified professional involved when the site is unusual, comparable sales are scarce, you’re transferring land within the family, or the land may have development potential. A valuation costs far less than underpricing a development site.

For more on pricing, read how to price your property and how much is my house worth. Our Q&A with a valuer covers when a formal valuation is worth paying for.

What can buyers do with your land?

The answer to this question sets the price. Some owners assume an empty block can be used for anything. It can’t.

Understanding land zoning

Every piece of land sits in a zone under the local planning scheme. The zone decides which uses are allowed, which are banned and which need a permit. The main families are:

• Residential, for houses and sometimes higher-density housing
• Rural, for farming, rural living and related uses
• Commercial, for shops, offices and services
• Industrial, for manufacturing, warehousing and similar uses
• Mixed use, which allows a combination

The names and rules differ between states and councils. A “General Residential Zone” in Victoria and an “R2 Low Density Residential” zone in NSW do similar jobs under different rules.

What are planning overlays and restrictions?

On top of the zone, extra controls can apply to your land:

• Flood-prone land
• Bushfire risk
• Heritage
• Environmental protection
• Vegetation controls
• Easements and covenants
• Building setbacks
• Minimum lot sizes
• Height and density limits

Not all of these block development. Some do, such as a covenant limiting the land to one dwelling. Others trigger extra assessment, such as a bushfire overlay that requires a bushfire report and specific construction standards. That’s more time and money for the buyer, which affects what they’ll pay.

How to check your land’s zoning

• Victoria: VicPlan shows zones and overlays and produces a free planning property report.
• NSW: the Planning Portal’s Spatial Viewer shows zoning and property constraints.
• South Australia: the SA Property and Planning Atlas shows current zoning.
• Queensland and WA: start with your council’s planning scheme. Most councils publish interactive maps. In WA, PlanWA shows state and local planning information.

Then call your council’s planning department. If the potential isn’t clear, pay a town planner for advice. A short letter from a planner can do a lot for buyer confidence.

Can you advertise land as having development potential?

Only if you can back it up. A residential zone doesn’t mean the land can be subdivided or built on with multiple dwellings. Minimum lot sizes, overlays, access and council policy all get a say.

What makes a block of land attractive to buyers?

Beyond zoning, buyers look at the physical site and what it will cost them to use it.

Be precise about services. “Nearby”, “available for connection” and “connected” mean three different things. A water main at the end of the street can still cost a buyer thousands to reach. Consumer Affairs Victoria warns buyers that services not yet connected may be unavailable or expensive to connect, so expect buyers to ask.

Serious buyers will often bring in a surveyor, builder, geotechnical engineer or planner before they commit. Make that easy. The faster they can check the site, the faster you get a firm offer.

How to sell land in Australia: step by step

The steps look like any property sale. What happens inside each one is different.

Who buys land and what are they looking for?

Market the land to the right buyer

Someone building a family home wants to know about schools, transport, the street and the neighbours. A developer wants the planning controls, the site constraints and enough information to run a feasibility study. Lead with what your most likely buyer needs, and you’ll get better enquiries and fewer wasted ones.

How to prepare land for sale

With land, you’re not styling a living room. You’re making the site easy to reach, easy to understand and easy to picture.

• Remove rubbish and dumped material, where you’re allowed to
• Mow and manage weeds
• Clear a safe path to walk the block
• Check gates and fencing
• Mark the approximate boundaries, and say they’re approximate unless a surveyor set them
• Organise clear photography, including aerials
• Have the survey and title information ready
• Document the services and access arrangements

How to advertise land for sale

A house listing sells with photos of rooms. A land listing sells with information. With no building to show, maps, plans and verified details do the work.

What should a land listing include?

• Accurate land size
• Street address or lot and plan number
• Dimensions and frontage, where verified
• Zoning and relevant restrictions
• Road access
• Services and whether they’re connected
• Nearby amenities
• The survey or subdivision plan, where it helps
• Any planning approvals, verified
• Good photos of the land and its outlook

Where can you advertise land online?

• Major property portals such as realestate.com.au and Domain
• Land and rural property sites
• Social media and local community groups
• Local advertising and a signboard
• Direct approaches to builders, developers or neighbours

The major portals don’t accept listings directly from owners. You’ll need a licensed agency or an eligible listing service to get on them. See our guide to realestate.com.au listing upgrades and the full breakdown of real estate advertising costs.

