Summer 2022 Terra Firma Magazine

I N S I D E

T H I S

I S S U E

King Ranch at NLC22

Surprise Visit Adds a Texas-sized Touch

Land Market Survey

Rise in Land Sales Outpaces Market

Market Your Customers’ Land APEX Award Winners S U M M E R 2 0 2 2 • V O L . 7 6 N O. 2 • R L I L A N D . C O M

National Land Conference Review

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Contents

King Ranch at NLC22

Market Your Customers’ Land

Terra Firma

S UM MER 20 2 2 EDIT ION

REALTORS® Land Institute 430 North Michigan Avenue Chicago, Illinois 60611 1-800-441-LAND (5263) rli@nar.realtor rliland.com

PU BL ISH E R

Aubrie Kobernus, mba, rce ChiexeE f tiv uc 7c O e re D E SIGN & L AYOU T

Halupka Studio Nashville, TN ha-lup-ka.com

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44

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

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My Land Story: A Homesteading Heritage

48

Water, Roads, Taxes, Farms & Houses

CO N T R I B U T I N G AU T HO R S

Phil Newman, RCE Contributing Author Russell Riggs, Government A4airia L s is,no nar David Whitaker, alc Whitaker Marketing Group

38

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.

A Note from the CEO Hello, Everyone!

S TA F F

Ifyoik l e ra u yo ,em is rem u s ru 4o toin na ibl de rc ybuy s tas t.r AsIwala ysy, as these are good problems to have.

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 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— givingtas 4toe roin m ,slo tegrtio a ppo o dna ,sn tur itie n beme ro fhip sr ys lan is 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.

As you can see, we have had lots going on at RLI National. Here’s hoping your is rem u s 4o towopr a,lufredn tiv cudo tas e tr wesa !l

Sincerely,

Aubrie Kobernus, MBA, RCE Chief Executive Officer

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Meet the Staff 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, beo Kga ro sunr ize n ir d na s tsce thetas 4,prgr o 5n,sma ia cna l performance, and activities. She is designated by the National Association of REALTORS® as a REALTOR®Ceti5e r xeE d tiv uc (Re CE).

Members may contact her if they have any questions or concerns.

Aubrie has been with RLI since March 2016.

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 boa tu I LR beme dnaber 5ts en boa ro tu tas tin r gjoro iningI LR na 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.

Melissa Lutz

S TA F F

Aubrie Kobernus, mba, rce

Programming & 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, gin an m gthebeme 7n a r ityprgr o wedna m binpr ra gr o dna ,m in vres gtas a 4ia l istono theFuCostureda L itte em r is leM . as 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 gin an m gintrs tocutio ale r hips sn he S . the sa e vr s o la tas 4 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.

Karen Calarco

Manager of Operations 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 intio amro f pa ,n yingwesna d ,sin erud g5nia cna in l ir uq ieboa s tu their account. Karen has been with RLI since September 2007.

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

Summer 2022

3

B R I E F S

RLI News Briefs RLI by the Numbers

N E W S

1,861 RLI members

As of May 31, 2022

249

new RLI members in 2022

320

Your Land Blogs available on rliland.com

11

LANDU Education Course Offerings

596

Accredited Land Consultants (ALCs)

19

RLI Chapters Nationwide

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. he T 5rts timyo e gin o l u toe rtuse r kam yo , pa ruge a o cne W .s e cyo rwoasve o f d r toen is v itthewen ite s pd u , tea yobeme rupr r 5lo xpl e dna ,e the e ro wen teno c t.n

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RLI Partners in 2022

RLI Top Social Media Posts

Top Tweet

B R I E F S

Top Facebook Post

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.

N E W S

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

RLI at 2022 NAR Legislative Meetings

Those attending the National Association of REALTORS® meetings took part in discussions on critical issues including housing fairness, 4oa bil ad r ityil a v dna bil a ity;gin rem gteh c 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.

*These are the top social media posts measured by engagement between June 2021 and May 2022.

Top LinkedIn Posts

Top Instagram Post

Position yourself as the land expert in your market by sharing posts from our social media channels and the RLI Voices of Land blog! rliland.com/Voices/The-Voices-of-Land-blog Summer 2022

5

A C H I E V E R S

Congratulations to Our New Accredited Land Consultants!

A L C

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.

The individuals highlighted below completed their ALC designations from December 2021 to May 2022.

Thomas Addison, ALC Clay Allen, ALC

Ryan Bramlette, ALC

Clay Allen Real Estate

Fay Ranches

Marshall, TX

Bozeman, MT

Kimberly Cain, ALC

Rod Canterbury, ALC

Cynthia Castleberry, ALC

The Real Estate Company

RE/MAX ADVANTAGE Land

Century 21 Gold Award Realty

Gainesville, TX

McAlester, OK

Palestine, TX

Tom Cure, ALC

Daniel Fowler, ALC

Todd Henry, ALC

TomCureLandCrazy. com

Whitetail Properties Real Estate, LLC

Asheville, NC

Tifton, GA

Addison & Company, LLC Haines City, FL

Clifton Holloman, ALC

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Jonathan Kennedy, ALC

National Land Realty

LandReady Real Estate

Selma, NC

Vienna, VA

Whitetail Properties Real Estate Davis Junction, IL

Trent Lister, ALC Pure West Ranches Bozeman, MT

4 Steps to Become a Prestigious Accredited Land Consultant Costnem riuq RnoitacudEeht lpm

Cooil frt Paelipm

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.

