Terra Firma Magazine | Summer 2021

Getting to the Top: Tips from the Nation’s Top

Producing Land Agents

I N S I D E

T H I S

I S S U E

White House Tax Increases Aimed Directly at High-End Landowners Negotiate to the Music!

SUMMER 2021 • VOL 75 NO. 2 • RLILAND.COM

Industry Trailblazer Nancy Surak, alc

Contents 2

A Note from the Chief Executive Officer

White House Tax Increases Aimed at High-End Land Owners

President Biden’s 30x30 Proposal Could Impact Property Rights and Private Land Stewardship

Terra Firma Summer 2021 Edition REALTORS® Land Institute 430 North Michigan Avenue Chicago, Illinois 60611 1.800.441.5263 rli@nar.realtor | rliland.com Publisher Aubrie Kobernus, ƒ,« ChiefExecutiveOfcer

Editorial Panel Bill Adams, ¥ David Carpenter Altimese Dees DanHateld,¥ Terri Jensen, ¥ Jonathan Kennedy Ren Martyn, ¥ Bryant Peace Larry Story, ¥ Rick Taylor, ¥ Courtney Tschantz

Chapter News

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LANDU Education Program Update

28

2020 APEX Award Winners

36

Getting to the Top: Tips from the Nation’s Top Producing Land Agents

42

An Industry Trailblazer: Nancy Surak, alc

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4

20 Contributing Authors Amanda Morrone, ƒ‹¡ , Education Manager Gerry Berish, , Chapter & Membership Relations Manager Copyright 2021.

All rights reserved.

Negotiate to the Music!

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Reproduction in whole or in part without permission is prohibited.

Views expressed within the publication are not necessarily endorsed by the REALTORS® Land Institute and information should not be construed as recommendations for any course of action regarding financial, legal, or accounting matters.

B O A R D S

A Note from the ChiefExecutiveOfcer

&

Hello Everyone!

S T A F F

I’ve always loved spring and this year even more than usual! This spring has brought with it the widespread availability for all adults to access the COVID-19 vaccines, and with that, decreasing infection rates across the country. As a result, we are all beginning to venture out and put the pandemic behind us. Spring is also a time of rebirth and renewal - where you get to see the fruits of your earlier labors and plan for future endeavors. As Audrey Hepburn once said, “To plant a garden is to believe in tomorrow.”

In that regard, RLI has been going through its own spring. We just completed our four year strategic plan with the goal of rebuilding RLI’s foundation into a solid platform forfuturegrowth.Wefocusedonvekeyareas:Membershipgrowing ( membership, memberinvolvement,andmembervalue)Branding ; increasing ( ourbrandawareness, management,andequity)Education ; improving ( ourLANDUeducationcurriculumand program)Chapter ; Developmentproviding ( resourcestohelpourchaptersbemore successful)and ; StaffDevelopmentproviding ( resourcesforstaffdevelopmenttomake our staff the best of the best). When we started our plan, we had some very aggressive goals to increase membership and revenue by 25% over the four year-period. I’m happy to report, we did not just meet the goal – we exceeded it! Our membership grew by 30% from the beginning of 2017 and the end of 2020. As a result, our membership is now the highest it has been since the 1980’s! As ambassadors of RLI, thank you to each and every one of you for your help in making that possible!

Of course, when one plan comes to an end, another plan begins. To prepare for our next strategic plan, we worked with an outside consultant to conduct several virtual focus group meetings to hear directly from our members on how RLI can best be of assistance.

Leadership used that input when we met virtually to work on our 2021-2023 strategic plan,whichfocusesonthreemaingoals:Dataidentifying ( accesstonationallanddata andfacilitatingdataexchange)Recruitment ; recruiting ( toplandagentsaspartofa robustmemberrecruitment/prospectawarenesscampaign)and ; Diversityensuring ( our membership is diverse and inclusive with varied member demographics across our organization). While these goals are still works in progress, staff and leadership are actively researchingandpreparingactionplanstoturnthesegoalsintoreality.Staytunedtond out more!

Evenwiththeseachievements,IrmlybelieveRLIhasmoreroomtogrow.Aswe continuously work to elevate the level of professionalism in the land industry, we hope to continue to raise awareness of RLI as an organization and as the destination for land industry expertise. Thank you to all of our loyal members, ALCs, and partners who make RLI the best of the best and help make RLI’s tomorrow a reality.

Sincerely,

Aubrie Kobernus RLI Chief Executive Officer

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S T A F F

Meet the Staff Karen Calarco

312.329.8837 • akobernus@nar.realtor

312.329.8287 • kcalarco@nar.realtor

Aubrie is responsible for the overall management of the Institute. This includes working together with the Board of Directors to develop the vision, goals, objectives, and related policies for RLI. Within that framework, Kobernus organizes and directs the staff, programs, nancialperformance,andactivities.She is designated by the National Association ofREALTORS®asaREALTOR®Certied ExecutiveRCE) ( Members . maycontact her if they have any questions or concerns.

Aubrie has been with RLI since March 2016.

Karen handles, manages, and controls expenditures within the set budget as well as member records. Members may contact her for assistance changing their information, paying dues, and answeringnancialinquiriesabout their account. Karen has been with RLI since September 2007.

Gerry Berish

Amanda Morrone, mshc

Manager of Operations

Chapter & Membership Relations Manager

B O A R D S

Chief Executive Officer

&

Aubrie Kobernus, mba, rce

Education Manager

312.329.8441 • amorrone@nar.realtor

312.329.8519 • gberish@nar.realtor

As the Education Manager, Amanda manages all matters pertaining to RLIjsLANDUEducationProgram.She is responsible for scheduling courses and managing instructor relationships.

She also serves as the staff liaison for the Education Committee. Members may contact her with any questions abouttheLANDUEducationProgram.

Amanda has been with RLI since February 2019.

Gerry manages the relationships between RLI National and its chapter organizations as well as serves as the main point of contact for RLI members. Members may contact him with general inquiries aboutRLIandmemberbenetsor about starting or joining an RLI chapter.

RLI chapter leaders and administrators are encouraged to use Gerry as their main point of contact at RLI National with any inquiries related to managing or developing their chapter and its programs. He is also the main point of contact for members working toward earning the elite ALC Designation. Gerry has been with RLI since September 2019.

Follow RLI on Social Stay on top of the latest updates: new blog posts, industry updates, partner offers and more.

Facebook

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facebook.com/rliland

linkedin.com/company/ realtors-land-institute

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Summer 2021

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White House Tax Increases Aimed Directly at High-End Landowners

by Evan Liddiard, cpa Director of Tax Policy, National of REALTORS®

by EvanAssociation Liddiard, CPA

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After President Biden signed the $1.9 trillion American Rescue Plan this March, he immediately turned to his second legislative priority — an enormous infrastructure plan that was unveiled in two parts – the American Jobs Plan and the American Families Plan.

Combined with the rescue legislation, the total cost of the three parts of the President’s grand scheme comes to $6 trillion, an unprecedented amount of spending that would have been unthinkable before the pandemic.

Both sides of the political aisle generally agree that charging the emergency spending of the American Rescue Plan to the nation’s credit card – the public debt – was the right answer, even if most Republicans questioned the amount spent. Likewise, both sides are largely in line with the notion that the infrastructure packages need to be at least partially paid for.

What are these proposed tax increases, and how might they impact those who own land and hope to pass it on to their heirs?

While there are several that don’t directly affect landowners, the following three proposals could have a sweeping and negative effect on individuals and families owning capital assets, such as landheldforfarming,ranching,orinvestment:

» Limiting the tax deferral of real estate like-kind The $2.3 trillion American Jobs Plan, which is largely focused exchanges to $500,000. on rebuilding America’s physical infrastructure, care for seniors »

Doubling the maximum capital gains tax rate, and and people with disabilities, and climate change, is proposed to benancedbyanincreaseinthecorporatetaxrate.However, » Making death a taxable event for unrealized gains on appreciated assets and potentially taxing them twice when the $1.8 trillion that the American Families Plan dedicates to the owner dies. childcare, education, and healthcare, would be offset with tax increases on individuals with higher incomes and/or assets with While these proposals will not affect everyone who owns land, unrealized gains, such as land holdings. theoneswhowouldfacethemcouldndthemdevastating to business succession plans and even ongoing operations.

Moreover, these tax hikes could hinder the budding economic recovery, cause job losses, and result in far less revenue than expected at every level of government.

READ ON >>

Summer 2021

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Limiting Like-Kind Exchanges

Doubling the Maximum Capital Gains Tax Rate

Since 1921, the tax law has recognized that it is appropriate to defer capital gain when real property used in a business or held for investment is exchanged for other property of like kind. The American Families Plan proposes to limit the deferral to just $500,000 per exchange. While this might seem adequate for smaller landholdings, the limit would effectively eliminate the usefulness of the like-kind exchange for medium or large tracts.

The American Families Plan proposes to raise the top long-term capital gains rate to 39.6 percent, the same as the proposed top rate on ordinary income. In 105 of the 108 years since Congress createdtheincometax,theU.S.hastaxedlong-termcapital gains at a lower rate than ordinary income. The only exception was a three-year period following enactment of the Tax Reform Act of 1986.

Seeking to raise revenue or modify the distribution of the tax burden by putting a cap on like-kind exchanges would be counterproductive to President Biden’s own goals. It would eliminate an engine of job creation, reduce state and local taxes, and create new headwinds for the economic recovery.

Capital gains are fundamentally different from wages and other forms of guaranteed income. Treating the return on risk-taking the same as wages, or the same as interest payments, would undermine a fundamental tenet of the American economic system. We value, celebrate, and reward people who take risks, embrace opportunities, create businesses, and aspire to achieve Further, the proposed cap would remove a ladder of economic economic accomplishments that advance the nation’s wellbeing. opportunityforsmallbusinesses,eliminatetexibilityforfarmers and ranchers, and undercut the environmental conservation of On a macroeconomic level, the lower tax rate on capital income land and resources. reduces the cost of capital, drives long-term investment, and encourages entrepreneurial activity. In the case of real estate, the Like-kind exchanges promote land conservation and reduced tax rate on capital gains partially offsets the higher risk environmental protection. Land conservation organizations associated with illiquid, capital-intensive projects. rely on exchanges to preserve open spaces for public use or environmental protection. These transactions often Asignicantshareofcapitalgainstaxliabilitydoesnotrelateto involve the exchange of environmentally sensitive areas actualeconomicincome,butratherretectstheeffectsofintation. for other less-sensitive privately held property, which can For example, assuming an asset is purchased for $100 and sold be put into production. veyearslaterforbut ,01 $ intationrisespercent 51 duringthe sameve-yearperiod,thetaxpayerhasactuallylostmoneyon the investment. He or she would need $115 just to maintain their original purchasing power. Nonetheless, the taxpayer will still owecapitalgainstaxinyearveontheof 01$ nominal appreciation. Thus, the individual must unfairly pay tax on “noneconomic” income.

