Summer 2022 Terra Firma Magazine

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SUMMER 2022 • VOL. 76 NO. 2 • RLILAND.COM Market Your Customers’ Land INSIDE THIS ISSUE APEX Award Winners King Ranch at NLC22 Surprise Visit Adds a Texas-sized Touch Land Market Survey Rise in Land Sales Outpaces Market National ConferenceLandReview

$ 5.4 Billon in Land Sold$ 3.3 Billion in Ranch Sales $ 5 Billion in Recreational Sales LEARN MORE ABOUT AMERICA’S LEADER IN LAND SALES 844.415.8959 | JoinUs@UnitedCountry.com | GrowWithUC.com United Country Real Estate has the industry-leading team of land experts and auctioneers offering national property marketing, an opt-in database of over 1-million buyers and a private in-house advertising agency. Let the company selling the most land in the United States help you realize your real estate needs. SalesCompanywide*2021 MORE LANDSELLWE $ 8 Billion in Farms Sold

Terra SUMMERFirma2022 EDITION REALTORS® Land Institute 430 North Michigan Avenue Chicago, Illinois rliland.comrli@nar.realtor1-800-441-LAND60611(5263) PUBLISHER Aubrie Kobernus, mba, rce Chief Executive Officer DESIGN & LAYOUT Halupka ha-lup-ka.comNashville,StudioTN CONTRIBUTING AUTHORS Phil Newman, RCE Contributing Author Russell Riggs, Government Affairs Liaison, nar David Whitaker, alc Whitaker Marketing Group 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. Copyright 2022. All rights reserved. Contents A Note from the CEO 2 RLI News Briefs / By The Numbers 4 Top Social Media Posts 5 New ALCs 6 Chapter News 8 LANDU Education Program Update 12 2022 National Land Conference 20 RLI APEX Award Winners 22 2021 RLI Leadership Award Winners 28 Cowboy Auction Sets New Record 29 NLC 23 Preview 31 Land Market Survey Results 42 My Land Story: A Homesteading Heritage 48King Ranch at NLC22 34 Market Your Customers’ Land 44 38Water, Roads, Taxes, Farms & Houses

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A Note from the CEO Hello, Everyone! If you are like me, your summer is off to an incredibly busy start. As I always say, these are good problems to have.

As you know by now, RLI recently launched our new website, membership database, and learning management system. Along with those changes, we also took the opportunity to slightly enhance our branding—all steps toward solidifying RLI as the Voice of Land. We are so excited about what these changes have in store for us an organization, for all of our chapters, and for each of our members. With these new systems in place, we will have enhanced functionality— giving staff more tools, integrations, and opportunities for membership analysis and insights, while giving our chapters more functionality at a lower cost and providing our members a more streamlined membership experience.

We are also excited to debut our new RLI Member Code of Conduct. Previously, only Accredited Land Consultants were bound by our Code, and, historically, approximately one-third of our membership has held the ALC Designation. Yes, many of our members are bound by the NAR REALTOR Code of Ethics, but some of our Institute members (those who do not hold the ALC) are not members of NAR. As our membership continues to grow, the number of members not covered by a code has risen. Since RLI is the Voice for the land real estate industry, in order to protect the reputation and prestige of our membership, the RLI Board felt strongly that we should adopt the code for all members. Adherence to the code is now a requirement of membership.

It was so wonderful to see so many members and so many new faces at our 2022 National Land Conference (NLC22) this past March in San Antonio, TX. We set a record with almost 450 people in attendance. From our opening Welcome Reception at the historic Alamo; to our record-setting Cowboy Auction for the Land Education Foundation; to hearing Jamey Clement, retired Chairman of the famed King Ranch at our APEX Awards Dinner; we had an unforgettable time! If you couldn’t make it this year, make sure to add March 5-8 to your calendars now for NLC23 in Denver, CO. We also just completed another sold-out LANDU Education Week in Greensboro, NC, in June. We had 59 attendees throughout the week taking LANDU courses towards the Accredited Land Consultant (ALC) Designation. Special thanks to the Carolinas Chapter for partnering with us and holding an amazing reception for all of our students. We can’t wait to see this year’s LANDU cohort cross the stage and earn their ALCs!

As you can see, we have had lots going on at RLI National. Here’s hoping your summer is off to a wonderful, productive start as well! Sincerely, Aubrie Kobernus, MBA, RCE Chief Executive Officer

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

Aubrie has been with RLI since March 2016. Karen ManagerCalarcoofOperations 312.329.8287 • kcalarco@nar.realtor 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 answering financial inquiries about their account. Karen has been with RLI since September 2007.

Meet the Staff

Melissa ProgrammingLutz&Events Manager 312.329.8574 • mlutz@nar.realtor Melissa Lutz (rhymes with roots) is responsible for the overall programming and coordination of RLI’s meetings and events, including our largest annual event, the National Land Conference. Her role also works in conjunction with our Communications and Education Managers, overseeing topics and programming for RLI communications, managing the member affinity program and webinar program, and serving as staff liaison to the Future Leaders Committee. Melissa has been with RLI since October 2021.

Amanda Morrone, mshc Education Manager 312.329.8441 • amorrone@nar.realtor As the Education Manager, Amanda manages all matters pertaining to RLI’s LANDU Education Program. 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 about the LANDU Education Program. Amanda has been with RLI since February 2019. 2022

Aubrie Kobernus, mba, rce Chief Executive Officer 312.329.8837 • akobernus@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, financial performance, and activities. She is designated by the National Association of REALTORS® as a REALTOR® Certified Executive (RCE). Members may contact her if they have any questions or concerns.

STAFF

Gerry Berish, cae Chapter & Membership Relations Manager 312.329.8519 • gberish@nar.realtor 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 about RLI and member benefits or 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.

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BRIEFSNEWS NationwideRLI19Chapters RLI1,861members innew249RLImembers2022 CourseLANDU11rliland.comavailableYour320inRLI35Partners2022LandBlogsonEducationOfferings RLI Debuts New Member Database & Website RLI was thrilled to launch its new membership database and redesigned website in May, featuring a fresh look on the site and greater functionality for the database services available to RLI members. From one place, members can now manage their RLI national and chapter membership, register for LANDU courses through a new Education Portal, sign up for RLI events like the National Land Conference, submit e-Properties, easily pay dues, and much more. The first time you login, make sure to reset your password for access. We encourage everyone to visit the new site, update your member profile, and explore the new content. ConsultantsAccredited596Land(ALCs) RLI News Briefs RLI by the Numbers As of May 31, 2022 4 Terra Firma

posts measured

by sharing

RLI at 2022 NAR Legislative Meetings

*These are top social media by June 2021 and May 2022. your market posts from our social media RLI Voices of Land blog!

Members and leaders of the REALTORS® Land Institute were among several thousand who attended the 2022 NAR meetings in National Harbor, MD, just outside Washington, DC. Those attending the National Association of REALTORS® meetings took part in discussions on critical issues including housing fairness, affordability and availability; emerging tech trends; the growth of commercial real estate; the Waters of the US Act (WOTUS); the Farm Bill; and other key economic and political issues. RLI appreciates those who represented the Institute at NAR Legislative.

BRIEFSNEWS

member

the

rliland.com/Voices/The-Voices-of-Land-blog

RLI Top Social Media Posts

Top Facebook Post Top Instagram Post Top Tweet Top LinkedIn PostsPosition yourself as the land expert in

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engagement between

channels and the

The best in the business follow RLI on the institute’s social media pages and feeds for the latest land news, shout-outs, industry updates, course information, event reminders and more. Stay at the top of your game by following RLI on social!

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 designation backed by the National Association of REALTORS®, the ALC is the gold standard of achievement in the land sales profession.

ACHIEVERSALC Addison,Thomas ALC Addison & Company, LLC Haines City, FL Clay Allen, ALC Clay Allen Real Estate Marshall, TX Ryan Bramlette, ALC Fay Ranches Bozeman, MT Kimberly Cain, ALC The Real CompanyEstate Gainesville, TX Rod Canterbury, ALC RE/MAX ADVANTAGE Land McAlester, OK Castleberry,Cynthia ALC Century 21 Gold Award Realty Palestine, TX Tom Cure, ALC comTomCureLandCrazy. Asheville, NC Daniel Fowler, ALC Whitetail Properties Real Estate, LLC Tifton, GA Todd Henry, ALC Whitetail Properties Real Estate Davis Junction, IL Holloman,Clifton ALC National Land Realty Selma, NC Kennedy,Jonathan ALC RealLandReadyEstate Vienna, VA Trent Lister, ALC Pure West Ranches Bozeman, MT The individuals highlighted below completed their ALC designations from December 2021 to May 2022. Congratulations to Our New Accredited Land Consultants! 6 Terra Firma

4 Submit the Application

2 Ready to start your path to becoming an Accredited Land Consultant? Visit rliland.com/Accreditation for more information.

3 Compile a Portfolio

Whitetail Properties Real Estate, LLC Albemarle, NC

Applicants must complete six LANDU courses, for a total of 104 contact hours, which are divided into three categories. Once the education requirements are met, applicants must pass a comprehensive exam which covers the three required courses.

Turnipseed,Megan ALC Turnipseed Real Estate Group - Keller Williams Georgetown Georgetown, TX Underwood,Jimmy ALC

TheAssociates&andUllmanGroup Lewis Center, OH

George Wiley, ALC Mossy Oak Properties of Texas Denton, TX

Meet the Volume Production Requirements for Land Sales

Jason McGee, ALC Forest ConsultantsResource Macon, GA Abe Mills, ALC Keller GreenvilleWilliamsUpstate Greenville, SC Josh Ongley, ALC

Dorie Colbert Veal, ALC Coldwell Banker Access Realty Warner Robins, GA

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

Jason Ullman, ALC JW Cutler

Applicants must submit their portfolio to the REALTORS® Land Institute Designation Committee and Board of Directors for final review and approval.

