There's a clear pattern in deals that get stuck: it's almost never the price. It's the documentation. Below is the checklist we use as the criterion for accepting a property into our portfolio.
The property
- An updated title deed (issued within the last 30 days), individualized, free of liens, attachments or restrictions
- Georeferencing certified and approved by INCRA, consistent with the title's area
- CCIR issued and paid up
- ITR (rural land tax) for the last five fiscal years, with proof of payment
- An active, validated CAR, with legal reserve and permanent preservation areas correctly declared
- A certificate of liens and pending legal claims
Environmental
- A check for embargoes and fines — federal and state
- Verification of overlap with a conservation unit, indigenous land, quilombola territory or a settlement
- The status of the legal reserve: registered, offset, or under regularization — and, if in deficit, the size of the liability
- A water use permit (outorga), when there is irrigation or relevant water capture
The seller
- Negative certificates: federal, state, municipal, labor and tax enforcement
- Proof of the chain of ownership, ideally for the last 20 years
- For legal entities: the corporate bylaws and proof of who has authority to sell
- For a married seller: spousal consent
Why this determines price
Three practical consequences of irregular documentation:
- Financing becomes unfeasible. Banks won't finance an area with a registration or environmental issue — which eliminates most buyers.
- Closing takes longer. Regularizing during the negotiation turns 60 days into 12 months, and a long negotiation is a negotiation that dies.
- A direct discount on price. The buyer prices in the risk and the cost of regularization — always above the actual cost.
Regularizing before listing isn't an expense. It's the difference between a negotiable asset and a stuck one.
How we handle it
Every property in our portfolio goes through documentary and environmental verification before being listed. The buyer receives the full dossier; the seller knows exactly where they stand and what needs to be resolved. That's what allows a fast close without surprises after signing.
Talk to our team for an analysis of your property.