“On a macroeconomic level, the lower tax rate on capital income reduces the cost of capital, drives long-term investment, and encourages entrepreneurial activity.

In the case of real estate, the reduced tax rate on capital gains partially offsets the higher risk associated with illiquid, capital-intensive projects.”

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Making Death a Taxable Event for Unrealized Gains The American Families Plan proposes to tax unrealized capital gains at death. This would have extremely negative consequences for affected landowners, the real estate industry, and the economy.

The tax system already levies a tax on appreciated gains when an individual dies through the estate tax. Thus, the President’s proposal would double-tax appreciated gains that exceed the estate tax exemption amount.

Two principles should guide any change to the taxation of assets at death. First, stepped-up basis should continue to apply to family-owned farms and businesses, particularly when the gains relate to highly illiquid assets like real estate where the burden of the tax otherwise could force the dismantling of a family’s livelihood. Second, policymakers should avoid imposing two layers of tax on the same income.

Considerthefollowingexample:DeanandDebbie,amarried couple, purchased a farm in 1980 for $15 million before both died in 2021, leaving the property to their son, Doug. At the time of their death, the farm is worth $30 million. Dean and Debbie also owned a home worth $1.2 million, for which they paid $200,000 in 1975. Their income for 2021 is $1.3 million.

Undercurrentlaw,whenDouginheritsthefarmandhome,the $15.2 million in tax basis would be stepped-up to $31.2 million.

Tax would only be imposed if and when Doug sells the home or farm and would be based on the difference between the sales price and the $15.2 million in tax basis.

However, because Dean and Debbie’s assets are over the 2021 estate tax threshold, they would owe an estate tax of over $3 million.

EFFECT ON TAXPAYERS. For the taxpayer, death would become UndertheBidenproposal,DeanandDebbiewouldbehitwith ataxableeventatmillion 52.1$ forsinglelerswithaprimary a very large capital gains tax on their death because of the residenceassuming ( thereisatleastof 0 , 52$ unrealized unrealized gains in the farm and their home. This is comprised of gain in the home) and at $2.5 million for married taxpayers with the $1 million gain on the home, less the $500,000 exclusion, plus aprimaryresidenceif ( thereisatleastof 0 , 05$ gaininthe the $15 million gain on the land, less the $1 million exemption for home)Contrast . thistothefarhigherassetlevelsmillion 7.1 $( each. Including the net investment income tax, their capital gains for singles and $23.4 million for couples) at which the estate tax tax due would be over $5.8 million. is currently imposed. The last year estate taxes were imposed at The couple’s estate tax would probably be reduced, under the anassetleveloflessthanmillion 52.1$ forasingleleror5.2$ President’s proposal, because the capital gains tax would most millionforamarriedlerwas.30 2 likely be subtracted from the estate. Even so, their total tax would In the case of taxpayers subject to the taxation of unrealized gains be about $3.5 million higher than under today’s law. Also, the at death and the estate tax, the combined marginal tax rate would marginal combined tax rate would be above 66 percent. rise from the top current estate tax rate of 40 percent to 66.04 The American Families Plan contemplates enabling familypercentprovided ( thetaxonunrealizedcapitalgainsisdeductible owned farms and businesses to defer the payment of tax until from the estate tax). The last time estates were taxed at such high an inherited asset is sold. But this is problematic. Doug in the rates was 1981. example above might want to diversify into other business assets.

EFFECT ON REAL ESTATE INDUSTRY. By making death a taxable Or, what if he had a sibling and they wanted to go separate ways event at far lower asset levels than today, the American Families with their inheritance?

Plan would impose capital gains tax before an asset is sold by EFFECT ON THE ECONOMY. An April 2021 EY study estimates the heir. This is a reversal of a tax policy principle that dates to that imposing tax on transferred assets at death would cost 80,000 the beginning of the modern tax law. If tax on unrealized gains is jobsineachoftherstyears 01 andjobs 0,1 eachyear imposed on the decedent’s estate, many will likely not have the thereafter. GDP would also fall by $10 billion annually and $100 cash to pay the tax. This could force an estate to sell the property billion over 10 years. Workers’ wages would decline by $32 for the decedent desired to be left to an heir just to pay the tax. Even every $100 collected in tax. if the funds to pay the tax are available, little might be left over to improve the property. Property owners should decide when it is So far, the President’s proposals are just that, and it is not the right time to sell, not the government. clear whether Members of Congress will endorse them. The National Association of REALTORS® and the REALTORS Land Institute are working tirelessly to educate lawmakers on why these are bad ideas and should not be supported.

Evan Liddiard joined the National Association of REALTORS® in 2013 after serving for more than 20 years as the Senior Tax Policy Advisor to Senator Orrin G. Hatch (R-Utah), the former chairman of the Senate Finance Committee. He has had tax practice experience with large and small accounting firms before and after working on Capitol Hill. Mr. Liddiard received his undergraduate degree in Accounting from the University of Utah as well as graduate degrees from The George Washington University (Legislative Affairs) and American University (Taxation). He is currently an adjunct professor in the business graduate tax program at American University in Washington, where he teaches a tax policy course as well as a course on the taxation of real estate transactions.

Summer 2021

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C O N N E C T I O N S

The Land Connections’ Five Most Expensive Listings

L A N D

The Land Connections is the official listing site of the REALTORS® Land Institute with over 14,000 prime property listings from best-in-thebusiness land professionals.

All RLI members are able to post their listings for free on The Land Connections.

Contact sales@land.com to set up your free account.

Find and post properties at The Land Connections: rliland.com/the-land-connections

Green Island Ranch Osceola County • 5,977 Acres $140,000,000 • St. Cloud, FL Green Island Ranch is one of the most extensive tracts in Osceola County, spanning 5,977 ± acres. This scenic property is incredibly unique due to its size, history, and location within one of the fastestgrowingregionsintheUnitedStatesandbecauseitisanentitled mixed-use development for up to 17,000 residential units.

This property truly offers a rare opportunity to develop a large, historic tract with highly desirable location and connectivity in one of the fastest-growing areas in the nation.

LISTINGAGENT: Dusty Calderon SVN Saunders Ralston Dantzler |52 9-80 )7 4( dustyc@svn.com

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L A N D C O N N E C T I O N S

Bull Springs Skyline Forest Deschutes County • 33,000 Acres $127,000,000 • Bend, OR Bull Springs Skyline Forest, located just minutes west of Bend, Oregon, is an active tree farm and recreational property that covers 32,995+/contiguous, deeded acres and borders the Deschutes National Forest. The property has signicantlong-termappreciationpotentialwith opportunity for sustainable timber management, abundant recreation in combination with residential and mixed-use development.

LISTINGBROKERAGE: Mason Morse Ranch Company 970.237.3300 • sales@ranchland.com

Summer 2021

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C O N N E C T I O N S L A N D

Florida Agricultural Portfolio Indian River County • 11,100 Acres $72,383,275 • Fellsmere, FL The Florida Agricultural Portfolio offering is a unique opportunity toacquirelarge-scaleagriculturallandholdingswithsignicant appreciation potential in one of the fastest-growing areas of the UnitedStates.Theacre -0 1, collectionofparcels 31 spans Indian River, St. Lucie and Desoto Counties with contiguous tracts as large as 2,622 ± acres. Many of these parcels are in a developmentalphasewithasignicantupside.Theyincludea diversiedportfolioofincome-producingfreshandprocessed citrus groves, farms and agricultural properties in warm, easily accessed locations. Each property is institutionally managed.

Thefacilitiesarewellmaintainedandincludexedassetssuch as barns, pumps, irrigation and drainage systems. Established groves bring income through both leases and direct farming operations. Historically, the farmland parcels have been leased toadiversiedmixofinstitutional-gradetenants.

ext.

7253- 4 )368( |403

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LISTINGAGENT: Brian Beasley SVN Saunders Ralston Dantzler brian.beasley@svn.com

L A N D

Sunbreak Farms Saint Lucie County • 10,331 Acres $79,500,000 • Fort Pierce, FL

ext.

07 9-23 ) 7 ( u 713

C O N N E C T I O N S

This property is available for sale or lease.

Sunbreak Farms is 10,330 acres in St. Lucie County situated outside of Vero Beach and Fort Pierce on the east coast of Florida. This is an exceptional opportunity to purchase a fully improved farm that has been laser leveled and improved for farming. The property includes ofcebuilding,maintenancefacility,pumps reservoirs, shell based road system and holds valid permits through 2025. Sunbreak Farms has tremendous potential for a variety of veryviableusesincluding:farming,water farming or storage, residential development, conservation.

LISTINGAGENT: SVN Saunders Ralston Dantzler jeffcusson@svn.com

N3 Cattle Company Santa Clara County • 50,500 Acres $68,000,000 • Livermore, CA This beautiful and expansive California property spans 50,500 acres through four counties, making it the largest land offering in the state of California. Located just south of Livermore, and east of Oakland and San Jose, it is easily accessed from San Francisco, the Peninsula and the East Bay. The ranch is completely private and uniquely preserved, healthy and wild as it has been for hundreds of years. It is a vital and rare haven of original California landscape and wildlife. The property encompasses 80 square miles of diverse terrains,tora,fauna,andimportantwatershedsandcreeks.

LISTINGBROKERAGE: California Outdoor Properties 707.455.4444 • info@caoutdoorproperties.com

Summer 2021

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APN: R00054178 Acreage: 160.84 Parcel Address: APN: R00054178 1145 River Rd APN: R00054178 Lakeway, 78734 Acreage:TX 160.84 Acreage: 160.84 County: Travis

Parcel Address: 1145 TX River Rd Parcel Address: State: APN: R00054178 Lakeway, 1145 RiverTX Rd78734

Lakeway, TX 78734 Acreage: 160.84 County: Travis Owner: Joe Smith County: Travis Parcel Address: State: TX Mailing Address: 1145 TX River Rd State: 4516 Lonesome Trl Lakeway, TX 78734 Austin, 78759 Owner:TXJoe Smith County: Travis Owner: Smith MailingJoe Address: 4516 Lonesome State: TXAddress: Trl Mailing Austin, TX 78759Trl 4516 Lonesome Austin, 78759 Owner:TXJoe Smith

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Name: Kremlin loam, 4 to 8 percent slopes Class 3: Soils have limitations that reduce the choice of plants Capability (non-irrigated): Name: Kremlin loam,conservation 4 to3e8 percent slopes When used for and/or require special practices. cultivated the conservation practices are usually more Subclass E:crops Susceptibility to Capability (non-irrigated): 3eerosion. difficult to apply and maintain.that These soils may be used for Class 3: Soils have limitations reduce the choice of plants Subclass E:crops, Susceptibility to erosion. cultivated pasture, woodland, andWhen wildlife.