1 Complete the Education Requirements

AL C 7Summer 2022

4 Steps to Become a Prestigious Accredited Land Consultant

Sara Schenck,HagemanALC Hageman Realty Remington, IN Elena Stanfield, ALC Bowers and Burns Real Estate Newnan, GA

Whitetail Properties Real Estate, LLC Erie, PA Bryant Peace, ALC SVN RalstonSaundersDantzler Lakeland, FL

Applicants must complete a minimum of $10M in land transactions within the five years before their application, or complete 25 separate land transactions. A transaction is considered a land transaction if the value of the land, including improvements that are agricultural in nature, account for at least 51% of the total sale of the transaction. Agricultural improvements include, but are not limited to, barns, livestock operations, equine facilities, etc.

The RLI Georgia Chapter was well represented at the 2022 National Land Conference in San Antonio. Congratulations again to those who acquired their ALC pin at NLC22 and to those who were recognized through RLI Leadership Awards. Milestones were hit, and fellow land brokers had an opportunity to connect with old friends and cultivate new friendships. We’re looking forward to NLC23 in Denver! GA Chapter LANDU 2022 courses to date: May 4-5 Land 101 / Sept. 22-23. Visit our website to learn more.

From left to right, Raborn Taylor III, ALC, Daniel Fowler, ALC, Elena Stanfield, ALC, Sam Bowers, ALC, Clark Tompkins, PLS, Dagmar Sands, CIPS, Bob Hatcher, ALC, Dan Crocker, ALC, Charles Davis, ALC, Walter Hatchett, ALC, Mike Matre, ALC Firma

Iowa • rliiowachapter.com

The Alabama Chapter hosted the RLI Timberland Real Estate course in June, taught by Rick Taylor, ALC, a registered forester with Mossy Oak Properties Posey Land Company. The course covers everything needed to successfully conduct timberland transactions. Whether a seasoned land professional or a commercial/residential agent looking to expand their business by taking on new clients, the timberland course was a worthwhile investment.

The RLI Kansas Chapter hosted a daylong educational session on February 18 in Manhattan, KS, with 23 RLI members attended, including two from the Colorado chapter. Dr. Allen Featherstone, Department Head, Professor, and Head Director of the Masters of Agribusiness at Kansas State University, presented on the Agricultural Land Values outlook for Kansas based on K-State’s annual research of land sales across the state. Brandon Hock, Industrial Hemp Supervisor for the Kansas Department of Agriculture, also presented on Industrial Hemp production in Kansas and the future of production regulations and guidelines. Attending members were able to get 3 CE credit toward their KS license requirement.

Georgia Chapter

Central National Bank sponsored a lunch session discussion on future growth ideas for the Kansas Chapter. The day was completed with a marketing session.

Colorado • coloradorli.com

Kansas Chapter

MemberALC,LongtimeElliottSteveCongratulationsannualRLItrends-valuesrliiowachapter.com/rli-land-)Iowa’s2021awardswerepresentedatthedinnerfollowingthespringseminar.tothefollowingwinners:Bruere–VolumeandAcresSold,Siefert–RisingStar,KirkWeih,ALC–DedicationtoRLI,andKyleHansen,andDavidThein,ALC–Member-to-DealoftheYear.

Alabama • alabamarli.wordpress.com

Dr. Allen Featherstone, Kansas State University, speaking on Kansas Land Values

The RLI Colorado Chapter is extremely honored for being recognized as the 2021 Outstanding Chapter of the Year. This announcement was made at the 2022 National Land Conference held in San Antonio in March.

8 Terra

On March 30, the RLI Iowa Chapter held its spring seminar in conjunction with the ASFMRA Iowa Chapter. Approximately 100 people attended the one-day hybrid training event. Topics included Nutrient Pollution, Cybersecurity, the Carbon Pipeline, Ag Tech, Fertilizer Cost Rapid Increase and Soybean Demand. The Iowa Chapter also released its Spring Land Trends and Values Survey results. (Visit

Chapter News

Illinois • rliillinoischapter.com RLI Illinois and ISPMRA held its annual Realtors Education Day and Land Values Conference on March 16th and 17th. The event was held at the Doubletree Hilton in Bloomington. Norm Willoughby, from Illinois Realtors, presented a 4-hour CE core course and a 3-hour farm elective course. Dave Klein, ALC, and Luke Worrell, ALC, led these events. There was a great turnout. The chapter looked forward to its Summer Social in June at Desithl Brewery in Bloomington. In addition to coming together to network, they brought in experts to present to the group on solar energy products. In September, the chapter will host its annual meeting, and on December 8 and 9 the chapter’s favorite instructor, Norm Willoughby, will teach the Managing Broker course for the needed CEs for 2023.

The Chapter had a successful meeting in May held in Durango, CO. We were treated to a BBQ at Justin & Tammy Osborn’s home on Wednesday evening to kick off the event. The Chapter’s next marketing/education meeting will be held in Grand Junction in September.

Georgia • rligeorgiachapter.com

The Iowa Chapter will offer Real Estate Mapping Technologies & Techniques on August 3-4 in Iowa City and a Real Estate Ethics class targeted to land professionals in September. More information is available at rliiowachapter.com/education Kansas • rlikansaschapter.com

NEWSCHAPTERRLI

Chapter 9Summer 2022

There were 17 attendees including three ALCs (Garrett Zoller, Flo Sayre and Lisa Johnson). Six attendees indicated they were planning to join RLI and pursue their ALC Designation. The common reflection by the new attendees was, “WOW, I had no idea there was so much to know about LAND!” The other regular comment was, “These guys/gals are so knowledgeable and passionate about land! I want some of their knowledge!” After that, the chapter hosted a cowboy auction and social for the attendees to get to know each other. Fun times were had by all and great conversations and fellowship. The next chapter event/class will be in Central Oregon in mid- to late-September. It is the chapter’s goal to host at least one RLI course per year, two if possible. The goal is to spread the word about RLI and the value of the ALC Designation. Northwest

The Missouri Chapter was well represented at the 2022 National Land Conference with six members in attendance. This was a first for the vast majority of our attendees and the experience was, in true RLI fashion, top-notch.

On April 12 and 13, the chapter held its first LANDU course, Land 101. The course drew an overwhelming number of participants and ended with great feedback and four attendees joining RLI. We were honored to have Luke Worrell, ALC, 2022 RLI PresidentElect, and Norma Nisbet, ALC, 2004 RLI President, in attendance.

Pacific rlipacificnorthwestchapter.comNorthwest

NEWSCHAPTERRLI

Below: from left to right receiving Oklahoma Chapter Awards, Bobby Bennett, Clay Baxter, Will Bellis, ALC, and Rod Canterbury, ALC

The chapter also held a general meeting on April 26 with guest speakers Mike Deering, Executive Vice President of the Missouri Cattlemen’s Association, and Dr. Scott Brown, Director of Strategic Partnerships for the College of Agriculture, Food and Natural Resources at the University of Missouri. They provided great insight on the state of the cattle industry and the ag industry in general.

» Land Broker of the Year – Will Bellis, ALC

Oklahoma Chapter Missouri • missourirealtor.org/rli/home

The chapter is working on hosting its second LANDU course in the fall of 2022 and hosting its annual meeting/networking event in Finally,September.congratulations to Missouri’s very own Jennifer Janet, ALC, for being approved as an RLI Instructor for the Agricultural Land Brokerage & Marketing course. Oklahoma • rlioklahomachapter.com

The chapter would like to give a special thanks to sponsors LandHub.com, Oklahoma AgCredit, and Modern Abstract.

Pacific

» Top Hand Award – Rod Canterbury, ALC » Member-to-Member Deal of the Year –Bobby Bennet and Clay Baxter

Right: All-wheel drive was required to navigate the muddy terrain during the April Oklahoma Ranch tour

The PNW Chapter planned to host Land 101: Fundamentals of Land Brokerage as an in-person course. Instructor Joel King, ALC, was stuck in Dallas due to a storm and unable. At 8:00 p.m. he found out he couldn’t get into Spokane until 4:00 the next day. The chapter received permission to conduct the class through Zoom as everyone was in Coeur D’Alene, ID. Scrambling with Amanda at RLI, the hotel and Joel, the course was conducted. Yay to Amanda!

On April 20, the RLI Oklahoma Chapter hosted a ranch tour just outside the town of McAlester with over 60 members across five states present. The day was spent touring over 8,000 acres of beautiful Oklahoma land. It was a great day of networking, building relationships, and even making a few deals come to life. The chapter also presented its 2021 Awards, and the recipients are:

Clockwise: Shawn Massey, ALC, CCIM, RLI TN Chapter President; Wes Binkley; Todd Henon, ALC, RLI TN Chapter Board Member & 2022 Premier Sponsor; Brittany Hurdle, RLI TN Chapter Admin; RLI TN Chapter sitting together during opening ceremony; Geoff Hurdle, ALC and Thomas Krajewski, ALC, pictured as members of the 2022 National Board. Tennessee Chapter

Subdivision Land Development was the first of six courses presented this year, and Land 101: Fundamentals of Land Brokerage had record-breaking attendance. Upcoming courses including Tax-Deferred 1031 Exchanges, Real Estate Mapping Technologies and Techniques, Land Investment Analysis, and Recreational Land Development are also expected to set records.

