2020 Winter Terra Firma Magazine

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MAKING THE BEST IN THE BUSINESS THE BEST IN THE BUSINESS

INSIDE THIS ISSUE

Buying And Selling Properties By The Sea Shore The Land Market: Current Conditions & Outlook Seeking The “Balanced Ranch”

WINTER 2020 | VOL. 74 NO. 1

RLILAND.COM


San Antonio, TX | MARCH 29 - April 1

Expertise.

Camaraderie.

Prestige.

Learn more at rliland.com/national-land-conference


THE VOICE OF LAND Table of Contents RLI News Brief From National

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Meet The 2020 RLI Executive Committee

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Meet The 2020 RLI Board of Directors

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Meet Your RLI Staff

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LEF Scholarships Available!

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Four Most Expensive Properties on The Land Connections

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Winter 2020 Edition An Official Publication of the REALTORS® Land Institute

Publisher Aubrie Kobernus, MBA, RCE Chief Executive Officer

REALTORS® Land Institute 430 North Michigan Avenue Chicago, Illinois 60611

Editorial Director and Contributing Author Jessa Friedrich, MBA, Marketing Manager

Phone: 1-800-441-5263 E-mail: rli@realtors.org Website: rliland.com

Contributing Author Amanda Morrone, MSHC, Education Manager

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President’s Message

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RLI Chapter News

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NLC20

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Thank You to Our Partners

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LANDU Education Update

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News & Notes From Inside The Beltway

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The Land Market: Current Conditions & Outlook

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Buying And Selling Properties By The Sea Shore

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Building Your Land Agent Brand

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Seeking The “Balanced Ranch”

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Copyright 2020. All rights reserved. Reproduction in whole or in part without permission is prohibited. Views expressed within the publication are not necessarily endorsed by the REALTORS® Land Institute and information should not be construed as recommendations for any course of action regarding financial, legal, or accounting matters.

Contributing Author Gerry Berish, CAE Chapter & Membership Relations Manager

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NEWS BRIEF

RLI NEWS BRIEF FROM NATIONAL PRESIDENT’S MESSAGE Dear RLI Members: It is with great pride that I have taken the oath of office to become the 2020 National President of the REALTORS® Land Institute (RLI). I am honored to serve at such an exciting time in RLI’s history. As president, I look forward to continuing our momentum in diligently working with the rest of leadership and our national staff towards achieving the goals set out in our 2017-2020 Strategic Plan to establish us further in the industry as The Voice of Land. In line with that plan, we seek to zero-in on strengthening and growing our RLI Chapters across the country. After building a strong foundation by creating Chapter Model Bylaws, supporting their adoption, and by providing new resources, like access to our membership database, a template branded website, and access to brochure templates, we are excited to move on to the next phase. We have welcomed Gerry Berish, CAE, as our full-time Chapter & Membership Relations Manager. He will be able to strategically put in place the resources and support that our chapters need to thrive. If you are attending the 2020 National Land Conference (NLC20) and are interested in learning more about our plan for our chapters or would like to contribute your own insights, don’t miss out on the RLI Chapter Workshop taking place during the event. Another one of our focuses for the coming year is to invest more heavily into our marketing initiatives. We plan to doubledown in this area after seeing tremendous results from our efforts so far. In order to extend our reach and truly become The Voice of Land, we will be scaling our content marketing and paid advertising efforts with a goal of creating more brand awareness about the value of using land experts, including our Accredited Land Consultants. We will also continue to create content that is valuable to landowners which our land agents can use to position themselves as experts in their markets by sharing it through their marketing channels. In turn, with this added value to members, we hope to see continued growth in our already increasing membership numbers. On the education front, RLI has been offering fully updated courses, including one brand new course, throughout the past year as part of its Land University (LANDU) Education Program. Additionally, four new LANDU Instructors have been approved 2