Name: Kremlin loam,conservation 4 range, to 8 percent slopes and/or require special practices. used for Class 3: Soilscrops havethe limitations that reduce theare choice of plants cultivated conservation practices usually more Capability (non-irrigated): 3e and/or special conservation practices. usedforfor difficultrequire to apply and maintain.

These soils mayWhen be used cultivated the conservation practices are more Subclass E:crops Susceptibility to erosion. cultivated crops, pasture, range, woodland, andusually wildlife. difficult to apply and maintain. These soils may be used for Class 3: Soils have limitations that reduce the choice of plants cultivated crops, pasture, range, woodland, andWhen wildlife. and/or require special conservation practices. used for cultivated crops the conservation practices are usually more difficult to apply and maintain. These soils may be used for cultivated crops, pasture, range, woodland, and wildlife.

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2020 2020

C H A P T E R

N E W S

RLI Chapter News Alabama • alabamarli.com

Georgia • rligeorgiachapter.com

The RLI Alabama Chapter hosted a spring/ summer seminar June 17-18. The seminar was approved for six hours of Alabama Real Estate CE.

The RLI Georgia Chapter is in full swing withliveLANDUcoursesandscheduled networking events for 2021. The chapter presentedasuccessfulLand:10 Fundamentals of Land Brokerage course in February with 32 in attendance. The followingcoursesarescheduledfor:120 RecreationalLandMay ( Cartersville, ,72-6 GA)Land ; Fundamentals :10 ofLand BrokerageJune ( Columbus, ,71-6 GA); TransitionalLandAugust ( location ,72-61 TBA)The . chapterjsLANDUcourses for Fall & Winter 2021 will be posted at rligeorgiachapter.com.

R L I

Session topics included the basics of conservation easements with Katherine Eddins and J.D. Reg. Forester, Executive Director, Georgia-Alabama Land Trust and Alabama law pertaining to oil, gas and minerals with Ken Davis, P.C. of Equity Title Company.

Colorado • coloradorli.com The RLI Colorado Chapter’s January marketing session was held virtually with 35 members and sponsors represented. While everyone would have preferred it to be in person, it was still a great meeting with some great, but limited, properties to talk about.

Illinois

The RLI Illinois Chapter has felt the pains The May education session was a of social distancing within our group and coordinated effort with the American look forward to in-person social events in Society of Farm Managers and Rural the near future! In December 2020, the AppraisersASFMRA) ( ColoradoChapter.

TheclassfocusedonlColoradoWildres chapter was to offer its annual Managing Brokers Course, with instructor and subject – Implications on Land Values and matter expert, Norm Willoughby. With the Management” and was offered as a hybrid assistance of IL Realtors and RLI National, class.SpeakersfromUSFSandBLM the event was rescheduled to be held spoke about the Burned Area Emergency virtually in March 2021. While it is certain ResponseBAER) ( program,Emergency the members would have preferred to meet Stabilization & Burned Area Rehabilitation.

Othersaddressedpost-redrainageandand connect with other members in person, it was an opportunity to discuss the current timber remediation and rehabilitation; post rebasintoodmapsandmodels;programs market and come together, even if by Zoom. and funding available to assist landowners With local COVID restrictions lifting, the with repairs; the impacts of burn severity Illinois Chapter will be hosting a networking andparcelsizethatcanintuencevalueloss event for members in June 2021. With and insight on value recovery over time. no formal education or agenda planned, the chapter hopes to provide a sense It was an information-packed class, and of normalcy and provide a space where brokers and appraisers were eligible to members can come together to brainstorm receivevehoursofcontinuingeducation and connect. credit for attending.

The chapter is continuously looking to increase membership and engagement and has had several new members this year.

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Iowa • rliiowachapter.com The RLI Iowa Chapter held its spring seminar in March in conjunction with the ASFMRA Iowa Chapter. More than 120 people attended the one-day hybrid training event.

Topics included Macro-Economic Issues in Farm Transition, Soil Health, real estate pattern changes, the impact of poultry production in Iowa and a weather update.

The Iowa Chapter also released their Spring Land Trends and Values Survey results. rliiowachapter.com/rli-land-trends-values

The chapter will host a multi-state event November 11-12 at Calloway Gardens in Pine Mountain, GA. The event will offer The Iowa Chapter will offer Subdivision two 3-hour CE courses, one each day, Land Development August 30-31 and a Law and multiple networking opportunities Update classtargetedtolandprofessionals scheduled throughout the multi-state event. on September 29. Both classes will be held The Georgia Chapter’s Annual Meeting in West Des Moines, IA. More information is andinstallationofnewofcersisscheduled available at rliiowachapter.com/education. for December 9 at the Georgia Forestry

The chapter’s May marketing meeting was held in Colorado Springs with more than 60 Association in Forsyth, GA. in attendance. Some were attending for the rsttime,andguestsfromOklahomaand Kansas attended as well.

• rliillinoischapter.com

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The chapter is also reassigning committee appointments, hoping to breathe new life into these groups and engage new members. The Illinois Chapter looks forward to a prosperous and exciting 2021!

Kansas • rlikansaschapter.com TheChapterwasnothighlyactivetherst months of 2021, but is looking forward to the second half of the year. Visit rlikansaschapter.com for information about upcoming events.

Oklahoma

rlioklahomachapter.com The Oklahoma Chapter held a successful LandFundamentals :10 ofLandBrokerage class early in March in McAlester, OK. Tim Hadley, ¥ , was the instructor and did a great job teaching, as well as promoting the benetsofbelongingtoRLI.Therewere71 people in attendance, and several of those that were non-members have since become chapter members.

The chapter is pleased to announce that it started a scholarship fund in memory of Sherman Shanklin, ¥ , a beloved chapter member who passed away this past December. If you would like to learn more about the scholarship or donate, visit rlioklahomachapter.com/scholarshipinformation.

The Tennessee Chapter would like to thank RLI again for selecting them as Chapter of the Year & Miss Brittany Hurdle as Chapter Administrator of the Year. The chapter is ecstatictohosttheLANDU 120 Education Week in Murfreesboro, TN and continue to serve not only the Tennessee members but all RLI members through our worldclassLANDUcoursesandnetworking opportunities. The chapter truly believes that when you help one person succeed, we all succeed.

Tennessee & Georgia Chapters

The RLI Texas Chapter has returned to offering in-classroom courses and in-person meet-up events!

In April 2021, instructor Ben Crosby, ¥ , taught a sold-out Subdivision Development course. Thank you to Texas Farm Credit in Brenham for hosting.

Upper Midwest rliminnesotachapter.com

Congratulations to chapter member, Chuck Wingert, ¥ , for being named 2020 Land REALTOR of America at the Virtual National Land Conference. This is a well-deserved honor.

N E W S

The Tennessee Chapter was happy to have a small VNLC21 watch party with friends from the Georgia Chapter in Chattanooga, thanks to our sponsor & event venue, CroyEngineering.Attendeesincluded: President Shawn Massey, ¥ ; Immediate Past President & RLI Director at Large Geoff Hurdle, ¥ ; Chapter Administrator Brittany Hurdle; Chapter Director Thomas Krajewski, ¥ ; Georgia Chapter President Mike Garrett, ¥ ; Georgia Chapter Immediate Past President Raborn Taylor, ¥ ; and RLI legend Bob Hatcher, ¥ .

Texas • rlitexaschapter.com

C H A P T E R

rlitennesseechapter.com

R L I

Tennessee

The chapter held a virtual meeting on January 19, which included chapter news Also in April, the chapter held a meet-up updates and time for member networking featuring guest speaker and attorney Jacob and marketing discussion. The next chapter Merkord who presented on navigating virtual meeting will be held on July 20. The and negotiating eminent domain. This chapter will host its annual meeting on event was held at the Historic Moravian August 11. The chapter board of directors Hall,establishedinand 319 ttingforthe elected to hold another virtual meeting RLI history of the group of farm brokers as it was not yet known what COVID-19 gatheringforthersttimeinThe .0291 safety guidance may be in place. Speakers event closed with a marketing session. andschedulearebeingnalizedtogive Join the Texas Chapter for Land Real Estate everyone in attendance a great meeting.

Site Selection Sept 7-8 in Rockwall, TX and Everyone is looking to again have an inLandFundamentals :10 ofLandBrokerage person annual meeting in 2022!

Nov 10-11 in Georgetown, TX. Register After having the chapter’s region expand at rlitexaschapter.com and follow the to include members in North Dakota, chapter on Facebook to stay up to date South Dakota, Minnesota, and Wisconsin, for upcoming classes and another meet-up the chapter’s board of directors voted to in October. changethechapterjsnametoRLIUpper Midwest Chapter in March with the approval from the RLI National board of directors. The chapter board felt it extremely important that the chapter name be representative of its members.

Wyoming

rliwyomingchapter.com The Wyoming Chapter used downtime in thersthalfofto 120 workonplansfora ranch tour, which was held June 23-24 in the Cody area. Attendees visited several ranches and heard from speakers on the various properties about the Wyoming Stock Growers Land Trust Conservation Easement Program. An Irrigation District on one of the properties gave an overview of management and operations in conjunction with the Bureau of Reclamation. Contact Maggie Thomas at rliwyomingchapter@ gmail.com for more information about the Wyoming Chapter.

RLI Tennessee and RLI Georgia Chapter members enjoying a meal together after their 2021 Virtual National Land Conference watch party.

Summer 2021

15

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Leader Leader in in Securitized Securitized 1031 1031 Exchange Exchange Transactions Transactions** Approximately Approximately$9 $9Billion BillionininAssets AssetsUnder UnderManagement Management Offered OfferedMore MoreThan Than$738 $738Million MillionininEquity Equityinin2020 2020Across Across11 11Offerings Offerings Raised RaisedApproximately Approximately$700 $700Million MillionininCapital Capitalinin2020 2020 748 748Properties Propertiesinin43 43States States

For Formore moreinformation, information,please pleasevisit visit inlandprivatecapital.com inlandprivatecapital.comor orcall call888-671-1031.

888-671-1031. *Source: *Source: Mountain Mountain Dell Dell Consulting Consulting 1031 1031 DST/TIC DST/TIC Market Market Equity Equity Update Update 2020 2020 Year-End Year-End Report.

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ForFor Institutional Institutional Use Use Only.

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Distribution Distribution to to prospective prospective investors investors is prohibited. is prohibited.

This This is neither is neither anan offer offer to to sellsell nornor a solicitation a solicitation of of anan offer offer to to buy buy anyany security, security, which which can can bebe made made only only byby a private a private placement placement memorandum memorandum and and sold sold only only byby broker broker dealers dealers and and registered registered investment investment advisors advisors authorized authorized to to dodo so.so.