Upper rliminnesotachapter.comMidwest

The RLI Minnesota Chapter continues its transition to become the RLI Upper Midwest Chapter, encompassing Minnesota, North Dakota, South Dakota and Wisconsin RLI members. The chapter hosted its first inperson meeting in two-and-a-half years on May 17 and 18, the RLI course Transitional Land Real Estate, with 16 hours of CE approved in MN, ND and SD. Members looked forward to seeing each other again.

Texas • rlitexaschapter.com When it comes to the Texas chapter of the REALTORS® Land Institute (RLI), “Everything Is Better in Texas!”. Whether it is referring to a large, growing membership or to the many education offerings throughout the year, everything the Texas chapter does is big. Through the support of generous sponsors, Texas RLI has been able to offer members a diverse selection of LANDU courses.

The RLI TN Chapter’s Cowboy Auction item, a Colonel Littleton leather briefcase and TN trip package, raised almost $5,000 for The Land Education Foundation. The chapter would like to thank Colonel for his generous donation and congratulate Renee Harvey, ALC, for winning it. The chapter is hosting four LANDU courses this year. It kicked off with Subdivision Land Development in Chattanooga on June 13 and 14; Land 101 in Mt. Juliet on July 11 and 12; Recreational Land in Knoxville on September 15 and 16; and Land Real Estate Site Selection in Memphis on September 22 and 23. The chapter will also host a tailgate at the University of Tennessee-Knoxville on September 17.

Texas was also the host of this year’s National Land Conference, which was held at the Grand Hyatt in downtown San Antonio. The chapter presented a 3-hour course called “Out with the Old, in with the New Texas Farm and Ranch Contract” during the Outlook on Texas Land Markets conference at the end of April, with a welcome reception after the course to give members the opportunity to network, grow their business and have fun.

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In between these events, regular Zoom meetings will be held to encourage member networking; presentations by partners/ sponsors; and/or sharing of ideas, issues, and marketing pertinent to today’s market.

The RLI TN Chapter has been and will continue to be busy in 2022. The chapter had a great presence at the National Land Conference, as well as at the Oklahoma Chapter’s ranch tour.

Tennessee • rlitennesseechapter.com

The chapter will also host its annual conference in July at Running Aces, with a welcome reception Sunday night that will include horse races/betting and, of course, food and drinks.16 hours of CE have been approved in MN, ND, and SD for Transitional Land Real Estate An additional 3.75 hours have been approved in MN for Scoundrels, Scams & Stings. The conference will also include a Have’s/Want’s Marketing Session and annual chapter meeting.

NEWSCHAPTERRLI

— Founder & Publisher, Eddie Lee Rider, Jr.

11Summer 2022 THE MAGAZINE OF THE AMERICAN LANDOWNER As Seen In LANDREPORT.COM

“As the publisher of The Land Report, my No. 1 job is to put my client’s marketing message and listings in front of the most high-net-worth, investment-minded individuals as I can. And for 15 plus years that’s all we have strived to accomplish through a targeted, rifle-shot approach. ”

» Active in local, state, and national REALTOR associations and in RLI, having served on our Future Leaders Committee and Planning Task Force Committee for the 75th Annual NLC.

» Two young boys keep her busy (she enjoys watching their sporting events)

LANDU Education Program Update

n the first half of 2022, RLI National hosted nine LANDU virtual instructor-led training (VILT) courses. RLI Chapters across the nation had hosted 10 in-person LANDU courses. Overall, the education outreach for these courses extended to 500 students!

» Loves to be outdoors: running, hiking, boating, spending time with family, working on her farm, capturing a good sunrise or sunset

» Helps buyers and sellers identify their goals and establish a plan of how to reach them

» Holds a bachelor’s in Business Education from Eastern New Mexico U. and three degrees form Texas Tech U.: a master’s in Education in Instructional Technology, a master’s and Ph.D. in English Literature

» Qualifying Broker and Owner of Rafter Cross Realty, LLC

A little more about Beth Meyers, alc: » Born and raised in Lea County, New Mexico, a Lovington High School grad

» Previously worked for both the Lovington and Tatum Municipal schools » Spent many years teaching college courses for New Mexico Junior College, Texas Tech, Lubbock Christian U., and Ashford U.

New LANDU Education Instructors

» Holds the NAR Accredited Buyer Representative (ABR) and Seller Representative Specialist (SRS) Designations, along with the e-PRO, Pricing Strategy Advisor, and Short Sale & Foreclosure Specialist Certifications A little more about Jennifer Janet, alc: » Born and raised in Perryville, MO, where she resides with her family on a small farm.

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If you are interested in hosting an in-person LANDU course in your area for your chapter, please contact RLI Education Manager Amanda Morrone at amorrone@nar.realtor or 312-329-8411 for more information.

» Is an avid learner with numerous designations and certifications that provide value to her clients

I

EDUCATAIONLANDU

» Owns and operates Coldwell Banker Professional Associates in Perryville (licensed since 2002)

» Received her New Mexico Real Estate Associate Broker’s license in 2014, upgraded to a Qualifying Broker license in 2016 and opened her own brokerage.

» Throughout the purchase or sale of real estate, she focuses on explaining the process and making sure her clients are informed of what is happening in addition to the market itself

Congratulations to RLI members Beth Myers, ALC, and Jennifer Janet, ALC. Both Beth and Jennifer are now approved to teach Agricultural Land Real Estate and Land 101: Fundamentals of Land Brokerage.

—Justin Osborn, alc • 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.”

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.

EDUCATAIONLANDU

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

3. Be proficient in the use of technological presentation tools such as webinar platforms (Zoom) and Microsoft PowerPoint, Excel, and Word, etc. 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 or complete the LANDU instructor interest form online to receive more information.

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.

—Phil McGinnis, alc • LANDU Instructor

For upcoming LANDU Courses, please check out rliland.com/Learn/Upcoming-Courses

What it means to be a LANDU Instructor

“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.”

We Want YOU to Be a LANDU Instructor! 13Summer 2022

RLI is looking for instructors to teach Land Real Estate Site Selection and Transitional Land Real Estate courses in the virtual instructor-led training (VILT) format.

1. Be an active land or commercial real estate agent who currently holds the ALC Designation or another NAR Commercial affiliate 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 estate in some professional capacity (i.e. technology, lawyer, accountant, construction, developer, etc.) but does not hold an active real estate license.

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.

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Ben Crosby, ALC instructing LANDU attendees Jake Hubbell and Jake Murphy

It was another record-setting year for LANDU Education Week! We had a total of 57 participants from 21 states. The courses were held at the Greensboro Regional REALTORS® Association (GRRA) in Greensboro, NC from June 2-10.

A special thank you is extended to the RLI Carolinas Chapter for their support in helping to bring this educational opportunity to North Carolina. Also a big thank you to Peter Johnston, RLI Carolinas Chapter Administrator, for going above and beyond with his support of the meeting logistics and obtaining CE Credit approval in the states of North Carolina and South Carolina. We are excited to announce that 19 attendees completed all six courses towards earning the elite Accredited Land Consultant (ALC) Designation! We are proud to congratulate those below who completed all six courses onsite: Ardis Liz RheyHollyJustinErikSethCitronCraftEricksonGlassHobbsHouston Meadors GardnerBruceCooperCollinJerrodMelnarMeyerO’BerryRainesRenfrewReynolds Rodman Kyle MichaelBethCodyShultzWeeksWilliamsonWrobel

Connie

John

Erica

Nicholas

EDUCATAIONLANDU

2022 LANDU Education Week Recap

LANDU Education Week Class Photo Craig Kaiser teaching the Valuations and Transactions of Energy and Environmental Assets course

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Lisa DavidTaylerChrisMarkKittyWalkerWallaceWalzWeaverWeiskopfWhitaker, AL Chuck Wingert, ALC Tucker Wood, ALC Luke Worrell, ALC

Fred Helper, ALC JohnnyChairMcAllister, ALC Vice-Chair

We are thrilled to announce that the NLC22 Cowboy Auction in San Antonio raised a recordsetting $96,785 for the Land Education Foundation (LEF). A big shout-out goes to Bill Eshenbaugh, ALC for his $25,000 match in honor of his brother, John A. Eshenbaugh, and to all of the following auction-item donors and auction winners for supporting the Foundation and its important work.

Randy Hertz, ALC Caleb McDow, ALC Flo Sayre, ALC Tom Smith, ALC Bob Turner, ALC Chuck Wingert, ALC Aubrie Kobernus, MBA, RCE CEO 2022 LEF

Scholarship Recipients

Jim VenusJaxsenWillHollyVanessaTrevorFleissnerHawkinsHayesHobbsJohnsonKleinMcBride Ashley McCraney Lizzie McGann Ray RonJenniferKobyPrimmerRickertsenWoodsonYoung

LEF Scholarships Available Scholarships of up to $535 per person are available. If you or someone you know might be interested, please download and complete the full scholarship application at rliland.com/Learn/ Land-Education-Foundation EDUCATAIONLANDU 16 Terra Firma

Thank You, 2022 Land Education Foundation Donors!

