Summer 2025 Terra Firma Magazine

DOUG ALMOST GAVE UP. INSTEAD, HE GAVE US A CALL.

Doug had his hopes set on a property that had meant something special to him all his life. So after struggling to find a lender, he turned to Rural 1st, where he finally found a partner who understood his situation and how to navigate it. And just like that, the land was his. Whether you need expertise, support, or just a friendly ear, Rural 1st is here to help you bring your ambitions to life.

A Note from the CEO

Hello, Everyone!

What an incredible time to be part of the REALTORS® Land Institute! This past March, we hosted our largest National Land Conference ever—for the fourth consecutive year! With over 530 attendees, the energy in the room was electric. From powerful breakout sessions to the prestigious APEX Awards and the always-entertaining Cowboy Auction supporting the Land Education Foundation, NLC25 was a true celebration of the land industry and the people who make it great.

As we look ahead, we’re already gearing up for a major milestone: the 20th National Land Conference in 2026. It’s hard to believe how far we’ve come, and I can’t wait to see how we’ll top ourselves yet again. If you haven’t already, mark your calendars for March 15-18, 2026, back where it all started at the Hyatt Regency in San Antonio. I guarantee—you won’t want to miss it!

At the heart of RLI is our commitment to education and professional development. We are investing heavily into updating all the courses in our curriculum and are making plans to add even more to our offerings. Whether it’s through LANDU® courses, webinars, or peer-to-peer learning, we continue to raise the bar for what it means to be a land professional. Our members are the most trusted, experienced, and knowledgeable experts in the business—and that’s no accident.

Our RLI Chapters continue to grow stronger, and we are proud to recognize their achievements through the new Chapter Achievement Program. Established in 2024, this program inspires excellence and celebrates the accomplishments of our Chapters. It provides clear ideas for services and offerings, incentives to grow and better serve members, and recognition to peers and the public. At NLC25, seven Chapters were honored for their outstanding achievements, showcasing the strength and dedication of our community.

But beyond the numbers, what truly sets RLI apart is our community. The networking, camaraderie, and shared passion among our members is unmatched. We are excited to introduce our new online community platform, which was recently named "Land Line" by our members. This secure space allows members to chat, swap tips, tackle business challenges together, and stay connected with friends. Whether you’re making dinner plans during an RLI event or polling members about business technologies, Land Line is the perfect place to connect and collaborate.

Thank you for being part of this journey. I hope you’re as proud of what we’ve accomplished—and as excited for what’s ahead—as I am.

Sincerely,

Aubrie Kobernus, MBA, RCE Chief Executive Officer

Meet the Staff

Aubrie Kobernus, mba, rce

Chief Executive Officer

312.329.8837 • akobernus@rliland.com

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). She is also the main point of contact for members working toward earning the elite ALC Designation. Members may contact her if they have any questions or concerns. Aubrie has been with RLI since March 2016.

Karen Calarco

Manager of Operations

312.329.8287 • kcalarco@rliland.com

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.

Melissa Lutz, c2ex Programming & Events Manager

312.329.8574 • mlutz@rliland.com

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 Marketing 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@rliland.com

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.

Santina Vietti

Chapter Relations Specialist

312-329-8519 • santina@rliland.com

Santina engages all RLI state and regional Chapters to help them innovate and strengthen their value to local members. She works with Chapter leaders on best practices for member engagement and Chapter programming, meetings and events. She also helps to organize and facilitate the creation of new state/regional Chapters where there is interest. Santina has been in this role with RLI national since May 2025.

Kat Szymanski

Marketing Manager

312.329.8353 • kszymanski@rliland.com

As Marketing Manager, Kat is responsible for all areas related to communications and marketing for the organization. She oversees the website, digital and print marketing materials, and manages the organization’s brand as well as press and social media campaigns. She also serves as the staff liaison for the Government Affairs Committee. Members may contact her with articles for publication on the RLI blog, advertising or an article contribution for Terra Firma magazine, member or Chapter news regarding awards or accomplishments, or with questions about RLI logo use policy. Kat has been with RLI since July 2022.

Update your contact book!

All staff now have emails at rliland.com.

All staff now have emails at rliland.com instead of addresses at nar.realtor. See above for individual addresses. To be sure you receive timely association updates, add info@rliland.com to your safe sender list.

News Briefs from RLI National

Tap into Land Line – an online community exclusively for

RLI Members!

RLI now has its very own "social media" space just for us – Land Line! It's a fun, secure spot where you can chat with fellow members, swap tips on deals, tackle business challenges together, and effortlessly see what's happening at RLI. Plus, it's a great way to keep in touch with your friends.

Member accounts are active on Land Line and ready for access. Members can access the community from the top menu when logged into rliland.com, or access directly at community.rliland.com

Get started on Land Line:

1. Introduce yourself and get to know other members.

2. Crowdsource info on things like the ALC application process. Ask other ALCs how they did it, ask for recommendation letters.

3. Make dinner plans during an RLI event like Bootcamp or NLC.

4. Poll members about technologies you're considering for your business (i.e. Which CRM do you use/like most?").

5. Connect with other Chapter members or members in your region about issues specific to your area by joining Chapter and regional groups.

6. Join a special interest group like Equestrian Properties, 1031 Exchanges, etc. to share your expertise and learn from others interested in the same topic.

Do you have an idea for a group or tag that should be added? Email Kat at kszymanski@rliland.com with your ideas.

RLI Members and Leaders Advocate for the Land Industry in Washington, D.C.

In June, dozens of RLI members and leaders came together during NAR’s REALTOR® Legislative Meetings (RLM) to advocate on behalf of landowners and land professionals. The work done in DC, and throughout the year, helps remove regulatory red tape, create growing economic environments, and protect private property rights.

RLI is monitoring several issues this year including:

» WOTUS and new guidance issued by the EPA in March 2025

» The 2025 tax reconciliation bill which currently makes no changes to 1031 exchanges

» Impact of Executive Orders on land-related issues

To learn more about RLI’s formal position on 15 land issues, visit rliland.com/advocacy.

Members, leaders, and staff attend the RLI Member Meeting in DC.

Dan Murphy, ALC, RLI CEO Aubrie Kobernus, and Bob Turner, ALC attend the National Association of REALTORS® Board of Directors meeting.

RLI Board members attend RLM. From left to right: Bob Turner, ALC (NAR Executive Committee Representative); Dan Murphy, ALC (RLI 2025 President); Geoff Hurdle, ALC (RLI 2025 President-Elect); Sam Bowers, ALC (RLI 2025 Immediate Past President).

RLI member Dr. Danette O’Neal speaks during the member update.

1,841 RLI Members 166 new RLI members 35+ RLI Partners in 2025 530+ Registrants for NLC25 (a record!) 749 total ALCs

Congratulations to Our New Accredited Land Consultants!

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 on these pages completed their ALC designations from December 2024 through May 2025.

5 Steps to Become a Prestigious Accredited Land Consultant

Complete the Education Requirements

Applicants must complete six LANDU® courses, which are divided into three categories. Once the education requirements are met, applicants must pass a comprehensive exam which covers the three core courses.

Meet the Volume Production Requirements for Land Sales

Applicants must complete a minimum of $15M 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.

Attend a National Land Conference

Applicants must have attended a National Land Conference within the five-year period prior to submitting their ALC application.

Compile a Portfolio

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

Submit the Application

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

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

Visit rliland.com/ALC for more information.

Clayton Acker, ALC

Keller Williams - Acker Properties Group Richardson, TX

Curt Blackburn, ALC

United Country Real Estate Jett Blackburn Real Estate Inc. Burns, OR

Mike Callan, ALC

St. James Sporting Properties Buffalo, WY

John Fowle, ALC

Shaffer Real Estate Company Delta, CO

Hunter Hindman, ALC

Living The Dream Outdoor Properties Leasburg, MO

Kelly Johnston, ALC

Keller Williams Realty Cuba, MO

Steven (Daniel) Lanier, ALC

SVN Saunders Ralston Dantzler Real Estate Fort Meade, FL

Mike Mitchell, ALC

South and Company Properties Hattiesburg, MS

Jon Adams, ALC

Mossy Oak Properties - Mountain Ranch & Home Brokers Salida, CO

Kristi Brewer, ALC

Coldwell Banker

Apex Realtors Sulphur Springs, TX

Bradley Dicks, ALC

United Country Dicks Realty Lake City, FL

Brad Garrison, ALC Whitetail Properties Real Estate, LLC Fishers, IN

Kevin Housman, ALC

Housman Partners Land and Farm Paducah, KY

John Kadavy, ALC

Keller Williams Preferred Realty Greeley, CO

Paul Milam, ALC Henson Realty LLC Chapel Hill, NC

Kasey Mock, ALC

Keller Williams Austin, TX

Judy Allen, ALC

National Land Realty Silver Spring, MD

Phillip Brown, ALC

Trophy Properties and Auction Chesterfield, MO

Parker Fitzgerald, ALC

Fitzgerald Commercial Real Estate, LLC Fair Oaks Ranch, TX

Katie Graeb, ALC

Whitetail Properties

Real Estate, LLC Willow Lake, SD

Valerie Howard, ALC

Berkshire Hathaway HS Georgia Peachtree City, GA

James Klossner, ALC

Whitetail Properties Real Estate, LLC North Chili, NY

Ty Mitcham, ALC

George F. Willis, Realty Cartersville, GA

Melanie Moore, ALC

Armstrong Properties Caldwell, TX

Luke Nissen, ALC

United Country Hawkeye Farm Management & Real Estate

Albia, IA

Chris Respess, ALC

United Country Respess Real Estate Washington, NC

Shawn Terrel, ALC

United Country Auction Services

Kansas City, MO

Michael Wrobel, ALC

Preferred Properties

Williston, VT

Angela Olsen, ALC

Keller Williams Realty Northwest Montana Kalispell, MT

Sean Saffell, ALC

Coldwell Banker Mountain Properties Kremmling, CO

Eric Turpen, ALC

Clift Land Brokers Littlefield, TX

Eric Zellers, ALC

Keller Williams AdvantageAry Land Co Broken Arrow, OK

Kayla Pratt, ALC

United CountryProperty Connections Harrison, AR

Ruth Ann Streiff, ALC

Round Top Real Estate

Round Top, TX

Jason Wallin, ALC Whitetail Properties Real Estate, LLC Lexington, KY

Lease Transactions Now Allowed Towards the ALC

Lease transactions are now allowed toward the volume requirements to obtain the ALC designation. No more than 25% of the minimum volume requirements (currently $3.75M) may come from lease transactions. If submitting 25 separate transactions, no more than six separate lease transactions are allowed (multiyear leases only count once).

View this and other requirements at rliland.com/ALC-Designation/ALC-Process

Seven RLI Chapters Recognized for Excellence at NLC25

RLI Chapters were recognized for the first time at the 2025 National Land Conference for the levels they achieved in the new Chapter Achievement Program. The Chapter Achievement Program was established in 2024 to inspire excellence and celebrate the accomplishments of RLI Chapters.

The program structure gives chapters: 1. Clear ideas for services and offerings they can build upon. 2. Incentives to keep chapters motivated to grow and better serve members. 3. Recognition to peers and the public.

RLI 2025 President Dan Murphy, ALC recognized the following 2024 recipients with achievement flags during the Recognition Lunch at NLC25:

Chapters can be recognized for the following achievement levels:

RLI Carolinas Chapter (Chapter President Christina Asbury, ALC accepting)

RLI Illinois Chapter (Chapter President Rob Warmbir, ALC accepting)

RLI Upper Midwest Chapter (Chapter Vice President Adam Crist, ALC accepting)

Trailblazer Chapters

RLI Iowa Chapter (Chapter President Otto Nobis accepting)

RLI Colorado Chapter (Chapter Immediate Past President Bill Davis, ALC accepting)

RLI Texas Chapter (Chapter Immediate Past President Megan Turnipseed, ALC and President Chip Bubela, ALC accepting)

RLI Western States Chapter (Chapter Secretary Flo Sayre, ALC and Immediate Past President Lisa Johnson, ALC accepting)

Master Chapters

Chapter News

Alabama • rliland.com/alabama

2025 has started with a bang for the RLI Alabama Chapter!

The Chapter kicked off the year with its first educational “Landowners Programs” course in February. The course lasted a full day educating land brokers throughout the state about the government and state programs they may encounter while helping clients buy and sell land.

In March, the Chapter had a strong attendance at the RLI National Land Conference in Tucson, AZ! On top of the networking and educational seminars that the Chapter enjoyed, there was great celebration to be had! During the Recognition Lunch the RLI Alabama Chapter was presented with the “2024 Outstanding Chapter of the Year” award.