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

Ap eht imbuS noita c lp A li ants ust sub it t eir ort olio to t ®eLand REAL ORS Institute Desi nation Co ittee and Board o Dire tors or final review and approval.

noitcud rP em lo V eht M Larofstnem riuq R selaSdn

Applicants must complete a minimum of 1 $ 0M in land transactions wit in t e fi e years be ore t eir a li ation, or o lete separate land transactions. A transaction is considered a land transaction if the value of the land, including improvements that are a ri ultural in nature, a ount or at least o t e total sale o t e transa tion. A ri ultural i ro e ents in lude, but are not li ited to, barns, li esto o erations, e uine a ilities, et .

ALC

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

Visit rliland.com/Accreditation for more information.

Jason McGee, ALC

Abe Mills, ALC

Josh Ongley, ALC

Forest Resource Consultants

Keller Williams Greenville Upstate

Whitetail Properties Real Estate, LLC

Macon, GA

Greenville, SC

Erie, PA

Bryant Peace, ALC SVN Saunders Ralston Dantzler Lakeland, FL

Megan Turnipseed, ALC Turnipseed Real Estate Group - Keller Williams Georgetown

Sara Hageman Schenck, ALC

Elena Stanfield, ALC

Hageman Realty

Bowers and Burns Real Estate

Remington, IN

Newnan, GA

Jimmy Underwood, ALC

Jason Ullman, ALC

Whitetail Properties Real Estate, LLC

JW Cutler & Associates and The Ullman Group

Georgetown, TX

Albemarle, NC

Lewis Center, OH

Dorie Colbert Veal, ALC

George Wiley, ALC

Coldwell Banker Access Realty

Mossy Oak Properties of Texas

Warner Robins, GA

Denton, TX

Summer 2022

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R L I

C H A P T E R

N E W S

Chapter News Alabama • alabamarli.wordpress.com

Illinois • rliillinoischapter.com

Kansas • rlikansaschapter.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.

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 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.

Colorado • coloradorli.com 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.

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 y adsen W in ne v gtoic k 4o k thet.ne v The Chapter’s next marketing/education meeting will be held in Grand Junction in September.

Georgia • rligeorgiachapter.com 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.

Georgia Chapter

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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.

Iowa • rliiowachapter.com

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

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 rliiowachapter.com/rli-landtrends-values) RLI Iowa’s 2021 awards were presented at the annual dinner following the spring seminar.

Congratulations to the following winners: Steve Bruere – Volume and Acres Sold, Elliott Siefert – Rising Star, Kirk Weih, ALC – Longtime Dedication to RLI, and Kyle Hansen, ALC, and David Thein, ALC – Member-toMember Deal of the Year.

Kansas Chapter

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

he T IowaChaptewil r 4eo ltasE lae R ter 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.

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

Oklahoma Chapter R L I C H A P T E R

Right: All-wheel drive was required to navigate the muddy terrain during the April Oklahoma Ranch tour Below: from left to right receiving Oklahoma Chapter Awards, Bobby Bennett, Clay Baxter, Will Bellis, ALC, and Rod Canterbury, ALC

N E W S

Missouri • missourirealtor.org/rli/home Oklahoma • rlioklahomachapter.com

Pacific Northwest

The Missouri Chapter was well represented at the 2022 National Land Conference with six beme in sr ttea his T .e cnad wa5ra s ts ro f the vast majority of our attendees and the experience was, in true RLI fashion, top-notch.

rlipacificnorthwestchapter.com

Apr nO il21 3,1 dna theha c ptehe r its d l 5rts 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.

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.

On April 20, the RLI Oklahoma Chapter hosted a ranch tour just outside the town of AlcM tese with r 60re v o be5vmes o rca sr e 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: » Land Broker of the Year – Will Bellis, ALC » Top Hand Award – Rod Canterbury, ALC » Member-to-Member Deal of the Year – Bobby Bennet and Clay Baxter The chapter would like to give a special thanks to sponsors LandHub.com, Oklahoma AgCredit, and Modern Abstract.

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 Deign s tio a he T .n 6ee r nom c tio c by n 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 chapter is working on hosting its second LANDU course in the fall of 2022 and hosting its annual meeting/networking event in September.

Finally, congratulations to Missouri’s very own Jennifer Janet, ALC, for being approved as an RLI Instructor for the Agricultural Land Brokerage & Marketing course.

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!

Pacific Northwest Chapter

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.

Summer 2022

9

N E W S C H A P T E R R L I

Tennessee • rlitennesseechapter.com Texas • rlitexaschapter.com

Upper Midwest

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.

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.

rliminnesotachapter.com

The chapter is hosting four LANDU courses thisyeIt . ra ic k 4o de k withbduS ivisiodnaL 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.

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 tio acude 4eo n in r gsthrgho uo tu theye, ra everything the Texas chapter does is big.

Through the support of generous sponsors, xaTe I LR s habes bla ne toe 4eo beme r sr a diverse selection of LANDU courses. bduS ivisioDednaL pm o le v tne wathe s 5rts 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.