CONGRATULATIONS, Spring

DrewAccruitAry, ALC Christina Asbury, ALC George Baird Valerie Bahm, ALC Sally Ball Jody Barbour Paul Bottari, ALC Sam Bowers, ALC Ray Brownfield, ALC Steve Bruere Chip Bubela, ALC Diane Buhl Joey Burns, ALC Bill Burruss, ALC Rod Canterbury, ALC George Clift, ALC Jimmie Dean Coffey Catherine Cole, ALC Matthew Conser, ALC Beth Cristina, ALC Dan Crocker, ALC Patti Davis, ALC Dean Eshelman Bill Eshenbaugh, ALC Karen McCartin Foster, ALC Rachel Ganzkow, ALC Ted Glaub, ALC Glenda Hall, ALC Kyle Hansen, ALC Renee Harvey, ALC Trevor Hawkins Randy Hertz, ALC Jeffrey Hignight, ALC Kimberly Hill, ALC David Hitchcock, ALC Jon Hjelm, ALC Ryan Hostetler, ALC Gary Hubbell, ALC Brittany Hurdle Geoff Hurdle, ALC John McAllister, ALC Lisa Johnson, ALC Lynda Keever Dan Kevorkian, ALC Joel King, ALC Craig ThomasKaiserKrajewski, ALC Jerrett RLIRLIRLIRLIRLIRLIRLIRLIRLIDavidClaytonKathleenDanShanaLisaTylerKevinMichaelCarlCarterTrentJesseLand.comLambLane,ALCLister,ALCMalloyManchacaMatre,ALCMayMcConnell,ALCModen,ALCMorganMurphy,ALCOwen,ALCPilgrim,ALCJ.PopeCarolinasChapterColoradoChapterGeorgiaChapterIllinoisChapterIowaChapterOklahomaChapterPNWChapterTennesseeChapterTexasChapter Frank Roberts, ALC Kim RyanRouliasSampson, ALC Dean Saunders, ALC Flo Sayre, ALC Billie Fay Smith Spencer Smith Winnie Stortzum, ALC Superior Town & Country Realty, LLC Clark Tompkins Craig Townsend Bob Turner, ALC United Country Real Estate

THANK YOU, 2022 LEF Board of Trustees

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

A. Lloyd Thomas, MinorSecretary/TreasurerALCTaylor,ALCImmediatePastChair

Stay competitive, connected and confident with RLI. The landscape is always shi ing. Regulations change. Opportunites grow and fade. Challenges emerge. We’re here to help you navigate the terrain of the land industry. Relevant information, trends and events to grow your expertise and set yourself apart. KNOW THE ROPES Ongoing opportunitieseducationforindustryexpertisethatputsyourclientsatease. KNOW THE LAND Nationwide collaboration with peers who share your commitment and challenges. KNOW THE PEOPLE www.rliland.com Y UR DESTINATION F OR LAND EXPERTISE

call 888-671-1031. Leader in Securitized 1031 Exchange Transactions* Private Capital Corporation Approximately $10.6 Billion in Assets Under Management Offered More Than $1.5 Billion in Equity in 2021 Across 21 Offerings Raised Approximately $1.4 Billion in Capital in 2021 837 Properties in 44 States

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For Institutional Use Only. Distribution to prospective investors is prohibited. This is neither an offer to sell nor a solicitation of an offer to buy any security, which can be made only by a private placement memorandum and sold only by broker dealers and registered investment advisors authorized to do so.

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

*Source: Mountain Dell Consulting 1031 DST/TIC Market Equity Update 2021 Year-End Report. Statement based on total equity raised.

The Inland name and logo are registered trademarks being used under license. Inland refers to some or all of the entities that are part of The Inland Real Estate Group of Companies, Inc., one of the nation’s largest commercial real estate and finance groups, which is comprised of independent legal entities, some of which may be affiliates, share some common ownership or have been sponsored and managed by such entities or subsidiaries thereof. Inland has been creating, developing and supporting real estate-related companies for more than 50 years. Inland Securities Corporation, member FINRA/SIPC, is placement agent for IPC. information, please visit inlandprivatecapital.com or

NLC2220 Terra Firma

National2022 ConferenceLand

From our opening Welcome Reception at The Alamo, to our ALC Recognition Luncheon, RLI Leadership Awards, engaging keynote speakers, knowledge-packed breakout sessions, the RLI APEX Awards, and much more, NLC22 was filled with learning, laughter, celebration, old friends catching up, and new friendships forming. Thanks to all who attended! NLC22 attendees continue to have access to the event’s session materials and speaker information via the conference mobile app.

If you like it when records are broken, you won’t mind hearing about RLI’s 2022 National Land Conference (NLC22) and the many ways our keynote speakers, breakout sessions, networking opportunities and awards celebrations inspired the land real estate professionals in attendance. Our first large in-person gathering since 2019, NLC22 featured 438 registered attendees (a record), 33 Expo booth participants (a record), and just under $100,000 raised at the Cowboy Auction (sensing a trend here? a record).

Platinum Gold Thank you to our 2022 Partners BronzeSilver Thank you to our attendees, partners and speakers who made this event a huge success! RECAPNLC22 RLI Past Presidents kick off the 2022 National Land Conference Welcome Reception by presenting a wreath of yellow roses to honor the legacy of the Alamo. 21Summer 2022

2021 APEX Top National Producer Dean Saunders, alc SVN Saunders Ralston Dantzler Lakeland, FL

William

RLI APEX Award Winners Sponsored by NLC2222 Terra Firma

The

2021

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, with two honorees. “Billy” Rollins, alc, ccim LSI Companies Ft. Myers, FL Randy Thibaut, alc LSI Companies Ft. Myers, FL

. 2021 APEX Wrangler Award Andy

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

The APEX Awards celebrated its fifth year by continuing to boom, with 203 applicants (+45% over 2020) totaling a combined $8.4 billion in qualifying production volume (+240%) representing 8,696 sides. All land professionals recognized as part of the RLI APEX Awards Program are active members of RLI and had at least $5M of qualifying production volume in closed land sales in 2021. Congratulations to all of the following honorees! Read more at rliland.com/Events/RLI-APEX-Awards-Program Flack, ALC HomeLand Properties Huntsville, TX APEX Wrangler Award goes to the applicant with the largest number of transaction sides closed during the year. APEX ALC-to-ALC Networking

APEX 2021 National Broker of the Year Winners 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 Skye Root, alc Root Agricultural Advisory Boise, ID BROKER OF THE YEAR IN AG LAND SALES – RANCHES Todd Renfrew, alc California Properties,OutdoorInc. Vacaville, CA BROKER OF THE YEAR IN RECREATIONAL LAND SALES Gregory Fay Fay Ranches Bozeman, MT BROKER OF THE YEAR IN TIMBER LAND SALES Mark Skillman, alc American Forest Management Central Point, OR BROKER OF THE YEAR IN COMMERCIAL LAND SALES Andy Flack, alc HomeLand Properties Huntsville, TX BROKER OF THE YEAR IN RESIDENTIAL LAND SALES Dean Saunders, alc SVN Saunders Ralston Dantzler Lakeland, FL BROKER OF THE YEAR IN AUCTION LAND SALES Steve Bruere Peoples Company of Indianola Clive, IA BROKER OF THE YEAR IN AGRIBUSINESS Robert SoutheasternKingLand Group LLC Ashland, AL RECAPNLC22 23Summer 2022

2021 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 PeoplesAdamsCompany of Indianola Clive, IA Steve Bruere Peoples Company of Indianola Clive, IA Austin Callison Hayden Outdoors Meridian, ID Adam Crist Peoples Company Clive, IA Bill Eshenbaugh, ALC Eshenbaugh Land Company Tampa, FL Gregory Fay Fay Ranches Bozeman, MT Andy Flack, ALC HomeLand Properties, Inc. Huntsville, TX Clint Flowers, ALC National Land Realty Mobile, AL Dan Kevorkian, ALC Pearson Realty Fresno, CA Jonathan Kohler Jon Kohler & Associates Lamont, FL NLC2224 Terra Firma

T. Sean Lance, ALC REALM Capital Advisors Tampa, FL Troy Louwagie, ALC Hertz Real Estate Services, Inc. Mt. Vernon, IA Rusty Lowe, ALC Century 21 Harvey Properties Paris, TX Dan Murphy, ALC M4 Ranch Group Lake City, CO Todd Renfrew, ALC California Outdoor Properties/ Nevada Outdoor Properties Vacaville, CA Skye Root, ALC Root Agricultural Advisory Boise, ID Ryan Sampson, ALC Eshenbaugh Land Company Tampa, FL Dean Saunders, ALC SVN Saunders Ralston Dantzler Lakeland, FL Mark Skillman, ALC American Forest Management Central Point, OR Trevor Williams National Land Realty Winter Haven, FL RECAPNLC22 25Summer 2022

Zach Holt Whitetail Properties Real Estate

Chad Kies Hertz Farm Management, Inc.

Calvin Dickson, ALC Hertz Farm Management, Inc.

NLC2226 Terra Firma

Kyle Gable, ALC Pioneer Land Group Christine George Deitra Robertson Real Estate, Inc.

Bryan Clift Clift Land Brokers

Richard Baugh, ALC Whitetail Properties Real Estate Daran Becker Peoples Company Chuck Bellatti Re/Max of Green County Will Bellis, ALC Whitetail Properties Real Estate Brent Bidner Hertz Farm Management, Inc.

Todd Crosby, ALC Crosby Land Company Bill Davis, ALC KW Foothills Realty Charles Davis, ALC Keller Williams Realty Atlanta Partners Matt Davis, ALC Cushman and Wakefield

Todd Henry Whitetail Properties Real Estate

Darrell Hylen, ALC Hertz Farm Management, Inc.

Christina Asbury, ALC Coldwell Banker Sea Coast Advantage Valerie Bahm, ALC KW Rockwall – Land And Water Team

Brooke Glaittli Utah Land Group Matt Glander Whitetail Properties Real Estate, LLC Paul Gonwa, ALC Overby Land Brokers

SOUTHEASTERN LAND GROUP

All applicants with at least $5 million of qualifying dollar production volume in closed land sales are recognized as part of the RLI APEX Producers Club.

