How to sell your Costa Rica property successfully — and what most sellers get wrong.
From pricing and documentation to buyer qualification and closing — an honest guide to selling in Costa Rica.
What sellers in Costa Rica need to understand from the start
Costa Rica does not have a regulated real estate industry or a centralized MLS. Sellers can list with multiple agents simultaneously — and most properties are. The result is a market where the same property appears at different prices on different platforms, buyer inquiries are fragmented, and agents compete on commission rather than service.
The single most important factor in a successful Costa Rica property sale is pricing. Properties priced based on what the seller wants — rather than on what comparable properties have actually sold for — typically sit on the market for a year or longer, receive no serious inquiries, and eventually sell at a larger discount than if they had been priced correctly from day one.
The most common seller mistakes
- Pricing based on purchase price plus renovation costs — not current market value
- Listing with five agents simultaneously with no coordination
- Using poor photography that does not represent the property accurately
- Not resolving title issues before listing (discovered during buyer due diligence)
- Not having the property survey on file at CATASTRO
- Accepting buyers without any financial qualification check
- Handling escrow informally (accepting deposits directly)
- Not having a Costa Rican attorney to represent seller’s interests
How to set the right asking price in Costa Rica
Costa Rica lacks a public database of sale prices, which makes accurate pricing harder than in North America or Europe. Here is how to approach it properly:
Research comparable listings
Look at what similar properties are currently listed for in your area — not what they sold for (that data is largely unavailable in Costa Rica), but what the active competition looks like. Properties that have been on market for over a year at the same price are a signal of overpricing, not a benchmark.
Get an independent appraisal
A licensed Costa Rican perito (appraiser) can provide an independent assessed value. This is especially valuable for setting a defensible price in a market with limited transaction data. Appraisal fees are typically $300–$600 USD and are worth it for any property over $200,000.
Account for buyer costs
Buyers in Costa Rica pay 3–4% in closing costs on top of the purchase price. A buyer evaluating a $400,000 property is budgeting $412,000–$416,000 total. If your price is already at the top of what the property supports, buyers with tight budgets will look elsewhere. Build buyer-friendly pricing into your strategy.
Preparing your property and documentation for sale
Confirm and clean your title
Run a title search through the Registro Nacional before listing. Verify there are no liens (gravámenes), annotations (anotaciones), or mortgages attached to the property. Title problems discovered by a buyer’s attorney during due diligence kill deals or force significant price reductions. Better to know in advance and resolve them.
Verify your cadastral survey is current
The property survey (plano catastrado) must be on file at CATASTRO and must match the physical boundaries. An outdated or missing survey is one of the most common delays in closing. Update it before you list if it is more than 10 years old or if there have been any changes to structures or boundaries.
Bring property taxes current
Confirm that property taxes (impuesto sobre bienes inmuebles) are paid in full to the local municipality. Buyers’ attorneys verify this routinely. Outstanding tax balances create complications at closing and reduce buyer confidence.
Gather permit documentation for improvements
If you have made any structural improvements (additions, pools, structures), confirm that building permits were obtained and are properly registered. Unpermitted construction is common in Costa Rica and is a due diligence red flag. Buyers typically request a reduction for unpermitted structures or ask that they be regularized before closing.
Professional photography
Listing photos are the first — and sometimes only — impression a buyer forms. Accurate, well-lit photography of the entire property (including the entrance road, views, outdoor spaces, and any issues) builds trust and attracts buyers who will not be disappointed when they visit. Misleading photography wastes time for everyone.
What sellers pay at closing in Costa Rica
Real estate commission
Paid by seller at closing. No fixed statutory rate — negotiated with the listing agent. Standard market rate is 5–6% of the sale price. Confirm who pays if the buyer uses a separate buyer’s agent.
Transfer tax (Traspaso)
Based on the higher of the sale price or fiscal value. Legally owed by the seller, though this is sometimes negotiated as a split or buyer responsibility. Confirm in the offer agreement who pays.
Capital gains (if applicable)
Properties acquired after July 1, 2019 are subject to a 15% capital gains tax on the net profit. Properties before that date may qualify for a transitional regime. Consult a contador público (CPA) for your specific situation before listing.
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