Looking forward, the Chapter is scheduled to have an active fall. In helping members work towards and achieve the Accredited Land Consultant (ALC) designation, a Transitional Land course will be hosted with instructor Jeramy Stephens, ALC on November 6-7 at the Joe Wheeler Resort Lodge in Rogersville, AL.

Also coming up, the Chapter looks forward to the annual RLI Southeastern Conference that is to be held in Chattanooga, TN in October. After a successful 2024 the RLI Alabama Chapter looks to keep the momentum and membership engagement growing in 2025!

Carolinas • rliland.com/carolinas

The RLI Carolinas Chapter had a strong showing at the 2025 National Land Conference on March 18. During the Leadership Awards Luncheon, the Chapter was honored with the 2024 Trailblazer Chapter Award. In addition, Chapter President Christina Asbury, ALC, received the 2024 Excellence in Instruction Award, celebrating her dedication to education and leadership in the land industry.

That evening, Todd Crosby, ALC, was recognized as the APEX 2024 Region 10 Timberland Sales Award winner and named an APEX 2024 Top 20 National Producer—a proud moment for the Chapter and a testament to the caliber of professionals in the organization.

The RLI Carolinas Chapter hosted a virtual Lunch 'n' Learn on May 21 featuring Andrea Goodhart from RPR. Members gained insights into the latest tools available through RPR, including AI-powered scriptwriting and land-specific search tips.

Colorado • rliland.com/colorado

The Colorado Chapter is gaining momentum as the weather warms up. The Chapter's strength stems from its consistent meeting schedule. Given Colorado's vast area, meeting locations are chosen based on geographical need: January on the east side of the Mountains, May rotates, and west for September.

Russell Hickey, ALC is leading the Colorado Chapter as President. The board has 12 members and focuses on a committeebased board. The May meeting formed a nominating committee to fill open board positions including the next President. Voting will be electronic for the first time. The board also refreshed the Chapter’s Strategic Plan while maintaining core values of Integrity, Excellence, Collaboration, and Innovation.

This January was the first meeting at the Cheyenne Mountain Resort in the Broadmoor area. With over 90 in attendance, it was a great success. The May 2025 meeting in Pueblo featured a marketing session on May 8 and a "Marketing Your Rural Listing” education session on May 9 offering 3 CE credits.

The Annual Ranch Tour for 2025 was hosted by Gary and Jake Hubbell in Montrose, CO on June 11-13.

The Chapter proudly announces that Santina Vietti was named Admin of the Year, and the Chapter achieved the 2024 Trailblazer Award at NLC, accepted by Bill Davis, ALC.

Connect with the Colorado Chapter on Instagram @rli_co, Facebook (Colorado RLI), or listen to "The Voice of Land" podcast hosted by Colorado's Justin Osborn, ALC, at rliland.com/voices

The RLI Alabama Chapter held the “Landowners Programs” course in February.

Alabama

Members of the RLI Carolinas Chapter celebrated together during the APEX Awards Dinner at NLC25.

Carolinas

The RLI Alabama Chapter received the RLI 2024 Outstanding Chapter of the Year Award at NLC25.

Georgia

• rliland.com/georgia

2025 is off to a roaring start for the RLI Georgia Chapter!

Roughly 30 Georgia Chapter Members attended NLC25 in Tucson, AZ this March, making it one of the Chapter’s most wellattended National Land Conferences ever.

In April, the Chapter hosted a successful Subdivision Development course, presented by the always-exceptional Bobby Mink. Special thanks to CBC Metro Brokers in Atlanta, GA for generously providing their facility for the class.

Looking ahead, the Chapter has an exciting lineup through the end of 2025. On October 7 and 8, the Chapter will host Land 101 in Griffin, GA, taught by Raborn Taylor, III, ALC, CCIM. On October 21 and 22, the Subdivision Development course returns in Chattanooga, TN, co-hosted with the RLI Tennessee Chapter.

Immediately following GA Chapter course offerings, mark your calendars for October 23 and 24—the 2025 Southeastern Land Conference! This is the Southeast’s premier event for land brokers and agents. Expand your network, sharpen your expertise, and enjoy scenic downtown Chattanooga during peak fall color.

The Chapter’s annual meeting will take place directly after the conference concludes.

Members were honored at the RLI Iowa Chapter Awards.

Top Left: Travis Smock

Top Right: Eric Schlutz, ALC and David Whitaker, ALC

Bottom: Eric Schlutz, ALC, Jesse Meyer and Otto Nobis

Illinois

• rliland.com/illinois

The RLI Illinois Chapter is off to a strong start in 2025, with several successful events already in the books and more exciting opportunities on the horizon.

In March, the Chapter partnered once again with the Illinois Society of Professional Farm Managers and Rural Appraisers to host the annual Brokers Education Day in conjunction with the Land Values Conference. Held in Bloomington, IL, the event featured a course led by Norm Willoughby of Illinois REALTORS® and provided a valuable opportunity for continuing education and networking among land professionals.

The Summer Social took place in June at DESTIHL Brewery in Bloomington, IL. The event featured a panel of experienced land professionals discussing current market trends, sharing insights, and potentially making deals on the spot. This annual gathering is a favorite among members and a great way to connect and collaborate within the land industry.

In April, the Chapter hosted our first-ever Regional Social in the northern part of the state—a new initiative aimed at expanding the Chapter’s reach and building stronger connections across Illinois. This momentum will continue with a Southern Illinois social

event later this year, bringing more localized networking opportunities to the growing Chapter.

Stay tuned for more events and updates as the Chapter continues to build a vibrant, engaged community of land professionals throughout Illinois.

Iowa • rliland.com/iowa

On March 26, the RLI Iowa Chapter held its spring seminar with the ASFMRA Iowa Chapter. Nearly 100 people attended the one-day training event. Topics included trends in swine real estate values, legacy nutrient deductions, biofuel policies, conservation practices and an ag law update. The Iowa Chapter also released its Spring Land Trends and Values Survey results at rliland.com/iowa/Resources/Land-Trendsand-Values

RLI Iowa 2024 Awards were presented at their annual dinner following the spring seminar. Congratulations to Jesse Meyer (Peoples Company) for winning the Rising Star award. David Whitaker, ALC (Whitaker Marketing) and Travis Smock (Peoples Company) won Land Broker of the Year awards.

The Iowa Chapter will offer Land Law Update on September 11 in West Des Moines.

The RLI Georgia Chapter gathered for a social event during NLC25 in Tucson.

RLI Colorado Chapter members gathered in Tucson, AZ for NLC25. Upper right: RLI Colorado Chapter leaders Bart Miller, ALC (Treasurer), Russell Hickey, ALC (President) and Justin Osborn, ALC (Governor-at-Large)

Colorado

The RLI Illinois Chapter members and RLI Education Manager, Amanda Morrone, gathered at a Chapter social in April.

Illinois

Kentucky-Indiana

rliland.com/kentucky-indiana

The RLI Kentucky-Indiana Chapter celebrates one full year since its founding and continues to show impressive growth in 2025, now boasting 45 members! An impressive 17 Chapter members attended the National Land Conference in Tucson, AZ. The Chapter social at NLC25 proved to be useful in gathering fresh perspectives on growth opportunities for the Chapter.

The Kentucky-Indiana Chapter has cultivated a collaborative spirit that extends beyond its immediate borders by engaging the neighboring chapters in Tennessee and Illinois to participate in educational and networking opportunities hosted by the Chapter. This regional approach recognizes that land markets and practices often transcend state boundaries and further underscores the collaborative spirit of RLI.

The Chapter is pleased to welcome new leadership. Luke Schrader has stepped into the role of Chapter Vice President, bringing fresh energy and ideas to the executive committee. Additionally, the Chapter excitedly welcomes Mike Inman as the Chapter’s newest board member. Both professionals have demonstrated commitment to RLI's mission and the Chapter's pursuits. As 2025 progresses, the Chapter’s leadership remains committed to the goals of growth, connection, and education. Land id will be the featured speaker at the upcoming May Chapter meeting.

Mid-Atlantic

rliland.com/mid-atlantic

The RLI Mid-Atlantic Chapter (MAC) saw many generous referral opportunities during a rousing and invigorating NLC in Tucson, AZ. The Chapter donated RLI engraved Virginia Monticello Jefferson silver cups to the Cowboy Auction which resulted in a nice donation to the Land Education Foundation (LEF).

All the while the Mid-Atlantic Chapter is making great headway, slowly but surely, to get the seven state (VA, MD, DC, DE, NJ, PA, WV) Chapter up and running.

The Chapter now has a presence on LinkedIn and Facebook and is creating an RLI MAC Newsletter. Anyone in the Chapter region is welcome to share properties or projects. Please send any information to RLImidLANTIC@gmail.com.

The expertise on this board is lush and geared up for the Chapter’s first Land 101 course to be held in Virginia. The Chapter will have a booth at the annual Triple Play conference (PA, NJ, NY) to test for other future yet similar opportunities (may one be so bold as to call them “MACortunities”).

The Chapter had a tent at Roseland Polo at King Family Vineyards in southern Virginia on June 29. Details about polo matches at the vineyard can be found at kingfamilyvineyards.com/polo

The Chapter also hopes to host a Grand Opening this year as an official kick-off. More details to come. Keeping an eye out for you!

Missouri • rliland.com/missouri

The RLI Missouri Chapter has made significant strides in 2025, reinforcing its role as a leader in land brokerage and innovative land use. The Chapter’s recent achievements highlight its commitment to shaping sustainable communities across Missouri.

On April 28, 2025, Tim Hadley, ALC (2025 President) and Sonya Sewald were invited to speak at the Jefferson City Affordable Housing Conference, addressing over 60 attendees, including policymakers, developers, and community leaders. Tim emphasized the strategic role of land brokers in navigating zoning and market dynamics, while Sonya underscored the importance of building coalitions with municipalities and developers. The session was well received with the duo being invited to speak at the next two conferences.

Hadley and Sewald presented the following day at the Missouri REALTORS® Conference to a packed room. Their topic, “Land Agents: Building Coalitions for Highest and Best Use,” resonated with attendees. It highlighted how land agents facilitate partnerships to transform land into vibrant developments, and encouraged creative thinking to ensure land serves community needs. The session sparked enthusiasm, with several attendees expressing interest in joining RLI or collaborating on future projects.

These high-profile efforts highlight the Chapter’s broad impact. By prioritizing affordable housing, the Chapter equips members to address shortages through workshops and networking. Its partnerships with Missouri REALTORS® and local governments strengthen its advocacy for responsible land use. The Chapter also plans to tackle rural issues like agricultural preservation and infrastructure needs.

Focused on collaboration, innovation, and professional excellence, the Chapter sets a national standard in land brokerage. It drives positive change through strategic land use and initiatives that benefit communities.

RLI Upper Midwest Chapter Vice President, Adam Crist, ALC accepted the Master Chapter Achievement Award from 2025 President Dan Murphy, ALC at NLC25.

Missouri

The RLI Missouri Chapter represented land professionals at the Missouri REALTORS® conference and discussed how strategic land use can benefit communities.

Texas • rliland.com/texas

Last November, the RLI Texas Chapter hosted a networking event for its members in College Station. Originally slated to meet at the Texas A&M Texas Real Estate Research Center, the event was moved to Capital Farm Credit’s brand new facility just down the road. Capital Farm Credit’s gracious sponsorship and conference space allowed over 75 members of the Chapter to come network with their peers and hear from industry experts like Dr. Lynn Krebs who shared new quarterly data from TRERC. The day-long event ended properly with a reception at the 1791 Whiskey Bar.

During April’s 34th Annual Outlook for Texas Land Markets conference in San Antonio, the RLI Texas Chapter hosted a continuing education course and networking social that brought together nearly 100 REALTORS® and real estate professionals from around Texas. Scott Doggett gave a legal update on ranch contracts and Chapter President Chip Bubela, ALC, welcomed attendees to the evening’s social event sponsored by Land id™ and Capital Farm Credit.

The success of these gatherings excites Chapter leadership and reaffirms the RLI Texas Chapter’s commitment to providing unique opportunities for Texas REALTORS® to connect and learn together.

Wyoming

Upper Midwest

rliland.com/upper-midwest

The RLI Upper Midwest Chapter has had a dynamic start to 2025, focusing on Chapter growth and member engagement through a series of monthly virtual education sessions. These sessions featured prominent speakers, including representatives from CLA, who provided insights into tax strategies and legislative updates. Katie Avant of RFD-TV also joined the Chapter with her impactful presentation, "Communicate to Connect."

In April, the Chapter hosted a member-led discussion on renewable energy, featuring Chapter Treasurer and Accredited Land Consultant (ALC) Terry Dean, alongside representatives from Apex Clean Energy.