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.

The RLI Minnesota Chapter continues its transition to become the RLI Upper Midwest Chapter, encompassing Minnesota, North Dakota, South Dakota and Wisconsin RLI beme he T .sr ha c pteho r tes its d 5rts 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.

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.

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.

Tennessee Chapter 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.

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THE MAGAZINE OF THE A MERIC AN L ANDOWNER

As Seen In

“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.

”

— Founder & Publisher, Eddie Lee Rider, Jr.

LANDREPORT.COM

Summer 2022

11

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

LANDU Education Program Update

I

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!

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.

New LANDU Education Instructors 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.

A little more about Beth Meyers, alc: » Born and raised in Lea County, New Mexico, a Lovington High School grad » Qualifying Broker and Owner of Rafter Cross Realty, LLC » 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 » 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.

» 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. » 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. » Holds the NAR Accredited Buyer Representative (ABR) and Seller Representative Specialist (SRS) Designations, along with the e-PRO, Pricing Strategy Advisor, and Short pe S eFor&u esolaSc r ia c is l tCeti5c r tio a sn

A little more about Jennifer Janet, alc: » Born and raised in Perryville, MO, where she resides with her family on a small farm. » Two young boys keep her busy (she enjoys watching their sporting events) » Loves to be outdoors: running, hiking, boating, spending time with family, working on her farm, capturing a good sunrise or sunset » Owns and operates Coldwell Banker Professional Associates in Perryville (licensed since 2002)

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» Is an avid learner with numerous designations and ti5c re c tio a tha sn tprid v o toeula v eheie lc r tsn » 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 » Helps buyers and sellers identify their goals and establish a plan of how to reach them

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, xpe e dna ,sreda l ie r xpe e d cn tsr intheir5ein ko l d gtogivbae tokc thega ro iza n tion and the industry.

LANDU Instructors are ambassadors for the REALTORS® Land Institute, LANDU Education Program, and the overall land real estate industry. They are experts in their 5eic de , l tin a gtimgy ren d a e tohep l the o .sr Eligibility application criteria to serve as an instructor has been established as meeting the following general minimum requirements: 1. Be an active land or commercial real estate agent who currently holds the ALC Designatioanothe r NARr Cocia mer la7liatedesignationasmebein r 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.

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. epr B o5cientintheteuseof chnogic l alpresntationtouch ols weas binpl ar atforms (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.

What it means to be a LANDU Instructor

E D U C A TA I O N

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.

L A N D U

We Want YOU 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 the o ge a dn l r tsn 4eo dna , a em sr 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.” —Phil McGinnis, alc • 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.”

—Justin Osborn, alc • LANDU Instructor

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

Summer 2022

13

E D U C A TA I O N

2022 LANDU Education Week Recap

L A N D U

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.

Craig Kaiser teaching the Valuations and Transactions of Energy and Environmental Assets course

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:

Nicholas Ardis Liz Citron Seth Craft Erik Erickson Justin Glass Holly Hobbs Rhey Houston

Connie Meadors John Melnar Jerrod Meyer Collin O’Berry Cooper Raines Bruce Renfrew Gardner Reynolds

Erica Rodman Kyle Shultz Cody Weeks Beth Williamson Michael Wrobel

Neil Sutfin, Erik Erickson, and, Brett Videon enjoying the Luau

LANDU Education Week Class Photo

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

Collin O’Berry, Tim Gangl, and Jake Murphy

Summer 2022

15

E D U C A TA I O N

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.

CONGRATULATIONS,

L A N D U

Spring 2022 LEF Scholarship Recipients Jim Fleissner Trevor Hawkins Vanessa Hayes Holly Hobbs Will Johnson Jaxsen Klein Venus McBride

Ashley McCraney Lizzie McGann Ray Primmer Koby Rickertsen Jennifer Woodson Ron Young

THANK YOU,

2022 LEF Board of Trustees

Fred Helper, ALC Chair Johnny McAllister, ALC Vice-Chair A. Lloyd Thomas, ALC Secretary/Treasurer Minor Taylor, ALC Immediate Past Chair

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

Thank You, 2022 Land Education Foundation Donors!

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.

Accruit Drew Ary, 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 Kaiser Thomas Krajewski, ALC

Jerrett Lamb Land.com Jesse Lane, ALC Trent Lister, ALC Carter Malloy Carl Manchaca Michael Matre, ALC Kevin May Tyler McConnell, ALC Lisa Moden, ALC Shana Morgan Dan Murphy, ALC Kathleen Owen, ALC Clayton Pilgrim, ALC David J. Pope RLI Carolinas Chapter RLI Colorado Chapter RLI Georgia Chapter RLI Illinois Chapter RLI Iowa Chapter RLI Oklahoma Chapter RLI PNW Chapter RLI Tennessee Chapter RLI Texas Chapter

Frank Roberts, ALC Kim Roulias Ryan Sampson, 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 Lisa Walker Kitty Wallace Mark Walz Chris Weaver Tayler Weiskopf David Whitaker, AL Chuck Wingert, ALC Tucker Wood, ALC Luke Worrell, ALC

LEF Scholarships Available

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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

Y UR DESTINATION F O R L A ND E X PERTISE The landscape is always shifting. Regulations change.