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and we are currently in the process of seeking and approving even more – let us know if you are interested! We are also proud to recognize our chapters for hosting a substantially increased number of the newly updated courses over the past year. As we move into the coming year, our focus will shift now to enhancing and refining our courses with the help of various task forces made up of subject matter experts from our membership. We are also excited to announce that all RLI webinars in 2020 will be free, so make sure to tune in! Also, if you are looking to complete courses towards earning our elite Accredited Land Consultant (ALC) Designation, please make sure to save the date for the 2020 LANDU Education Week which will take place May 27 – June 4 in Little Rock, AR. This event is a unique opportunity to complete all six courses towards the education requirement for the ALC. Additionally, leadership and staff have been working hard getting ready for NLC20 which will be held in San Antonio, TX, from March 29 – April 1. Members on the conference planning task force have been working closely with staff to ensure this year’s conference is the most valuable one yet. RLI has secured agricultural reporter Delaney Howell for the Opening Keynote Speaker and land economist Mark Dotzour, PhD., for the Closing Keynote Speaker as well as a strong line-up of industry experts to provide valuable takeaways and expertise for attendees. Hope to see you there! As we start the New Year, we encourage all qualifying RLI members to participate in our APEX Awards Program and take advantage of the prestige that comes along with being a part of it. After doubling the number of applicants and total dollar sales volume submitted by applicants in the second year of the program, we plan to continue growing the program and extending the reach of the recognition that our award winners receive. We look forward to announcing this year’s winners at the APEX Awards Ceremony, sponsored by The Land Report, during NLC20. As a member of RLI, you make all the difference. You are the lifeblood of our organization and the power behind our prestige. Thank you for being a member and for your part in keeping the organization strong! Sincerely,

Kyle Hansen, ALC 2020 RLI National President


NEWS BRIEF

THE 2020 RLI EXECUTIVE COMMITTEE Kyle Hansen, ALC RLI National President Hertz Real Estate Services Nevada, IA KyleH@hertz.ag Kyle Hansen, ALC, has been a member of RLI since 2008, receiving his ALC Designation in 2011. In 2015 and 2016, he served as Chair of RLI National’s Future Leaders Committee. He is an active member of the RLI Iowa Chapter, serving as their president from 2012-2013. The chapter also awarded him the RLI Iowa Chapter Land Broker of the Year Award in 2013. Then in 2014, he received the RLI National Rising Star Leadership Award which 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. Kyle later went on to be an APEX 2017 Top Twenty Producer and was among those recognized in the APEX 2018 Producers Club as part of the RLI APEX Awards Program. Kyle received his Broker’s license in 2016 for Iowa and Missouri. As RLI’s 2020 President, he is dedicated to seeing the current strategic plan through in its final year with the goal of establishing RLI as The Voice of Land. Renee Harvey, ALC RLI National President-Elect Century 21 Harvey Properties Inc. Paris, TX rharvey@c21php.com Renee Harvey, ALC, has been a long-time member of RLI, receiving her ALC Designation in 2011. Renee has served as Chair of the RLI National Education Committee in 2013, 2014, and 2017. She has also served as Vice Chair of the RLI National Governmental Affairs Committee in both 2015 and 2018 as well as serving as a member of the National Land Conference Planning Committee in 2010. She’s been a licensed broker in Texas for over 30 years with offices currently in Paris, Clarksville, and Bonham. As the Broker/Owner of Century 21 Harvey Properties, her brokerage has attained the prestigious Centurion Award for sales production from Century

21 Real Estate Corporation for the past 13 years. Serving as RLI’s 2020 President-Elect, Renee is looking forward to ensuring our education program remains valuable to land professionals in all markets as well as expanding member benefits for land professionals across the country to help further establish RLI as The Voice of Land. Dean Saunders, ALC, CCIM RLI National Vice President SVN Saunders Ralston Danzler Lakeland, FL dean@saundersrealestate.com Dean Saunders, ALC, CCIM, has been a member of RLI since 1998 and he earned the elite ALC Designation shortly after in 2001. He has an extensive record of service to RLI, serving as Chair of RLI’s Governmental Affairs Committee, as a member of the ALC Designation Committee, and on the Board of Directors. He has also served as the President of the RLI Florida Chapter and continues to be an active chapter member. Additionally, as part of the RLI APEX Awards Program, he was an APEX 2017 Top Twenty Producer and the APEX 2018 Top National Producer for being the highest-producing agent in the country for land sales based on qualifying production volume. He has also been recognized as the Florida REALTOR® of the Year by the RLI Florida Chapter and earned the #1 Sales Professional annual recognition in the Coldwell Banker Comercial affiliate network five times, most recently in 2018. As vice president, Dean seeks to continue focus on enhancing RLI’s core strengths, offering exceptional education, and providing top-notch networking opportunities to land professionals. Jeramy Stephens, ALC RLI National Immediate Past President National Land Realty Little Rock, AR jstephens@nationalland.com Jeramy Stephens, ALC, is a graduate of Arkansas State University with a Bachelor of Science degree in Agriculture Business with an emphasis in Farm Management and Ag Marketing. He joined RLI in 2011 and earned the elite ALC Designation shortly after in 2012. In addition to his service

