How to Maximize the Value of Your Michigan Campground Before You Sell

​

A Practical Guide for Campground, RV Park & Resort Owners

Selling a Michigan campground or RV park is more than just a real estate transaction. You are selling land, a business, a lifestyle, and future income potential. Buyers and lenders evaluate campgrounds based on gross revenue, ROI, risk, property condition, compliance, and growth potential.

With the right preparation—often just 12–24 months in advance—many campground owners significantly increase their final sale price.

​

Why Preparation Matters

​

Campground sale prices are commonly influenced by:

• Gross revenue multipliers

• Net income & ROI

• Clean financial records

• Operational efficiency

• Property condition & compliance

• Expansion and development potential

• ​

In simple terms:

Higher documented income + lower risk = higher property value.

1. Get Your Financials in Order

Most buyers and lenders want 3 years of clean tax returns and organized financial statements.

​

To strengthen your campground valuation:

​

• Report all income on your taxes

• Stop deducting personal expenses

• Maintain organized P&Ls and balance sheets

• Use consistent bookkeeping

• Understand Seller Discretionary Earnings (SDE) add-backs

• Separate one-time expenses, depreciation, and interest

• ​

Even one strong year of improved financials can boost your value.

Every additional $10,000 in documented gross revenue often increases your sale price.

​

2. Increase Gross Revenue Before Selling

​

Campground value is tied directly to income. The season or two before selling is critical.

Ways to grow revenue:

• Improve Google and social media marketing

• Respond faster to inquiries

• Increase occupancy

• Encourage longer stays

• Promote shoulder-season bookings

• Add upsells (firewood, rentals, store items, early check-ins)

• Adjust rates strategically

Buyers pay more for campgrounds with consistent income growth.

​

3. Prepare a Due Diligence Package

​

A well-organized seller reduces buyer risk and protects the sale price.

Helpful documents include:

• 3 years of tax returns + current financials

• Licenses and permits

• Inspection records

• Septic & well documentation

• Water test results

• Utility information

• Park maps and site layouts

• Reservation history

• Vendor contracts

• Long-term guest agreements (if applicable)

Organization builds confidence—and confidence increases value.

​

4. Inventory Your Equipment

​

Buyers want clarity on what’s included in the sale.

Create a detailed list of:

• Vehicles (with VINs and titles)

• Tractors, mowers, golf carts, trailers

• Rental equipment (boats, bikes, etc.)

• Laundry and store equipment

• Maintenance tools

• Financing payoffs

Clear inventory reduces disputes and speeds up closing.

​

5. Update Licenses & Inspections

​

Before listing your campground:

• Renew campground, health, and fire permits

• Address safety concerns

• Fix code issues

• Reduce deferred maintenance

Unclear compliance = lower offers.

​

6. Improve Curb Appeal & First Impressions

​

Buyers form opinions fast.

Low-cost improvements that matter:

• Clean entrance and signage

• Trim trees and remove clutter

• Tidy roadways

• Store unused equipment out of sight

• Neat owner’s residence area

• Clean, bright bathhouses

A well-kept campground feels like a better investment.

​

7. Strengthen Your Online Presence

​

Your digital presence affects your value.

Improve:

• Website accuracy

• Professional photos

• Google Business profile

• Facebook page

• Guest reviews

• Online reservations (if feasible)

Buyers prefer campgrounds with modern systems they can scale.

​

8. Document Expansion & Growth Potential

​

Campgrounds with upside sell for more.

Helpful documentation includes:

• Zoning confirmation

• Site plans

• Prior approvals

• Utility capacity

• Concept plans for cabins, glamping, or more sites

Clear growth potential = higher offers.

​

9. Understand the Tax Implications

​

Always consult your attorney and accountant before selling.

Key considerations:

• 1031 exchange opportunities

• Homestead or mixed-use tax rules

• Asset allocation (real estate vs. equipment vs. goodwill)

• Capital gains planning

• ​

Smart tax planning protects your proceeds.

​

Final Thoughts

​

You don’t need to spend a fortune to increase your campground’s value.

The biggest drivers are:

✔ Higher documented revenue
✔ Clean financials
✔ Reduced risk
✔ Strong presentation
✔ Proven systems
✔ Growth potential

With focused preparation, many Michigan campground owners significantly improve their final sales price.