The The company company depicted depicted in in thethe photograph photograph herein herein may may have have proprietary proprietary interests interests in in itsits trademarks trademarks and and trade trade names names and and nothing nothing herein herein shall shall bebe considered considered anan endorseendorsement, ment, authorization authorization or or approval approval of of IPCIPC or or itsits subsidiaries. subsidiaries.

The The photograph photograph shown shown is aisproperty a property that that is owned is owned byby a closed a closed IPC-sponsored IPC-sponsored program. program.

The The Inland Inland name name and and logo logo areare registered registered trademarks trademarks being being used used under under license. license.

Inland Inland refers refers to to some some or or allall of of thethe entities entities that that areare part part of of The The Inland Inland Real Real Estate Estate Group Group of of Companies, Companies, Inc., Inc., one one of of thethe nation’s nation’s largest largest commercial commercial real real estate estate and and finance finance groups, groups, which which is comprised is comprised of of independent independent legal legal entities, entities, some some of of which which may may bebe affiliates, affiliates, share share some some common common ownership ownership or or have have been been sponsored sponsored and and managed managed byby such such entities entities or or subsidiaries subsidiaries thereof. thereof.

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WE WESELL SELL

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$5.7 $5.7 $5.7Billon Billon Billonininin Land Land LandSold Sold Sold

Over Over Over$3.6 $3.6 $3.6Billion Billion Billionininin Recreational Recreational RecreationalSales Sales Sales

Over Over Over$3.9 $3.9 $3.9Billion Billion Billion inininFarms Farms FarmsSold Sold Sold

LEARN LEARN LEARNMORE MORE MOREABOUT ABOUT ABOUTAMERICA’S AMERICA’S AMERICA’SLEADER LEADER LEADERIN IN INLAND LAND LANDSALES SALES SALES 844.415.8959 844.415.8959 844.415.8959| GrowWithUC.com GrowWithUC.com GrowWithUC.com| JoinUs@UnitedCountry.com JoinUs@UnitedCountry.com JoinUs@UnitedCountry.com

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F I R M A

N E W S

Congratulations to Our New Accredited Land Consultants!

T E R R A

ccredited Land Consultants (ALCs) are the most experienced, most accomplished and highest-performing land real estate experts in the nation. Conferred exclusively by the REALTORS® Land Institute, and the only land-specific accreditation backed by the National Association of REALTORS®, the ALC is the gold standard of achievement in the land sales profession.

4 tS eps

to e B come a rP estigious Accredited Land Consultant

eM et the Requirements Applicants must complete 104 LANDU Education hours and meet volume & experience requirements.

u S bmit the Application Applicants must submit their portfolio to the REALTORS® Land Institute ALC Designation Committee and Board of Directors for

aP ss the axE m Once the education requirement is met, applicants must pass the comprehensive exam.

Compile a o P rtfolio Applicants must compile a portfolio documenting the completion of the education, experience and volume requirements.

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ALC

Ready to start your path to becoming an Accredited Land Consultant?

Visit rliland.com/ALC for more information.

The individuals highlighted below completed their ALC designations from December 2020 through May 2021.

Arica Andreatta, alc

Code of The West Real Estate La Veta, CO

Astrid Armani, alc

United Country - Hawaii Lifestyle Properties Kailua-Kona, HI

Garret Armstrong, alc

Tim Kellogg, alc

Whitetail Properties Real Estate

WDH Real Estate, LLC

Chris McCune, alc

Janis Penick, alc

Tuscaloosa, AL

Bastrop, TX

Richard Theriault, alc

Kevin Tolbert, alc

Lincoln, ME

Orlando, FL

Panora, IA

Whitetail Properties Real Estate

United Country Lifestyle Properties of Maine

Wheaton, IL

RE/MAX Bastrop Area

Florida Tolbert Team at Keller Williams Advantage III Realty

Nikita Zhitov, alc CityPlat, LLC Raleigh, NC

Summer 2021

19

President Biden’s 30x30 Proposal Could Impact Property Rights and Private Land Stewardship

by Russell Riggs Senior Policy Representative, National Association of REALTORS®

20

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I

n an Executive Order issued on January 27, 2021, President Joe Biden committed his administration to an ambitious conservation goal—to protect 30 percent of U.S. land and coastal seas by 2030.

That target is referred to as “30 by 30” by experts, who argue that reaching it is critical both to addressing climate risk and protecting the estimated one million species at risk of going extinct. The U.S. is currently conserving around 26 percent of its coastal waters and about 12 percent of its land, according to the U.S. Geological Survey.

Reaching the 30 by 30 target will require conserving an additional area twice the size of Texas, within the next 10 years. Meeting the 30 by 30 target will also require improving conservation on land that’s now in private hands. Around 70 percent of land in the U.S. is owned by individuals or companies.

Summer 2021

21

The White House released a report in May that provided some additionalspecicityaboutwhowilloverseetheinitiativeatthe federal level, which lands and water bodies might be prioritized and how these places will be protected.

However, numerous concerns have been raised about this proposal by those who live, work, and recreate on and near public lands.

The federal government manages 640 million acres of land, over 90% of which is west of the Mississippi. Given its wide-open spaces, large-scalelandscapes,andsignicantfederalownership,Western states could be disproportionately impacted by policies set in place to achieve the 30 by 30 goal, which will impact revenues and jobs derived from multiple-use public lands.

Efforts to conserve and restore America’s lands and waters must respect the rights of private property owners. Efforts must also build trust among all stakeholders, including by recognizing and rewarding the voluntary conservation efforts of private landowners.

To be successful and adequately protect property rights, the proposal must also build on existing tools and strategies with an emphasisontexibilityandadaptativeapproaches.Thesetools range from grant programs for local parks and coastal restoration projects, to conservation programs on working lands. For example, theUSDepartmentofAgriculturehasanarrayofprogramsthat offer effective strategies for advancing conservation on working lands, such as the Working Lands for Wildlife initiative and the Conservation Reserve Program.

Preserving more land and water is laudable, but there may be unintended negative consequences and may set the stage for federal overreach. Many public lands are bound by a statutory-

based multiple-use mandate. These lands and our waters must remain open to activities that support our rural economies and help us to achieve our agriculture, timber and energy needs. These multiple-uses are compatible with conservation ambitions and are also an effective means to achieve these goals. Activities such as grazing and timber harvest are oftentimes the most effective tool to restore and sustain landscapes. Bonding requirements, reclamation standards, and mitigation directives ensure that industries leave the land better than they found it. Sustainable, healthy land is the lifeblood of rural communities and rural economies thrive when lands are properly managed.

Therefore, there are concerns that the 30 by 30 initiative will be used as a method to undermine private property rights, circumvent the multiple-use mandate, and lock up more land. Conservation remains a top priority for landowners across the country and many lives and livelihoods rely upon a healthy, actively-managed landscape. To do this effectively, state and local governments and real estate development, energy, and agriculture sectors must have an equitable and meaningful voice in the process. RLI - and its members – will actively participate in the process to ensure that landowners also have a voice in Washington, DC.

Russell Riggs is the Government Affairs Liaison for the National Association of REALTORS® Resort Committee and the Senior Policy Representative for NAR. Russell has a Bachelor’s in Political Science from Virginia Commonwealth University, a Master’s in Public Policy from Tufts University, and a Master’s in Public Administration from New York University.

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National RLI Presidents and Countless RLI State Chapter Presidents.

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the Music!

egotiate

As we prepare for the 2021 National Land Conference in Louisville, we take an inside look at the history and revitalization of Hermitage Farm, a success story in farmland preservation situated near the banks of the Ohio River.

gotiate

Negotiate

he Music!

to the Music!

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Negotiate to the Music!

Negotiate to the

Music!

by Greg Glosson Real Estate Negotiation Expert

usic is universal, but each of us has our own preference. Who doesn’t have a favorite artist, a favorite song or the memories that flood your mind and heart when you hear a particular tune? Sometimes a memorable song reminds us of our childhood or teenage years, an unforgettable vacation or the first song you danced to at your own wedding. Even today, every time I hear the song “Every Little Thing She Does is Magic”, I think of a girl I worked with and the huge crush I had on her when I was a freshman in college. Through the years, I have owned singles, albums, 8-track tapes, cassette tapes and compact discs. Now, I have streaming music services that put almost every song ever made at my fingertips. I listen to all types of music, but my favorite is classic rock. Living in Tennessee, you would think country music might be at the top of my list. But in the 1970s and 1980s, during the formative years of my love for music, the people I hung around thought country wasn’t “cool”, and neither did I. I only listened to country music when the artist and song crossed over to pop radio stations.

AccordingtoOxfordLanguages,crossoverisdenedasa )1( point tactics based on each individual situation. Both opinions are orplaceofcrossingfromonesidetotheother,orthe )2( processcompelling of to consider. Is either one right on its own merits? Maybe. achievingsuccessinadifferenteldorstyle,especiallyinpopular Maybenot.Itdependsmy ( favoriteanswertoanyquestionrelated music. I’d like to focus on several of the words in the second to real estate). But combined, the two positions work together and denition:achievingsuccessinadifferenteldorstyle.m become a powerful tool to successfully negotiate deals and create a win-win for both customers and clients. When the client wins, you Everyone wants to achieve success. We desire success in both our win as well. personal lives and in our career. As real estate professionals, our successistypicallyjudgedoneoftwoways:howmanydealswe close and how much money we make. If you don’t close deals, then you don’t make money. Pretty simple concept, huh? The concept is true in most cases in our business. In order to successfully put together deals and ultimately close them, certain traits and characteristics will typically lead to a favorable outcome. One of those traits is to be a successful negotiator. But how do we learn to become a successful negotiator? Many would argue that being a successful negotiator is all about experience. The experience of working multiple transactions over time and the immeasurable knowledge you gain from each and every one of those experiences.

Others are of the opinion that achieving success is about knowing yourself and being open to different styles and various negotiation

Negotiation has become more of a hot topic in the last decade or so, although negotiations have been part of our collective experience since the beginning of time. There are hundreds of examples in books, tapes and videos that provide tips and techniques on how to successfully negotiate. The subject has become big business and produces millions of dollars in revenue each year. Some of the most notable subject matter experts are successful business CEOs and executive staff, members of academia and researchers who have backgrounds in psychology and human behavior. So, what can a real estate professional take away from this highly respected group?

I would like to focus on several points that seem to be somewhat universal in the quest to achieve successful negotiations.

Summer 2021

25

Flexibility and Power In our business, the seller sets the price for a property they want to sell. On the other side, the buyer makes their offer based on their perception of value and their individual wants and needs.

