Thinking about selling in Los Cabos and wondering how to move fast without leaving money on the table? In this market, buyers reward homes that feel turnkey and well documented, and the sale runs under Mexican law with a few key steps that differ from the U.S. process. In this guide, you’ll learn exactly how to prep, price, market, and close so you can command a stronger offer with fewer delays. Let’s dive in.
Why Los Cabos homes sell fast
Local MLS and broker updates show steady momentum, with demand led by luxury and move-in-ready listings that photograph well and feel effortless to own. You are often competing for attention with polished inventory, so condition and presentation matter from day one. Many buyers arrive from the U.S. and Canada seeking vacation homes or investment properties that are rental ready and easy to maintain, which increases the premium for turnkey features and amenities (local market insights, buyer profile context). Peak visitor season runs roughly November through April, so planning photography and showings during high and shoulder seasons can lift interest from international travelers (seasonality overview).
Your 3 must-dos before listing
- Assemble title and tax documents. Have your escritura or fideicomiso, predial receipts, improvement invoices, and a recent no-lien certificate ready. In Mexico, the notary typically calculates and withholds the applicable tax at closing, so clean documentation speeds the process (foreign ownership basics, notary tax role).
- Fix visible maintenance and service key systems. Address leaks, cracked tile, peeling paint, and rust. Service AC units and pool equipment. Buyers in Los Cabos pay more for homes that feel low maintenance and rental ready (market context).
- Invest in professional visuals and focused staging. Capture the views, terraces, and pool at the right light, and stage primary living spaces. Turnkey presentation typically attracts faster, stronger offers in a resort market.
Legal and tax basics in Mexico
Title and fideicomiso
If your property is within the restricted zone near the coast, foreign ownership commonly uses a bank trust called a fideicomiso. You have the right to use, rent, and sell, while the bank holds title as trustee. Keep the trust in good standing and have all trust documents ready for buyer review and the notary’s file (fideicomiso overview).
Capital gains and exemptions
At closing, the notary usually prepares the tax calculation and withholds the required amount for Mexico’s tax authority. The calculation can consider your documented acquisition costs and qualifying improvements, and in some cases a principal residence exemption may apply if you meet specific requirements and limits. Because eligibility is case specific, speak with your notary or a local tax advisor well before listing (notary withholding and CFDI, residence exemption overview).
Closing timeline and costs
Transactions can move quickly when documents and funds are ready, though you should allow extra time for notary scheduling and trust-related steps. Buyers customarily pay transfer and registration costs, while sellers typically pay the brokerage commission and any capital gains tax. In Los Cabos, commissions are often reported in the mid to high single digits, and amounts are negotiated with your broker (local closing practices).
Documents to gather now
- Escritura or fideicomiso and bank trust agreement
- Predial receipts and recent utility payments
- Certificado de libertad de gravamen or payoff details for any liens
- Invoices for capital improvements and your original purchase paperwork
- HOA statements, rules, and contact details if applicable
- Power of Attorney, apostilled and translated, if you will not attend closing in person (document guidance)
Prep that boosts price
Repairs and systems
Fix the items buyers see and feel first. Patch and paint exterior surfaces, replace corroded hardware, and ensure doors and windows operate smoothly. Service AC units, test dehumidifiers and ceiling fans, and document pool equipment service so buyers feel confident about daily comfort and upkeep.
High ROI updates
- Elevate curb appeal with a clean entry, fresh paint, and tidy landscaping.
- Refresh kitchens and baths with updated fixtures, lighting, and surfaces rather than full remodels.
- Deep clean the pool, refinish terrace surfaces as needed, and stage outdoor living for sunset views. These smaller projects often deliver strong resale value in a sun-and-view market (project ROI context, market emphasis on turnkey).
Staging and media
Hire a pro photographer for daytime, twilight, and aerial shots that highlight views and outdoor spaces. Use light-touch staging to define how the main living areas live, and consider virtual tours for remote buyers. Keep a simple “home file” with improvement invoices, service logs, appliance manuals, and trust or title documents ready for showings and due diligence (documentation matters).
Coastal issues to tackle
Salt air wear
Salt accelerates corrosion on metalwork, exterior fixtures, and HVAC components. Clean and treat metal surfaces, pressure wash exteriors, and consider fresh sealants or coatings. A maintenance log shows buyers you have cared for the property in a coastal climate (salt exposure guidance).
Water supply clarity
Water availability varies by neighborhood. Confirm cistern capacity, pump function, and filtration, and keep receipts for municipal service or water delivery. Transparent documentation builds confidence and can head off last-minute concerns (local reporting on water constraints).
Pool, septic, and drainage
Verify pool filtration and backwash logs, ensure septic systems are serviced, and correct any drainage issues. Dry, clean mechanical areas and clear downspouts signal low ongoing maintenance.
Pricing and marketing plan
Price with true comps
Use local MLS comps that reflect condition, views, and amenities in your submarket. Right-pricing against truly turnkey listings tends to attract faster offers, while overpricing to “leave room” can slow momentum in a value-focused buyer pool (local MLS insights).
Launch timeline
Finish repairs, deep clean, and stage before photos. If possible, schedule your launch to align with travel windows when international buyers tour Los Cabos. Market across the Los Cabos MLS and targeted international channels, and be clear about HOA fees, rental history, and trust status for easy due diligence (seasonality overview).
Tactics to prevent delays
Ask the notary to review your provisional tax calculation before you hit the market, so you understand withholdings and net proceeds. If you will be away, prepare an apostilled Power of Attorney in advance. For international buyers, set expectations on escrow, currency transfer timing, and any related fees early in negotiations (notary and tax steps, closing logistics).
Seller checklist
- Gather escritura or fideicomiso, predial, and no-lien certificate
- Compile improvement invoices and service records into a home file
- Fix visible maintenance and service AC, pool, and hot water
- Refresh curb appeal and key kitchen and bath touch points
- Stage main rooms and terraces, then book pro photography and drone
- Confirm HOA details, rental history, and trust status for your listing notes
- Ask the notary to preview ISR and required documentation
- If absent, complete an apostilled and translated Power of Attorney
Ready to position your property for a faster, higher sale in Los Cabos? Get a tailored prep, pricing, and marketing plan from a local advisor who blends luxury exposure with construction-level execution. Reach out to Cory Baglien to get started.
FAQs
Do I have to pay capital gains tax when selling in Los Cabos?
- In many cases yes. The notary usually calculates and withholds the applicable tax at closing, and you may reduce your taxable base with documented costs or a qualifying principal residence exemption when requirements are met.
How long does a Los Cabos closing usually take?
- Timelines vary, but deals often move quickly when documents and funds are ready; allow extra time for trust processing, notary scheduling, and cross-border logistics.
Who typically pays closing costs and commission in Los Cabos?
- Buyers usually pay transfer and registration costs, while sellers pay the brokerage commission and any capital gains tax; commissions are negotiated and commonly reported in the mid to high single digits locally.
Which home updates deliver the best resale lift in Los Cabos?
- Focus on curb appeal, minor kitchen and bath refreshes, and outdoor living upgrades like clean terraces and a serviced pool, since buyers prioritize turnkey condition.
What documents should I prepare before listing my Los Cabos home?
- Have your escritura or fideicomiso, predial and utilities, no-lien certificate, improvement invoices, HOA details, and a Power of Attorney if you cannot attend closing in person ready for the notary and buyers.