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as president the past two years, Jeramy has served RLI as the Vice Chair of the 2016 Education Committee and as a member of both the Future Leaders and Governmental Affairs committees. He was also the 2016 President of the RLI Arkansas Chapter and continues to be an active member of the chapter. For the past two years, he was included in the APEX 2017 and 2018 Producers Club as part of the RLI APEX Awards Program. As Immediate Past President and the only member remaining on the Executive Committee from the start of RLI’s 2017-2020 Strategic Plan, Jeramy looks forward to seeing the plan through as RLI continues to establish itself as The Voice of Land.

MEET THE 2020 RLI BOARD OF DIRECTORS Kyle Hansen, ALC RLI National President Hertz Real Estate Services Nevada, IA KyleH@hertz.ag

Renee Harvey, ALC RLI National President-Elect Century 21 Harvey Properties Inc. Paris, TX rharvey@c21php.com

Dean Saunders, ALC, CCIM RLI National Vice President SVN Saunders Ralston Danzler Lakeland, FL dean@saundersrealestate.com

Jeramy Stephens, ALC RLI National Immediate Past President National Land Realty Little Rock, AR jstephens@nationalland.com

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Randy Hertz, ALC NAR Executive Committee Representative Hertz Real Estate Services Nevada, IA Randy.Hertz@Hertz.Ag

Luke Worrell, ALC RLI National Treasurer Worrell Land Services, LLC Jacksonville, IL lukew@worrell-landservices.com

Patricia (Patti) Davis, ALC ALC Designation Committee Chair United Country PEDE and Associates Belgrade, MT pdavis52@gmail.com

Joel King, ALC Education Committee Chair J P. King Auction Company Jonesboro, AR jking@jpking.com

Paul Bottari, ALC Governmental Affairs Committee Chair Bottari & Associates Realty Inc. Wells, NV paul@bottarirealty.com

Justin Osborn, ALC Future Leaders Committee Chair The Wells Group Real Estate Brokerage Durango, CO justin@wellsgroupdurango.com


NEWS BRIEF

David Hitchcock, ALC At-Large Director (2019-2020) SVN Saunders Real Estate LLC Lakeland, FL davidh@saundersrealestate.com

Bart Miller, ALC At-Large Director (2019-2020) Mason & Morse Ranch Company Colorado Spring, CO bart@ranchland.com

George Clift, ALC At-Large Director (2020-2021) Clift Land Brokers Amarillo, TX george@cliftlandbrokers.com

Russell Riggs (Ex-Officio) RLI Legislative Liaison National Association of REALTORS® Washington, DC rriggs@realtors.org

Aubrie Kobernus, MBA, RCE (Ex-Officio) Chief Executive Office REALTORS® Land Institute Chicago, IL akobernus@realtors.org

MEET YOUR RLI STAFF Aubrie Kobernus, MBA, RCE Chief Executive Officer 312-329-8837 | akobernus@realtors.org Aubrie is responsible for the overall management of RLI. This includes working together with the Board of Directors to develop the vision, goals, objectives, and related policies for the organization. Within that framework, Aubrie organizes and directs the staff, programs, financial performance, and activities of RLI. Members may contact her anytime with questions or concerns. Aubrie has been with RLI since March 2016.

Karen Calarco Operations Manager 312-329-8287 | kcalarco@realtors.org Karen manages RLI’s expenditures within the set budget, member records, and invoicing. Members may contact her for assistance changing their profile information, paying dues, and answering financial inquiries about their account. Karen has been with RLI since September 2007.

Gerry Berish, CAE Chapter & Membership Relations Manager 312-329-8519 | gberish@realtors.org Gerry manages the relationships between RLI National and its chapter organizations as well as serves as the main point of contact for RLI members. In his role, Gerry also serves as the Chapter Leadership Council liaison. Members may contact him with general inquiries about RLI and our member benefits or about starting or joining an RLI chapter. RLI chapter leaders and administrators are encouraged to use Gerry as their main point of contact at RLI National with any inquiries related to managing or developing their chapter and its programs. Gerry has been with RLI since September 2019.

