Buying & Selling
Updated November 2026
Selling your property in the Riviera Maya is very doable with the right team, and I'm with you through every step. Plan on the real estate commission plus a few closing costs, and on capital gains tax, which is the cost that surprises sellers most. A typical resale takes about 2 months from the accepted offer to closing when there are no issues.
Here I walk you through how I price and market your property, the steps from listing to closing, what it costs to sell, and the paperwork you'll need. Every number here is an estimate. Your attorney will give you the accurate figures, and the notary calculates the capital gains tax close to closing.
Pricing it right from the start is what gets it sold. When a property is overpriced it sits, buyers and agents stop looking at it, and it often ends up selling for less.
How I price it. I look at recent sales in your building and the area, what's for sale now, how long things are taking to sell, and your upgrades and condition. I put it together in a written price recommendation for you.
Adding 10% "to negotiate" doesn't work here. Buyers and their agents compare everything, and they skip listings that look overpriced.
Pricing well below market can backfire. If the appraisal comes in more than 10% above the sale price, the buyer pays income tax on the difference, so a very low price can scare buyers off.
We review the price at 90 days. If there are no offers or no showings, we talk about it.
I prefer exclusive listings. A common misconception is that an open listing with several agencies gets your property more exposure. In fact, listings with multiple agencies are marketed less. When one agent is responsible for your property, it actually gets marketed. I'm OK sharing a listing with one other agency, but I don't take listings that are with several.
Listing agreement. It's bilingual (Spanish and English) and sets the price, term and commission. Photos and video are done once it's signed.
Marketing. Professional photos and video, co-brokering with local agencies, social media, and my network of past clients and agents in the US and Canada.
Attorney and escrow. Every seller I represent uses a licensed Quintana Roo real estate attorney and a third-party escrow company.
Every sale I handle closes with a licensed Quintana Roo attorney and a notary public (notario), who prepares the deed, calculates and withholds the taxes, and records the sale. The buyer usually chooses the notary.
Pricing and listing agreement. We agree on a price and sign the listing agreement.
Gather your documents and choose your attorney. Starting early on the paperwork (see the checklist below) is the easiest way to avoid delays later. I can recommend attorneys, or work with yours as long as they're in Quintana Roo.
Photos, video and marketing. We get the property looking its best and launch it.
Showings. I coordinate them with you or your property manager. If it's a vacation rental, let's talk about how to handle guests during showings and which bookings to accept going forward.
Offer and negotiation. Offers come to me in writing with the price, closing date and what's included (furniture, appliances). I'll go over every offer with you and handle the counteroffers.
Reservation deposit into escrow. Once you accept, the buyer wires a reservation deposit, a recommended minimum of USD 5,000 (it can be higher depending on the price of the property), to the escrow company. It's refundable to the buyer until the promissory agreement is signed.
Promissory agreement (promesa de compraventa). Usually signed within 15–25 days. It sets the price, deposits, deadlines and penalties if either side backs out. On a resale, the buyer puts a 30% down payment into escrow at signing. From then on, the deposit is protected by the contract's penalties, and the remaining 70% is due at closing.
Certificates and the trust. Your attorney orders the no-debt certificates (property tax, water, HOA) and the lien certificate, and works with your bank to either cancel your fideicomiso or assign it to the buyer.
Closing statement. The notary calculates your capital gains tax and you get a breakdown of what's deducted from the sale price: commission, taxes and closing costs.
Sign the deed (escritura). At the notary's or the attorney's office, or by power of attorney if you can't be here. The notary withholds and pays your capital gains tax, and escrow releases your funds and pays the commission according to written instructions.
Walkthrough and delivery. We do a final walkthrough with the buyer, sign the delivery checklist and inventory, and hand over keys, remotes, fobs and access codes. Utilities and HOA account details go to the buyer.