In addition to its educational efforts, the Chapter is actively planning its Annual Conference, set to take place in Fargo this September. The conference will include the national Ag Land Brokerage & Marketing course, further enhancing professional development opportunities for members.

Highlighting its achievements, the RLI Upper Midwest Chapter was honored with the Master Chapter Award in March. Chapter Vice President Adam Crist, ALC, proudly accepted the award on behalf of the Chapter.

Western States

rliland.com/western

The RLI Western States Chapter was well represented at the National Land Conference in Tucson where they received the 2024 Trailblazer Award. Several Chapter members were recognized with national APEX Awards. The Chapter hosted a networking dinner during the conference, which was well attended. This is always a great opportunity for camaraderie and sharing information on regional issues, so make a note to join in at NLC26!

The Agricultural Land Brokerage and Marketing course, taught by Randy Hertz, ALC, was hosted in Bend, Oregon on April 10 and 11. The combination of instructor knowledge and input from attendees provided a great learning experience. Thank you to the course sponsors: Land and Wildlife, Land Leader, Fay Ranches, RE/MAX Key Properties Ranch and Land, AgWest Farm Credit and Western Title and Escrow. A lively and successful Cowboy Auction and dinner was hosted by Land and Wildlife LLC, at Tim O’Neil’s ranch. Under Tom Damon’s tutelage, Lisa Johnson, ALC was schooled as an auction crier, which struck a little terror in the hearts of the bidders.

With the addition of new members in January, the Board of Directors has all positions filled.

Matt Davis, ALC (President), Ellie Perkins Stillman (Vice President), Lisa Johnson, ALC (Immediate Past President), Scott Hawes, ALC (Treasurer).

Directors: Brent Lawson, Meredith McKinney, ALC, Oscar Evans, Jennifer Shupe, ALC, Venus McBride, ALC, Paul Bottari, ALC. Ettie Blankenship will continue to serve as Chapter Admin.

Wyoming • rliland.com/wyoming

The RLI Wyoming Chapter hosted a spring meeting at the end of April in Casper, WY. Mike Callan, Chapter President, was very pleased with the turnout. “It’s been a minute since the Wyoming Chapter has hosted a member meeting. I couldn’t be happier with the turnout and what our Chapter was able to accomplish. Everyone who attended walked away with better knowledge and connections than they expected. We are excited to offer more events that add value to our RLI members.”

The spring meeting included a Water Rights class and Carbon Credits class, both of which were approved for continuing education with the Wyoming Real Estate Commission. In addition, the meeting included a presentation on Delaware Statutory Trusts as well as a Drone/Photography class. To top it off, the Chapter had a social event at a local brewery, and a good time was had by all!

The feedback from RLI Wyoming Chapter members was great, and the Chapter has plans to do monthly property presentations, as well as a similar member meeting in the fall.

The RLI Wyoming Chapter hosted a spring meeting that included multiple classes and a social gathering at a local brewery.

The RLI Texas Chapter hosted a CE course and social during the 34th Annual Outlook for Texas Land Markets in April.

LANDU® Education Update

LANDU® Continues to Expand Learning Options through Courses, Bootcamp Events, Webinars, and Virtual Roundtables

LANDU®’s education program continues to grow, meeting learners where they are at by providing a wide choice of relevant topics, in a variety of formats. The LANDU® portfolio includes Virtual instructor-led training (VILT), in-person Chapter courses, monthly webinars, quarterly virtual roundtables, and two Bootcamp events. The most current offerings for all LANDU® programs can be found on the Upcoming Courses and Events Calendar at rliland.com/Learn/Upcoming-Courses-Events

Virtual Roundtables

The virtual roundtable series continues to be a popular format for members to exchange insights, successes, and challenges with their peers. The roundtables are exclusive to RLI members, with members deciding on the topics, facilitating the discussions, and serving as expert panelists. Whether you’re new to the business or have worked in land real estate for years, the virtual roundtables are the place for an ongoing education that taps into the expertise of fellow members. All roundtables are recorded and available for on-demand access to RLI members in the Education Portal.

In the first half of 2025, RLI National hosted 8 LANDU® virtual instructor-led training (VILT) courses. RLI Chapters hosted 5 in-person LANDU® courses. Overall, the education outreach for these courses extended to over 230 learners.

For those pursuing the Accredited Land Consultant (ALC) designation, the schedule of LANDU® course offerings is designed to help learners fulfill the ALC education requirements throughout the year, not just at summer Bootcamp. Land professionals can satisfy the requirements by taking VILT (virtual) courses, in-person Chapter courses, and/or attending two annual Bootcamp events.

For RLI Chapters interested in hosting a LANDU® course, please contact RLI Education Manager Amanda Morrone at amorrone@rliland.com or 312-329-8411 for more information.

Mini-Bootcamp

Mini-Bootcamp – a shortened version of our popular summer Bootcamp – is back for a second year! This inperson education event is an unparalleled opportunity to connect, learn, and grow alongside your peers while completing the three Core courses toward the Accredited Land Consultant (ALC) designation: Land 101, Land Investment Analysis, and Transitional Land.

Mini-Bootcamp will be held in Chicago on October 20-25, 2025.

Registration is now open on the RLI website at rliland.com/Learn/LANDU-Education-Mini-Bootcamp

What is LANDU®?

RLI’s Land University, or LANDU®, is more than our national, in-person education event. LANDU® encompasses many types of land-specific learning opportunities and formats. Learners can build ongoing expertise through:

Virtual, InstructorLed Training (VILT)

In-person Chapter Courses

Bootcamp

Webinars

Virtual Education Roundtables

These national online courses fulfill education requirements toward the Accredited Land Consultant (ALC) designation.

These courses also apply toward the ALC education requirements. They are held across the country at RLI Chapters. Each class lasts approximately two to three days.

Multi-day, in-person training held each summer with courses in a fast-paced, accelerated format. Learners can take one or up to six courses to fulfill the education requirements for the ALC Designation in one place, over the course of an expanded week.

One-hour, expert-led sessions are a fast way to learn about current issues and discover new tools to use in your daily business. No cost for RLI members.

Peer-to-peer learning exclusively for RLI members. Member led panel discussions focus on practical topics that help members share challenges, collaborate on solutions, and establish crosscountry connections.

Mini-Bootcamp

A shorter version of Bootcamp that allows learners to take all three Core Courses toward the education requirements for the Accredited Land Consultant (ALC) Designation. Courses include Land 101: Fundamentals of Land Brokerage, Transitional Land, and Land Investment Analysis.

Visit rliland.com/learn to see upcoming courses and webinars at LANDU®.

Updates to Land 101 Course are in Progress

Land 101: The Fundamentals of Land Brokerage is the next course after Land Investment Analysis to undergo updates. Learners will benefit from reorganized content, updated case studies, and an updated exam. The in-person and VILT (virtual instructor-led training) formats will be updated in Fall of 2025. The Land 101 independent study course will be updated after, with a new self-led course.

LANDU® Instructor Jennifer Janet, ALC teaches Land 101

2025 LANDU® Education Bootcamp

It was another successful year for LANDU ® Education Bootcamp! A total of 55 participants were in attendance from 15 states. The courses were held at the Greater Tulsa Association of REALTORS® (GTAR) from May 28 June 5.

Bootcamp is a multi-day education event allowing attendees to complete all the education requirements toward the Accredited Land Consultant (ALC) designation. At this year’s Bootcamp, participants gained further knowledge by attending the Land Investment Analysis, Land 101: Fundamentals of Land Brokerage, Transitional Land, Agricultural Land Brokerage & Marketing, Tax Deferred 1031 Exchanges, and Recreational Land.

A special thank you is extended to the following: Sandra Romo –GTAR Education Director; the course instructors: Phil McGinnis, ALC, Jennifer Janet, ALC, Jeramy Stephens, ALC, Koby Rickertsen, ALC, Jim Miller, Esq., and Joel King, ALC, and RLI Oklahoma Chapter, especially Clay Baxter, ALC, Bethany Kreutzer, Eric Zellers, ALC, James Steed, and Drew Ary, ALC for their support in obtaining CE Credit approval in Oklahoma, hosting the Welcome Dinner, and bringing this educational opportunity to Tulsa, OK.

The LANDU® Bootcamp class of 2025.

LANDU® Instructor Phil McGinnis, ALC teaches Land Investment Analysis

LANDU® Instructor Jeramy Stephens, ALC instructs learners in Transitional Land Real Estate

Eric Zellers, ALC, Clay Baxter, ALC and James Steed, ALC speak at the Welcome Reception

Oklahoma Chapter President Clay Baxter, ALC presents a compound bow to contest winner Shea Miller

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

Help Build the Future of Land Real Estate –

One Donation at a Time

The REALTORS® Land Institute’s Land Education Foundation (LEF) has set an ambitious goal to raise $1 million by the end of 2026. Funds raised through LEF provide financial scholarship grants to land professionals who seek assistance in obtaining a land-based education, including the pursuit of the elite ALC designation through RLI’s LANDU® Education Program.

Generous bids at the LEF Cowboy Auction during NLC25 in Tucson raised an additional $73,365, putting the total raised toward the goal at $650,000. Johnny McAllister, ALC, Chair of LEF, thanks RLI members for their generosity and challenges everyone to make donations throughout the year, beyond Cowboy Auction. Ongoing contributions make possible the land education that’s essential to RLI’s mission of promoting integrity, expertise, and excellence in land real estate.

Donors can now achieve the following distinctions when giving to LEF:

» Society of 1944 | $100,000 and above

» Founders of 1953 | $50,000–99,999

» Benefactors of 1982 | $25,000–49,999

» Patrons of 1985 | $10,000–24,999

» Supporters of 2002 | $5,000–9,999

» Contributors of 2007 | $1,000–4,999

» Friends of 2017 | $1–999

LEF's goal is to raise $1M by the end of 2026.

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

LEF thanks and recognizes the following donors for their generous support:

Founders of 1953

Ray Brownfield, ALC

Bill Eshenbaugh, ALC

Benefactors of 1982

REALTORS® Land Institute

Flo Sayre, ALC

Bob Turner, ALC

Patrons of 1985

Christina Asbury, ALC

George Clift, ALC

Clift Land Brokers

Cathy Cole

Renee Harvey, ALC

Geoff Hurdle, ALC

Dan Kevorkian, ALC

Land.com Network

Jesse Lane, ALC

Joe Michaletz

Dan Murphy, ALC

Frank Roberts, ALC

RLI Colorado Chapter

RLI Tennessee Chapter

Dean Saunders, ALC

Tom Smith, ALC

Brian Utecht, ALC

Chuck Wingert, ALC

To see the full list of donors, and to donate, visit rliland.com/LEF

Johnny McAlister, ALC, Chair of the Land Education Foundation, inspired attendees at the Cowboy Auction at NLC25 to donate generously toward the Foundation’s goal.

2025 National Land Conference Recap

The largest number of REALTORS® Land Institute members, affiliates, and exhibitors came together in sunny Tucson, AZ for the 19th Annual National Land Conference in March. The National Land Conference (NLC) is the premier event for land professionals.

For three days, participants at the NLC learned, networked, laughed, and exchanged expertise that is only possible when Land REALTORS® and agents come together. Attendees gained new ideas and were inspired to integrate these ideas into their businesses to close more deals!

A SPECIAL THANKS TO:

» Krish Dhanam for his heartfelt message about creating winning momentum in your business and serving others.

» Ross Jones shared insights into using Artificial Intelligence (AI) to grow your business.

» Elizabeth Wysong Berg discussed Title issues that practitioners need to know to successfully close deals.

» Ray Brownfield, Past RLI President moderated a panel discussion on WOTUS (Waters of the U.S.), which included speakers Timothy Bishop, Esq. with Mayer Brown and Courtney Briggs, Senior Director for Government Affairs at the American Farm Bureau Federation.

» We closed out the Conference with Moody’s Head of Commercial Real Estate Economics, Dr. Thomas LaSalvia, who delivered key insights into the economy and market projections for the year ahead.

A SPECIAL THANKS TO OUR 2025 NLC PARTNERS AND ATTENDEES!

Attendees can still access speaker handouts on the RLI website at rliland.com/nlc.

BREAKOUT SPEAKERS INCLUDED:

» Jim Bygland on Six Keys to Getting What You Want from Your Company as an Entrepreneur.

» Nicki Nimlos, PhD Researcher at the University of Wyoming discussed Opportunities for Ranchers in the Voluntary Carbon Market.

» 2025 RLI President, Dan Murphy, ALC moderated our Building Success: Expert Insights on Marketing Land Real Estate during two standing room only sessions.