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Jessa Friedrich, MBA Marketing Manager 312-329-8353 | jfriedrich@realtors.org Jessa manages all aspects of RLI’s communications, branding, and marketing efforts; including for events, courses, the designation, and the organization as a whole. In her role, Jessa also serves as the staff liaison for the Future Leaders Committee. Members may contact her with any member or chapter news regarding awards and accomplishments, for contributing to Terra Firma or the RLI Blog, or with questions about RLI or ALC logo use. Jessa has been with RLI since March 2015.

Amanda Morrone, MSHC Education Manager 312-329-8441 | amorrone@realtors.org 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.

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RLI 2020 LEADERSHIP INDUCTED The REALTORS® Land Institute proudly announces its 2020 national leadership. Dean Saunders, ALC, was elected by membership as their 2020 RLI National Vice President. Dean joins the 2020 RLI National Board of Directors as a part of their Executive Committee alongside 2020 President Kyle Hansen, ALC, from Iowa with Hertz Real Estate Services; 2020 President-Elect Renee Harvey, ALC, from Texas with Century 21 Harvey Properties; and 2020 Immediate Past President Jeramy Stephens, ALC, from Arkansas with National Land Realty. The election also adds one At-Large Director to the RLI Board for a two-year term. In an effort to give members a stronger voice in the direction of the organization, the addition of three elected At-Large Directors seats were implemented in 2017. RLI is proud to announce the election of George Clift, ALC, of Clift Land Brokers in Texas, on to the 2020 RLI Board of Directors. George has served as the 2014 RLI National President, on various RLI Committees, its Board of Directors as the RLI National Treasurer on the Budget & Finance Committee.

ALC DESIGNATION APPROVED FOR CCIM FAST TRACK The REALTORS® Land Institute and CCIM Institute are working together to elevate the prestige of their designees with the approval of the Accredited Land Consultant (ALC) Designation into the CCIM Fast Track criteria. With its approval, real estate professionals who hold RLI’s elite ALC Designation can now earn the esteemed CCIM designation at an accelerated pace as a Fast Track Institute Candidate member. The CCIM designation has long been an approved certification for RLI’s ALC Designation Fast Track so this mutually beneficial move is a great show of the credibility each designation offers to those who earn them.


NEWS BRIEF

RLI MAKES A SPLASH AGAIN AT NAR ANNUAL The REALTORS® Land Institute Leadership and Staff made sure RLI had a known presence at the 2019 REALTORS® Conference & Expo in San Francisco in November. Staff manned a booth in the NAR Commercial Marketplace during the expo to raise awareness about RLI’s education, designation, and membership benefits. In the NAR Commercial Learning Theater, RLI 2020 President Kyle Hansen, ALC, hosted a well-attended presentation on Landing Your First Land Transaction and RLI Past President Bob Turner, ALC, gave a hot presentation on Finding The Opportunities in Opportunity Zones. Both presenters did a great job introducing RLI to the audience and drove agents to our RLI booth. On November 7, RLI held a member meeting where 2018-19 RLI National President Jeramy Stephens, ALC, gave an update on our Strategic Plan progress. Additionally, RLI’s NAR Legislative Liaison Russell Riggs gave an update on the latest legislative issues affecting the land industry.

The following evening, RLI hosted a wellattended Inaugural Reception, cosponsored by the Iowa Association of REALTORS® and NAR Commercial, at Bartlett Hall where incoming RLI leadership was inducted. Inductees included Kyle Hansen, ALC, as President; Renee Harvey, ALC, as President-Elect; and Dean Saunders, ALC, as Vice President, who will all serve alongside Immediate Past President Jeramy Stephens, ALC, on the 2020 RLI Executive Committee. To wrap up the ceremony, RLI CEO Aubrie Kobernus, MBA, RCE, thanked the outgoing leadership, board, and staff for another successful year.