Jessica Armstrong, ALC Armstrong Properties

Sam Bowers, ALC Bowers and Burns Real Estate Ryan Bramlette, ALC Fay Ranches

Jonathan Goode, ALC Southeastern Land Group Mark Goodwin, ALC Goodwin and Associates Jared Groce Mossy Oak Properties of Texas

John Knipe, ALC Knipe Land Company

Walter Hatchett, ALC Jon Kohler & Associates Richard Hauge, ALC Hertz Farm Management, Inc.

Dave Hueneke Iowa Farmland Brokers

Shawn Hansen, ALC Hansen Land Brokers Inc.

Scott Henrichsen Hertz Farm Management, Inc.

John Hardin, ALC Southeastern Land Group Jeffrey Hardy, ALC Southeastern Land Group Ben Harshyne, ALC Whitetail Properties Suzy Haslup, ALC Meybohm Real Estate

Adam Knewtson Hertz Farm Management, Inc.

Ryan Hostetler, ALC AGPROfessionals

Joel King, ALC Peoples Company

Drew Ary, ALC Ary Land Co.

Southeastern Land Group Dax Hayden Hayden Outdoors Brent Hedrick Hayden Outdoors Jeff Heil, ALC Whitetail Properties Real Estate, LLC

National Land Realty

Geoff Hurdle, ALC Hurdle Land & Realty

Jonathan Kennedy, ALC LandReady Real Estate Dan Kevorkian, ALC Pearson Realty

Daniel Hautamaki

Jonathan Kohler

Eric Andrews, ALC Realty World Carolina Properties Chad Andrus KW Mock Ranches

Steve Bruere Peoples Company

Darrell Hindman Living the Dream Inc.

Dale Burley, ALC Whitetail Properties Real Estate, LLC Austin Callison Hayden Outdoors Chip Camp, ALC Whitetail Properties Real Estate, LLC Jared Chambers Peoples Company Tony Chrisco Whitetail Properties

Michael Krause, ALC Hertz Farm Management, Inc.

Rick Bourne Southeastern Land Group

Jack Brown, ALC Whitetail Properties Real Estate, LLC Ray Brownfield, ALC Land Pro LLC

George Clift, ALC Clift Land Brokers

Jim Digby Hayden Outdoors Michael Dreyer, ALC Dreyer and Associates Chase Duesenberg Peoples Company Forrest During National Land Realty Bill Eshenbaugh, ALC Eshenbaugh Land Company, LLC Gregory W. Fay Fay Ranches Andy Flack, ALC HomeLand Properties Clint Flowers, ALC National Land Realty Wendy Forthun, ALC 1 Stop Realty Daniel Fowler Whitetail Properties Real Estate, LLC

Seth Craft M4 Ranch Goup Adam Crist Peoples Company

Tom Smith Land and Homes

Clifton Holloman

Lisa Johnson, ALC Horsepower Real Estate

APEX 2021 Producers Club

Matt Adams Peoples Company

Matthew Conser, ALC Conser Realty and Associates Brady Cowan Clift Land Brokers

Kyle Hansen, ALC Hertz Real Estate Services, Inc.

Jon Kohler & Associates

Rebecca Frantz Hertz Real Estate Services, Inc.

Ryan Kay, ALC Hertz Real Estate Services, Inc.

Garret Armstrong, ALC Whitetail Properties

Kenny Herring, ALC Peoples Company John Herrity Hayden Outdoors Adam Hester

David Hitchcock, ALC SVN Saunders Ralston Dantzler

Zurick Labrier, ALC Mason and Morse Ranch Company

Scott Hicks, ALC Whitetail Properties

Dave Klein, ALC First Mid Ag Services

Robert King

Terri Jensen, ALC National Land Realty

Shawn Kelley Whitetail Properties Real Estate

Rachelle Heller, ALC Hertz Real Estate Services, Inc.

Robert Pahmiyer, ALC TDR Real Estate Group –Keller Williams Land Chad Pangle Whitetail Properties Christopher Peacock, ALC Halderman Real Estate Services

Brian Watts, ALC SOUTHEASTERN LAND GROUP

Doug Yegge Peoples Company

Andrew Westlake Peoples Company

Melanie Moore Armstrong Properties Doug Moore Moore Real Estate Kent Morris, ALC Bickerstaff Parham Land LLC John Morris, ALC Southeastern Land Group Stacy Mueller Hayden Outdoors Dan Murphy, ALC M4Ranch Group Terrell Newton Land Brokers Real Estate Hayden Nichols Tutt Land Company Grant Olson, ALC Whitetail Properties Josh Ongley Whitetail Properties Real Estate, LLC

Trevor Williams National Land Realty LLC

Clay McCullar, ALC Keller Williams

Aaron Sutton National Land Realty Kirk Swenson 1 Stop Realty

Ary Land Co

Schrader Real Estate and Auction

Tommy Stroud, ALC National Land Realty

Eric Wilkinson Hertz Farm Management, Inc.

Troy Louwagie, ALC Hertz Real Estate Services, Inc.

Calvin Perryman, ALC SOUTHEASTERN LAND GROUP

Eric Turpen Clift Land Brokers

Michael Turner Whitetail Properties

Riley Sieren Peoples Company Mark Skillman, ALC American Forest Management

Jim Wirth, ALC TRI Commercial Real Estate Services Luke Worrell, ALC Worrell Land Services, LLC

Whitetail Properties Real Estate LLC

Josh Monk, ALC Whitetail Properties Jeff Moon, ALC AgWest Land Brokers

Tyler McConnell, ALC Comey & Shepherd, REALTORS

Tom Smith, ALC Tom Smith Land and Homes Danny Smith, ALC Smith & Smith Realty

Robert E. Pfister II, ALC Pfister Land Company Clayton Pilgrim, ALC Century 21 Harvey Properties Marvin Puryear SVN Saunders Dantzler Ralston Todd Renfrew, ALC California Outdoor Properties/ Outdoor Properties of Nevada Ben Richardson Whitetail Properties Real Estate Deitra Robertson, ALC Deitra Robertson Real Estate

Carrie Warren McGraw REALTORS

Skye Root, ALC Root Agricultural Advisory Ryan Sampson, ALC Eshenbaugh Land Company, LLC

David Schutt Whitetail Properties Real Estate Jake Sickels Peoples Company Elliott Siefert Hertz Real Estate Services, Inc.

Christopher Smith, ALC Hertz Real Estate Services, Inc. Spencer Smith Hertz Farm Management, Inc.

Justin Osborn, ALC Wells Group Michael Oswalt Tom Smith Land and Homes

Nicholas Smith Peoples Company

David Thien, ALC Thien Farm Management

Andrew Zellmer Peoples Company

T. Sean Lance, ALC REALM Capital Advisors

Tom Smith Land and Homes Mac Martin, ALC United Country Gulfland Real Estate Grantson Martin Whitetail Properties Brian Massey Hertz Farm Management, Inc.

Jeramy Stephens, ALC National Land Realty

RECAPNLC22 27Summer 2022

Shawn Massey, ALC TSCG Mike Matre, ALC Matre Forestry Consulting, Inc.

Joe Sangimino Whitetail Properties Real Estate Dean Saunders, ALC SVN Saunders Ralston Dantzler Eric Schlutz, ALC Ruhl Farm & Land Ryan Schroeter, ALC National Land Realty

Josh Milton SOUTHEASTERN LAND GROUP Bill Minor, ALC Whitetail Properties Real Estate, LLC Kasey Mock Mock Ranches – KW Lisa Moden, ALC Ebby Halliday REALTORS Mark Mommsen, ALC Martin, Goodrich & Waddell

Cade Taylor, ALC

Raborn Taylor, ALC George F. Willis Realty

Clay Taylor, ALC SVN Saunders Ralston Dantzler

Eric Lonnevik Peoples Company

Larry Stewart Whitetail Properties Real Estate LLC

Craig Thompson First Mid Ag Services

Chris McCune, ALC Whitetail Properties Real Estate

Sheldon Snyder, ALC Clift Land Brokers

Jimmy Underwood, ALC Whitetail Properties Real Estate, LLC

Justin Wilburn Fayette Realty

Michael Strahan, ALC Eshenbaugh Land Company

Russ Walters Southeastern Land Group

Kirk Weih, ALC Hertz Farm Management, Inc.

Alan McNeil Peoples Company Geoff Mead, ALC Hertz Farm Management, Inc.

Toby Stutzman UCRE Stutzman Realty and Auction

Jim Vidamour, ALC Fay Ranches

George Wiley Mossy Oak Properties of Texas

Eric Leisy, ALC Great Southern Land Jason Lestina, ALC Land Pro LLC Stan Lierz, ALC Hertz Farm Management, Inc.

Brandon Yaklich Hertz Farm Management, Inc.

Chuck Wingert, ALC Hertz Farm Management, Inc.

Eric Zellers

Janis Penick, ALC Kuper Sotheby’s International Realty Hadley Perkins Clift Land Brokers

Travis Smock Peoples Company

Spencer Loveless Southeastern Land Group Rusty Lowe, ALC Century 21 Harvey Properties Brent Lyday, ALC Legacy Land Group Steve Martens

Travis Robeson, ALC Fridrich & Clark Realty William Rollins, ALC LSI Companies Inc

Brent Wellings

Bob Stalberger, ALC Whitetail Properties Real Estate

Nancy Surak, ALC Land Advisors Organization

Matthew Vegter, ALC Hertz Real Estate Services, Inc.