Manytimes,thetwosidesbegininastateofcontictbasedontheir individual perception of reality. When different wants and needs are at the core, this sets the tone between the buyer and seller along with the agents representing each of them. In essence, any offer could be seen as confrontational from the outset. In many situations, one side or possibly both become so entrenched in their own perception of reality that the possibility of reaching any kind of agreement is extremely low. Further negotiations at this point become a contest of wills, leading to a power struggle which could result in anger or bitterness between all parties involved and will likely derail any chance of agreement. In fact, the longer the negotiation lingers, it increases the likelihood that an agreement will not be reached at all. It’s always important to remember that our individual version of reality is based on many personal factors, including learned family values, friends, teachers and business experiences that have made us the people we are today. In fact, many of our personality traits are the result of our environment. If wecomefromanenvironmentwheretexibilityandcompromiseare part of our makeup, our version of life is different from someone who comes from an environment of strict rules and authority. Each of us— every single one of us—uses different perceptions and experiences in everything we do. Why should buyers and sellers be any different?

Understandingpeoplejsabilityorinabilitytocompromiseis invaluable in the negotiation process.

The idea of having the controlling power in a transaction can be interpreted as having the upper hand over the other side or simply arrogance based on market conditions. The truth is neither side has complete power in a real estate transaction. One side might have the perception of power or control over the other, but it is only a perception and not reality. In a seller’s market, the buyer’s perception is that the seller holds power over the buyer. Assuming the buyer makes an offer to the seller and the seller makes a counter offer, the perception of power shifts to the buyer. The buyer now is perceived as having the power based on their decision to move forward or not.

In this scenario, what is the worst thing that can happen? No deal, right? No deal does not have life or death consequences for either side. Similar scenarios could happen in a more stable buyer’s market and yield the same results.

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Reputation and Results

Concessions There are times in negotiations where strategic concessions are necessary. Give and take is a vital part of reaching a win-win for both parties in a real estate transaction. Sometimes you win. Other times you won’t. Each outcome is an opportunity to learn and adds to your experienceasanegotiator.Usingmusictomakemypoint,Iwilloffer some song lyrics that tie into the topic of negotiation. In September of 1979, the band Foreigner released the album “Head Games.”

The last song on the second side was entitled “Rev on the Red Line.”

Itjsaboutguysracingcarsif ( youcouldnjttell)Several . linesstand out, and among them are “Runnin’ all night on Lake Avenue, It’s a know when to fold piece of cake if you know what to do. You’ve got to lose a few ‘til the stakes get high when the odds are right, you just blow by.” The last ‘em, know when line speaks volumes about concessions and ultimately getting what you want. In 1978, Kenny Rogers had a hit with “The Gambler.” The to walk away and choruswentlikethis:lYoujvegottoknowwhentoholdiem,know know when to run. when to fold ‘em, know when to walk away and know when to run.

You never count your money, when you’re sittin’ at the table, there’ll You never count be time enough for countin’, when the dealin’s done.” A skilled negotiator knows when to walk away and knows when to run.

“You’ve got to know when to hold ‘em,

Maybe I do like country music after all!

your money, when you’re sittin’ at

the table, there’ll be time enough for countin’, when the dealin’s done.”

Greg Glosson is the managing broker of Fast Track Realty in Memphis, TN. Greg holds a bachelor’s degree from the University of Memphis and has been a licensed real estate professional specializing in residential properties since 1996. Glosson is an award-winning real estate instructor providing courses throughout the United States to help agents grow and develop their professional brand.

Summer 2021

to the Music

At some point in time, all of us will leave the real estate business whether by choice or not. All of us will leave with only one thing— our reputation. We all want to be thought of as honest, fair and easy to work with. Having this reputation while you are practicing is extremely valuable to you and the clients you represent. Let us faceit:weallwanttodobusinesswithsomeoneweknow,likeand trust. Having that type of reputation will lead to positive results for you and for your clients. In our business, we are problem solvers.

We negotiate to reach an agreement and offer solutions that satisfy the needs of all parties to the transaction. Our ability to negotiate successfully is tied to the results we achieve. A good negotiator focuses on solving the problems, not winning the battle. Aboveaverage negotiators don’t feel the need to command and control the outcome of a negotiation, and they will not walk away without exploring every option to come to a compromise and a mutually agreeable solution. Our business is about results.

27

E D U C A T A I O N L A N D U

LANDUEducationProgramUpdate

I

n the first half of 2021, RLI National has hosted a total of nine LANDU virtual instructor-led training (VILT) courses. The RLI Chapters have hosted six in-person LANDU courses. Overall, the education outreach for these courses extended to 400 students.

IfyouareinterestedinhostingaLANDUcourseinyourareaforyour RLIInstructorswithacomprehensiveoverviewon:keyprinciples chapter, please contact RLI Education Manager Amanda Morrone at of instruction for adult learners; best practices for teaching in both amorrone@nar.realtor or 312-329-8411 for more information. virtual and in-person settings, and encouraging learner engagement.

In April, RLI National hosted a virtual instructor training, which was conducted over three sessions. These interactive sessions provided

The instructors had the opportunity to apply these components and collaborate with each other to strengthen their instructional skills.

2021 LANDU Course Calendar More course offerings are coming soon! For the most up-to-date course calendar, visit rliland.com/education.

July 2021

September 2021

Tax Deferred 1031 Exchanges (VILT Online Format) Instructor:JimMiller,Esq.

Real Estate Mapping Technologies & Tax Deferred 1031 Exchanges (VILT Online Techniques (VILT Online Format) Instructor:Format) Instructor:JimMiller,Esq. Steve Roberson

Land Investment Analysis (VILT Online Format) Instructor:PhilMcGinnis, ¥

Transitional Land Real Estate (VILT Online Format) Instructor:ButchArmistead, ¥

August 2021

Recreational Land Real Estate (VILT Online Format) Instructor:JoelKing, ¥ Subdivision Land Development – August 30-31 Instructor:BenCrosby, ¥ • West DesMoines,IAIn( person,hostedbyRLI Iowa Chapter)

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Terra Firma

Land Real Estate Site Selection (VILT Online Format) Instructor:ButchArmistead, ¥

Land Real Estate Site Selection – September 7-8 • Instructor:ButchArmistead, ¥ Rockwall,TXIn( person,hostedbyRLITexas Chapter)

New educational opportunities are added by RLI National and RLI Chapters throughout the year.

October 2021

Subdivision Land Development (VILT Online Format) Instructor:BobbyMink

November 2021

Land Investment Analysis (VILT Online Format) Instructor:PhilMcGinnis, ¥ Land 101: Fundamentals of Land Brokerage – Nov. 10-11 Instructor:Justin Osborn, ¥ • Georgetown, TX

For the most up-to-date information, please visit the RLI upcoming course calendar at www.rliland.com/ education/courses/

L A N D U

Call for LANDU Instructors Be a part of the team that makes the best in the business the best in the business! RLI’s LANDU instructors embody the networking, camaraderie, and expertise that ensure our membership thrives. LANDU Instructors are more than teachers: they are mentors, leaders and experienced experts in their field looking to give back to the organization and the industry.

E D U C A T A I O N

RLI is currently accepting instructor applications for Agricultural Land Real Estate; Land Investment Analysis; Subdivision Development; Timberland Real Estate and Transitional Land Real Estate courses! LANDU Instructors are ambassadors for the REALTORS® Land Institute, LANDU Education Program, and the overall land real estate industry. They are experts in their field, dedicating time and energy to help others become the best of the best.

Eligibility application criteria to serve as an instructor has been established as meeting the following general minimum requirements:

Have questions or want to learn more?

Interested applicants may contact Amanda Morrone, Education Manager, at amorrone@nar.realtor or 312.329.8441 with questions 1. Be an active land or commercial real estate agent who currently orcompletetheLANDUinstructorinterestformonlinetoreceive holdstheALCDesignationoranotherNARCommercialafliate more information. designation as a member in good standing of their respective organization; OR be considered a subject matter expert on a particular topic who is involved with land or commercial real estateinsomeprofessionalcapacityi. ( e.technology,lawyer, accountant, construction, developer, etc.) but does not hold an active real estate license.

2. Have experience in instructing or lecturing adult professionals, whether at a college, a professional program, or as a panel member or speaker at a symposium, seminar, lecture or convention.

3. Beprocientintheuseoftechnologicalpresentationtools such as webinar platforms and Microsoft PowerPoint, Excel, Word, etc.

What does it mean to be a LANDU Instructor?

“BEING ON THE RLI FACULTY is a great opportunity to be seen as an industry expert, provides networking opportunities with other land agents and offers me a chance to expand my knowledge base by interacting with program participants. As an RLI instructor, I have an opportunity to give back to the Institute and the land brokerage industry while being compensated for my time.

I am happy I joined the RLI Faculty. I believe the courses are valuable, and the experience is rewarding both personally and professionally. I invite you to join us as I believe you, too, will share the same rewarding experiences.”

“AFTER SEVEN YEARS AS AN ACTIVE RLI MEMBER, I saw the way my business thrived as a result of my professional connections with RLI contacts across the country. When I was asked to consider being an instructor for the organization, I immediately knew that it was a way for me to give back to both the organization and my peers. The networking that has come from being an instructor is fabulous. It is fun and enjoyable being able to be in front of students that choose to be in a class, as opposed to those that are required to be.”

Justin Osborn, alc • LANDU Instructor

Phil McGinnis, alc • LANDU Instructor

Summer 2021

29

E D U C A T A I O N

LANDU 120 EducationWeekRecap

L A N D U

It was another record-setting year for LANDU Education Week! We had a total of 61 participants from 22 states.

The courses were held June 6-14 at the Middle Tennessee Association of REALTORS®.

A special thank you is extended to the RLI Tennessee Chapter and the Middle Tennessee Association of REALTORS® staff for their support in helping to bring this educational opportunity to Tennessee. Also, a special thank you to Geoff Hurdle,¥ , and Brittany Hurdle for going above and beyond with their support of the meeting logistics and obtaining CE Credit approval in the State of Tennessee and Alabama. Also, a special thank you to FD Bell for her assistance in obtaining CE Credit approval in the state of Georgia!

We are excited to announce that we also had another record year of attendees – 23 in total – who completed all six courses towards earning the elite ALC Designation! We are proud to congratulate the belowattendeeswhocompletedallsixcoursesonsite: Judy Allen

James Davidson

J.W. Ross

Craig Baronio

Colter DeVries

Keat Waldron

Dean Anderson Will Bellis

Jack Brown

Tim Burnette

Robert Chandler

Steve Davenport

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Terra Firma

Charles Davis Zeb Griffin

Todd Henry Josh Long

Eric Neilson

Joshua Ongley

Stephen Strunc Ben Wellons

George Wiley

Sean Wilkerson Rex Womack

LEF Thanks You, Cowboy Auction Donors!

Scholarships of up to $535 are available per person, per year. If you or someone you know might be interested, please download and complete the full scholarship application at rliland.com/LEF.