Opportunites grow and fade. Challenges emerge. We’re here to help you navigate the terrain of the land industry.

KNOW THE LAND

KNOW THE ROPES

KNOW THE PEOPLE

Ongoing education opportunities for industry expertise that puts your clients at ease.

Relevant information, trends and events to grow your expertise and set yourself apart.

Nationwide collaboration with peers who share your commitment and challenges.

Stay competitive, connected and confident with RLI.

www.rliland.com

Private Capital Corporation

Leader in Securitized 1031 Exchange Transactions* 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

For more information, please visit inlandprivatecapital.com or call 888-671-1031. *Source: Mountain Dell Consulting 1031 DST/TIC Market Equity Update 2021 Year-End Report. Statement based on total equity raised.

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.

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.

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View Resource Values & Energy Listings Across the Country

Get More Clients & Differentiate Yourself with Resource Data - $/ac/yr Values of Any Resource on Any Parcel - Comparable Sales in Energy and Carbon - Valuable Client Lead Database - Access to the Largest Network of Energy Buyers - Expert Help in Energy and Carbon

RLI

Members Get Two Months Free!

2022 National Land Conference 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).

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.

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NLC22

N L C 2 2 R E C A P 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.

Thank you to our 2022 Partners Platinum

Silver

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

Gold

Bronze

Summer 2022

21

RLI APEX Award Winners 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.

Sponsored by

2021 APEX Top National Producer Dean Saunders, alc

2021 APEX Wrangler Award

SVN Saunders Ralston Dantzler Lakeland, FL

Andy Flack, ALC

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

HomeLand Properties Huntsville, TX

2021 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, with two honorees.

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William “Billy” Rollins, alc, ccim

Randy Thibaut, alc

LSI Companies Ft. Myers, FL

LSI Companies Ft. Myers, FL

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NLC22

APEX 2021 National Broker of the Year Winners

BROKER OF THE YEAR IN AG LAND SALES – RANCHES

Skye Root, alc

Todd Renfrew, alc

Root Agricultural Advisory Boise, ID

California Outdoor Properties, Inc.

BROKER OF THE YEAR IN RECREATIONAL LAND SALES

BROKER OF THE YEAR IN TIMBER LAND SALES

Gregory Fay

Mark Skillman, alc

Bozeman, MT

Central Point, OR

BROKER OF THE YEAR IN COMMERCIAL LAND SALES

BROKER OF THE YEAR IN RESIDENTIAL LAND SALES

Fay Ranches

Andy Flack, alc

HomeLand Properties

Vacaville, CA

American Forest Management

Dean Saunders, alc

Huntsville, TX

SVN Saunders Ralston Dantzler Lakeland, FL

BROKER OF THE YEAR IN AUCTION LAND SALES

BROKER OF THE YEAR IN AGRIBUSINESS

Steve Bruere

Robert King

Clive, IA

Ashland, AL

Peoples Company of Indianola

R E C A P

BROKER OF THE YEAR IN AG LAND SALES – CROPS

N L C 2 2

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.

Southeastern Land Group LLC

Summer 2022

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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 Adams

Steve Bruere

Clive, IA

Clive, IA

Peoples Company of Indianola

Austin Callison

Adam Crist

Meridian, ID

Clive, IA

Bill Eshenbaugh, ALC

Gregory Fay

Tampa, FL

Bozeman, MT

Andy Flack, ALC

Clint Flowers, ALC

Huntsville, TX

Mobile, AL

Dan Kevorkian, ALC

Jonathan Kohler

Fresno, CA

Lamont, FL

Hayden Outdoors

Eshenbaugh Land Company

HomeLand Properties, Inc.

Pearson Realty

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Peoples Company of Indianola

Peoples Company

Fay Ranches

National Land Realty

Jon Kohler & Associates

NLC22

N L C 2 2

REALM Capital Advisors Tampa, FL

R E C A P

T. Sean Lance, ALC

Troy Louwagie, ALC Hertz Real Estate Services, Inc. Mt. Vernon, IA

Rusty Lowe, ALC

Dan Murphy, ALC

Paris, TX

Lake City, CO

Todd Renfrew, ALC

Skye Root, ALC

Century 21 Harvey Properties

California Outdoor Properties/ Nevada Outdoor Properties Vacaville, CA

Ryan Sampson, ALC

Eshenbaugh Land Company

M4 Ranch Group

Root Agricultural Advisory Boise, ID

Dean Saunders, ALC

Tampa, FL

SVN Saunders Ralston Dantzler Lakeland, FL

Mark Skillman, ALC

Trevor Williams

Central Point, OR

Winter Haven, FL

American Forest Management

National Land Realty

Summer 2022

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APEX 2021 Producers Club 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.