RLI Dues Billing Has Gone Green As stewards of the land, we are excited to announce that RLI has gone green with our membership dues billing. Since we are no longer mailing dues notices, please make sure to check in your member record on rliland.com every year for your open membership dues invoice and keep an eye out in your email inbox for reminders from us to renew. Dues must be paid annually by December 31 to ensure delivery of member benefits is not disrupted. A $150 reinstatement fee will be implemented for all dues renewals after the December 31 deadline every year. Thank you for your membership, we look forward to continuing to serve you!

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LEF Scholarships Available! The Land Education Foundation (LEF) seeks to provide financial scholarship grants for assistance in land-based education opportunities, including the pursuit of the elite Accredited Land Consultant (ALC) Designation. Scholarships of up to $535 are available per person, per year. If you or someone you know might be interested, please contact RLI CEO Aubrie Kobernus, MBA, RCE, at akobernus@realtors.org for an application.

Congratulations to Our 2019 LEF Scholarship Recipients: • Bradley Cook, Covington, LA • Lorie Pastore, Loveland, CO • Stephanie Gordon, Texas City, TX • Stephen Davis, Louisville, KY

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TOP SOCIAL POSTS IN 2019 The best in the business follow RLI on their social media pages for the latest updates and educational pieces relevant to the industry. Stay at the top of your game by following RLI on social!

Top Twitter Post Post Title: ALC Designation Approved for CCIM Fast Track Date Posted: October 22, 2019 Post Content: Commercial real estate professionals who hold RLI’s elite ALC Designation can now earn the esteemed @ccim designation at an accelerated pace as a CCIM Fast Track Institute Candidate member. #CommercialRealEstate #CRE #realtor #RealEstate #CCIM #ALCtips

Follow Us On Social Media! • Facebook | REALTORS Land Institute

Top Facebook Post Post Title: APEX Award Winners Announcement Date Posted: July 30, 2019 Post Content: Congratulations to the country’s top producing land agents for being recognized on a billboard in Times Square as part of RLI’s 2018 APEX Award Program, sponsored by The Land Report!

• Twitter | @rliland • LinkedIn | REALTORS Land Institute • Instagram | @realtors_land_institute

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Top LinkedIn Post

Top RLI Blog Post

Post Title: Prospecting Scripts For Land Professionals

Post Title: How and Why To Invest in Farmland

Date Posted: September 13, 2019

Date Posted: March 22, 2019

Post Content: As a land agent, it is crucial to your business to best serve your clients. Check out these prospecting scripts that can help you start off on the right foot in building strong relationships with the landowners in your market.

Post Content: From the beginning of time, farmers have been an integral part of feeding the public. Many technological changes have impacted the farming industry, from the invention of the plow to more modern advances, such as GPS technology, irrigation, and drought-tolerant seed varieties. Many facets have changed but one has not, the dirt. Read the full post by Clayton Pilgrim, ALC, at rliland.com/blog

Top Instagram Post Post Title: Wildlife Management 101 Date Posted: July 18, 2019 Post Content: Trail cameras are a great investment for learning how and where species on your property habituate throughout the year. Learning how to best manage terrain and climate was a game changer for land expert and Accredited Land Consultant @garrett_zoller - Check out the rest of his tips for wildlife management in today’s post on the RLI Blog at rliland.com/blog #wildlife #wildlifemanagement #hunting #huntingland #recreationalland #timber #forestry #foodplot #foodplots #trailcam #trailcameras #nature #trailcamology #feeders #buyland #land #landagent #landbroker #landsales #hunt #hunter 10

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Position yourself as the land expert in your market by sharing posts from our social media channels and the RLI Blog!


NEWS BRIEF

Four Most Expensive Properties on The Land Connections

2 Montgomery County Transition | Conroe, TX

$50,184,615 | 6,277 Acres

The Land Connections is the official member’s-only listing site of the REALTORS® Land Institute. The page has a robust mapping feature which makes searching for properties on-the-go easier than ever. With over 14,000 prime property listings from the best in the business land professionals, this is the place to find and post properties. RLI members are able to post listings to this page at no cost as a member benefit thanks to our partners at Lands of America and LandBrokerWebsites.com To add your properties, please contact RLI at 800-441-5263. Learn more about these properties and others on the Land Connections at rliland.com/the-land-connections 1 Sunbreak Farms | Fort Pierce, FL

$79,500,000 | 10,331 Acres

Listing Agent: Andy Flack, ALC HomeLand Properties, 936-295-2500 Montgomery County Transition first-time open-market offering. Large tract in the heart of Houston metro expansion/development and Montgomery County, TX. Half way between Interstate 45 and Interstate 69 (US 59). North of FM 242, NE of The Woodlands, TX, SE of Conroe, TX. Transition forestry property with big frontage and multiple points of access. Managed timberland in excellent condition with ongoing management practices. Located in the Conroe ISD and Splendora ISD within a few minutes of schools. Residual out tracts scattered throughout. Access can be obtained along Timber Switch Road. Investors/developers, this property falls within an Opportunity Zone!