We are excited to announce that the NLC21 Cowboy Auction raised $19,957 for the Land Education Foundation (LEF). We want to give a big thank you to the following auction item donors and auction winners for supporting LEF:

CONGRATULATIONS TO THE

Winter 2020/Spring 2021 LEF Scholarship Recipients Matt Brinkhoff Tim Burnette Joshua Christian Brandon Hutchison Kelly Johnston Angeliina Lawson Chanda Levy Lizzie McGann Kendall McGuire

Christi Moczygemba John Moyle Kamesha Portress Judy Roberts Neily Soto Courtney Tschanz Daniel Yeboah Clarence Zarnes

THANK YOU TO THE

2020 LEF Board of Trustees Minor Taylor, alc – Chair Fred Hepler, alc – Vice-Chair Dan Hatfield, alc Ray Brownfield, alc Randy Hertz, alc John Dean, alc Chuck Wingert, alc Johnny McAllister, alc Flo Sayre, alc A. Lloyd Thomas, alc Bob Turner, alc Aubrie Kobernus, mba, rce - ceo

Drew Ary, alc Christina Asbury, alc Darrell R. Boren Paul Bottari, alc Linda Brier Ray Brownfield, alc C21 Harvey Properties George Clift, alc Ben Crosby, alc Patti Davis, alc Bill Eshenbaugh, alc Mike Garrett, alc Charles H Wingert, alc Kyle Hansen, alc Dan Hatfield, alc Doug Hensley Jeffrey Hignight, alc Geoff Hurdle, alc Brittany Hurdle Darrell S Hylen, alc Terri Jensen, alc Wendy Johnson, alc Kelly Johnston Tim Kellogg, alc Adam C Knewtson LandHub Angeliina Lawson Karen McCartin Foster, alc

E D U C A T A I O N

LEF Scholarships Available

L A N D U

The REALTORS® Land Institute’s Land Education Foundation (LEF) seeks to provide financial scholarship grants for assistance in land-based education opportunities, including the pursuit of the elite ALC Designation through RLI’s LANDU Education Program.

Brian Meece, alc Joe Michaletz Kathleen Owen, alc Peoples Company Clayton Pilgrim, alc RLI Carolinas Chapter RLI Colorado Chapter RLI Illinois Chapter RLI Iowa Chapter RLI Kansas Chapter RLI Minnesota Chapter RLI Pacific Northwest Chapter RLI Tennessee Chapter RLI Texas Chapter RLI Wyoming Chapter Brian Rose Dean Saunders, alc Flo Sayre, alc Raborn Taylor III, alc TJ Thompson Richard Thompson Thomas R Thompson Jr Bob Turner, alc David Whitaker, alc Derrel White Tucker Wood Luke & Allison Worrell

Summer 2021

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THE MAGAZINE OF THE AMERICAN LANDOWNER THE THEMAGAZINE MAGAZINEOF OFTHE THEAMERICAN AMERICANLANDOWNER LANDOWNER THE MAGAZINE OF THE AMERICAN LANDOWNER “As the nation’s premier land magazine, “As“As thethe nation’s premier land magazine, nation’s premier land magazine, The Land Report’s partnership with the “As the nation’s premier land magazine, TheThe Land Report’s partnership with thethe Land Report’s partnership with REALTORS® Land Institute provides The Land Report’s partnership the REALTORS® Land Institute provides REALTORS® Land Institute provides invaluable public recognition ofwith excellence REALTORS® Land Institute provides invaluable public recognition of excellence invaluable public recognition of excellence through the annual APEX Awards. The invaluable public recognition of excellence through thethe annual APEX The through annual APEX Awards.

The professional expertise ofAwards.

RLI brokers across through the annual APEX Awards.

The professional expertise of RLI brokers across professional expertiseeven of RLI brokers across the country becomes more vital for professional expertise of more RLI brokers thethe country becomes even vital foracross country becomes even more vital for the country becomes even more vital for

landowners during challenging times. The landowners during times.

The landowners during challenging times.

The Land Report and challenging RLI are dedicated to the landowners during challenging The Land Report and RLI are dedicated to to thethe Land Report and RLI are dedicated the education and service ethic thattimes. keep Land Report and RLI are dedicated to the education and service ethic that keep the education and service ethic that keep the land industry thriving as a foundation of our education and service ethic that keep land industry thriving a foundation ofthe ourour land industry thriving a foundation of nation’s economy. ” as as land industry thriving as a foundation of our nation’s economy. ” ” nation’s economy.

—Dean Saunders, ALC, nation’sSaunders, economy. ”ALC, —Dean —Dean Saunders, ALC,

Saunders Ralston Dantzler —Dean Saunders, ALC, Saunders Ralston Dantzler Saunders Ralston Dantzler Saunders Ralston Dantzler

“RLI, The Land Report, and our industry “RLI, TheThe Land Report, and ourour industry “RLI, Land Report, and industry is built on relationships, professional “RLI, The Land Report, and our industry is built on relationships, professional is built on relationships, professional knowledge, integrity, and capability. is built onintegrity, relationships, professional knowledge, capability. knowledge, integrity, capability.

Whether you are a and topand producer at KW, knowledge, integrity, and capability.

Whether you are a top producer at KW, Whether you are a top producer at KW, Dean Saunders, or an independent Whether you are a an top producer at KW, Dean Saunders, an independent Dean Saunders, independent brokerage, all or of or the featured professionals Dean Saunders, or an independent brokerage, all of the featured professionals brokerage, allofofthe theAPEX featured professionals that are part Awards are brokerage, allof ofplayers, the featured professionals that areare part of the APEX Awards are that part the APEX Awards are neighborhood building and that are part of the APEX Awards are very neighborhood players, building and neighborhood players, building and bringing communities together. I feel neighborhood building and bringing communities together.

I feel very bringing communities together.

I feel fortunate to beplayers, an active participant invery RLI bringing communities together.

I feel very fortunate to be an active participant in RLI fortunate to be an active participant RLI its inception; and The Land Report’s APEX Awardsin since fortunate to be an active participant in and The Land Report’s APEX Awards since itsits inception; and The Land Report’s APEX Awards since winning the National Top Producer oneRLI year toinception; ‘thank you and The Report’s APEX Awards since itsto inception; winning theLand National Producer one year to ‘thank you winning the National Top Producer one year ‘thank you for playing’ the nextTop year.

No matter what our individual winning the National Top Producer one year toindividual ‘thank you forfor playing’ thethe next year.

NoNo matter what our individual playing’ next year. matter what our for playing’ the next year. No matter what our individual

production is year to year, a program such as production year to helps year, abring program such as as production is year to year, a program such the APEXisAwards national focus isimpact year toour year, a national program such theproduction APEX Awards helps bring focus the APEX Awards helps bring national focus on the huge industry brings to as the APEX Awards helps bring national onon thethe huge impact our industry brings tofocus huge impact our industry brings to our regions and the US economy. onregions the huge impact our industry brings to ourour and the US economy. regions and the US economy.

The APEX Award Program gives each our regions and theProgram US economy.

APEX Award gives each APEX Award gives each ofThe usThe an opportunity toProgram define, encourage The APEX Award Program gives each of of us us an opportunity define, an opportunity to define, encourage and appreciate theto hard workencourage and stunning of us an opportunity to define, encourage and appreciate the hard work and stunning and appreciate the hard work and stunning accomplishments of what are considered and the hard work and stunning accomplishments of of what are considered accomplishments what are considered ‘Trueappreciate Land Professionals.’ accomplishments whatyour are considered ‘True Land Professionals.’

‘True Professionals.’

SetLand your goals,of define markets, ‘True Land Professionals.’

SetSet your goals, define your markets, your goals, define your markets, encourage success, make an impact, and be a part of APEX.” Set your goals, define your markets, encourage success, make anan impact, and bebe a part of of APEX.” encourage success, make impact, and a part APEX.” — Dan Murphy, Ranchand Group encourage success,ALC, makeM4 an impact, be a part of APEX.”

—— Dan Murphy, ALC, M4 Ranch Group Dan Murphy, ALC, M4 Ranch Group — Dan Murphy, ALC, M4 Ranch Group

“Support shown by The Land Report “Support byby TheThe Land Report “Support shown Land Report for RLIshown through the years has been “Support shown by The Land Report forfor RLI through the years has been RLI through the years has been tremendous! Sponsoring the APEX for RLI is through theexample years has been tremendous! thethe APEX tremendous!

Sponsoring Awards aSponsoring perfect ofAPEX tremendous!

Sponsoring the APEX Awards is a perfect example of Awards is a perfect example of the strategic alliance between two Awards is aalliance perfect example oftwo thethe strategic between two strategic alliance between extremely important partners for land the strategic alliance between extremely important partners fortwo land extremely important partners for land extremely important partners for land

professionals. The Land Report continues professionals.

TheThe Land Report continues professionals.

Land Report continues to be ambitious and create both value and professionals.

The Land Report continues to to be ambitious and create both value be ambitious and create both value and insight for every land professional inand the to befor ambitious and create both in value and insight every land professional the insight for every land professional in the business.” insight for every land professional in the business. ” ” business.

— Dan Ward, ALC, Legendary Land Co. business. ”

—— Dan Ward, ALC, Legendary Land Co. Dan Ward, ALC, Legendary Land Co. — Dan Ward, ALC, Legendary Land Co.

LandReport.com LandReport.com LandReport.com LandReport.com

There is strength in numbers.

Keller Williams is home to one of the largest national networks of land specialists unified under one banner.

Our community is always growing – find out how you can become a part of it.

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2021 Virtual National Land Conference Recap The 2021 Virtual National Land Conference (VNLC21) hosted 200+ attendees from across the country for three days of keynotes, breakouts and networking sessions designed to help them become the best in the business.

VNLC21 attendees continue to have access to the event’s session recordings in the mobile and desktop conference app. RLI members who did not attend can purchase all recordings at rliland.com/ education/webinars/. Don’t miss out on gaining expertise from thesesessions:

How to Become a Driving Force of Influence • Amber Hurdle, Amber Hurdle Consulting

Negotiation: Getting to Agreement • Greg Glosson, Perk Seminars

Farms Under Threat: State of the States • Billy Van Pelt, American Farmland Trust

Soil Health • Jeff Martin, Martin Family Farms

1031 Exchange, DST & Tax Strategy Update • Joe Michaletz & Mike O’Toole, Discipline Advisors Auctions: How They Make You $$$ • George Clift, Land Broker Co-op Hemp: America’s Next Natural Resource • Erica Stark, National Hemp Association

Thank you to our 2021 Partners Platinum & Virtual Partner

Terra Firma

Economic Update • Dr. Joe Outlaw, Texas A&M

Marketing & Selling Equine Properties • Tom Biederman, Biederman Real Estate & Auctioneers

Thank you to our attendees, partners and speakers who made this virtual event a huge success!