RLI’s Chapter Administrators play a key role in the success of each chapter. The Chapter administrators help keep everyone “on track” with schedules, policies, and more.

2021 RLI Leadership Award Winners

FD Bell, RLI Georgia Chapter Southeast Land and Homes | Georgia

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.

Washington This 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 Distinguished Service Award is presented in honor of dedicated long-time member Robert C. Meeks, ALC.

Congratulations to the honorees who received distinctions at NLC22 through the esteemed Realtors® Land Institute Leadership Awards Program. This year’s recipients are:

2021 RISING STAR AWARD

2021 LAND REALTOR® OF AMERICA AWARD

RLI Colorado Chapter

2021 EXCELLENCE IN INSTRUCTION AWARD

First introduced in 2015, the Rising Star award was created to recognize a land professional who demonstrated promise. The Rising Star Award recognizes a member approaching a mid-level in their career who is on their way to making significant contributions to the land profession and to RLI.

The Excellence in Instruction Award recognizes RLI LANDU-Approved Instructors for their exceptional teaching skills, contributions to the professional development of our students, and volunteerism for the LANDU education program.

DISTINGUISHED SERVICE AWARD

RECAPNLC22 NLC2228 Terra Firma

Jeramy Stephens, ALC National Land Realty | Arkansas

The recipient is chosen by RLI staff and the choice is based on performance that builds a stronger RLI chapter—such as helping to enrich member experiences, provide support and benefits to members, applying for continuing education units for LANDU courses, and displaying a high code of conduct and ethical standards.

The Outstanding Chapter Award recognizes one RLI Chapter that has demonstrated excellence and creativity in the following categories: » 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.

Drew Ary, ALC Ary Land Company | Oklahoma

2021 CHAPTER ADMINISTRATOR OF THE YEAR AWARD

2021 CHAPTER OF THE YEAR AWARD

Flo Sayre, ALC Farmers National Company |

2021 ROBERT C. MEEKS, ALC,

Jesse F. MurrayArmistead“Butch”Jr.,ALC*CompanyRealtors | Georgia *Butch, who passed away last October, was honored with this award posthumously.

RECAPNLC22

The Cowboy Auction’s sponsor, United Country Real Estate, is the nation’s largest integrated organization of real estate and auction professionals, specializing in real estate throughout small cities and towns of rural America.

29Summer 2022

For more details and a list of all 2022 Cowboy Auction donors and winners, see page 16.

Cowboy Auction Sets New Record

Presented by United Country Real Estate Big THANKS to all who ponied up and lassoed in some great items at our record-setting 2022 Cowboy Auction, sponsored by United Country Real Estate, at NLC 22 in San Antonio.

Once again, this fun-filled event was brimming with energy and laughter as attendees bid on exclusive items like hunting trips, autographed memorabilia, vacation packages, and unique items. Our auctioneer, Jimmie Dean Coffey, steered the excitement and kept the bids stampeding throughout the event. Bill Eshenbaugh, ALC kicked off the night by announcing a challenge - he would donate $25,000 if it could be matched through donations by the end of the night. Bill’s generous donation was in honor of his brother, who was in the 101st Airborne (Screaming Eagles) In Vietnam and was awarded both the Purple Heart and the Bronze Star. Not only was his donation matched, it was exceeded! Auction proceeds totaled $96,785! All proceeds benefit the Land Education Foundation (LEF) of RLI by supporting our LANDU Education Program. In 2021, a record 13 scholarships were awarded! LEF hopes to surpass this record of awarded scholarships in 2022. We can’t do so without the support of the Cowboy Auction.

30 Terra Firma

Breakout speakers included: » David Whitaker, ALC spoke on digital advertising and marketing (see pag. 44 for more) » Joe Michaletz and Mike O’Toole with Discipline Advisors spoke on using DSTs (Delta Statutory Trusts) to get more listings » Cathy Cole, ALC with Compass Ranch and Land spoke on team-building » USDA spoke on Smart Conservation Planning » Dan Hatifield, ALC and David Light with Land Broker Co-Op spoke on data-driven market trends » Kasey Mock with KW Land led a campfire chat » Carter Malloy with AcrePro spoke on technology’s role in land sales » Gore Bolton with Land Intelligence spoke on using technology for land acquisition » Andrea Goodhart with RPR spoke on using RPR for land transactions

Chris Coleman (Stagecoach Renewables), Alex Inkster (Kimmeridge), Diana Rivera (Lightsource BP), and Kasey Mock (KW Land) discussing the role for land agents in energy and carbon transactions.

Dean Saunders, ALC, 2022 RLI President, moderating a panel with Bill Calton (Weyerhaeuser), Bill Corrigan (Goddard Investments), and Rex Burgener (AgReserves) on how corporate ownership structure impacts land decision-making.

» Matt Rush got things off to an energetic start with his Opening Keynote, sponsored by Discipline Advisors. The executive leader, artist, author and speaker focused on ways to make our lives and the lives of others “gooder” and to overcome adversity.

RLI’s line-up of guest speakers and moderators at the 2022 National Land Conference gave attendees an abundance of insights, ideas, information and inspiration. From keynotes to panels to breakout sessions, conference-goers soaked in knowledge on a range of land real estate topics. Among the many highlights:

» Craig Kaiser of LandGate moderated a panel delving into “REALTORS at the Heart of Energy and Carbon Land Assets” » Dean Saunders, ALC, 2022 RLI President, moderated an “Owner Insights” panel discussing how corporate ownership structure impacts land decision-making. » Breakout speaker David Whitaker, ALC, of Whitaker Marketing Group provided insights on digital advertising and marketing (see the feature article in this issue) » Real Estate Economist Mark Dotzour, sponsored by Inland, closed the conference by giving his usual colorful commentary on the state of the economy. Big thanks to all of our guest speakers and session leaders for their roles at NLC22. YOU If you would like to be considered for a speaking role at NLC23, March 5-8, 2023, in Denver, CO, please scan the QR code to submit a form, and/or contact Melissa Lutz, Programming & Events Manager, by emailing mlutz@nar.realtor or calling (312) 329-8574.

RECAPNLC22 We want

Thank You to Our Featured Speakers

for a speaking slot at NLC23!

NLC22

SAVE THE DATE Denver, CO MARCH 5-8, 2023 NLC22 in San Antonio was such a big success that we might wonder what could take it to an even higher level. One answer: Altitude! It’s going to be another amazing NLC filled with inspiring speakers, networking opportunities, awards celebrations, and much more. Look for more details closer to the event at rliland.com/nlc. Rocky Mountain High EARLY BIRD REGISTRATION OPENS NOVEMBER 1, 2022! 31Summer 2022

Research Finance Trade The land development operating system. ® More than visits and traffic. Results. 3rdMonetizeSoftwareLandSUITEthatpaysyouyourlistingspartyvalidation www.landintelligence.net

For more information, call (866) 245-2631 or visit us at www.acrevalue.com Join the AcreValue NetworkSM Trusted by Over 1 Million Users Rely on the nation’s most robust land platform Receive referrals · Explore a property’s valuation, soil surveys, and land use Get information on properties in your market Connect with buyers and sellers COMPS Create a CMA report in minutes DATA Find and reach top landowners LISTINGS Show your listings to millions of buyers 33Summer 2022

RanchKing atGuestsSurprisesExecNLC22ThefamedKingRanchaddsaTexas-sizedtouchtoaspecialcelebration 34 Terra Firma

READ ON >> 35Summer 2022

When the awards dinner ended, a number of guests began to make their way toward the front of the ballroom for greetings and photos with the night’s special guest. The smiles on the faces of RLI members and friends in pictures snapped would beam extra brightly—and that was no surprise. In a visit kept close to the vest until the evening of Thursday, March 24, Jamey Clement, Retired Chairman of the Board of Texas’ King Ranch—the nation’s largest ranch at 825,000 acres—sat down for a conversation with Eric O’Keefe, Cofounder of The Land Report, an RLI partner and the sponsor of our annual APEX Awards Program, at the 2022 National Land Conference in San Antonio, TX.

A fifth-generation descendant of Captain Richard King, Clement regaled the audience with anecdotes about the storied history of Texas’ renowned ranch, from its founding in the Wild Horse Desert in 1853 to its current national footprint with agribusiness holdings from coast to coast.

Renee Harvey, one of those proud Texans and RLI’s 2022 Immediate Past President, called it a distinct honor for RLI that Clement joined us for the APEX Awards.

For many, one of the highlights of NLC22 was the wide-ranging, eyeopening conversation shared by Clement and O’Keefe on the APEX Awards stage.

Hearing about the booming King Ranch at NLC deep in the heart of Texas was also fitting in light of the growth of RLI’s APEX Awards program itself. In 2021, the program celebrated its fifth year by continuing to boom, with 203 applicants (+45% over 2020) totaling a combined $8.4 billion in qualifying production volume (+240%) representing 8,696 sides. All land professionals recognized as part of the RLI APEX Awards are active members of RLI and had at least $5M of qualifying production volume in closed land sales in 2021.

The aforementioned Captain King is rightly revered in Texas and beyond. “The boy who started as an impoverished, indentured jeweler’s apprentice became an adventuresome, hardworking and visionary businessman who, by the time of his death in 1885, had made his indelible mark on the landscape and taken his place as a titan among the ranks of the tamers of the Texas range,” wrote Thomas C. Lea III, a Texas muralist, illustrator, artist, war correspondent, novelist, and historian.

In case you skimmed over that, no, it’s not a typo: The ranch spans 825,000 acres, which is only 163,000 short of the acreage of Rhode Island.