Matt Adams

Bryan Clift

Brooke Glaittli

Scott Hicks, ALC

Eric Andrews, ALC

George Clift, ALC

Matt Glander

Darrell Hindman

Chad Andrus

Matthew Conser, ALC

Paul Gonwa, ALC

David Hitchcock, ALC

Jessica Armstrong, ALC

Brady Cowan

Jonathan Goode, ALC

Clifton Holloman

Garret Armstrong, ALC

Seth Craft

Mark Goodwin, ALC

Zach Holt

Drew Ary, ALC

Adam Crist

Jared Groce

Ryan Hostetler, ALC

Christina Asbury, ALC

Todd Crosby, ALC

Kyle Hansen, ALC

Dave Hueneke

Valerie Bahm, ALC

Bill Davis, ALC

Shawn Hansen, ALC

Geoff Hurdle, ALC

Richard Baugh, ALC

Charles Davis, ALC

John Hardin, ALC

Darrell Hylen, ALC

Daran Becker

Matt Davis, ALC

Jeffrey Hardy, ALC

Terri Jensen, ALC

Chuck Bellatti

Calvin Dickson, ALC

Ben Harshyne, ALC

Lisa Johnson, ALC

Will Bellis, ALC

Jim Digby

Suzy Haslup, ALC

Ryan Kay, ALC

Brent Bidner

Michael Dreyer, ALC

Walter Hatchett, ALC

Shawn Kelley

Rick Bourne

Chase Duesenberg

Richard Hauge, ALC

Jonathan Kennedy, ALC

Sam Bowers, ALC

Forrest During

Daniel Hautamaki

Dan Kevorkian, ALC

Ryan Bramlette, ALC

Bill Eshenbaugh, ALC

Dax Hayden

Chad Kies

Jack Brown, ALC

Gregory W. Fay

Brent Hedrick

Robert King

Ray Brownfield, ALC

Andy Flack, ALC

Jeff Heil, ALC

Joel King, ALC

Steve Bruere

Clint Flowers, ALC

Rachelle Heller, ALC

Dave Klein, ALC

Dale Burley, ALC

Wendy Forthun, ALC

Scott Henrichsen

Adam Knewtson

Austin Callison

Daniel Fowler

Todd Henry

John Knipe, ALC

Chip Camp, ALC

Rebecca Frantz

Kenny Herring, ALC

Jonathan Kohler

Jared Chambers

Kyle Gable, ALC

John Herrity

Michael Krause, ALC

Tony Chrisco

Christine George

Adam Hester

Zurick Labrier, ALC

Peoples Company

Realty World Carolina Properties KW Mock Ranches

Armstrong Properties Whitetail Properties Ary Land Co.

Coldwell Banker Sea Coast Advantage KW Rockwall – Land And Water Team Whitetail Properties Real Estate Peoples Company

Re/Max of Green County Whitetail Properties Real Estate Hertz Farm Management, Inc. Southeastern Land Group Bowers and Burns Real Estate Fay Ranches

Whitetail Properties Real Estate, LLC Land Pro LLC

Peoples Company

Whitetail Properties Real Estate, LLC Hayden Outdoors

Whitetail Properties Real Estate, LLC Peoples Company

Whitetail Properties

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Clift Land Brokers Clift Land Brokers

Conser Realty and Associates Clift Land Brokers M4 Ranch Goup Peoples Company Crosby Land Company KW Foothills Realty

Keller Williams Realty Atlanta Partners Cushman and Wakefield Hertz Farm Management, Inc. Hayden Outdoors Dreyer and Associates Peoples Company

National Land Realty

Eshenbaugh Land Company, LLC Fay Ranches

HomeLand Properties National Land Realty 1 Stop Realty

Whitetail Properties Real Estate, LLC Hertz Real Estate Services, Inc. Pioneer Land Group

Deitra Robertson Real Estate, Inc.

Utah Land Group

Whitetail Properties Real Estate, LLC Overby Land Brokers

Southeastern Land Group Goodwin and Associates

Mossy Oak Properties of Texas Hertz Real Estate Services, Inc. Hansen Land Brokers Inc.

Southeastern Land Group Southeastern Land Group Whitetail Properties

Meybohm Real Estate

Jon Kohler & Associates

Hertz Farm Management, Inc. Southeastern Land Group Hayden Outdoors Hayden Outdoors

Whitetail Properties Real Estate, LLC Hertz Real Estate Services, Inc. Hertz Farm Management, Inc. Whitetail Properties Real Estate Peoples Company Hayden Outdoors

Tom Smith Land and Homes

Whitetail Properties

Living the Dream Inc.

SVN Saunders Ralston Dantzler National Land Realty

Whitetail Properties Real Estate AGPROfessionals

Iowa Farmland Brokers Hurdle Land & Realty

Hertz Farm Management, Inc. National Land Realty

Horsepower Real Estate

Hertz Real Estate Services, Inc. Whitetail Properties Real Estate LandReady Real Estate Pearson Realty

Hertz Farm Management, Inc. SOUTHEASTERN LAND GROUP Peoples Company

First Mid Ag Services

Hertz Farm Management, Inc. Knipe Land Company

Jon Kohler & Associates

Hertz Farm Management, Inc.