Silver Partners

Bronze Partners

Virtual Supporting Partners

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Inside the Beltway: DC Update Russell Riggs, National Association of REALTORS®

Securing Our Right to Be Secure: The Open Fields Doctrine • Robert Frommer, Institute for Justice

Platinum Partners

Gold Partners

Closing Keynote Sponsor

Campfire Chat • Kasey Mock, KW Land

Zhuzh Up Your Marketing & Tech • Nobu Hata, Denver Metropolitan Association of REALTORS®

2020 RLI Leadership Award Winners Five RLI members received awards through the esteemed REALTORS® Land Institute Leadership Awards Program during VNLC21. All award recipients are nominated and selected by their peers based on their accomplishments.

ROBERT C. MEEKS, ALC, DISTINGUISHED SERVICE AWARD

Ben Crosby, alc

National Land Realty • Florida The Robert C. Meeks, ¥ , Distinguished Service Award is presented to an RLI member in recognition of long-term commitment and service to fellow Institute members, the land profession and their community. The award is presented in honor of dedicated long-time member Robert C. Meeks, ¥ .

LAND RISING STAR AWARD

Skye Root, alc

Root Agricultural Advisory • Idaho

CHAPTER ADMINISTRATOR OF THE YEAR AWARD

Brittany Hurdle

RLI Tennessee Chapter

First introduced in 2015, the Rising Star award was created to recognize a land RLI’s Chapter Administrators play a key role professional who demonstrated promise. in the success of each chapter. The Chapter The Rising Star Award recognizes a administrators help keep everyone “on member approaching a mid-level in their track” with schedules, policies, and more. career who is on their way to making The recipient is chosen by RLI staff and the signicantcontributionstotheland choice is based on performance that builds profession and to RLI. a stronger RLI chapter—such as helping to enrich member experiences, provide supportandbenetstomembers,applying forcontinuingeducationunitsforLANDU courses, and displaying a high code of conduct and ethical standards.

OUTSTANDING CHAPTER AWARD

RLI Tennessee Chapter LAND REALTOR® OF AMERICA AWARD

EXCELLENCE IN INSTRUCTION AWARD

Chuck Wingert, alc

Justin Osborne, alc

Wingert Realty & Land Services, Inc. Minnesota The Land REALTOR® of America Award recognizes members of REALTORS® Land Institute for their effort and work expended in the interest of their fellow RLI members, their profession, their clients, and their community.

The Wells Group Real Estate Brokerage Colorado The Excellence in Instruction Award recognizesRLILANDU-Approved Instructors for their exceptional teaching skills, contributions to the professional development of our students, and volunteerismfortheLANDU education program.

The Outstanding Chapter Award recognizes one RLI Chapter that has demonstrated excellence and creativity in thefollowingcategories: » member retention and development, » course and other educational offerings, » volunteerism to national Institute, » technological achievements, » and outreach and collaboration with other Institute chapters and local and state organizations.

Summer 2021

35

RLI APEX Award Winners The APEX Awards Program celebrated its fourth year by tripling in size since its inception, with 140 applicants totaling a combined $3.5 billion in qualifying transaction volume. All land professionals recognized as part of the RLI APEX Awards Program are active members of RLI. Congratulations to our 2020 APEX Award Program winners!

2020 APEX Top National Producer The APEX Top National Producer Award is the program’s most coveted and prestigious award, recognizing the applicant with the highest qualifying transaction volume.

2020 APEX Wrangler Award

Dean Saunders, alc

The APEX Wrangler Award goes to the applicant with the largest number of transaction sides closed during the year.

Lakeland, FL

Geoff Hurdle, alc

SVN Saunders Ralston Dantzler

Hurdle Land & Realty Lebanon, TN

2020 APEX ALC-to-ALC Networking Award In recognition of the tremendous networking opportunities available to RLI members, especially those that have earned the elite Accredited Land Consultant (ALC) Designation, the APEX Awards also features the ALC-to-ALC Networking Award.

APEX 2020 LARGEST ALC-TO-ALC TRANSACTION

Dean Saunders, alc

Michael Strahan, alc

Lakeland, FL

Tampa, FL

SVN Saunders Ralston Dantzler

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Eshenbaugh Land Company

2020 APEX National Broker of the Year Winners (by category) RLI is also proud to recognize the accomplishments of the APEX National Broker of the Year recipients in each of the following eight distinct land categories:

BROKER OF THE YEAR IN AG LAND SALES – CROPS

BROKER OF THE YEAR IN AG LAND SALES – RANCHES

Skye Root, alc

Todd Renfrew, alc

Boise, ID

Vacaville, CA

Root Agricultural Advisory

BROKER OF THE YEAR IN RECREATIONAL LAND SALES

Todd Crosby, alc

Crosby Land Company, Inc.

California Outdoor Properties, Inc.

BROKER OF THE YEAR IN TIMBERLAND SALES

Clint Flowers, alc National Land Realty Spanish Fort, AL

Walterboro, SC

BROKER OF THE YEAR IN COMMERCIAL LAND SALES

BROKER OF THE YEAR IN RESIDENTIAL LAND SALES

Matt Davis, alc

Ryan Sampson, alc

San Diego, CA

Tampa, FL

Cushman & Wakefield

Eshenbaugh Land Company

BROKER OF THE YEAR IN AUCTION LAND SALES

BROKER OF THE YEAR IN AGRIBUSINESS

Steve Bruere

Randall Upchurch

Clive, IA

Dadeville, AL

Peoples Company of Indianola

Southeastern Land Group LLC

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2020 APEX Top Twenty National Producers APEX Top Twenty Producers are those applicants who, based on qualifying transaction dollar volume in closed land sales, are among the twenty highest-producing agents in the country.

Matt Adams

Austin Ainsworth

Clive, IA

Dadeville, AL

Peoples Company of Indianola

Southeastern Land Group LLC

Steve Bruere

Todd Crosby, alc

Clive, IA

Walterboro, SC

Peoples Company of Indianola

Crosby Land Company, Inc.

Matt Davis, alc

Andy Flack, alc

San Diego, CA

Huntsville, TX

Cushman & Wakefield

HomeLand Properties, Inc.

Clint Flowers, alc

Shawn Hansen, alc

Spanish Fort, AL

High River, Alberta, Canada

National Land Realty

Walter Hatchett, alc

Jon Kohler & Associates LLC Bainbridge, GA

Hansen Land Brokers, Inc.

DW Hindman

Living the Dream Outdoor Properties Cuba, MO

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Ryan Hostetler, alc

Dan Kevorkian, alc

Greeley, CO

Fresno, CA

AGPROfessionals, LLC

Pearson Realty

Troy Louwagie, alc

Dan Murphy, alc

Mt. Vernon, IA

Lake City, CO

Hertz Real Estate Services, Inc.

M4 Ranch Group

William Rollins, alc

Skye Root, alc

Fort Myers, FL

Boise, ID

LSI Companies Inc.

Ryan Sampson, alc

Root Agricultural Advisory

Dean Saunders, alc

Eshenbaugh Land Company

SVN Saunders Ralston Dantzler

Nancy Surak, alc

Andrew Zellmer

Tampa, FL

Clive, IA

Tampa, FL

Land Advisors Organization

Lakeland, FL

Peoples Company of Indianola

Summer 2021

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2020 APEX Producers Club All applicants with at least four million dollars of qualifying dollar volume in closed land sales are recognized as part of the RLI APEX Producers Club.

Aaron Ablondi Whitetail Properties

George Clift, alc Clift Land Brokers

Matt Adams Peoples Company

Bryan Clift Clift Land Brokers

Austin Ainsworth Southeastern Land Group LLC

Dorie Colbert Veal Century 21 Smith, Brach, and Pope LLC

Eric Andrews, alc Realty World Carolina Properties Chad Andrus Mock Ranches Houston Jessica Armstrong, alc Armstrong Properties Drew Ary, alc Ary Land Co. Valerie Bahm, alc, kw Cedar Creek Lake Properties Zeke Barrett Whitetail Properties Daran Becker Peoples Company Joey Bellington Whitetail Properties Will Bellis Whitetail Properties Brent Bidner, alc Hertz Farm Management, Inc. Joe Blackburn, alc Tutt Land Company Chris Bowers Eshenbaugh Land Company Sam Bowers, alc Bowers and Burns Real Estate Company Ray Brownfield, alc Land Pro LLC Steve Bruere Peoples Company Dale Burley, alc Whitetail Properties Chip Camp, alc Whitetail Properties Jared Chambers Peoples Company

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Terra Firma

Billy Greenwood RE/MAX Champion Land Brokers Shawn Hansen, alc Hansen Land Brokers, Inc. Kyle Hansen, alc Hertz Real Estate Services, Inc.

Brady Cowan Clift Land Brokers

John Hardin, alc Southeastern Land Group LLC

Todd Crosby, alc Crosby Land Company, Inc.

Jeff Hardy, alc Southeastern Land Group LLC

Dalton Dalrymple Tutt Land Company

Ben Harshyne, alc Whitetail Properties

Matt Davis, alc CushmanWakeeld &

Suzy Haslup, alc Meybohm Real Estate

Bill Davis, alc Colorado Luxury, Ranch, and Land At Keller Williams Foothills Realty

Walter Hatchett, alc Jon Kohler & Associates LLC

Cal Dickson, alc Hertz Farm Management, Inc. Michael Dreyer, alc Dreyer & Associates Real Estate Group Forrest During National Land Realty Jason Durjava, alc Ag Land Consultants Bill Eshenbaugh, alc, Eshenbaugh Land Company Andy Flack, alc HomeLand Properties, Inc. Clint Flowers, alc National Land Realty Wendy Forthun, alc 1 Stop Realty Inc. Matt Glander Whitetail Properties Justin Glass Whitetail Properties Greg Good, alc Clift Land Brokers Jonathan Goode, alc Southeastern Land Group LLC

Dax Hayden Hayden Outdoors Elizabeth Heaton Hertz Farm Management, Inc. Jeff Heil, alc Whitetail Properties Rachelle Heller, alc Hertz Real Estate Services, Inc. Scott Henrichsen Hertz Farm Management, Inc. Kenny Herring, alc Peoples Company Adam Hester Tom Smith Land and Home Scott Hicks, alc Whitetail Properties DW Hindman Living the Dream Outdoor Properties Ryan Hostetler, alc AGPROfessionals Geoff Hurdle, alc Hurdle Land & Realty Darrell Hylen, alc Wingert Realty & Land Services Lisa Johnson, alc Horsepower Real Estate

Ryan Kay, alc Hertz Real Estate Services, Inc.

John Morris, alc Southeastern Land Group LLC

Jake Sickels Peoples Company

John Wall Hertz Farm Management, Inc.

Jonathan Kennedy Pearson Smith Realty

Dan Murphy, alc M4 Ranch Group

Elliott Siefert Hertz Real Estate Services, Inc.