Why aerial photography matters for land

For land, the aerial is often your hero image. It shows buyers in seconds what a page of text can’t:

• The block’s shape
• The neighbouring properties
• Street access
• Nearby facilities
• Natural features
• How the lot sits in the wider area

If you draw boundary lines on an aerial, label them “approximate”. A line on a photo is not a survey, and a buyer can rely on what you show them.

Should you sell your land as it is or get approvals first?

Some owners consider getting a survey, planning advice or even a development approval before they sell. That can help, but it costs money and time and carries risk.

An approval doesn’t automatically add value. Some buyers want to design their own project and will pay little extra for yours. Ask one question: will the extra spend bring in enough extra money, after costs and tax, to justify the time and risk? Get numbers from a planner and your accountant before you commit.

Can you sell part of your land?

Many homeowners have a big backyard or a spare paddock and want to sell a piece of it. There are two very different situations.

If the part you want to sell is already a separate lot on its own title, you can sell it like any other land. Check whether your house’s driveway, services or sheds cross the boundary.

If it isn’t, you have to create a new lot through subdivision first. That raises a list of questions:

• Does the zone and minimum lot size allow it?
• Do you need council approval? (Almost always.)
• Will the new block need its own access?
• Will it need new water, sewer and power connections?
• What does your lender need to agree to, given your mortgage covers the whole property?
• How will the sale be taxed?

What does it cost to sell land in Australia?

Judge every option by what you keep after the sale, not by the price on the contract or the commission rate on its own.

Does land cost less to sell than a house?

Not always. You won’t pay for styling or interior photography. You may pay for a survey, planning advice or specialist marketing that a house sale doesn’t need. Holding costs keep running while the land is on the market, and vacant land usually earns no income. Price it right the first time.

Do you pay capital gains tax or GST when selling land?

Tax can make a big difference to what you keep, so plan for it before you sign anything.

Capital gains tax when selling land

Land is generally a CGT asset, so selling it can create a capital gain or loss. The main residence exemption that covers most family homes doesn’t automatically cover vacant land. There is a specific rule for land where you build a home: if you build and move in, you may be able to treat the land as your main residence for up to four years before the home was finished. Other rules cover land next to your home that you sell together with it.

Does GST apply when selling land?

Sometimes. It depends on why you held the land and what you did with it:

• Selling land you held as a private or investment asset usually doesn’t involve GST.
• Land used in a business (an “enterprise”) can be subject to GST if you’re registered or required to be.
• Subdividing and selling lots may be treated as a business activity, especially if you go beyond the minimum steps.
• Buying, developing and selling land to make a profit is likely to have GST and income tax consequences.

The ATO looks at the whole picture, including your intention, the scale of the work and how businesslike it is. Where GST applies, the margin scheme may reduce it, but only if you and the buyer agree to it in writing before settlement.

ATO clearance certificates

For contracts signed from 1 January 2025, foreign resident capital gains withholding applies to every Australian property sale, whatever the price. The buyer must withhold 15% of the price and pay it to the ATO unless you give them a clearance certificate. That includes vacant land. If you’re an Australian resident, apply for a clearance certificate from the ATO early. It’s free and lasts 12 months. Withholding isn’t your final tax bill, but it does tie up 15% of your money until you lodge your return.

Talk to a registered tax agent or accountant before selling land if your tax position isn’t simple.

What are the legal requirements for selling land in Australia?

Each state has its own rules. For land, they focus on title, planning information and services.

For state detail, see our guides to selling in Victoria, NSW, Queensland, WA and SA.

Documents to discuss with your conveyancer

This is a preparation list, not a legal checklist for every state:

• Certificate of title and ownership details
• Registered plan
• Easements, covenants and restrictions
• Zoning and planning information
• Subdivision documents, if relevant
• Outstanding rates and any land tax
• Contract of sale
• Your state’s vendor disclosure documents

Read legal fees for selling a house to understand what a conveyancer charges and what they do.

Can you sell land without a real estate agent?

Yes. You can sell land without paying a traditional percentage commission. You have three broad options.

Whether you’re selling a house or a block of land, the way to control your costs is the same: work out what needs doing, then pay for the help you need and nothing more. Unreserved charges a flat fee, never a percentage of your sale price. If you’re selling land, talk to us first and we’ll tell you straight what we can cover for your block.