Mason and Morse Ranch Company

NLC22

T. Sean Lance, ALC

Melanie Moore

Skye Root, ALC

Clay Taylor, ALC

Eric Leisy, ALC

Doug Moore

Ryan Sampson, ALC

Cade Taylor, ALC

Jason Lestina, ALC

Kent Morris, ALC

Joe Sangimino

Raborn Taylor, ALC

Stan Lierz, ALC

John Morris, ALC

Dean Saunders, ALC

David Thien, ALC

Eric Lonnevik

Stacy Mueller

Eric Schlutz, ALC

Craig Thompson

Troy Louwagie, ALC

Dan Murphy, ALC

Ryan Schroeter, ALC

Michael Turner

Spencer Loveless

Terrell Newton

David Schutt

Eric Turpen

Rusty Lowe, ALC

Hayden Nichols

Jake Sickels

Jimmy Underwood, ALC

Brent Lyday, ALC

Grant Olson, ALC

Elliott Siefert

Matthew Vegter, ALC

Steve Martens

Josh Ongley

Riley Sieren

Jim Vidamour, ALC

Mac Martin, ALC

Justin Osborn, ALC

Mark Skillman, ALC

Russ Walters

Grantson Martin

Michael Oswalt

Tom Smith, ALC

Carrie Warren

Brian Massey

Robert Pahmiyer, ALC

Danny Smith, ALC

Brian Watts, ALC

Christopher Smith, ALC

Kirk Weih, ALC

Spencer Smith

Brent Wellings

Nicholas Smith

Andrew Westlake

Travis Smock

Justin Wilburn

Sheldon Snyder, ALC

George Wiley

Bob Stalberger, ALC

Eric Wilkinson

Jeramy Stephens, ALC

Trevor Williams

Larry Stewart

Chuck Wingert, ALC

Michael Strahan, ALC

Jim Wirth, ALC

Tommy Stroud, ALC

Luke Worrell, ALC

Toby Stutzman

Brandon Yaklich

Nancy Surak, ALC

Doug Yegge

Aaron Sutton

Eric Zellers

Kirk Swenson

Andrew Zellmer

REALM Capital Advisors

Land Pro LLC

Hertz Farm Management, Inc.

Hertz Real Estate Services, Inc. Southeastern Land Group Century 21 Harvey Properties Legacy Land Group

Tom Smith Land and Homes United Country Gulfland Real Estate Whitetail Properties

Hertz Farm Management, Inc.

Shawn Massey, ALC TSCG

Mike Matre, ALC

Matre Forestry Consulting, Inc.

Tyler McConnell, ALC Comey & Shepherd, REALTORS

Clay McCullar, ALC Keller Williams

Chris McCune, ALC

Whitetail Properties Real Estate

Alan McNeil

Peoples Company

Geoff Mead, ALC

Hertz Farm Management, Inc.

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

Josh Monk, ALC Whitetail Properties

Jeff Moon, ALC AgWest Land Brokers

Bickerstaff Parham Land LLC Southeastern Land Group Hayden Outdoors M4Ranch Group

Land Brokers Real Estate Tutt Land Company

Whitetail Properties

Whitetail Properties Real Estate, LLC Wells Group

Tom Smith Land and Homes TDR Real Estate Group – Keller Williams Land

Chad Pangle

Whitetail Properties

Christopher Peacock, ALC Halderman Real Estate Services

Janis Penick, ALC

Kuper Sotheby’s International Realty

Hadley Perkins Clift Land Brokers

Calvin Perryman, ALC SOUTHEASTERN LAND GROUP

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

Travis Robeson, ALC Fridrich & Clark Realty

William Rollins, ALC LSI Companies Inc

Eshenbaugh Land Company, LLC Whitetail Properties Real Estate SVN Saunders Ralston Dantzler Ruhl Farm & Land

National Land Realty

Whitetail Properties Real Estate Peoples Company Hertz Real Estate Services, Inc. Peoples Company American Forest Management Tom Smith Land and Homes Smith & Smith Realty

Hertz Real Estate Services, Inc. Hertz Farm Management, Inc. Peoples Company Peoples Company

Clift Land Brokers

Whitetail Properties Real Estate National Land Realty

Whitetail Properties Real Estate LLC Eshenbaugh Land Company National Land Realty

UCRE Stutzman Realty and Auction Land Advisors Organization National Land Realty 1 Stop Realty

SVN Saunders Ralston Dantzler Whitetail Properties Real Estate LLC George F. Willis Realty

Thien Farm Management

R E C A P

Peoples Company

Moore Real Estate

Root Agricultural Advisory

N L C 2 2

Great Southern Land

Armstrong Properties

First Mid Ag Services Whitetail Properties Clift Land Brokers

Whitetail Properties Real Estate, LLC Hertz Real Estate Services, Inc. Fay Ranches

Southeastern Land Group McGraw REALTORS

SOUTHEASTERN LAND GROUP Hertz Farm Management, Inc. Schrader Real Estate and Auction Peoples Company Fayette Realty

Mossy Oak Properties of Texas Hertz Farm Management, Inc. National Land Realty LLC Hertz Farm Management, Inc. TRI Commercial Real Estate Services Worrell Land Services, LLC Hertz Farm Management, Inc. Peoples Company Ary Land Co

Peoples Company

Summer 2022

27

2021 RLI Leadership Award Winners N L C 2 2

R E C A P

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

2021 ROBERT C. MEEKS, ALC, DISTINGUISHED SERVICE AWARD

2021 LAND REALTOR® OF AMERICA AWARD

2021 RISING STAR AWARD

Flo Sayre, ALC

Jeramy Stephens, ALC

Ary Land Company | Oklahoma

Farmers National Company | 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.