This year’s New Member and 1st Time Attendee reception was a huge hit followed by the Welcome Reception at the El Conquistador’s outdoor venue, The Last Territory. NAR President, Kevin Sears kicked off the Recognition Luncheon Tuesday, where we recognized our Leadership Award recipients and pinned 40 new ALCs! Tuesday night was a highlight of the Conference with the APEX Dinner and a conversation with Russell True, Owner of the White Stallion Ranch, Tucson’s oldest Dude Ranch.

Join us next March 15–18 in San Antonio, TX for the 20th National Land Conference celebration! Registration opens in early November.

25 by the Numbers

530+

Attendees came to Tucson making it the 4th consecutive largest NLC.

2 Keynotes

10 Breakout Session Topics 18 Roundtables full of new ideas & inspiration from industry experts

92 New ALCs Added Since NLC24

7 Chapter Achievement Awards

255 APEX Award Recipients

40+ Exhibitors and Special Sponsors provided attendees with service and technology solutions for their land business.

$73,365

Raised in Support of the Land Education Foundation via their Cowboy Auction, sponsored by United Country Real Estate. That's a lot of land education scholarships!

In 2024, Our APEX Award winners had a combined...

$8.9B in Sales Volume

1.2 M Acres of Land Sold

9,255 Transaction Sides

The Land Report’s distribution partnership with select Signature and Atlantic FBOs nationwide adds private air travelers to our existing distribution of real estate industry leaders, key business executives, and THE LAND REPORT 100 — America’s top 100 landowners.

“As the Publisher of ‘The Magazine of the American Landowner’ my job No. 1 is to put your marketing in front of the most prequalified, high-net-worth, investment-minded individuals that I can. And our exclusive relationship with the top private jet terminals in the country accomplishes just that.”

— The Land Report’s Eddie Lee Rider, Jr.

At Chestnut, we operate a forest restoration project that transforms marginal pasture and cropland in the Southeast U.S. into biodiverse, native forests. This afforestation initiative allows us to sell long-term offtake contracts for carbon removal credits. We actively purchase suitable land for this important work, ensuring a sustainable future for our environment.

RLI APEX 2024 Award Winners

Sponsored by

The APEX Awards Program celebrated its eighth year by welcoming 255 applicants totaling a combined $8.9+ billion in qualifying transaction volume, 9,255 transaction sides, and over 1.2 million acres sold. 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 2024. Congratulations to our honorees! rliland.com/apex

APEX 2024 Top

National Producer

Fred Sperry

AFM Real Estate

Eugene, OR

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

APEX 2024 Wrangler Award

Paul Vaicunas

Whitetail Properties Real Estate LLC East Amherst, NY

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

APEX 2024 ALC-to-ALC Networking Award

The APEX ALC-to-ALC Award recognizes the significant networking that happens between RLI members, especially those who hold the Accredited Land Consultant (ALC) designation. The two honorees are awarded for having closed the highest dollar transaction between two ALCs for the year.

Trent Saunders, ALC

Saunders Real Estate Lakeland, FL Keat Waldron, ALC

Saunders Real Estate Lakeland, FL

APEX 2024 National Broker of the Year Winners

These high performing land professionals are awarded for their accomplishments within eight distinct land categories.

BROKER OF THE YEAR

AG LAND SALES – CROPS

Dan H. Kevorkian, ALC

Pearson Realty Fresno, CA

BROKER OF THE YEAR RECREATIONAL LAND SALES

Ben Wellons, ALC

Wellons Real Estate Little Rock, AR

BROKER OF THE YEAR COMMERCIAL LAND SALES

Jordan Cortez

Vanguard Real Estate Advisors Dallas, TX

BROKER OF THE YEAR AUCTION LAND SALES

Matt Adams Peoples Company Clive, IA

BROKER OF THE YEAR AG LAND SALES – RANCHES

Dean Saunders, ALC

Saunders Real Estate Lakeland, FL

BROKER OF THE YEAR TIMBER LAND SALES

Fred Sperry

AFM Real Estate Eugene, OR

BROKER OF THE YEAR RESIDENTIAL LAND SALES

William H. Rollins, ALC LSI Companies, Inc. Fort Myers, FL

BROKER OF THE YEAR AGRIBUSINESS LAND SALES

Skye Root, ALC

Root Agricultural Advisory Meridian, ID

APEX 2024 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 Peoples Company Clive, IA

Dusty Calderon

Saunders Real Estate St Cloud, FL

Todd Crosby, ALC

Crosby Land Company, Inc. Walterboro, SC

Eric Gage, ALC

AFM Real Estate Lufkin, TX

Troy Louwagie, ALC

Hertz Real Estate Services Mt. Vernon, IA

Steve Bruere Peoples Company Clive, IA

Adam Crist, ALC Peoples Company Clive, IA

Bill Eshenbaugh, ALC Eshenbaugh Land Company Tampa, FL

Dan Kevorkian, ALC

Pearson Realty Fresno, CA

Mark Mommsen, ALC

Martin, Goodrich, and Waddell Sycamore, IL

Dan Murphy, ALC

M4 Ranch Group Lake City, CO

William H. Rollins, ALC

LSI Companies Fort Myers, FL

Dean Saunders, ALC

Saunders Real Estate Lakeland, FL

Fred Sperry

AFM Real Estate Eugene, OR

Ben Wellons, ALC

Wellons Real Estate Little Rock, AR

Hadley Perkins

Clift Land Brokers Amarillo, TX

Skye Root, ALC

Root Agricultural Advisory Meridian, ID

Trent Saunders, ALC

Saunders Real Estate Lakeland, FL

Craig Stevenson, ALC

Geswein Farm and Land Realty Lafayette, IN

Justin Wheeler, ALC

First Mid Ag Services Decatur, IL

APEX 2024 Regional Brokers of the Year

The Regional Broker of the Year award recognizes the top professionals across eight land categories in RLI's 10 U.S. regions

Ag Land Sales: Crops

Ag Land Sales: Ranches

Recreational Land Sales

L to R: Aubrie Kobernus • Brian Utecht, ALC, MO • Drew Ary, ALC, OK • Dan Murphy, ALC, CO • Dean Saunders, ALC, FL (National Winner) • Eric O'Keefe

Not pictured: Gregory W. Fay, MT • Todd Renfrew, ALC, CA

L to R: Aubrie Kobernus • Matt Gruetzner, ALC, TX • Eric O'Keefe

Not pictured: Ben Wellons, ALC, AR (National Winner) • Adam Hann, KS • Mitch Keeley, KS • John Kohler, FL • Josh Ongley, ALC, PA • Branif Scott, MT • Bob Stalberger, ALC, MN • Paul Vaicunas, NY • Jim Vidamour, ALC, CO

L to R: Aubrie Kobernus • Dan H. Kevorkian, ALC, CA (National Winner) • Adam Crist, ALC, WI • Hadley Perkins, TX • Trent Saunders, ALC, FL • Eric O'Keefe

Not pictured: George Baird IV, TN • Jeff Garrett, ALC, WY • Troy Louwagie, ALC, IA • Dustin Prievo, PA • Skye Root, ALC, ID

Agribusiness Sales

Timber Land Sales Auction Land Sales

L to R: Aubrie Kobernus • Nick Meltzer, ALC, CO • William Rollins, ALC, FL (National Winner) • Eric O'Keefe

Not Pictured: Chad Andrus, ALC, TX • Austin Callison, ID • Justin Mason, KY • Dustin Prievo, PA

• Matthew Vegter, ALC, IA • Mark Williams, KY

L to R: Aubrie Kobernus • Jordan Cortez, TX (National Winner) • Matt Davis, ALC, CA • Bill Eshenbaugh, ALC, FL • Eric O'Keefe

Not pictured: Shawn Massey, ALC, TN

L to R: Aubrie Kobernus • Todd Crosby, ALC, SC • Eric Gage, ALC, TX • Fred Sperry, OR (National Winner) • Eric O'Keefe • Not pictured: Jack Brown, ALC, PA • Clint Flowers, ALC, AL • Zach Holt, IN

L to R: Aubrie Kobernus • Adam Crist, ALC, WI • Sheldon Snyder, ALC, TX • Eric O'Keefe. Not pictured: Matt Adams, IA (National Winner) • Chris Garza, OH

• Justin Mason, KY • Mark Williams, KY

L to R: Aubrie Kobernus • Andrew Zellmer, ALC, IA • Eric O'Keefe

Not pictured: Skye Root, ALC, ID (National Winner) • Jacob Bowen, AL • Dustin Prievo, PA

Matt Adams Peoples Company

Trina Anderson, ALC

AFM Real Estate

Eric Andrews, ALC

Real World Carolina Partners

Chad Andrus, ALC

Mock Ranches Group

Nicholas Ardis, ALC

National Land Realty

Scott Arens

Hertz Farm Management

Garret Armstrong, ALC

Whitetail Properties

Jessica Armstrong Armstrong Properties

Drew Ary, ALC

Ary Land Co.

Trish Ary

Ary Land Co.

Christina Asbury, ALC

Coldwell Banker

Sea Coast Advantage

Jared Augustine

Hertz Farm Management

Valerie Bahm, ALC

KW Cedar Creek Lake

George Baird IV Landmark Ag Capital

Zeke Barrett

Whitetail Properties

Doug Bear, ALC

Peoples Company

Daran Becker

Peoples Company

David Belden, ALC

Tom Smith Land & Homes

Chuck Bellatti, ALC

Arrowhead Land Company

Bryan Bergdale Peoples Company

Brandon Bergquist Peoples Company

Clayton Blum, ALC

Whitetail Properties

Tara Bonestroo

Clift Land Brokers

Jacob Bowen

Southeastern Land Group

Sam L. Bowers, ALC

Bowers and Burns

Real Estate

Ryan Bramlette, ALC

Fay Ranches Inc

APEX 2024 Producers Club

The APEX Producers Club recognizes all applicants with at least $5 million of qualifying dollar production volume in closed land sales for the year.

