Start with normalized NOI
Buyers want to understand what the park earns after normal operating expenses. A mom-and-pop owner may run personal trucks, family payroll, repairs, or one-time projects through the books, so the first step is separating recurring operating costs from seller-specific decisions.
Then apply a realistic cap-rate range
A stronger park with clean books, steady occupancy, documented utilities, and expansion potential usually prices at a lower cap rate than a park with short seasonality, missing records, old private systems, or uncertain zoning.
Headline price is not the only number
Broker fees, retrades, diligence stress, timing, staff rumors, guest concerns, tax planning, and certainty of close can change the decision. That is why the calculator compares brokered net proceeds with a private direct-sale estimate.