The Land REALTOR® of America Award recognizes members of REALTORS® Land Intitu s tethe ro f ir4oe tr wodnaxpe e kr in de n the interest of their fellow RLI members, their profession, their clients, and their community.

2021 EXCELLENCE IN INSTRUCTION AWARD

2021 CHAPTER ADMINISTRATOR OF THE YEAR AWARD

Jesse F. “Butch” Armistead Jr., ALC*

FD Bell, RLI Georgia Chapter

Murray Company Realtors | Georgia *Butch, who passed away last October, was honored with this award posthumously.

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.

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National Land Realty | Arkansas

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Southeast Land and Homes | Georgia 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. he T ipie ce r tn isho c by nes I LR tas 4the dna choice is based on performance that builds a stronger RLI chapter—such as helping to enrich member experiences, provide ppo u s tr bedna 5ts en tobeme ppl a ,sr ying for continuing education units for LANDU courses, and displaying a high code of conduct and ethical standards.

Drew Ary, ALC

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 in kam gign s i5ctna trno c ibutiotosn thednal profession and to RLI.

2021 CHAPTER OF THE YEAR AWARD

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

member retention and development, the o dna esruo c tio acude r 4eo lan in r gs, volunteerism to national Institute, technological achievements, and outreach and collaboration with other Institute chapters and local and state organizations.

NLC22

N L C 2 2

Cowboy Auction Sets New Record Presented by United Country Real Estate

R E C A P

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. ga a e cnO inthis , 5l-nuf tne v delwabrs imin m gwithgy ren dna laughter as attendees bid on exclusive items like hunting trips, autographed memorabilia, vacation packages, and unique items. tio cua ruO im J , re n ie m DeCona 4ey,tes the de r xce itetnem pt k dna the bids stampeding throughout the event. il B he sE l ban gh, u ALCic k 4o de k theight n byin cnuo a gha c a ge ne l - 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!

Autio c pr n tosde co ta$96, de l 785!Alpr l besde co 5t en thednaL 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.

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

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.

Summer 2022

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Thank You to Our Featured Speakers

N L C 2 2

R E C A P

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: » tt aM h su R gotthings4o toge ren a tictas tr withhispe O in n g 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. » 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.

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.

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Breakout speakers included: » David Whitaker, ALC spoke on digital advertising and marketing (see pag. 44 for more)

» DaHan ti5eAL,dl Cdna David Light with Land Broker Co-Op spoke on data-driven market trends

» Joe Michaletz and Mike O’Toole with Discipline Advisors spoke on using DSTs (Delta Statutory Trusts) to get more listings

» Kasey Mock with KW Land p5r mac del ha ce t

» Cathy Cole, ALC with Compass Ranch and Land spoke on team-building » USDA spoke on Smart Conservation Planning

» 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

We want YOU for a speaking slot at NLC23!

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.

NLC22

Rocky Mountain High S AV E T H E D AT E E A R LY B I R D R E G I S T R AT I O N O P E N S N OV E M B E R 1 , 2 0 2 2 !

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!

Itsgoingtobethe ona zin am r gCLN 5lwith de l inpir s ingpe s twoen ,sre ka in kr gppo o tur itie n waa ,s d r celebrations, and much more. Look for more details closer to the event at rliland.com/nlc.

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King Ranch Exec Surprises Guests at NLC22 The famed King Ranch adds a Texas-sized touch to a special celebration

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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. READ ON >>

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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.

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.

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.

A5fth-getio aren tnad e cCas dfno ptainic R hain K d r g,Cltnem 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.

6ee R tin c gthe no in ne v g,id as e f K O the ne v E , xaTe in sn the audience were awed by the array of stories [Clement] shared, which ge nar the mo rf d pm o le v d tne Amfo ic re 5rs a ts brttlac fo de the ,e Santa Gertrudis, to King Ranch’s decades-long marketing partnership with Ford Motor Company.”

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.

“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.”

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Hearing about the booming King Ranch at NLC deep in the heart xaTe fo was5ttin o la s ginight l the fo grwth o Is LR fo APAwaXE sd r prgr o its ma In . fle 2021the , prgr o brel c ma teits d 5fthyeby ra 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.

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 tas tethe - fo tra- ie cs ti5c n brin de gprgr o tosma tan S Getrr is du tanaS , Crz,u Amdna ic re butode,sRlna top-6ighttolde f pe o tio ar ,sn 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.”

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.”

Land real estate professionals are well familiar with branding—both the strategic kind that helps a brokerage or agent stand out to prpe so tiv c bue yethe dna ,sre l s dna sr ite l in k lar tha d tidti5e ne na s 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. » ge an M tsso c 4ee tiv c y le ge an m dna theterau Q Hor it nU esr a s taspe o en ladn tio ar is sno c tetn withthepr l are v o 5t o bje o tiv c se of Ranching and Wildlife. » ppr a dn esU pr o iatey l wae rwboo c d r yswho4ee ra tiv c tre in a .sre » Adhere to strict treatment, vaccination, and breeding protocols. » Protect the historic genetic legacy of King Ranch Quarter horses. » 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).

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.

