Rubber Boots and Homemade Tortillas: How I Sold a Farm to 17 Italians

In the real estate world, many people think deals are only closed in air-conditioned offices with gourmet coffee. But in the Northern Zone of Costa Rica, reality is quite different. My experience has taught me that a farm is not sold from behind a desk; it is sold by getting your boots muddy, jumping fences, and truly connecting with the essence of the land.

The Challenge: Santa Rosa de Poco Sol

As a real estate broker, I always had two major goals in mind: specializing in large-scale farm sales and attracting foreign investment. That day in Santa Rosa de Poco Sol, I was blessed to achieve both goals during a single event. I wasn't dealing with an ordinary buyer; I was working with a representative leading 17 Italians who shared the dream of creating a private, gated community by subdividing land into lots between 5,000 and 10,000 square meters.

The logistical challenge was massive. During a 5-hour hike under intense rain and the radiant San Carlos sun, I guided the group while meticulously looking after the farm owner, an elderly gentleman whose health required constant monitoring. We crossed steep hillsides, jumped barbed-wire fences, and along the way, stumbled upon a young beef steer stuck in a muddy puddle. The 17 Italians tried to help him out without success, but when the animal managed to free himself on his own, the entire group burst into applause as if they had witnessed a major collective victory. That spirit of unity was the first sign they were truly connecting with the place.

The Closing: A "Farm-to-Table" Feast

We finished the route at a modest wooden hut, sweaty, tired, and thirsty. That is where the real magic happened. We had prepared a snack made entirely from ingredients sourced from the farm itself:

• Fresh fruit gathered along the way.
• Handmade, locally patted tortillas with fresh artisanal cheese.
• Other traditional dishes prepared with produce harvested right from that soil.
• A refreshing homemade watermelon juice.

We sat by the edge of the beautiful river that runs through the property, and using a mix of Spanish and "halfway-there" Italian, we shared the food. They weren't just tasting snacks; they were experiencing the fertility, generosity, and lifestyle of their future investment. That moment of pure authenticity stole their hearts completely. A few days later, we met in Escazú to successfully sign the final paperwork before the notary.

Today, that Italian community is thriving and developing. I am left with the immense satisfaction of knowing that success in real estate belongs to those who aren't afraid to put on their rubber boots and understand that every property has a unique flavor worth sharing.