The buyer pays the acquisition tax, notary fees, their trust and escrow. As the seller, you pay the commission, your capital gains tax, and the cost of cancelling your trust or any mortgage. Most of it comes straight out of the sale proceeds at closing, so you rarely pay anything out of pocket. The figures below are estimates; all closing cost pricing comes from your attorney.
| Cost | Typical amount | When |
|---|---|---|
| Capital gains tax (ISR) | Depends on your residency and your gain; see the next section | Withheld by the notary at closing |
| Certificates (constancias): no-debt letters, lien certificate | About MXN 29,000 (2026) | Before closing |
| Trust cancellation (extinción del fideicomiso) | Depends on the bank holding your trust; your attorney will quote it. Some trusts can be assigned to the buyer instead, but older trusts, trusts with certain banks, and any sale to a Mexican national or Mexican corporation require cancelling it | At closing |
| Your attorney | Usually USD 2,600–4,000; about 50% retainer upfront, the rest in stages | In stages, mostly at closing |
| Mortgage payoff, if you have one | Your balance plus any cancellation fees | At closing |
| Property taxes, water, HOA dues, annual trust (fideicomiso) fees | Must be paid up to date; you can't sell without it | Before closing |
The certificates and fees are calculated in pesos, so the dollar amount moves a bit with the exchange rate.
Capital gains tax (ISR) is usually the biggest cost of selling. The notary calculates it and withholds it at closing, before you receive your money. The final number can't be calculated until the appraisal comes back. Even if you bought and are selling in US dollars, the price is converted to pesos on the deed, and the tax is calculated in pesos.
Most foreign owners who don't live here full time fall into this group. There are two ways the tax can be calculated: a flat 25% of the sale price, or 35% of your net gain after documented costs. Which one works out better depends on what you paid, your improvements and your paperwork, so it's something to go over with your attorney before you list.
A Mexican residency card alone doesn't make you a tax resident; you need to be registered with SAT with an RFC. Your attorney can confirm which applies to you.
If you're a foreign resident planning to apply for the primary home exemption, you'll need:
A scan of your residency card
A current printout of your CURP
Your constancia de situación fiscal
Mexicans, and foreigners who are Mexican tax residents, pay tax on the net gain at the regular income tax rates. There's also a big exemption for your primary home (casa habitación):
If the sale price is up to 700,000 UDIs (about MXN 6.2 million in 2026; the value moves with inflation), the gain is tax-free. If the price is higher, only the portion above that limit is taxed.
You can use it once every 3 years.
You have to prove it's where you live. Most notaries accept a CFE (electricity) bill for the property in your name with your RFC on it, and a Mexican bank statement with your name, the property address and your RFC. Your attorney will confirm what your notary wants.
A home in a vacation area can absolutely qualify, as long as it's your primary residence in Mexico and you can document it. If it's mainly used as a vacation rental, expect the notary to look harder at that proof.
Only expenses with a Mexican tax invoice (factura, or CFDI) count as deductions: your original closing costs, renovations, and the commission on the sale. Receipts without a CFDI don't count. I invoice my commission with a CFDI that meets the notary's requirements, so it can be deducted. If you've done improvements, start pulling those facturas together now.
All identification must be scans, showing no borders or glare. Photos aren't accepted.
Your deed (escritura) with its Public Registry registration slip (boleta de registro) and, if you have one, your trust (fideicomiso) contract. If you can't locate them, I can connect you with an attorney I recommend, or we can use yours if they're in the state of Quintana Roo
This year's property tax (predial) receipt
Identification (passport or INE) for everyone listed on the deed or trust
Proof of address (an electricity or water bill), no more than 3 months old
If married, your marriage certificate. Some notaries now also require your birth certificate, and want birth and marriage certificates apostilled and translated into Spanish. The buyer's side chooses the notary, so you won't know which rules apply until you have a buyer. Apostilles take time, so get apostilled, translated copies ready before you list
Let me know before we list if there's a mortgage or any lien on your property
Receipts showing your annual trust (fideicomiso) fees are paid up to date; the bank requires this before you can sell
Your purchase paperwork: closing statement, the receipt for the acquisition tax (ISABI) you paid, and facturas for the closing costs. If you bought from a developer, the purchase invoice (factura) with its XML file, not just the PDF
Facturas (CFDI) for any renovations or improvements
Recent water receipts, paid up to date
From the HOA: a no-debt letter, the administration's contact details, a copy of the minutes from the latest assembly, the rules and regulations, and the budget. Buyers will ask to review them
Recent CFE (electricity) bill
For the appraisal: photos of the unit in PDF (living room, dining room, kitchen, bedrooms, front door and the building), the GPS location, and the cadastral ID (cédula catastral)
Your RFC (Mexican tax ID) and CURP, if you have them; essential if you're claiming the primary home exemption, along with a CFE bill and a Mexican bank statement showing your name, RFC and the property address
KYC (Know Your Client) forms. Mexico's anti-money laundering rules require them, and you'll fill out more than one: your agent, your attorney, escrow and the bank each need their own. It's repetitive, but it's normal.