About the artwork: The paintings on these pages depicting The Main House and a group of kineños (or King's men) and ranch staff are by artist Noe Perez, whose work is featured in the beautiful book King Ranch: A Legacy of Art. They are reprinted here by permission of the artist.

“Mr. Clement took what was already a great celebration of land real estate achievement for RLI members and made it even more special,” she said. “King Ranch has a cherished place in Texas and American history, and welcoming a family member who has played such an important role in the ranch for an intimate conversation was a true joy for all of us as land specialists.”

As noted on the King Ranch website, “the ranching business remains a vital component” of contemporary operations “and is an ongoing, living link with the legendary past of Captain King’s domain. From state-of-the-art scientific breeding programs to Santa Gertrudis, Santa Cruz, and American Red bull sales, to top-flight feedlot operations, the Birthplace of American ranching is a vertically integrated cattle enterprise that continues to thrive as a vanguard of the cattle business on the 825,000 acres of its home ranches in South Texas.” King Ranch is about much more than cattle and horses, of course. Among its priorities is a commitment to stewardship of the ecosystem, which is “the primary focus of all King Ranch management programs.”

36 Terra Firma

Reflecting on the evening, O’Keefe said, “Even the Texans in the audience were awed by the array of stories [Clement] shared, which ranged from the development of America’s first breed of cattle, the Santa Gertrudis, to King Ranch’s decades-long marketing partnership with Ford Motor Company.”

A Texas institution, King Ranch is renowned not only for its rich history but for its vibrant present, reflecting an astounding blend of vast scope and staying power.

» Use and appropriately reward cowboys who are effective trainers. » Adhere to strict treatment, vaccination, and breeding protocols.

Long after the photos wrapped up and the hugs and handshakes drew to a close the APEX Awards dinner, RLI will remain deeply grateful for the inspiring presence of Jamey Clement and King Ranch, and for The Land Report, not only for its role as an RLI partner but also for working to make such a special part of the evening possible.

The ranch seeks to balance responsible stewardship with “innovative vision and management techniques, which makes the land simultaneously productive for livestock, wildlife, other fauna and the native range.”

37Summer 2022

» Manage costs effectively and manage the Quarter Horse Unit as a standalone operation consistent with the overall profit objectives of Ranching and Wildlife.

The ranch is a multifaceted operation that touches on a wide range of industry sectors, including its Consolidated Citrus Limited Partnership (CCLP), Almendra almonds and pistachios, gin and cotton, John Deere and turf (in Texas and Florida), sugar, milo and other row crops, real estate, environmental land stewardship, ecotourism, and energy.

» Protect the historic genetic legacy of King Ranch Quarter horses.

Land real estate professionals are well familiar with branding—both the strategic kind that helps a brokerage or agent stand out to prospective buyers and sellers, and the literal kind that identifies an animal’s home ranch. In the case of King Ranch, both kinds of branding come into play; its long-recognized Running W brand “stands for uncompromising quality, ruggedness, innovation, self-reliance, and authenticity.” At the heart of the ranch is a set of clear objectives that help such a large operation remain focused on its mission. They include:

» “Produce Quarter Horses at a competitive cost and of a class and quality that honor the name and reputation of King Ranch while providing our cowboys with a working horse having the athletic ability to perform in our harsh South Texas environment.

» Focus on producing horses and maintaining a herd size that meets the needs of the Kineño [King’s people] vaquero. King Ranch is the number-one customer.

» Hire and train competent stockmen and caretakers.”

As a part of building and maintaining strong relationships with many other business, civic and educational organizations across Texas and the nation, King Ranch has “worked with Cornell, Texas A&M, and other agricultural schools to study diseases like fever tick and to improve management.”

Two recent examples of academic partnerships are programs directly linked to King Ranch through Texas A&M Kingsville: King Ranch Institute for Ranch Management (the only master’s degree for Ranch Management in the world) and Caesar Kleberg Wildlife Research Institute (one of the premier wildlife schools across the globe).

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National

READ ON »

NAR’s team of lobbyists, researchers, and legislative/regulatory analysts works hard to track developments and bear influence on issues of critical importance to our industry and Amongcommunities.theadvocacy highlights from the year so far, we have made considerable strides on the proposed new Waters of the United States (WOTUS) rule under the Clean Water Act; monitored implementation of the Infrastructure Investment and Jobs Act (IIJA); and kept a close eye on Omnibus Budget legislation and its ripple effects on land real estate.

Water, Roads, Taxes, Farms & Houses

Environmental

T he REALTORS® Land Institute continues to serve as The Voice of Land for its members and the land real estate industry, and this is especially important on a number of fronts in Washington, DC, as 2022 unfolds.

by Russell Riggs Director of and Sustainability Policy Association of REALTORS®

Farms The current Farm Bill is set to expire at the end of 2023. Early discussions to develop a framework for a new bill have begun. Issues in play are likely to include rural broadband, reforming and enhancing disaster-aid payments program, reviewing and reforming conservation programs, and enhancing programs to expand farm-based energy projects (i.e. the Rural Energy for America Program). We will actively follow these developments and ensure that the concerns of the nation’s farmers remains a high priority in the conversation.

Other land-related issues we continue to monitor include the Farm Bill and the ongoing challenge of housing supply and inventory.

Taxes Speaking of 1031s, for the time being they are “safe” as a tax benefit that, among other positives, helps to spur economic growth, but we will continue to watch closely should they return to the fore as a topic for future tax-reform proposals. In the near term, we are staying engaged with U.S. House and Senate tax committees, emphasizing the importance of 1031s, and continually updating our research and analysis on the many benefits of 1031s.

39Summer 2022

Water As a recap of the WOTUS issue, the Obama administration’s rule swept in more waters under the Clean Water Act, but the rule was never fully implemented. The Trump administration put forth a replacement rule that provided more certainty and clarity, and it was fully implemented by the Environmental Protection Agency (EPA). Beginning in 2021, President Biden’s team moved to rescind the Trump Rule and has proposed a new rule that sweeps in more waters but does not provide certainty or clarity. RLI and its members have played a key role in responding to the proposed new rule. For example, our members participated in WOTUS listening sessions and sent in comment letters to the EPA. As an organization, RLI submitted comments and supported a letter of concern from members of Congress. The comment period closed in early spring, but the remaining timing is unclear. We anticipate that the new rule will be put forth sometime this year, after which we expect litigation to ensue related to its particulars and scope. Roads Passage of the Infrastructure Investment and Jobs Act (IIJA) renewed and reauthorized the Fixing America’s Surface Transportation Act, or “FAST Act,” which first became law in 2015. Among other aspects, the IIJA designates new funding for rural broadband, surfacetransportation projects, water-management infrastructure, and community resiliency and adaptation. Of note: Tax-deferred 1031 Like-Kind Exchanges were on the table as a funding source for IIJA, but they were not included, in no small part because of RLI’s work championing the value and importance of 1031s for Americans seeking to build wealth and strengthen communities through real estate.

Potential solutions, or at least mitigating factors, could include modernizing zoning laws that impede new construction; reducing permitting and regulatory burdens; lowering the cost of building materials, especially lumber; maximizing opportunities for Public/Private Partnerships (PPPs), such as Opportunity Zones; and incentivizing developers through density bonuses and other credits.

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As each of these issues demonstrates, the widespread potential impacts of decisions made in Washington make it as vital as ever for RLI to have a seat at the table at all phases, from discussion and debate to enactment and implementation. Our members may rest assured that RLI will fight on their behalf to keep that seat and represent their voice whenever necessary in the days, weeks, months and years ahead.

Russell Riggs is RLI’s Advocacy Liaison for the National Association of REALTORS® and Director of Environmental and Sustainability Policy for NAR. He holds 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.

It’s no surprise to anyone in our industry (and many outside of it) that new housing construction has not kept pace with rapidly rising demand. NAR estimates that more than 6 million new units will be needed to ease the shortfall. For a variety of reasons—from zoning and land access to lumber costs and regulatory burdens—new housing is likely to lag behind demand for the foreseeable future.

Housing Supply and Affordability

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Rise in Land Sales, Prices Outpace Commercial and Residential Growth

» By type of land, residential, industrial, and recreational were the hottest markets, with REALTORS® reporting an average sales increase of 5% to 7%. Land prices for office/retail use also rose 6%.

Land sales rose an average of 6% in 2021, surpassing the sales growth of other commercial and real estate sectors, while land prices rose nearly 7%, second only to the price growth of single-family rental properties, according to the latest Land Market Survey from the Realtors® Land Institute (RLI) and the National Association of Realtors® Research Group. The survey results show that as some economic effects of the COVID-19 pandemic began to abate during 2021, the land market continued to thrive as a vibrant part of real estate buying and selling. Other highlights from the survey included:

The Realtors® Land Institute has made the full survey results available for free to the public on the RLI website at rliland.com/resources/landmarket-survey

» Land sales prices rose at a slightly higher pace than prices of industrial properties (6%) and multifamily apartments (5% Class A, 6% Class B/C). In contrast, average prices for offices, hotels and retail malls declined.

» The underlying value of land owned by households totaled $15 trillion at the end of 2021, up from $13 trillion a year earlier, accounting for 40% of household real estate value.

2021 Land Market Survey Results

» The states with the largest share of land sales were Texas (15%), Florida (13%), California (6%), Georgia (5%) and Arizona (5%), garnering 44% of U.S. land sales.

The annual Land Market Survey is a tool for landowners and land real estate professionals in all sectors of the business to use for benchmarking and as an informational resource when conducting business. This year marks the eighth consecutive year that the survey has been conducted to reveal current trends and the ever-changing state of land markets within the industry.