Wilson P. Britt

Small Town Hunting Properties

Jack Brown, ALC

Whitetail Properties

Lindsey Brown

Peoples Company

Ray Brownfield, ALC

Land Pro LLC

Steve Bruere

Peoples Company

Tim Burnette, ALC

Whitetail Properties

Dusty Calderon

Saunders Real Estate

Austin Callison

Hayden Outdoor Real Estate

Chip Camp, ALC

Whitetail Properties

Cailein Campbell, ALC

National Land Realty

David Cantrell

Whitetail Properties

Jay Cassels, ALC

Arrowhead Land Company

Anthony Chrisco, ALC

Whitetail Properties

Liz Citron, ALC

37 North Realty Group

Dusty Clark

Whitetail Properties

Bryan Clift

Clift Land Brokers

Jordan Cortez

Vanguard Real Estate Advisors

Brady Cowan Clift Land Brokers

Seth Craft, ALC M4 Ranch Group

Adam Crist, ALC

Peoples Company

Todd Crosby, ALC

Crosby Land Company

Adam Crumrin, ALC

Whitetail Properties

Adam Curran

Peoples Company

Matt Davis, ALC

Cushman & Wakefield

Terry Dean, ALC

Hertz Farm Management

Vinny Delgado Fay Ranches Inc

Mitch Dellamuth

Whitetail Properties

Michael E. Dreyer, ALC

Dreyer & Associates

Chase Duesenberg

Peoples Company

Troy Dukes

Hertz Real Estate Services

Bill Eshenbaugh, ALC

Eshenbaugh Land Company

Gregory W. Fay

Fay Ranches, Inc

Jim Ferguson

Farmers National Company

Andy Flack, ALC

HomeLand Properties, Inc

Clint Flowers, ALC

National Land Realty

Pattie Fox

KW Midwest Partners

Rebecca Frantz, ALC

Hertz Real Estate Services

Kyle Gable, ALC

Pioneer Land Group

Eric Gage, ALC

AFM Real Estate

Jeff Garrett, ALC

#1 Properties Ranch and Recreation

Mike Garrett, ALC

Garrett Land Company

Seth Garrett

Mulberry Land Company

Brad Garrison, ALC

Whitetail Properties

Chris Garza

Whitetail Properties

Chris Gier

Premier Farm Realty Group & Auction

Matt Glander, ALC

Whitetail Properties

Justin Glass, ALC

Whitetail Properties

Greg Good, ALC

Clift Land Brokers

Jonathan Goode, ALC

Farm and Forest Brokers

Katie Graeb

Whitetail Properties

Linda Green

Keller Williams

Matt Gruetzner, ALC

Mock Ranches Group

Tyler Hafford

Whitetail Properties

Adam Hann

Whitetail Properties

Kyle Hansen, ALC

Hertz Real Estate Services

John Hardin, ALC

Southeastern Land Group

Ben Harshyne, ALC

Whitetail Properties

Suzy Haslup, ALC

Meybohm Real Estate

Walter Hatchett, ALC

Jon Kohler & Associates

Rustin Hayes, ALC

Whitetail Properties

Jason Heathcoe

Smalltown Hunting Properties

Brent Hedrick

Great Western Ranch and Land

Jeff Heil, ALC

Whitetail Properties

Rachelle Heller, ALC

Hertz Real Estate Services

Scott Henrichsen

Hertz Farm Management

Todd Henry

Whitetail Properties

Kenneth Herring, ALC Peoples Company

Adam Hester, ALC

Smalltown Hunting Properties

Scott Hicks, ALC

Whitetail Properties

Darrell Hindman

Living the Dream Inc

Hunter Hindman

Living the Dream Inc

Matt Hoenig Peoples Company

Jacob Hogan

Geswein Farm and Land Realty

Clifton Holloman, ALC

National Land Realty

Zach Holt

Whitetail Properties

Steve Holzwarth, ALC

United Country - Texas Real Estate Associates

Austin Hornstein

Worrell Land Services, LLC

Ryan Hostetler, ALC

AGPROfessionals

Gary Hubbell, ALC

UCRE Colorado Brokers

Jake Hubbell, ALC

UCRE Colorado Brokers

David Hueneke

Iowa Farm Land Brokers

Darrell Hylen, ALC

Hertz Farm Management

Jennifer Janet, ALC 573 Realty Group

Lisa Johnson, ALC

Horsepower Real Estate

Kyle Karcher Whitetail Properties

Ryan T. Kay, ALC

Hertz Real Estate Services

Mitch Keeley

Whitetail Properties

Shawn Kelley, ALC

Whitetail Properties

Jonathan Kennedy, ALC

LandReady Real Estate

Dan Kevorkian, ALC

Pearson Realty

Kolt Kiburz Peoples Company

Joel King, ALC

Peoples Company

Johnny Klemme

Geswein Farm and Land Realty

James Klossner

Whitetail Properties

John Knipe, ALC Knipe Land Company

Jon Kohler

Jon Kohler & Associates

Zurick Labrier, ALC

Mason & Morse Ranch

Company

Eric Lonnevik

Peoples Company

Troy R. Louwagie, ALC

Hertz Real Estate Services

Spencer Loveless

Southeastern Land Group

Rusty Lowe, ALC

Century 21 Harvey Properties

Brent Lyday, ALC

Legacy Land Group

Grantson Martin, ALC

Whitetail Properties

Mac Martin, ALC

United Country Gulfland Real Estate

Justin Mason

Whitetail Properties

Brian Massey

Hertz Real Estate Services

Shawn Massey, ALC

The Shopping Center Group

Michael Matre, ALC

Saunders Real Estate

Peter Mazeine, ALC

National Land Realty

Tyler McConnell, ALC

Comey & ShepherdSouthern Ohio Properties

Clay McCullar, ALC

McCullar Properties Group

Tom McFarlane, ALC

Whitetail Properties

Jason McGee, ALC Whitetail Properties

Alan McNeil Peoples Company

Nick Meixell

Hertz Farm Management

Nick Melzer, ALC

Compass Colorado

Jake Meyer Whitetail Properties

Jerrod Meyer, ALC Whitetail Properties

Jesse Meyer Peoples Company

Adam Mikesch, ALC

Premier Farm Realty Group & Auction

Chris Miller, ALC

AFM Real Estate

Bill Minor, ALC

Whitetail Properties

Kasey Mock Mock Ranches Group

Mark Mommsen, ALC

Martin, Goodrich and Waddell

Jeff Moon, ALC

AgWest Land Brokers

Doug Moore, ALC

Moore Real Estate, Inc.

Melanie Moore

Armstrong Properties

Shana Morgan, ALC

NorthStar Realty

John Morris, ALC

Southeastern Land Group

Keith Morris, ALC

Morris and Morris LLC

Dan Murphy, ALC

M4 Ranch Group

Dillon Muth

Peoples Company

Hayden Nichols

John Hall and Company

Luke Nissen

United Country Hawkeye

Sean O'Grady, ALC

Whitetail Properties

Justin Olk, ALC

Whitetail Properties

Josh Ongley, ALC

Whitetail Properties

Justin Osborn, ALC

The Wells Group Real Estate Brokerage

Bob Osborne

American Legacy Land Company

Michael Oswalt, ALC Smalltown Hunting Properties

Robert Pahmiyer, ALC TDR Real Estate Group

Christopher Peacock, ALC

Halderman Real Estate Services

Jakeb Pennington

Whitetail Properties

Hadley Perkins

Clift Land Brokers

Calvin Perryman, ALC Farm and Forest Brokers

Clayton Pilgrim, ALC

Century 21

Harvey Properties

Chris Polfus, ALC

Whitetail Properties

Dustin Prievo

Whitetail Properties

Jackson Pryor

Whitetail Properties

Steve Purviance, ALC

Whitetail Properties

Max Ramsey, ALC

Mock Ranches Group

John Reburn

Peoples Company

Chris Reed

Small Town

Hunting Properties

Chad Reifschneider

Hertz Real Estate Services

Brent Reneau, ALC

Whitetail Properties

Bruce Renfrew, ALC

California Outdoor Properties

Todd Renfrew, ALC

California Outdoor Properties

Brian Reynolds

High Point Land Company

Ben Richardson

Whitetail Properties

Koby Rickertsen, ALC

High Point Land Company

William Rollins, ALC

LSI Companies

Skye Root, ALC

Root Agricultural Advisory

Lani Rust

Clark Real Estate Group

Eric Sarff

Murray Wise Associates

Dean Saunders, ALC

Saunders Real Estate

Trent Saunders, ALC

Saunders Real Estate

Joette Schalla, ALC

Fay Ranches Inc

Eric Schlutz, ALC

Ruhl Farm & Land

Luke Schrader

Schrader Real Estate and Auction

Ryan R Schroeter, ALC

National Land Realty

Dave Schutt

Whitetail Properties

Mark Schweigert

Tall Tines Trophy Properties

Jared Scobee

Whitetail Properties

Brandon Scott

Whitetail Properties

Branif Scott

Fay Ranches Inc

Tyler Sellens, ALC

Whitetail Properties

Jake Sickels

Peoples Company

Elliott Siefert

Hertz Real Estate Services

Riley Sieren

Peoples Company

Jeff Simpson

Simpson Land GroupKW Kansas City

Chris Smith, ALC

Hertz Real Estate Services

Danny Smith, ALC

Smith & Smith Realty, Inc

Nicholas Z Smith

Peoples Company

Spencer A. Smith, ALC

Hertz Real Estate Services

Tom Smith, ALC

Tom Smith Land & Homes

Travis Smock

Peoples Company

Sheldon Snyder, ALC

Clift Land Brokers

Doyle Spencer, ALC

RE/MAX Integrity

Fred Sperry

AFM Real Estate

Bob Stalberger, ALC

Whitetail Properties

Dent Stallworth

Southeastern Land Group

Brandon Stephens, ALC

Mock Ranches Group

Jeramy Stephens, ALC

National Land Realty

Craig Stevenson, ALC

Geswein Farm and Land Realty

Michael Strahan, ALC

Eshenbaugh Land Company

Elizabeth Strom, ALC

Murray Wise Associates

Tobias Stutzman, ALC

Stutzman Realty and Auction

Aaron Sutton

National Land Realty

Jeff Switzer, ALC

Rocky Mountation Ranch and Land

Bryan P. Thompson

Whitetail Properties

Jeremiah Thompson, ALC

Saunders Real Estate

Ford True

Small Town

Hunting Properties

Eric Turpen

Clift Land Brokers

Brian Utecht, ALC

Whitetail Properties

Brock W Utecht

Whitetail Properties

Paul Vaicunas

Whitetail Properties

Matthew Vegter, ALC

Hertz Real Estate Services

Jim Vidamour, ALC

Fay Ranches

James Walker, ALC

Whitetail Properties

Carrie Warren

McGraw Realtors

Brian Watts, ALC

Southeastern Land Group

Ben Wellons, ALC

Wellons Real Estate

Dennis West

Small Town Hunting Properties

Justin Wheeler, ALC

First Mid Ag Services

Ann Whitaker

Whitaker Marketing Group

David Whitaker, ALC

Whitaker Marketing Group

Tommy Wiles #1 Properties Ranch and Recreation

Chad Wilkinson

Whitetail Properties

Loren Williams, ALC

UCRE Colorado Brokers

Mark Williams

Whitetail Properties

Jason Winter, ALC

West Central Auction Co

Rob Woodrow

Farmland Solutions LLC

Luke Worrell, ALC

Worrell Land Services, LLC

Brandon Yaklich

Hertz Real Estate Services

Douglas Yegge

Peoples Company

Matt Young

Whitetail Properties

Jason Zabka

Hertz Farm Management

Eric Zellers, PE

Ary Land Co.

Andrew Zellmer, ALC

Peoples Company

2024 RLI Leadership Award Winners

Congratulations to our 2024 Leadership Award recipients. These members were recognized at NLC25 for their remarkable service and efforts to both the industry and the Institute, as well as their communities.

2024 ROBERT C. MEEKS, ALC, DISTINGUISHED SERVICE AWARD

Danny

Smith, ALC

Smith & Smith Realty | Florida

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.

2024 EXCELLENCE IN INSTRUCTION AWARD

Christina Asbury,

ALC

Coldwell Banker Sea Coast Advantage | North Carolina

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

2024 LAND REALTOR ® OF AMERICA AWARD

Dean Saunders, ALC

Saunders Real Estate | Florida

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.

2024 CHAPTER ADMINISTRATOR OF THE YEAR AWARD

Santina Vietti

RLI Colorado Chapter

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. 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.

2024

RISING STAR AWARD

Spencer Smith, ALC

Hertz Farm Management, Inc. | Illinois

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.

2024 CHAPTER OF THE YEAR AWARD

RLI Alabama Chapter

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.

Donations at the 2025 Cowboy Auction Bring LEF Closer

to its $1M Goal

Presented by United Country Real Estate

RLI members and auctioneers Jimmy Dean Coffey, ALC and Shawn Terrel, ALC took the stage once again to lasso bids at the Land Education Foundation Cowboy Auction. The auction took place at the 2025 National Land Conference on Monday, March 17, 2025, at 5:30 p.m. MST in Tucson, AZ.

This year's event raised $73,365. Among popular items up for bids was a series of artwork featuring wild turkeys donated by Dean Saunders, ALC, a patchwork quilt handmade and donated by Flo Sayre, ALC, and a duck hunting trip donated by Bob Turner, ALC.

All auction proceeds benefit the Land Education Foundation (LEF) of RLI by supporting scholarships for land real estate education, like the courses provided through RLI's LANDU® Education program.

In 2024, the Land Education Foundation awarded $16,030 in scholarships to 32 learners to help with their land education, including one member who is part of RLI's Military Transition Program. Member support for the LEF Cowboy Auction makes this possible!

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.

San Antonio, TX

MARCH 15–18, 2026

Join us for a special 20th anniversary celebration of the National Land Conference as we return to the place where the first NLC was held in 2006 San Antonio, TX. This unforgettable event is happening at the Hyatt Regency River Walk in the heart of downtown's vibrant entertainment district.

The National Land Conference is the ultimate destination for land professionals who want to collaborate, share knowledge, and make deals. If you’re serious about being in the land business, NLC26 is the destination event for you.

Learn more about The National Land Conference at rliland.com/nlc.

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

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Executive Orders Have Wide-ranging Impacts on Land Real Estate

by Russell Riggs, RLI Advocacy Liaison

Executive Orders, and their impact on all sectors of the economy, have been front and center since President Trump began his second term as President. Presidents issue Executive Orders (EOs) to manage operations within the federal government and to direct how existing laws are implemented. Here’s a quick breakdown of the why:

Manage the Executive Branch ‒ Presidents oversee federal agencies and departments. Executive Orders help clarify how they should carry out their work.

Enforce Existing Laws ‒ They can't make new laws, but Presidents can guide how current ones are applied and enforced, without interference from Congress.

Respond to Emergencies or Crises ‒ Sometimes Presidents need to act quickly without waiting for Congress. For example, the President may need to deploy the military to respond to a national security crisis or respond quickly to a significant natural disaster.

Set Policy Agendas ‒ The issuance of an EO can provide proof of achieving political goals or campaign promises, even if they’re temporary or later overturned.

Limits on EOs ‒ EOs can’t create new laws or override existing ones. Courts can strike them down, Congress can pass laws to counter them, or they can be rescinded by a subsequent Presidential administration.