Your bank account cover page (carátula bancaria) or statement, for the escrow payout
A power of attorney if you won't be here to sign
If you're selling furnished, a list of anything that isn't included in the sale; we'll complete the inventory together
The list above applies to you too, except the trust documents. You'll also need:
INE
CURP
RFC (recent constancia de situación fiscal)
Proof of address in Mexico, no more than 3 months old
Birth certificate (acta de nacimiento)
Marriage certificate, if married
The company's representative brings their own ID, proof of address and KYC, plus the company documents below. Every company also has to disclose its controlling beneficiaries: anyone who owns more than 50% of it, and the director or sole administrator who controls it.
The company's tax ID certificate (constancia de situación fiscal)
Articles of incorporation (acta constitutiva) with the Public Registry (RPPC) registration data
The power of attorney naming the legal representative, with its Public Registry registration data
ID and documents for the legal representative and the controlling beneficiaries
We sell the property, not the company. The property has to come out of the company as part of the sale: the company gives up its rights as beneficiary of the trust, and the buyer gets their own. It doesn't have to happen before we list. That's why the notary needs the company's documents below. Your attorney will walk you through how it's done in your case.
Everything marked apostilled must be apostilled in the US or Canada first, then translated into Spanish by a certified Mexican translator (perito traductor).
Articles of organization or incorporation, apostilled and translated
A recent certificate of good standing, apostilled and translated
Certificate of formation or existence, apostilled and translated
A notarized, certified copy of the minutes or resolution naming the legal representative and their power to sign for the company, apostilled and translated
Passport and driver's license for the legal representative and every member of the company
Proof of the company's address: a recent bank statement now, and a newer one right before closing
The company's tax ID number (EIN in the US, Business Number in Canada)
Apostilles and certified translations can take weeks, so start as soon as we sign the listing. The good standing certificate has to be recent, so if the sale takes a while you may need a new one. If the representative can't be here to sign, the company's power of attorney must be granted with Mexican formalities.
Most resales close about 2 months after the offer is accepted, when there are no issues. The certificates, the trust paperwork and the bank usually set the pace.
Start the paperwork before you list. Missing facturas, a trust contract you can't find, or an unpaid water bill are the most common reasons a closing gets delayed. The buyer's side picks the notary and requirements vary, so be ready for the strictest one.
Get it ready for photos. Fix the small things, clear the counters and open the curtains. Buyers decide whether to see it from the pictures.
Selling furnished? We'll complete the inventory together, based on what you tell me isn't included in the sale. It avoids problems at the walkthrough.
Rented out? Let me know early, and check your contract with your property manager. Some charge cancellation penalties on future bookings, so factor that in. We'll also need a plan for showings, and the buyer will want to know which bookings come with the property.
Be reachable. When an offer comes in, a quick answer helps keep the buyer.
Mexico runs on paperwork and patience. Things get done, just not always on the first try.
I'm originally from Chicago and have lived in Playa del Carmen for almost 13 years. I've been a licensed real estate agent here for almost 6. Most of my listings come from referrals from past clients, which tells you how I work. I'm direct, I'll tell you what I'd want to know if I were in your shoes, and I'll be with you from the first conversation through closing.
Questions? Reach out anytime. I'm happy to walk you through any of it.
This guide is general information, not legal or tax advice. Figures are estimates as of November 2026 and can change; your attorney and the notary have the final word on taxes and closing costs.
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