Land selling checklist

Tick these off before your land goes to market.

• Title search done and ownership confirmed
• Boundaries, easements and legal road access checked
• Zoning and overlays confirmed through the official planning map
• Development potential checked with council or a planner, if you plan to mention it
• Services confirmed as connected, available or not available
• Comparable land sales researched
• Likely buyer identified
• Site tidied, with a safe path to walk it
• Photos and aerial imagery organised
• Information pack ready for buyers
• State disclosure documents prepared by your conveyancer
• CGT and GST position checked with your accountant
• ATO clearance certificate applied for

Questions people ask

How do I sell land in Australia?

Confirm your title, boundaries and zoning, research comparable land sales, prepare your state’s legal documents, then advertise, manage enquiries, negotiate and settle. You can sell privately, use a fixed-fee service or use an agent.

Can I sell land without a real estate agent?

Yes. You can sell land privately or through a listing or fixed-fee service. You’ll still need a conveyancer or solicitor for the contract and settlement.

How much is my land worth?

Compare recent sales of similar land nearby, adjusting for size, shape, slope, zoning, overlays and services. For unusual land or possible development sites, get a valuation from a certified practising valuer.

Is selling land different from selling a house?

Yes. Buyers are paying for what they can do with the land, so zoning, services, access and site conditions matter more than presentation. Your listing relies on information, plans and aerials rather than photos of rooms.

How do you sell vacant land?

Confirm what the land can be used for, gather the title, plan, zoning and services information, tidy the site, then list it with aerial photos and verified details. Target the buyer most likely to want that block.

Where can I advertise land for sale?

On major property portals such as realestate.com.au and Domain (through a licensed agency or eligible listing service), on land and rural property sites, on social media, with a signboard, and by approaching builders, developers or neighbours directly.

What documents do I need to sell land?

Usually a title search, the registered plan, details of easements and covenants, zoning information and your state’s contract or vendor disclosure documents. Your conveyancer will confirm what your state requires.

Can I sell land without a title?

You need to be the registered owner to transfer land. A lot that doesn’t have its own title yet, such as one in an unregistered subdivision, can sometimes be sold off the plan with settlement after the title is issued. Strict rules apply, so get legal advice.

Can I sell part of my property?

If that part is already a separate lot, yes. If not, you’ll usually need to subdivide with council approval first, and you may need new access and services. Check the tax position before you start.

Do I need to subdivide land before selling it?

No. You can sell the whole parcel as it is. Subdividing first can let you sell lots separately, but it adds cost, time, risk and possible tax consequences, so it doesn’t always pay.

Does zoning affect how much land is worth?

Yes, often by a lot. Zoning decides what buyers can build or run on the land. Overlays and restrictions can add cost or limit what’s possible, which affects what buyers will pay.

Can I sell land without electricity or water connected?

Yes. Be clear about what’s connected, what’s available to connect and what isn’t available. Buyers will factor the connection cost into their offer.

How long does it take to sell land?

It varies with location, price, demand and the type of land. Land with clear information and a realistic price tends to sell faster than land with unanswered questions about zoning, access or services.

Is it better to sell land to a developer?

Only if a developer will pay the most for it. Developers price land from their project’s numbers, which can be higher or lower than what a home builder will pay. Test the market with both if your land could suit either.

Does capital gains tax apply when selling land?

It may. Land is generally a CGT asset, and vacant land doesn’t automatically qualify for the main residence exemption. Specific rules apply to land you build a home on and land sold with your home. Ask a registered tax agent.

Do you have to pay GST when selling land?

Not usually for a private sale of land you held as an investment or personal asset. GST can apply if the land was used in a business, or if you subdivided or developed it to make a profit. Get tax advice.

How much does it cost to sell land privately?

It depends on what you pay for. Expect conveyancing, advertising and listing fees, photography, and possibly surveying or planning advice. Fixed-fee services charge a set amount instead of a percentage commission.

Can I sell land that still has a mortgage?

Yes. Your lender is paid out from the sale proceeds at settlement and releases the mortgage. Contact your lender early to start the discharge process.

Planning a sale? Read the process of selling a house, check how to price your property, or see real estate advertising costs.