Listing Agent: Dean Saunders, ALC SVN Saunders Ralston Danzler, 863-648-1528 This is an exceptional opportunity to purchase fully-improved land that has been laser leveled and prepared for farming a variety of crops. The property includes a 1,440 +/- SF office building, 4,400 +/- SF maintenance facility, pumps, reservoirs, a shell-based road system, and holds valid water permits through 2025. Currently operating as corn silage, this site has tremendous potential for a variety of very viable uses including Hemp production, farming, water farming or storage, residential development, and conservation. A complete inventory of equipment is available from the broker. This property is available for sale or lease. WINTER 2020

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3 Bluffs of St. Teresa | Saint Teresa, FL

$50,000,000 | 17,080 Acres

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4 Historic Hunting Property | Hamilton, GA

$42,500,000 | 7,546 Acres

Listing Agent: Dean Saunders, ALC SVN Saunders Ralston Danzler, 863-648-1528

Listing: Tom Brickman Cyprus Partners, 205-936-2160

Situated among rolling hills along the scenic shore of the Gulf of Mexico, the Bluffs of Saint Teresa is over 17,000 acres of magnificent land with characteristics that are truly unique. There is nothing like it in Florida or on the northern Gulf coast today. The Bluffs of St. Teresa represents what early Florida visitors called paradise, and for a savvy land buyer, offers a rare opportunity to invest in it.

Now available in five tracts starting at $2.1 million! The 7,456 acre Cason Callaway Woodland Estate is offered for purchase for the first time ever by the Callaway Family. Located in Harris County, GA, this unique property was assembled by Cason Callaway, creator of the nearby Callaway Gardens. Like the Gardens, this property reflects many of Cason’s innovative and conservation-minded philosophies. Professionally managed for deer and turkey hunting in a park-like setting, the property is surrounded by over 30,000 acres of large conservationfocused ownerships. Be part of an influential neighborhood and historic legacy by owning this one-of-a-kind property.

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RLI CHAPTER NEWS

RLI CHAPTER NEWS RLI Arkansas Chapter ®

The REALTORS Land Institute enjoys strong and active chapter programs because of the superior commitment and dedication of each chapter’s volunteers. RLI chapters routinely sponsor LANDU courses and host an array of professional development programs and special events. Active RLI members can elect to join one or more chapter organizations. Thank you to our dedicated chapter leaders and administrators who bring so much value to our members at the local level and serve as our boots on the ground in spreading the word about the value of RLI.

The RLI Arkansas Chapter is excited to be partnering with RLI National to put on the 2020 LANDU Education Week in Little Rock, AR, from May 27 – June 4. The chapter looks forward to welcoming land agents from across the country to the event to complete their courses towards the elite Accredited Land Consultant (ALC) Designation. If you are interested in learning more about joining the chapter, please visit arkansasrealtors.com/rli/

RLI Carolinas Chapter

RLI Alabama Chapter On October 17, the RLI Alabama Chapter held its annual meeting at the Alabama Association of REALTORS® in Montgomery, AL. Hassey Brooks, Deputy Commissioner of Agriculture and Industry for Alabama, provided opening remarks and the chapter recognized Clint Flowers, ALC, as the chapter’s 2019 Land REALTOR® of the Year. Following the presentation, the chapter installed its 2020 Officers and Board, including President Eric Leisy, ALC, and Vice President/President-Elect Forest During.