Trump’s Executive Orders had significant effects on various sectors of the U.S. economy, including real estate. Some of his actions directly influenced policies related to housing, property development, agriculture and the broader real estate market. Here's a breakdown of some key impacts:

Deregulation and Reducing Bureaucratic Hurdles

Trump’s administration focused heavily on reducing regulatory burdens across various industries, including real estate development. This was seen in several areas:

» Environmental Regulations: Trump has sought to reduce the scope of environmental regulations, which had often slowed down real estate development. Executive Orders aimed at simplifying and clarifying regulations under the Clean Water Rule and other land use protections were introduced, making it easier to build on previously protected lands.

» Zoning and Land Use: Other EOs promote less restrictive zoning laws and encourage localities to review their zoning regulations in order to promote real estate development. This could potentially speed up approval processes for new developments.

» Climate Policy Rollbacks: Executive Order 14162 withdrew the U.S. from the Paris Agreement, signaling a shift away from climate-focused agricultural initiatives. Additionally, the administration canceled the $3 billion Partnership for ClimateSmart Commodities program, which supported sustainable farming practices.

International Investment and Trade Policies

Trump’s Executive Orders had an indirect impact on the real estate market through his stance on international trade and foreign investment:

» Tariffs: Tariffs on steel and lumber were increased to counter trade barriers imposed by other countries. These tariffs increased costs for building materials, which increased the prices of new residential and commercial real estate.

» Farmer Supports: In response to retaliatory tariffs from China, the administration introduced new programs to support U.S. farmers affected by the trade war.

Infrastructure Investments

Trump’s administration has promised to invest in infrastructure, including roads, bridges and water quality systems. Many of these projects will have wide-ranging positive impacts on real estate development by providing the material and systems that are needed to create real estate projects.

Conclusion

Trump’s Executive Orders and broader policy initiatives have a multifaceted impact on the land real estate market. On one hand, they helped reduce regulatory burdens, lower taxes for investors, help agriculture and promote affordable housing development. On the other hand, his policies, particularly on immigration and trade, create challenges such as labor shortages and rising construction costs. Ultimately, Trump’s policies are geared toward fostering more private-sector investment and reducing governmental intervention, which will shift how real estate development and markets operate in the future.

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.

THE 2024 LAND MARKET SURVEY MODEST GROWTH SHOWS RESILIENCE IN A CHALLENGING ECONOMY

by Kat Szymanski, RLI Marketing Manager

In April 2025, the REALTORS® Land Institute (RLI) released the results of the 2024 Land Market Survey conducted in partnership with the National Association of REALTORS® (NAR). There were 479 respondents, 91.4% reported land sales in the last 12 months. In an uncertain economy with historically high inflation and interest rates, tangible assets like land can help investors hedge against inflation.

Land continues to be a growing sector of real estate. Residential land held by U.S. households rose to $20.1T in 2024 up from $17.9T in 2023. Land is 42% of the total value of household real estate assets. In addition, there is still a housing shortage. More land will be required for subdivision and multifamily development to alleviate the shortage.

“Land sales have seen moderate growth over the past two years as the market continues to become more balanced after record sales in 2021. Land values remained strong in 2024 with residential land typically selling in less than 60 days, a positive sign of continued demand for this asset,” says RLI 2025 National President Dan Murphy, ALC. “I hope landowners and land real estate professionals alike find value in these insights as our industry continues to advance in 2025 and beyond.”

Below are takeaways from the survey results as presented on April 30, 2025, by Dr. Lawrence Yun, Chief Economist for NAR, and Oleh Sorokin, NAR Data Analyst, Commercial Real Estate. A full recording of their presentation is available to RLI members through the Education Portal on rliland.com

THE ECONOMIC ENVIRONMENT

Interest Rates and Inflation

Higher interest rates and higher inflation continue to be a challenge. In March 2025, the Federal Reserve adjusted their economic forecasts for GDP growth and inflation with inflation being higher and GDP growth more moderate than previously predicted.

Federal Reserve Economic Forecast for 2025 (Last FOMC Meeting on March 19, 2025)

Current interest rates are high compared to the low rates of recent years. In March 2025, inflation was at 2.4%. The Fed wants to see 2% inflation before they cut interest rates.

In the current interest rate environment, borrowing costs are high, making it more difficult for buyers who require financing to purchase land. Still, the financing of land and land development looks to be modestly favorable later this year and going into 2026.

Source: Federal Reserve

When will the Fed cut rates? CPI at 2.4% in March 2025… still above 2% target

While interest rates and inflation pose challenges, in times of uncertainty, people are looking to invest in tangible assets. Gold prices are at record highs. Similarly, land is favorable to investors as a tangible asset, especially as the stock market experiences corrections.

Source: BLS

Trend

in Gold Prices

Source: Energy Information Administration

The Housing Market

Sales of existing homes had two of the most difficult years in 2023 and 2024, while sales of new homes have risen, matching pre-Covid levels. Months’ supply of new home inventory is outpacing supply of existing homes. However, sales of existing homes began a modest climb in late 2024/early 2025, a “flickering light” in what has been a challenging time for existing home inventory.

Months’ Supply of Inventory - New Homes (red) and Existing Homes (blue)

Lack of inventory continues to drive up home prices. All 50 states saw double-digit home price gains from 2020 Q1 to 2024 Q4. The highest price gains are in Maine (73.1%) and Florida (70.9%).

Source: NAR and Census

Home Price Gains Since PreCovid (2020 Q1 to 2024 Q4)

The rise in home prices has boosted equity for U.S. homeowners, which will help support consumer spending as GDP growth moderates. Household equity in real estate in the U.S. has grown from $7T in 2020 Q1 to $35T in 2024 Q4.

Zoning regulations continue to create roadblocks to new development, even as the housing crisis continues. 55% of REALTORS® say they’ve experienced difficult zoning regulations in the past five years, up 3% from what was reported in 2023.

Source: NAR Analysis of FHFA data

The Job Market

Job numbers have been rising since Covid but dipped at the beginning of 2025 possibly in part due to the impact of DOGE laying off Federal workers. While March 2025 saw a gain of over 228,000 payroll jobs in the U.S., this slowed to only 177,000 payroll jobs added in April.

States with double-digit job growth since Covid includes Texas and Florida. Washington D.C., which is affected by Federal employee layoffs, saw a 3.9 decrease in jobs since 2020 Q1.

“Main Street America”, according to Dr. Yun, is moving forward as income growth outpaces inflation. Wage growth was at 3.9% in March 2025 while inflation was at 2.4%.

THE 2024 LAND MARKET

Reported land sales in 2024 increased 0.7% from the previous year, with residential and recreational land posting the strongest growth of 1.2% and 1.4% respectively. The land market continues to see a more moderate growth trend as the market balances from record high land sales in 2021. This modest growth isn’t surprising to land professionals. Land sales growth is mostly in line with the 3-month expectations of REALTORS®, while actual land prices beat their 3-month expectations.

All Land Categories Show Price Gains of 0.7% or More

Prices for agricultural land, both irrigated and non-irrigated, fell compared to the previous year while ranchland prices rose. This could be influenced by falling crop prices and rising livestock prices over the past two years.

Source: 2024 Land Market Survey

Land market continues moderate growth compared to Covid years

By type of land, the most popular land types sold were agricultural (27%), recreational (26%) and residential (20%).

Land prices remain steady with all land categories showing price increases of 0.7% or more with recreational land having the highest price gains (2.4%) followed by residential (2.2%), which is in line with preCovid performance. Timber and ranch land prices grew more than before the pandemic.

Source: 2024 Land Market Survey

Agriculture Livestock

Prices Higher, But Crop

Prices Lower

Source: 2024 Land Market Survey

Map of RLI’s 10 Regions

8 7 3 4 5 9 10 10 2 1 6 4 5

Hottest Markets

Regions 9 and 10 were the markets with the highest increase in land sales in the range of 3% and 2.2%. Also, the biggest land market was Region 10 (21% of land sales), followed by Region 8 (19%).

By state, the states with the largest share of land sales were Texas (15%), Colorado (8%), North Carolina (7.7%) and Georgia (6.2%) accounting for over a third of all land transactions nationwide.

Most land sales across RLI’s 10 regions were agricultural with regions 7 (Midwest), 3 (Upper Midwest) and 5 (California and Nevada) having the highest percentages of their land sales in agricultural land.

Most Expensive Residential Land

Region 10 boasted the highest prices for residential land, commanding up to $47,500 per acre, underscoring its premium market position. Region 8, on the other hand, presented the most economical choices, with land available at $20,000 per acre.

Top Performing Categories by Region (percent change in sales YOY)

Among all regions, Region 10 had the highest percent change in commercial land sales (3.9%), while Region 1 had the highest percent change in residential land sales (6.8%) and recreational land sales (10%).

Region 1

(CT, MA, ME, NH, NY, RI, VT)

Top Performing Land Categories: Recreation and Ranch

Region 2

(DE, MD, MI, NJ, OH, PA, WV)

Top Performing Land Categories: Other and Development

Region 3 (MN, ND, SD, WI)

Top Performing Land Categories: All categories saw decreases with recreation and ranch seeing the least decline in YOY sales

Region 4 (AK, ID, MT, OR, WA)

Top Performing Land Categories: Agricultural, irrigated and Other

Region 5 (CA, HI, NV)

Top Performing Land Categories: Timber and Agricultural, non-irrigated

Region 6 (AZ, CO, NM, UT, WY)

Top Performing Land Categories: Other and Development

Region 7 (IA, IL, IN, KS, MO, NE)

Top Performing Land Categories: Development and Residential

Region 8 (OK, TX)

Top Performing Land Categories: All categories saw decreases with ranch and recreational land seeing the least decline in YOY sales

Region 9 (AL, AR, KY, LA, MS, TN)

Top Performing Land Categories: Residential and Development

Region 10 (FL, GA, NC, SC, VA)

Top Performing Land Categories: Commercial and Residential

CONCLUSION

Although land real estate saw slower growth in 2024 compared to previous years, land remains a solid, hands-on investment option, particularly appealing to those looking for stability while the stock market experiences corrections. The ongoing housing shortage will continue to drive the need for land for new developments. With land financing expected to be favorable from late 2025 into 2026, the industry is well-positioned for resilience in an uncertain market.

Considering an exchange?

Think beyond the farm.

When

From Chaos to Confidence: Get Clarity on Your Land Marketing

By Kasey Mock, ALC The Mock Ranches Group

Confusion creates chaos, which leads to frustration and paralysis. But clarity creates confidence, which leads to action. I would submit that nowhere in our businesses is this truer than in marketing. Marketing creates more confusion and frustration for Brokers, Agents and other small business owners than perhaps any other part of our business. It makes sense when you think about it, most of us are experts in land, development, agriculture, or wildlife, but we are not trained marketing executives. However, we are expected to make educated expert decisions around marketing, and these have big financial implications in our business. In this article, I’m going to breakdown a few steps that might help us gain clarity around this important part of our business...Marketing.

MARKETING VS. ADVERTISING

Marketing is identifying a specific customer with a need and netting them in that need. Marketing should be targeted to a specific client avatar (see my NLC 25 Campfire Chat for an exercise on identifying your Client Avatar at bit.ly/campfire_2025). Advertising is when your business pays to place its “Ad” in a particular location.

First, it is important to define the difference between marketing and advertising. Think of it this way; You market to people, and you place ads. Marketing is identifying a specific customer with a need and netting them in that need. Marketing should be targeted to a specific client avatar (see my NLC 25 Campfire Chat for an exercise on identifying your Client Avatar at bit.ly/campfire_2025). Advertising is when your business pays to place its “Ad” in a particular location. For us at The Mock Ranches Group, marketing is the more physical of the two. It is directly positioning or placing our services or a specific listing in front of a targeted demographic of buyers or sellers. Advertising is the more passive, “shotgun approach” of promoting our brand, or our listings to the general public, such as purchasing banner ads, placing signage. More targeted marketing might be social media or google ads. A helpful question to ask might be, “with this specific initiative, am I promoting my service or selling my product?”

What should I spend on marketing? This is the million-dollar question for many business owners, especially real estate agents. Fortunately, real estate is a highly researched and written about industry, so there’s no excuse not to follow a proven model. Creativity without models equals chaos. In this context, it’s experimental chaos with your money. The most frequently referenced and bestselling real estate book of all time is The Millionaire Real Estate Agent, by Gary Keller, Jay Papasan and Dave Jenks. The “MREA” breaks down the budget model for a real estate agent wanting to profitably do a million dollars in gross commission income (GCI). Based on the MREA budget model, you should spend 10% of your total gross revenue on marketing. You might spend 20-30% of revenue when you’re getting started, when you’re growing a business, or expanding into new territory. But be careful you don’t overspend. We believe in a “Prospecting-based, marketing enhanced” approach, where we always lead with revenue, not expenses. It’s like playing Red Light - Green Light with your expenses. If money is coming in from my efforts, I have permission to spend some on marketing to get more.