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SURVEYMARKETLAND

“Land continues to shine as a vital asset, a sound investment, and a key part of the overall real estate landscape,” said RLI 2022 National President Dean Saunders, ALC. “The upward path of growth we saw in sales and value over the past year demonstrates that land remains of paramount importance for landowners, sellers and buyers Lawrencealike.”Yun, PhD, Chief Economist and Senior Vice President, Research for the National Association of REALTORS®, said, “Even with rising interest rates, I expect sustained growth in land sale and prices this year, driven particularly by the demand for multifamily and singlefamily housing needs. The shift from just-in-time to just-in-case inventory management amid supply chain issues will continue to drive the demand for land for new warehouses. Moreover, agricultural grain prices will remain elevated due to the war in Ukraine and thereby boost demand for farmland.”

» Raw residential land purchased for development totaled nearly 4% of all residential sales, continuing a consistent annual uptick from 1.9% in 2016.

1. Know your audience. Google Analytics code on the back end of your website will give you a very good idea of the archetype of customers who are looking for your assets (listings, products, services, etc.). Demographics and online characteristics you can pinpoint include Age, Sex, Hobbies, Likes, Dislikes, Family Status, Employment, when they visit, what they look at, and search habits.

For example, if you have farm or ranch land for sale and a large rodeo event is coming up, you can arrange to geofence the area during the event and target ads toward the devices of rodeo attendees.

Those are just a few of the specifics you can learn about the person who wants to buy what you have for sale, and that audience knowledge will make a significant difference in your business success.

3. Geofence.

By David Whitaker, ALC, CAI, AMM • Whitaker Marketing Group

2. Collect the data.

Here are five steps that every land real estate professional can take to digitally market a customer’s land and reach more people who are likely to be interested.

No matter how you go about collecting data, you want to build your marketing and advertising presence in ways that ask your customers where they heard about you, your property listings, and more. You can also capture bidder information at your auctions or showings. Having good data is vitally important.

Depending on the type of land you are selling, you should target people close in proximity. This can be done utilizing a geographical fence, or geofence, where your digital ads can be seen. As noted in CIO magazine, a geofence “is a location-based service in which an app or other software uses GPS, RFID, Wi-Fi or cellular data to trigger a preprogrammed action when a mobile device or RFID tag enters or exits a virtual boundary set up around a geographical location. Depending on how a geofence is configured it can prompt mobile push notifications, trigger text messages or alerts, send targeted advertisements on social media, allow tracking on vehicle fleets, disable certain technology or deliver location-based marketing data.”

Another way to track your potential customers is to collect data. This can be done as simply as through an email sign-up form. You could also require a set of information when a potential customer would like to look at a downloadable sales flyer. You can capture your customers online with cookies on your website. Or you can capture customers with Google and Facebook pixel on your site. In addition, you can purchase lists from sources like Accudata.com

Market Customers’YourLand

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5. Find lookalike audiences.

David & Ann Whitaker at Whitaker Marketing Group

David Whitaker attended Missouri Auction School in 2008. Since then, he has been a contract hire auctioneer as well as the owner of Whitaker Marketing Group. Although David enjoys his auctioneer role in many types of auctions, Whitaker Marketing Group’s primary focus is selling farmland and fundraising. David’s passion for the industry has led him to many state championships, international rookie champion, and a world auctioneer spokesman of the year award. David is the Chair of the Board for the Iowa Auctioneers Association and President-Elect of the RLI Iowa Chapter.

4. Use targeted marketing.

These five ways to build or hone your digital marketing and advertising can help you take the next step toward reaching audiences that will be most likely to become your future customers and land real estate clients.

45Summer

Finally, you can utilize organic content to learn your audience. Then, using Pixels, use software (Facebook and Google) to assist you in finding people that look like the people who have already shown interest.

David Whitaker, ALC, led a popular, well-reviewed marketing and advertising breakout session at the 2022 National Land Conference (NLC22) in San Antonio. 2022

As explained by Facebook, “A lookalike audience is a way your ads can reach new people who are likely to be interested in your business because they share similar characteristics to your existing customers. A lookalike audience uses an existing Custom Audience you select for its source audience. To create a lookalike audience, our system leverages information such as demographics, interests and behaviors from your source audience to find new people who share similar qualities. When you use a lookalike audience, your ad is delivered to that audience of people who are similar to (or ‘look like’) your existing customers.”

Once you know your customers, it makes sense to build ads that target the type of buyer you are looking for as specifically as possible. You can start by using a shotgun approach to learn who clicks on your ads, then refine the lead funnel and then advertise based on similarities of the buyers who are reaching out. The more you narrow your target prospects, the greater success you will achieve in closing sales.

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© 2022 Copyright. All Rights Reserved. Realtors Property Resource, LLC® is a member benefit of the National Association of REALTORS®. SCAN TO WATCH VIDEO Visit narrpr.com +800 thousand listings +56 million off-market properties All this and more with your NAR Membership, at no additional cost RPR offersCommercialaccessto... CMYCYMYCMYMCK 2022_RPR_Half_Page_Land.pdf 1 4/13/22 12:14 PM

I have loved becoming a part of the incredible RLI family and obtaining my ALC; I consider that as an integral part of my land story that reaches back to before the founding of the United States.

STORYLANDMY

At this point, I’m primarily an independent developer and entitlement consultant, but I still do several transactions as a REALTOR® each year.

In addition to a desire to remain connected to the land and not stuck in an office, I enjoyed math, science, and art. Civil Engineering seemed a great combination of all those interests. During summers away from the University of Illinois, I ran dozers, scrapers, and other large machines for the family excavating business, building roads and subdivisions. Once I graduated, I worked for a consulting engineering firm that specialized in land development design and obtained my Professional Engineering license. A homebuilder client of the firm’s that was doing about a thousand homes per year in the Chicago market then recruited and hired me to handle land acquisition, entitlement, and development work. After the recession of 2008 hit, I started my own land consulting company and later obtained my real estate broker’s license, doing business in row-crop agricultural and distressed development ground.

T he Kellogg family has been in what is now the United States since at least the 1650s, and it is a privilege for me to help carry on a rich legacy of appreciation for American land we have called home for more than three-and-a-half centuries. A good portion of that time has been on our family farm in Illinois, where last year we celebrated our 175th anniversary.

By the 1840s, George was in Illinois and became the first schoolteacher in Oswego. George must have been drawn to the vast open land surrounding the small town, as he purchased two quarter-sections from the U.S. government at the Land Office in Chicago for $200 ($1.25 per acre), homesteading our farm on February 18, 1846. He subsequently brought his parents from Vermont, so my daughter Tawney and son John are the eighth generation of Kelloggs to live on the farm; they also attend school in the same town where George had taught and where Jennifer now teaches.

By Tim Kellogg, ALC In this space we continue to share an RLI member’s personal story of what land has meant to their family over the years, decades, and (in some cases) centuries. Enjoy!

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While the original homestead house no longer exists, the original barn still stands with its hand-hewn beams and wood-peg construction, complete with my great-great grandfather Alvin’s name carved into one of the columns in capital letters. As the N is backwards, it likely was carved when he was a young boy, dating it around 1870. The barn is just across the barnyard from my home that was built by Alvin near the end of the 1800s.

The Illinois land that George bought was covered with tallgrass prairie. When he got to work building his house, George brought out a load of lumber and stacked it where he planned to build the home. On a return trip with another load, he had trouble finding the first one. After he finally found it, George went to the creek that runs through our farm, dug up 23 cottonwood trees, and replanted them around the area where the home and barn were to be built to better locate the farmstead from a distance. Two of those trees still remain, with one being at the end of my driveway. (See photo.)

Stories of people, their lives, and their involvement in historical events are my books of choice. Possibly this is due to hearing so many stories of my family that still have a local association for me, many having occurred on the land just outside my door. With this comes pride and A HeritageHomesteading

The farm where my wife Jennifer and I have a home is about an hour outside of Chicago. My brother Matt and my parents also have homes on the farm, where my dad and now Matt manage the grain and hogfarm operations. While I wasn’t drawn to raising pigs, I did feel a strong pull towards the land.

Joseph Kellogg (my great-times-eight grandfather) came over from Great Leighs, England. We are unsure when he came to America, but he was documented as an early settler in Farmington, Connecticut, by 1651. His great-grandson, Preserved Kellogg, was a butcher in Castleton, Vermont, fought in the Revolutionary War, and lived to the age of 93. The family continued to live in the Castleton area until my great-great-great grandfather George Washington Kellogg came to Illinois in 1835.

49Summer 2022

Tim Kellogg, ALC, his wife Jennifer, and their two children, Tawney and John, live on the Kellogg family farm an hour from downtown Chicago. Tim has had an active career as a design engineer, entitlement consultant, land developer and real estate broker, in addition to serving many organizations in leadership roles. responsibility. I feel an obligation to uphold a legacy of service to my community and a sense of pride watching my own children grow up on the land where Alvin once played so many years ago. This family history means that talking land is in my comfort zone. Having such a vast background in land gives me credibility, whether talking agriculture, civil engineering, or land development. I feel it provides others with a first impression that I’ve been there and done that. It would be impossible to tell my life or professional story without land being a significant part of it. I feel truly blessed to be a part of a family with such a rich heritage that is so strongly tied to America’s land.

LUXURY ranch rea l e stat e Where Leading Brokers Showcase Only Million Dollar Ranches LuxuryRanchRealEstate.com ® proud associate member REALTORS® Land Institute 430 North Michigan Avenue Chicago IL www.rliland.com60611

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