(The Real Questions They Ask — and the Ones They Should Be Asking)
Buyers across all experience levels — first-time buyers, seasoned owners, and corporate groups — 1. Financial Performance
This is always #1.
Buyers want to understand:
- Gross sales (most recent year first)
- NOI and adjusted NOI
- Operating cost percentages
- Seasonality of income
- Revenue mix (RV sites, cabins, tents, store, storage, long-term vs overnight)
- Add-backs (owner perks, depreciation, interest, etc.)
Why it matters:
Buyers are evaluating bankability and cash flow after debt service.
➡️ Can the park pay for itself?
➡️ What will I realistically take home?
2. Site Counts & Utility Details
Utilities determine future costs and expansion potential.
Buyers ask about:
- Number and type of sites
- Full hookups vs partial
- 30/50 amp service
- City utilities vs private systems
- Age and condition of septic, wells, water lines, electrical, bathhouses, laundry, and buildings
3. Rates & Occupancy
Buyers compare parks to hotels.
They want to know:
- Current rate structure
- Seasonal vs nightly pricing
- Occupancy trends
- Rate history
- How pricing compares regionally
4. Expansion Potential
This is a major driver today.
Buyers look for:
- Unused acreage
- Utility capacity
- Zoning and special use permits
- Engineering work already completed
- Ability to add cabins, glamping, storage, amenities, or event space
5. The Area & Demand Drivers
Buyers always ask: “Why do people come here?”
They evaluate:
- Tourism draws
- Proximity to water, parks, highways
- Nearby attractions
- Seasonal traffic
- Local services and infrastructure
6. The Seller Story
Even investors care about this.
They want to understand:
- Why the seller is selling
- Owner involvement
- Staffing structure
- Whether the business is owner-run or staff-run
7. The Real Condition of the Park
Buyers want to know what can’t be seen online.
They ask about:
- Deferred maintenance
- Roads and drainage
- Building condition
- Compliance issues
Surprises kill financing and deals.
8. Financing Options
This is the gatekeeper.
Buyers need clarity on:
- Seller financing availability
- SBA or bank eligibility
- DSCR support
- Prior financing history
9. What the Park Does NOT Have
Missing amenities can be:
- Deal-breakers
- Or opportunities
Buyers want transparency.
10. The “Feel” of the Park
This is emotional — even for investors.
Vibe, layout, shade, noise, waterfront access, and guest experience all matter.