One more note on marketing expenses. I am always cautious of committing to long-term fixed marketing contracts before they are proven. Nothing will bring your margins down more than fixed expenses that don’t produce results at a profitable margin. I would rather overpay during the shorter testing period, make adjustments, re-test, then commit to a contract once I know what works. The same could be said for ad spend.

This past March at NLC25 in Tucson, AZ I was honored to sit on a Marketing Panel with four other ALCs from around the country, all of whom are consistently at the top of the APEX Producer Awards. Dan Murphy, ALC M4 Ranch Group (CO), Matt Davis, ALC Cushman & Wakefield (CA), Seth Craft, ALC M4 Ranch Group (CO), and Dean Saunders, ALC Saunders Real Estate (FL). I’ll speak on behalf of the five of us and say that we’d be happy to answer questions about marketing. My observation was, these guys have laser-like clarity on their ideal client avatar, and they can make precise and predictable marketing decisions. While we are all similar in focus, the five of us had very different marketing strategies. Dean and Matt focus on providing detailed market reports and data, while Seth, Dan and I take more of a luxury ranch lifestyle approach around legacy ranch ownership. Both produce obvious results, with a specific audience.

We have a database of around 20,000 people, which is critical in our unique marketing strategy. These people have essentially given us permission to market to them and communicate with them about real estate over time. A business with a strong database is defendable, has a predictable flow of business, and can be more personal with more people, more often. As a result of this, our best marketing return has come from “belly-to-belly” marketing, database marketing, and referrals from our database. Our cost of leads is 1/4 the cost when marketing to our database, when compared to not-mets. Additionally, we don’t have to worry about the Do Not Call lists or being marked as spam when communicating within our database, as long as we respect them and provide value to them through education, information, and entertainment. The farther away we get from our database, the lower returns become, and the more likely we are to meet prospective clients who are difficult to convert or work with.

Finally, I’d ask you this question; is your marketing team good enough that other people or other firms are trying to hire them?

In a world where there is ever-increasing competition for people’s attention, having a professional marketing strategy is critical. For most REALTORS®, this probably means hiring someone, either a firm or an individual. That can be an intimidating process and a significant investment. Most contract firms cost what a full-time employee would cost, there is an onboarding process, then the budgeted ad spend and investment in collaterals. Break it down into steps, lead with revenue and clarity. Remember, making the wrong hire can be as costly as not making one. It’s a process, and failure is a part of it. Just be sure you’re failing forward!

Go get ‘em!

Kasey Mock, ALC is the CEO of the Mock Ranches Group at Keller Williams Realty based in Stephenville, TX. He is a business coach for the MAPS Business Network, Host of the Land Broker Insider Podcast, and leads the Land Broker Masterminds training organization.

RESOURCES:

Here are a few books I have read that have good marketing models: The Millionaire Real Estate Agent, by Gary Keller, Jay Papasan and Dave Jinks. Talk Triggers, by Jay Baer. This is Marketing, by Seth Godin.

EPA v. Sackett was a big win for landowners, farmers, ranchers, and developers— but the fight isn’t over yet

Waters of the US: a Constantly Changing Landscape

By Gary Hubbell,

ALC

Broker/Owner/Auctioneer United Country

Colorado

Brokers

One of the most consequential cases of the Supreme Court in recent years was the EPA v. Sackett case, which brought a muchneeded clarification to the EPA’s interpretation of the definition of Waters of the US (WOTUS), as defined in the Clean Water Act (CWA) of 1972. For perspective, it should be noted that water pollution was indeed a huge issue in the 1960’s and 1970’s when the CWA was passed. Pollution was rampant, and polluters had to be held to account. In 1969, an oil slick on the Cuyahoga River in Ohio caught fire. Between 1947 and 1977, General Electric polluted the Hudson River in New York by discharging PCB’s into it, causing harmful side effects to wildlife and people who ate fish from the river. There were many other examples. The Clean Water Act enjoys widespread public support.

A key tenet of the Clean Water Act—and the subject of ongoing political division, debate, and regulation—is exactly which waters the Act protects. The position of environmental groups is that all waters—whether a stream, puddle, ditch, lake, river, or ocean—are interconnected and must be protected. Farmers with a swale in their fields bristle at the idea that the federal government has a right to tell them how to handle a puddle that develops after a summer shower, while developers have cried foul about small wetlands bringing developments to a halt.

Conflicting definitions of “Waters of the US”

The controversy stems from years of legal ambiguity surrounding what constitutes "waters of the United States" under the CWA. The initial interpretation of the Act was to protect “navigable waters—those waters subject to the ebb and flow of the tides and/or are presently used, or have been used in the past, or may be susceptible for use to transport interstate or foreign commerce,” justified under the Commerce Clause of the US Constitution. Without the premise of commerce—people traveling, sailing, recreating, or transporting goods on water—the entire Clean Water Act would be void.

However, over the decades, with enormous pressure exerted by environmental groups, the definition of “waters” was expanded by unelected bureaucrats, encompassing intermittent streams, isolated wetlands, irrigation ditches, and even areas that were dry for most of the year, sparking concerns about the breadth of federal jurisdiction. Landowners, farmers, ranchers, and developers have endured a “ping-pong battle” of conflicting rules as each new presidential administration has taken a whack at a new interpretation of implementing the Clean Water Act.

This uncertainty culminated in a 2023 Supreme Court decision in which Michael and Chantel Sackett sought to develop a property several hundred feet from Priest Lake, a popular lake in the Idaho panhandle. In 2007, the Sacketts acted to fill some wetlands with gravel in preparation to build on their property. Even though the wetlands in question had no direct connection to the lake—by several hundred feet—the EPA claimed these lands were Waters of the US and federally protected. The EPA’s rules were made under the auspices of a 4-4-1 Supreme Court decision in which the “significant nexus” doctrine of the Rapanos v. United States decision was decided in 2006. Justice Kennedy wrote that a wetland, ditch, or puddle could be declared “Waters of the US” if there was a “significant nexus” to the traditional navigable water through a physical, chemical, or biological connection. Through this thin thread, the EPA ordered the Sacketts to remove the gravel and cease work. Many other landowners were punished for similar acts, such as building a pond or digging a ditch.

In 2008, the Sacketts sued the EPA, stating that the government had no statutory authority over wetlands that were not Waters of the US, in large part due to the fact that the wetlands on their property were distinct from the lake and in no way navigable. The landowner contended that these regulations infringed upon their right to use their property as they saw fit, setting the stage for a legal battle with profound implications.

The Supreme Court’s Decision—and RLI’s Role

The Sackett case was brought to the attention of the REALTORS® Land Institute, whose members recognized the EPA’s interpretation of WOTUS as an egregious example of government overreach that bore serious consequences for landowners across the country.

“Relatively permanent” In a previous Supreme Court decision from 2006, Rapanos v. U.S., a plurality of four Supreme Court justices ruled that Waters of the US could include waters that are not navigable, but only if the waters in question are “relatively permanent, standing, or continuously flowing bodies of water” and wetlands that share “a continuous surface connection with such water”. Regardless, the EPA sought to continuously expand this definition of WOTUS to include intermittent streams, ditches, and events where water becomes pooled as Waters of the US.

In the 6-3 majority Sackett ruling, the Supreme Court significantly narrowed the definition of WOTUS, stating that federal jurisdiction under the Clean Water Act applies only to waters that have a “relatively permanent” and "continuous surface connection" to navigable bodies of water. Waters of the US were now defined as “only those relatively permanent, standing or continuously flowing bodies of water forming geographical features that are described in ordinary parlance as streams, oceans, rivers and lakes.” This decision effectively removed isolated wetlands and other remote bodies of water from federal oversight, overturning decades of regulatory practice—at least in theory.

Words Matter—Especially When Defining WOTUS

One might think that the Sackett decision cleared everything up, but that was not the case. After the Supreme Court decision was issued in late May 2023, the Biden Administration issued new rulemaking “guidance” for the EPA in September of that year. Many closely connected followers of the case were perplexed. The Biden EPA seemed to thumb their noses at the court’s ruling. The new rule eliminated the overly broad “significant nexus” test that had for many years defined Waters of the US and included the court’s new “relatively permanent” status, but Biden’s rules were once again an overly broad and obtuse definition of wetlands that was difficult for administrators, farmers, developers, and landowners to understand if wetlands, ditches, streams, or intermittent water sources were jurisdictional or not. Dan Murphy, ALC, President of the REALTORS® Land Institute, explains. “The WOTUS rules are unbelievably ambiguous. That’s the biggest issue—what rules mean what, how do you remediate it, and how do you defend it? The Trump administration is trying to go back to a Clean Water bill that protects all elements of what we hold dear and yet doesn’t give ambiguous rights to somebody to do something that wasn’t written.”

Courtney Briggs, Senior Director for Government Affairs at the American Farm Bureau, explains. “Congress made it clear that there is a limit as to how far the federal government can go, but unfortunately didn’t draw an explicitly bright line,” she said. “The problem is that there are still so many gray areas as to what ‘relatively permanent’ means. The Biden EPA’s rules are so ambiguous that it leaves them the latitude to regulate as they please. It leaves landowners beholden to the federal government to ask permission to use their land and the government can take any action they want. This has nothing to do with water quality—it’s about the ability to use your land and the federal government taking control of your land.”

Enter the second Trump Administration in 2025. One of the first official acts of the Trump team was to attempt clarification of the Sackett ruling. EPA administrator Lee Zeldin directed EPA staff to implement a policy of “continuous surface connection” to define WOTUS as waters that are “only those relatively permanent, standing or continuously flowing bodies of water forming geographical features that are described in ordinary parlance as streams, oceans, rivers and lakes.” The Trump EPA has undergone a process of public comment periods and has solicited input from stakeholders including not just environmentalists, but primarily those who actually own and use land—ranchers, farmers, developers, property owners, and yes—RLI members who broker land sales.

Soon we should have a new directive on how the definition of “navigable waters” might portend whether a farmer can re-route an irrigation ditch; a developer can fill in a few hundred square feet of cattails; a rancher can dig a new pond to water his cattle; or a homeowner can drain water away from a building site. Previously, the EPA offered no process to appeal an administrative decision once it was determined that Waters of the US were present on a property.

The Clean Water Act, though monumentally effective in cleaning up pollution in our nation’s rivers, creeks, streams, ponds, and lakes, has also been massively abused. While the Clean Water Act is well intentioned, it is also painfully vague, leading to new rulemaking from the EPA each time there is a change in leadership. “I don’t think environmental groups want change,” says Courtney Briggs of the Farm Bureau. “They fund-raise off of it, and they make money off the Clean Water Act. It gets their base excited.”

It's such a hot-button issue that no one in Congress wants to take it on, as two Congressmen who already tried were unseated by the barrage of hostile ads pointed at them by environmental groups. However, at RLI’s last Government Affairs meeting, RLI’s lobbyist, Russell Riggs, brought to our attention that with the new administration there are talks to codify a revised WOTUS rule into legislation. We have revised guidance from the EPA that complies with Sackett and we support codifying into legislation a rule that conforms to the Sackett ruling so that clear guidance prevails, preventing radically different rules being passed with each administration.

Finally, there is light at the end of the tunnel and landowners may have clear guidance going forward as to how to treat one of our most precious assets—our water.

Gary Hubbell, ALC, is the managing broker and owner of United Country Colorado Brokers, based in Hotchkiss, Colorado. Representing properties across Colorado and Utah, Gary specializes in selling rural properties with business assets; Colorado hunting properties; farms, ranches, and resorts; orchards, vineyards, and wineries; and commercial businesses such as outfitting services and RV parks.

Finally, there is light at the end of the tunnel and landowners may have clear guidance going forward as to how to treat one of our most precious assets— our water.

BRIDGING THE DIVIDE: Why Land Specialists Should Champion Collaboration

By Koby Rickertsen, ALC, High Point Land Company

Let's be honest, real estate can sometimes feel like a collection of separate kingdoms, each with its own perceived superiority. Residential vs. Land vs. Commercial vs. whoever else.

"You guys just drive around and look at dirt all day," a residential agent might joke.

"And you just show the same three-floor plans over and over," we might reply.

"Commercial? That's just paperwork stacked on paperwork," someone else might add.