A Texas institution, King Ranch is renowned not only for its rich history butits ro f ibr v tna prt,nes 6ee r tin c gtosa n in dnu gtsbla v pe f o c ds n e and staying power.

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.

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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.

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 communities.

Among the advocacy 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

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

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READ ON »

Water

Taxes

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.

pe S in ka g3101 the fo r f ,s timbee ingtheytaa s e faxs e ra be5t en 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 ys lan isthe no y nam be5ts en 3101 fo .s

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, FASro AcT t,which5rts bewal emac in205.1 Amg no the o pe sa r tsc , 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.

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

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.

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Housing Supply and Affordability 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.

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.

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 impltanem tiobeme y ruamO s.rn ttha sed r u s a tI LR wil5ght l the no ir behalf to keep that seat and represent their voice whenever necessary in the days, weeks, months and years ahead.

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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.

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S U R V E Y

2021 Land Market Survey Results

M A R K E T

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.

“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 alike.”

L A N D

Rise in Land Sales, Prices Outpace Commercial and Residential Growth

he T y e vru s tslu se r ho s wthaic motn ce mos a 4ee tsc the fo COVID-19 pandemic began to abate during 2021, the land market continued to thrive as a vibrant part of real estate buying and selling.

Lawrence 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.”

Other highlights from the survey included: » 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. » Raw residential land purchased for development totaled nearly 4% of all residential sales, continuing a consistent annual uptick from 1.9% in 2016. » Land sales prices rose at a slightly higher pace than prices of industrial properties (6%) and multifamily apartments (5% Class A,6%Cl/C).

B s a Intrno c t,sa ge re v a pric7c o r f se ho ,se tedna sl retail malls declined. » By type of land, residential, industrial, and recreational were the hottest markets, with REALTORS® reporting an average sales in5% fo esa rc to7%.pr dnaL ic7c o r f se /re tae ilosla esu rose 6%. » 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.

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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.

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.

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Market Your Customers’ Land

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

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.

1. Know your audience.

2. Collect the data.

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.

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 tota ko wnl d a bld6ye osle a e ptu ac n u Yo . r yo e r tosuc rus em 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.

ho T jue ra es ts we f athe fo pe s i5c c yo s boa nr e l natcu thepenosr who wants to buy what you have for sale, and that audience knowledge wilign s a e kam l i5ctna i4e d in e cn r yoburu in s .s e c u s e

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.

3. Geofence.

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 howge a is e cn fo 5gu no c it de r pr nac pt mo bil om pu e h s ti5c on tio a ,sn trigger text messages or alerts, send targeted advertisements on social ia dem wol a , trin kca ghic e v no 6eel tse is d , bla tare c intehn c gy o l ro deliver location-based marketing data.”

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.

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4. Use targeted marketing.

5. Find lookalike audiences.

Once you know your customers, it makes sense to build ads that target thetypebufo yeyo r in ko l e ra u gpe s a ro f i5c c y l a po sa ibl s u Yo .e can start by using a shotgun approach to learn who clicks on your ads, the5ne r n the e the dna len uf dae l tis re vda n bae im s no des ilitie ra s of the buyers who are reaching out. The more you narrow your target prospects, the greater success you will achieve in closing sales.

Finally, you can utilize organic content to learn your audience.

Then, using Pixels, use software (Facebook and Google) to assist yoin u 5nin d gpepl o tha e tik l ko l the e pepl o who e hay dae rla e v shown interest.

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 ie dua e c ruos toe cn 5nwen d pepl o who e ha s im s e r ilitie lauq ra he W .s n you use a lookalike audience, your ad is delivered to that audience of people who are similar to (or ‘look like’) your existing customers.” he T 5ves wae ystobuilho ro d yo en igita d ru tin e kram l gdna 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.

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.

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

David & Ann Whitaker at Whitaker Marketing Group

Summer 2022

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L A N D

S T O R Y

A Homesteading Heritage

By Tim Kellogg, ALC

M Y

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!

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.

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.

In addition to a desire to remain connected to the land and not tus in kc 7c o na I ,e jone yeth, am d ie cs t.ra dn ,e cCiv n ilgin nE in re g 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 5rtha m tpe s ia c ize l in d pm o le v d nal tne ign sed btao dna iny m de io s e fo rP gin nE la in re gic l A.esn hobuem ilie lc red tn the fo 5rs m 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.

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

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.

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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. y B the840 1 Ge,s ge ro wain s Ilin l is o bedna the emac 5rts ho cs telo he ca r in Oswego. George must have been drawn to the vast open land surrounding the small town, as he purchased two quarter-sections the mo rf go .S U tnem r v ta the7c O dnaL in e Chicgo a $20 ro f 0 ($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.

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 tue r trnr ipwiththe ona he ,daol r hatrd bluo 5ne in d gthe5rts Af.eno ter he5ny l a it, dnuo f Gege ro wetn tothetha ke rc tthr snur gh uo ruo 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.)

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.

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

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, pm ole v d nal ro t.ne Iit le f prid v o the o se with sr 5ra ts impression that I’ve been there and done that.

It would be impossible to tell my life or professional story withotu bednal ingign s a i5ctna patr it. fo Itrle f y lu bldes to be a part of a family with such a rich heritage that is so strongly tied to America’s land.

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