Russ Walters, alc Southeastern Land Group LLC

Dan Kevorkian, alc Pearson Realty

Beth Myers, alc Rafter Cross Realty, LLC

Tom Smith, alc Tom Smith Land and Home

Chad Kies Hertz Real Estate Services, Inc.

Justin Olk Whitetail Properties

Chris Smith, alc Hertz Real Estate Services, Inc.

Trina Ward RE/MAX Champion Land Brokers

Robert King Southeastern Land Group LLC

Justin Osborn, alc The Wells Group Real Estate

Danny Smith, alc Smith & Smith Realty, Inc.

Dave Klein, alc First Mid Ag Services

Michael Oswalt Tom Smith Land and Home

Spencer Smith Hertz Farm Management, Inc.

John Knipe, alc Knipe Land Company

Robert Pahmiyer Keller Williams Land

Travis Smock Peoples Company

Jack Koehler, alc Eshenbaugh Land Company

Christopher C. Peacock, alc Halderman Real Estate Service, Inc.

Sheldon Snyder, alc Clift Land Brokers

Zurick Labrier, alc Mason and Morse Ranch Company

Janis Penick RE/MAX Bstrop Area

Eric Leisy, alc Great Southern Land

Hadley Perkins Clift Land Brokers

Jason Lestina, alc Land Pro LLC

James Peterson, alc RE/MAX Roundup

Eric Lonnevik Peoples Company

Clayton Pilgrim, alc Century 21 Harvey Properties

Troy Louwagie, alc Hertz Real Estate Services, Inc.

Todd Renfrew, alc California Outdoor Properties, Inc.

Rusty Lowe, alc Century 21 Harvey Properties Austin Maas Ruhl & Ruhl REALTORS Brian Massey Hertz Farm Management, Inc. Tyler McConnell, alc Comey & Shepherd REALTORS – Southern Ohio Properties Geoff Mead Wingert Realty & Land Services Mark Mommsen, alc Martin, Goodrich & Waddell, Inc. Jeff Moon, alc AgWest Land Brokers Melanie Moore Armstrong Properties

Travis Robeson, alc Fridrich & Clark Realty LLC William Rollins, alc LSI Companies Inc. Skye Root, alc Root Agricultural Advisory Ryan Sampson, alc Eshenbaugh Land Company Dean Saunders, alc, svn Saunders Ralston Dantzler Real Estate Eric Schlutz, alc Ruhl Farm and Land Ryan Schroeter, alc National Land Realty

Bob Stalberger, alc Whitetail Properties Jeramy Stephens, alc National Land Realty Winnie Stortzum, alc Farmers National Company Michael Strahan, alc Eshenbaugh Land Company Nancy Surak, alc Land Advisors Organization Kirk Swenson, alc 1 Stop Realty Inc. Craig Thompson First Mid Ag Services Kevin Tolbert Keller Williams Advantage Realty Bob Turner, alc Southern Properties Real Estate Eric Turpen Clift Land Brokers

Ricky Ward, alc RE/MAX Champion Land Brokers Pamela Ward Coldwell Banker the Ron Brown Company Rob Warmbir, alc Hertz Farm Management, Inc. Brian Watts, alc Southeastern Land Group LLC Kirk Weih, alc Hertz Farm Management, Inc. Eric Wilkinson Hertz Farm Management, Inc. Chuck Wingert, alc Wingert Realty & Land Services Jim Wirth, alc TRI Commercial Real Estate Services, Inc. Tucker Wood Farmers National Company Luke Worrell, alc Worrell Land Services, LLC Douglas Yegge Peoples Company Eric Zellers Ary Land Co. Andrew Zellmer Peoples Company

Randall Upchurch Southeastern Land Group LLC Matt Vegter, alc Hertz Real Estate Services, Inc. Jim Vidamour, alc Fay Ranches, Inc.

Summer 2021

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Getting to the Top: Tips from the Nation’s Top Producing Land Agents “ABOVE ALL ELSE, know that a deal gets done when two parties have their needs met. Our job is to understand sellers’ and buyers’ goals and objectives and stay focused on achieving the best result for them. This commitment serves the long game of building relationships, referrals, and repeat business. I counsel young agents that always doing what’s right for their clients is what brings longterm success, even if it means losing a deal in the short term.”

Dean Saunders, alc

SVN Saunders Ralston Dantzler Lakeland, FL • 2020 APEX Top National Producer • 2019 APEX National Broker of the Year in Ag Land Sales - Ranches • 2018 APEX Top National Producer

“REAL ESTATE IS A TOUGH BUSINESS and if you want to be successful it is not a part-time job. My success is based on hard work and my love for land. My competition might talk better than me, look better than me, dress better than me, but I will be damned if they work harder than me. I love to read, whether it is about ranches, farms, cattle, crops, legal issues, local towns, or autobiographies, I enjoy being informed. The other advantage I might have is that I truly love what I am doing. I enjoy meeting landowners, looking at their land, hearing their stories about their properties and try to be a matchmaker by finding the right buyer. The greatest compliment I can get is when a client calls me years later and tells me they love the ranch I helped them buy.”

Todd Renfrew, alc

California Outdoor Properties, Inc. Vacaville, CA 2020 APEX National Broker of the Year in Ag Land Sales – Ranches

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“ONE OF THE MOST IMPORTANT THINGS ONE CAN DO TO BE SUCCESSFUL IN REAL ESTATE is to continually build new relationships. I tell my agents all the time we are in the people business. The more you can build upon and expand your network, the more opportunities will come.

Product knowledge is imperative!

The quickest way to lose a listing or a sale is to reveal to a possible client or customer that you lack expertise. Finally, and the most important of all, is to be a person or character. You are only as good as your word.”

Todd Crosby, alc

Crosby Land Company, Inc. Walterboro, SC • 2020 APEX National Broker of the Year in Recreational Land Sales

“IT’S NO DOUBT that success takes hard work and dedication at whatever you do. I attribute my success to that and to the team that works by my side that at times worker harder than I do. I attribute to my mentors through the years as to why I work so hard. Mentors come and go but after almost 30 years in the industry, I still have them.”

“THERE IS NO SUBSTITUTE FOR HARD WORK, but in my experience if hard work is paired with (1) viewing your clients as your partners, (2) surrounding yourself with people that are smarter than you, (3) a commitment to learning, bettering yourself, and stepping outside your comfort zone every day, (4) radical optimism and (5) a bias toward action, then there is no limit to what you can accomplish in this business.”

Matt Davis, alc

Cushman & Wakefield San Diego, CA • 2020 APEX National Broker of the Year in Commercial Land Sales

Geoff Hurdle, alc Hurdle Land & Realty

Lebanon, TN 2018 & 2020 APEX Wrangler Award Winner

“WE HAVE BUILT A COLLABORATIVE TEAM at Peoples Company that allows us to work on large, complicated projects around the country. The collaboration and team effort across multiple markets gives our clients the best possible outcome and makes sure no stone is unturned when we take on a project. Our culture of working together is the key to our success.”

“TO BE TRULY SUCCESSFUL in any business you must strive to become. Be hard working. Be honest. Be humble. Be helpful. Be kind. Be available. Be intentional.

Be diligent. Be resilient. Be curious.

Be focused. Be grateful. More specific to farmland real estate, my advice is that you remember what you know and what you don’t know. There is a difference between on-the-job learning and faking it until you make it. Don’t do the latter. You’ll get sideways at some point. I also think success in real estate is 90% market (aka: luck) and 10% your talent. I wish you success in becoming (and transacting)!”

Skye Root, alc

Root Agricultural Advisory Boise, ID • 2020 APEX National Broker of the Year in Ag Land Sales – Crops

Steve Bruere

Peoples Company of Indianola Clive, IA • 2018, 2019 & 2020 APEX National Broker of the Year in Auction Land Sales

Summer 2021

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AnIndustryTrailblazer Nancy Surak, ¥

I

n March, Nancy Surak, alc, of Land Advisors Organization’s Tampa Bay office became the first woman ever to be recognized in RLI’s APEX Top Twenty National Producers.

Surak’s standout career has spanned more than 20 years, including $200 million in transaction volume and countless awards recognizing her commitment to the land business and her community. Surak spoke with fellow RLI member Justin Osborn, alc, for The Voices of Land podcast, covering everything from her start in land real estate to her advice for professionals getting started in the business. These are highlights from the conversation. The full interview can be heard on The Voices of Land, available on all major podcast platforms and at rliland.com.

Being the First Woman

Doing What You Love

Nancy Surak’s career has been characterized by her skillful deal-making and community leadership, which has earned her recognition through multiple awards and accolades, most recently becoming the rstwomaneverlistedinRLIjsAPEXTop Twenty National Producers. Surak is proud of her achievements and hopes to see more women join her on the list in the future. “I hope going forward more women will join this prestigious list, and I plan to continue mentoring and advising other women in the industry to be a small part of their success.

Being recognized in the top twenty is a pinnacle achievement of my career. A lot ofworkandsacricewentintoit,andIjm grateful for RLI recognizing me for my work as a top national producer.”

“There are times when I work on a deal for several years and because of timing, market variations or regulatory barriers it may fall apart. Fortunately, there are many other deals that can be successfully navigated with creative solutions and contract terms that allow me to be part of making Acting Now good things happen in the community.

“If there’s something you want to do, don’t These deals require me to think about wait.” Surak has built her business and things differently, to listen intently and be career pursuing challenging opportunities innovative and persistent. You have to really and introducing others to her different love this business to succeed.” In spite of approach of problem solving that helps to the challenges, Surak has learned to deftly make deals happen. “Don’t be intimidated. navigatethelandrealestateworldand nds Put your fear to the side and tackle whatever inspiration in the people she works with. your dream is. Go for what you want and “I have the pleasure of working with some even if something doesn’t work out the way remarkable people who are really special you planned, learn from the experience.” to me. To be successful in this business, you have to be passionate about helping people.”

Pivoting Surak’s success began when she chose to make a mid-career pivot while in her 30s.

“I woke up one day and thought about how when I was little, I was the girl playing with Tonka trucks and sticks and bricks. I was always enamored with land and how so much opportunity grows from it.” When Surak considered her path and what would be the most rewarding way to pursue her passion and bringing about positive change, she knew she needed to pursue life as a land agent.

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The Value of Education Surak attributes her career success to the fact that she began her pursuit of education early-on, both for the ALC and CCIM designations. “I understood the business and put the work in on the front end. I didn’t wait for the ‘school of hard knocks’ to teach me.” She also emphasizes continuing to learn, whether through formal classes, industry media or on-the-job lessons. “I look back at my career and can without any

qualms testify to the value of continuing education. The things I learned getting my accreditations plus what I learn every day on deals, through blogs, podcasts and magazines, continue to make me a better agent and help me provide more value to my clients.”

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Where Leading Brokers Showcase Only Million Dollar Ranches proud associate member ®

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