It's lighthearted, sure, but these playful rivalries often reveal deeper misunderstandings between sectors. Each niche brings real expertise to the table, but too often, we act as if our lane is the only one that truly matters. That mindset limits us, and more importantly, it limits what we can achieve for our clients.

The future of real estate lies not in isolated islands but in collaboration.

Before I became a land broker, I experienced this divide firsthand. I was personally selling a commercial property and hired a well-regarded residential agent to list it. After a few weeks of inaction, a friend asked me a simple yet jarring question: "Where is your property being marketed online?"

When I brought that question to the agent, she replied, "It's on the MLS." At the time, I didn't even know what that meant. When I asked how it was reaching buyers, she couldn't explain it. It turned out the property wasn't being marketed at all beyond her own agent network. She had no access to commercial platforms like LoopNet or Crexi, and the listing wasn't hitting buyer-facing websites. I had lost three valuable weeks.

Was she a bad agent? Not at all, she was highly skilled in residential transactions. But she was operating outside her expertise and didn't know what she didn't know. That experience exposed the real risk of trying to navigate unfamiliar territory alone. And I've seen this happen time and time again in all kinds of different transactions. It also showed me just how much value there is in doing what you do best and referring out the rest.

That moment sparked my journey into real estate. And it continues to shape how I think about professionalism, collaboration, and the future of our industry.

As land professionals, we navigate high-stakes transactions every day. Zoning complexities, soil classifications, water rights, easements, irrigation systems, government programs, these aren't small details. They are deal-breakers and liability traps for anyone unfamiliar with the landscape. I've seen well-meaning agents step into land sales only to leave their clients vulnerable to legal disputes, missed opportunities, or substantial financial loss. The sheer volume of research required for land deals creates a minefield for those without specialized knowledge. It's easy to make a costly mistake.

Sometimes hesitation from other agents isn't about ego, it's about fear. They're afraid of losing the client relationship or, worse, looking incompetent. As land specialists, we can take the lead in removing that fear. When we treat referral partners with respect, keep them in the loop, and reaffirm their importance in the transaction, we turn uncertainty into trust. The best collaborations happen when both agents feel like professionals at the top of their game, not like someone's just handing off a problem.

And the reality is, we should be far more afraid of doing a poor job than we are of introducing a seasoned pro. A single misstep on a land transaction, whether it's missed value, misunderstood regulations, or faulty representation, can cost clients dearly and permanently damage an agent's reputation. In contrast, a well-executed referral builds trust, generates future business, and elevates everyone involved. One successful collaboration can lead to a steady stream of deals and referrals that neither party could have captured alone.

"...one

of my core business goals in 2025 is to pay out over $100,000 in referral commissions to residential and commercial agents. Not just because it's good for business but because it's the right way to build a lasting, professional network that is right for our clients. If we want our peers to refer land deals our way, we have to make it easy and worthwhile."

But rather than criticizing those agents, I believe we need to empower them, by making ourselves accessible, trustworthy, and easy to work with.

Residential agents are deeply embedded in their communities. They know the people, the neighborhoods, and the shifting dynamics of local demand. Commercial specialists understand leasing structures, investor metrics, and the language of business. These colleagues bring essential skills to the table, skills we don't always have. And while we, as land brokers, often operate across counties or state lines, bringing with us regional marketing power and deep specialization, we're most effective when we combine that reach with local relationships and mutual respect.

That's why one of my core business goals in 2025 is to pay out over $100,000 in referral commissions to residential and commercial agents. Not just because it's good for business but because it's the right way to build a lasting, professional network that is right for our clients. If we want our peers to refer land deals our way, we have to make it easy and worthwhile.

This requires providing clear communication, simple referral agreements, and educational tools that make land transactions less intimidating for agents outside our niche. A one-page guide to common land-specific terminology, for instance, can be extremely helpful for residential agents. It also involves actively referring our residential and commercial clients to experts in those respective areas. When properties include residential or commercial components, we

should proactively strengthen our partnerships by connecting those clients with trusted specialists. This reciprocal referral system fosters goodwill and ensures our clients benefit from comprehensive, expert service across all their real estate needs. Ultimately, isn't the client the most important part of our industry?

I've seen what happens when this works. I once partnered with a residential rockstar who had a client ready to walk away from a listing: a home with hundreds of acres of pasture that wasn't moving. She called me, unsure of what to do next. Together, we reimagined the marketing approach. We focused on the seller's goals. We shared the work, and the trust. The result? A successful sale that exceeded expectations, and multiple new referrals from the client afterward. That partnership is still going strong today.

Real estate is better when we do it together. Our clients deserve experts not guesswork. And we, as land specialists, have an opportunity to be the ones who lead by example.

Here's my challenge: Reach out to three residential or commercial agents in your area this month. Introduce yourself. Let them know you're the go-to for land. Offer to help, to answer questions, or to partner when the opportunity arises.

Because when we collaborate, everyone wins.

Koby Rickertsen, ALC, is a multi-state land broker with High Point Land Company, serving clients across the Midwest. With deep roots in Nebraska agriculture and over a decade of experience in the U.S. Navy Submarine Force, Koby brings strategic insight, disciplined leadership, and a relationshipdriven approach to every land transaction. He can be reached at Koby@HighPointLandCompany.com or through www.HighPointLandCompany.com

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LEGACY

So, I Became a Capitol Hill Intern in My 50s

By Ariel Steele

When I was little, I dreamed of being either a dolphin trainer or a U.S. Senator. So, in some ways, it’s not completely surprising that I found myself navigating the halls of Congress in my 50s. Still, I never expected to feel so much like the new kid—wide-eyed, nervous, and totally excited.

Let’s be clear: I didn’t turn in my real estate license to become a Capitol Hill staffer. But that week, I felt like one.

RLI members Ariel Steele, Dean Saunders, ALC, and RLI 2025 President Dan Murphy, ALC along with Greg Hill, President and COO of Hess Corporation and their lobbyist Alex Mistri went to DC in March to discuss the benefits of a Federal tax credit for permanently conserving private working lands.

Why I Went to Washington

I’m not a typical REALTORS® Land Institute (RLI) member. I don’t sell ranches—but I work with Colorado landowners every day to help them stay on their land and get money for not developing it. Through Colorado’s transferable conservation easement tax credit program, we’ve helped landowners get money by preserving wildlife habitat and working agricultural land.

Because my work is so tied to state policy, I’ve spent years navigating Colorado’s Capitol—testifying in hearings, meeting with legislators, and walking through bill drafts. But Washington, D.C.? That felt like another universe.

Then, we had an idea: what if the same kind of conservation incentive we’ve used in Colorado could work across the entire country?

Suddenly, I had a reason to head to Capitol Hill.

First-Time Lobbying Lessons

Thankfully, I wasn’t alone. I traveled with a coalition of land advocates, ranchers, and land brokers—some seasoned, others (like me) brand new to D.C. Here are just a few things I learned that I wish I’d known ahead of time:

1. Get there early—even for the "secret" doors. Everyone told us about the faster security entrance for Senate office buildings. Turns out, the “secret” was out. The line snaked around the building. Luckily, we’d arrived 30 minutes early!

2. Stay inside when you can.

House and Senate office buildings are connected by underground tunnels. Once you're in, avoid re-entering security by using these passageways—and grab a coffee at the basement Dunkin’ Donuts while you’re at it.

3. Bring a local voice.

When we met with Senator Steve Daines of Montana, we were joined by a local ranching family. Their story—how conservation easements could help keep the kids on the ranch—connected in a way my out-of-state expertise never could. Locals = impact.

4. The staffer is your audience.

Yes, it's exciting to meet a Senator. But the legislative assistant across the table? They're the ones who will brief the boss and decide whether your issue makes it onto their radar. Impress them.

5. Lead with what they care about.

You might only get five minutes. Start with how your issue relates to their district, their voters, their priorities. Save the deep dive for later.

After my ten-minute pitch about land conservation tax incentives, that same office might have heard from someone worried about Social Security and another pushing a consumer protection bill. You learn quickly: keep it clear, concise, and human.

Why It Matters

I’m hooked. I’ve joined RLI’s Government Affairs Committee and plan to return to Capitol Hill several more times this year. We’re pushing forward a federal conservation tax credit model—something that could create real, lasting impact for landowners nationwide.

And here’s the good news: RLI makes it easy to get involved. Through their partnership with the National Association of REALTORS® (NAR), we already have the relationships and infrastructure to engage in meaningful advocacy. NAR has one of the most robust and respected advocacy programs in the association industry. Our dedicated NAR Advocacy Liaison, Russell Riggs, helps us capitalize on that strength by acting as a bridge between RLI and NAR to move our advocacy efforts forward. This partnership led to major wins last year in key private property rights cases—both at the state level in Tennessee and at the U.S. Supreme Court. You can learn more about these at RLI’s online advocacy resource center: rliland.com/advocacy

How does RLI decide what issues to get involved in? The RLI Government Affairs Committee created a formal policy document in 2024 outlining positions on 15 land-related issues. It’s a working guide that helps us decide when to formally back efforts like the federal conservation tax credit.

Even if you don’t have a bill in your back pocket, I encourage you to come see the process in action. Take a day or two to join a legislative fly-in— NAR hosts them each May during the REALTORS® Legislative Meetings. You might be surprised at how approachable, human, and even fun lobbying can be.

After all, if a middle-aged would-be dolphin trainer can do it—you can too.

Ariel Steele works with farmers and ranchers in Colorado to get money for conserving their land with conservation easements. Her company, Tax Credit Connection, Inc., is the leader in Colorado transferable income tax credits. She loves working with ranch brokers to help their clients understand how conservation easements are an opportunity to save them money.

My Land Story

By Chuck Belatti, 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!

About 35 miles north of Tulsa in an area known as the “Bluestem Bowl” for its plentiful native grasses, here, you'll find the Cobbs Ranch. These beautiful 6,500 acres +/- have been a part of my family since 1930. Although we lived in town about 25 miles away, the ranch always called to me. It’s where I rode my first horse, caught my first fish, harvested my first quail and whitetail buck—and where I asked my wife to marry me. This ranch has seen generations of my family enjoy the land, celebrate special occasions, and grow closer together. It’s done the same for my children: they too rode their first horses, caught their first fish, and took their first deer on that same soil. Five generations of memories are rooted in this land.

After graduating from Oklahoma State University in 1988, my wife and I moved to the Dallas/Fort Worth area. There, we spent 28 years raising our two kids, building careers in the corporate world, and serving our local church and community. But something kept calling us home. In 2016, as 50-year-old empty nesters and burnt-out corporate citizens, we decided to both go big and go home—leasing a house on the ranch with no real plan other than a feeling in our gut and dream in our hearts.

Soon after returning, I reached out to a successful local rancher, Robert Hughes, and asked if he would mentor me. With his guidance, I began learning the craft of ranching by doing it: hands-on and from the ground up. From 2017 to 2019, I immersed myself in the daily work and lessons of his operation. That education rekindled something in me. I wasn’t just managing land; I was rediscovering a way of life.

Missing the pace and interaction of business, I decided to pursue a new direction rooted in both my heritage and skillset: land real estate. I joined Sherman Shanklin, ALC at Shanklin Farm and Ranch Realty and, under his wing, began learning the ins and outs of rural land sales. Sherm wasn’t just a mentor—his family and mine go way back. His mother was my first Sunday School teacher, and my greatgrandmother taught him Sunday School. Sadly, Sherm passed away unexpectedly in 2020, but the foundation he helped me build gave me the confidence to keep going.

In 2020, I officially took over management of our family ranch while continuing my real estate journey. Today, I split my time between contracting feed, burning pasture, managing cattle and wildlife and walking land with buyers and sellers to help them negotiate deals to accomplish their property goals. I work with a trustworthy ranch foreman—himself the fourth generation of his family to care for the ranch. His son now plays in the same Stick Creek that generations before him did. Our shared legacy runs deep.

In 2023, I was humbled to be named the APEX Region 8 Agribusiness Broker of the Year by the REALTORS® Land Institute—a region covering Oklahoma and Texas. I’m proud of that recognition, but more than anything, I’m grateful to my clients, colleagues, mentors, and the entire Arrowhead Land Company team for helping me turn passion into purpose.

My unique combination of business experience and family heritage allows me to guide buyers in creating or expanding their own land legacy and helps me empathize with the emotional decision sellers face. This isn’t just a job. This is my home. This is where my story began, and where I’m proud to help others begin theirs. This is my best life— and I’m just getting started.

Chuck Bellatti, ALC is a Broker Associate at Arrowhead Land Company. He was 2023 RLI Region 8 Agribusiness Broker of the Year as well as 2023 and 2024 Arrowhead Land Company Top Agent.

Pens at Cobbs Ranch

Chuck with his son Nate

Chuck fishing with his daughter

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