Recreational demand continues to shape the land market across the Southeast, and Georgia is no exception. A recent Georgia land transaction brokered by Mike Matre, Senior Advisor and career forester with Saunders Real Estate, illustrates how buyer profiles, property characteristics, and strategic marketing intersect in today’s environment. The case centers on the California Woods property in Stewart County, a large, remote tract that challenged traditional expectations for either timber investment or recreational land, and required a highly targeted approach to reach the right buyers.
Across Georgia, demand for recreational properties remains strong, particularly for buyers seeking privacy, hunting opportunities, and long-term land ownership. However, not all large tracts fit the mold of a typical turnkey recreational asset. While California Woods offered dramatic views, strong wildlife populations, and significant acreage, its steep terrain, limited access, and lack of utilities narrowed the initial buyer pool. Even in a strong market for hunting land for sale, buyer expectations can vary significantly depending on access and infrastructure. This case study reflects insights shared by Mike Matre on the In Our Expert Opinion Podcast.
Recreational opportunities continue to drive demand across the Georgia land market.
Positioning Large Tracts in a Competitive Market
The land market continues to reward sellers who position properties correctly for their highest and best audience. In this case, marketing the full 1,443 acres as a single offering initially generated limited interest. That outcome was not a reflection of weak demand overall, but rather a signal that the property may require a different strategy when looking to close more quickly and at a higher price point. Large-acre buyers often look for tracts that support strong returns on investment as well as entertaining, family gatherings, or recreational use. California Woods, by contrast, appealed most to buyers seeking solitude, remoteness, and off-grid use rather than convenience.
Dividing Large Land Listings to Expand Demand
A key turning point in the transaction came when a neighboring Timberland Investment Management Organization (TIMO) made an early offer on a portion of the property. That sale provided both momentum and clarity, prompting a strategic pivot. By dividing the remaining acreage into four smaller parcels, Mike was able to dramatically expand the buyer pool. This approach attracted:
- First-time landowners
- Outdoor-focused buyers
- Individuals seeking hunting land and recreational privacy
- Buyers looking to maximize acreage within a defined budget
For owners considering listing their Georgia land for sale, this case highlights how strategic division can unlock demand when a property’s size or characteristics limit interest at scale.
Buyer Profiles and Market Response
Buyer profiles played a central role in shaping the outcome. Rather than a single institutional or high-end recreational buyer, the subdivided parcels attracted individuals and families drawn to hunting, privacy, and long-term ownership. Several buyers planned off-grid camps or simple recreational improvements, embracing the property’s remoteness rather than viewing it as a drawback. Understanding who a property is best suited for—and marketing directly to that audience—is critical, especially in rural markets.
Forestry and Timber Market Considerations
Forestry played an important role in both buyer conversations and pricing decisions. While the seller was an experienced timber manager across other holdings, the steep terrain at California Woods limited conventional timber operations. Portions of the property had recently been clearcut under a long-term timber lease, and reforestation was intentionally deferred. This decision kept pricing accessible and allowed future buyers to pursue cost-share programs for replanting.
Despite recent mill closures in parts of Georgia, recreational demand has helped offset softness in certain timber markets. As timber pricing remains cyclical, long-term confidence in Georgia’s forestry sector persists, particularly as land ownership continues to appeal to buyers seeking both recreation and valuable returns.
Forest assets remain a sound long-term investment, benefitting from cyclical timber pricing, strong hunting and recreational potential, and multiple income-generating opportunities.
Due Diligence and Effective Marketing
Due diligence emerged as another defining theme of the sale. Marketing a property like California Woods required far more than aerial photography or roadside impressions. Walking the land, navigating creek bottoms, identifying high points, and understanding how a buyer will experience the property firsthand are crucial when promoting land listings. Effective marketing for rural properties:
- Requires accurately representing challenges and opportunities
- Builds credibility for the listing and the broker
- Leads to more informed buyers and smoother transactions
Pricing Strategy and Comparables
With few direct comparables for a property of this nature, each sale effectively created its own benchmark. By holding firm on pricing early and allowing the market to validate value through multiple transactions, the overall outcome exceeded expectations.
Key Takeaways
From demand for hunting land to shifting timber markets and evolving buyer profiles, this transaction offers a practical look at how thoughtful brokerage can shape outcomes on complex rural assets. For landowners and professionals navigating land for sale in Georgia, and as the market continues to evolve, success increasingly depends on aligning a property’s realities with the right strategy and the right audience.