The RLI Carolinas Chapter is well and continuing to flourish! There was a great turn out for the RLI National ALC Networking Retreat that the chapter assisted with during July in Charleston, SC. In October, the chapter also partnered with the Land of the Sky Association of REALTORS® to host the Land 101: Fundamentals of Land Brokerage LANDU course with Lou Jewel, ALC, as its instructor. The chapter is looking forward to hosting more education courses and continuing to grow. Learn more about this chapter and its events online at rlicarolinaschapter.com

RLI Colorado Chapter The RLI Colorado Chapter meeting that was held in January had great participation, coinciding with the National Western Stock Show in Denver, CO. Dates and locations for the other 2020 chapter meetings include: May 7-8 in Colorado Springs, CO, and September 10-11 in Grand Junction, CO. See the website for more information about these and other chapter events at coloradorli.com Additionally, congratulations to Dan Murphy, ALC, for being elected as chapter president-elect for the 2019-20 year. The chapter also welcomes Bill Davis, ALC, and Craig Townsend WINTER 2020

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RLI CHAPTER NEWS

who were elected to serve on their Board of Directors. The chapter also congratulates Robb Van Pelt of Mason & Morse Ranch Company for being awarded the RLI Colorado Chapter’s 2019 Land REALTOR® of the Year at the chapter’s meeting last September in Grand Junction, CO.

RLI Illinois Chapter

The RLI Florida Chapter will be hosting a Vacant Land Contract Documents: When to Use & Their Preparation course on March 18. The course has a fee of $40.00 per participant and will take place at REALTORS® Association of Lake & Sumter Counties in Tavares, FL. The RLI Florida Chapter also plans to host a Subdivision Development Class in early summer 2020, please stay tuned for more information to come soon on that course. More information about the chapter and its events can be found at rlifl.com

RLI Illinois Chapter members packed the house recently in Bloomington, IL, for an evening of celebration and camaraderie. John Leezer, ALC, was installed as the 2020 Chapter President with Reid Thompson as Vice-President, and Ray Brownfield, ALC, as Secretary/Treasurer. The chapter presented Tucker Wood with the first Mac Boyd, ALC, Scholarship which promotes participation in the RLI LANDU Education Program. Evening highlights continued with honoring Ray Brownfield, ALC, as the 2019 Illinois Land Broker of the Year and recognizing our very special guest, RLI Education Manager Amanda Morrone, for attending.

RLI Georgia Chapter

RLI Iowa Chapter

The RLI Georgia Chapter presented at a booth at the Sunbelt Ag Expo October 15-17 in Moultrie, GA. Known as North America’s Premier Farm Show® there were over 1,200 farmrelated exhibitors presenting on a 100-acre exhibit area adjoining a 600-acre working research farm. This expo provided the RLI Georgia Chapter members a way to inform the public about RLI and share their listings. Learn more about the chapter at rligeorgiachapter.com

In September, the RLI Iowa Chapter held a very successful Land Law Update class in conjunction with the Iowa Association of REALTORS®. The course was followed by the chapter’s annual leadership installation and member social. The new leadership team consists of President David Thien, ALC, President-Elect Ryan Kay, and Vice President Andrew Zellmer. The chapter’s 2019-2020 leadership team was sworn into office by RLI Iowa Chapter member and RLI 2020 National President Kyle Hansen, ALC.

RLI Florida Chapter

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RLI CHAPTER NEWS

The chapter also hosted the Agricultural Land Brokerage & Marketing LANDU class in conjunction with the RLI Minnesota Chapter in January. The chapter is also planning the RLI/ASFMRA Joint Spring Seminar and Annual Dinner which will be held in March in Ankeny, IA.

RLI Kansas Chapter The RLI Kansas Chapter’s August 22 meeting in Emporia, KS, was well attended. Members heard from Eric Guenther, who has over 32 years of agricultural finance experience working with the USDA-Farm Service Agency as a Farm Loan Official and is currently an Ag Lender with Community National Bank. Members also attended a property marketing session and a Marketing Best Practices discussion led by Chapter President Brian Rose. Welcome to the RLI Kansas Chapter Board of Directors: Eric Nielson, 2019-20 President-Elect; Brandy Criss and Brian Pine, Directors; and John Brocker, Secretary/Treasurer. The RLI Kansas Chapter is excited to announce that they will be holding the Industrial Hemp – Impacts to Real Estate class in Wichita, KS, in April. Class information and registration can be found on the Chapter’s website at rlikansaschapter.com

RLI Louisiana Chapter

The RLI Louisiana Chapter continues to work to grow its membership as well as to provide quality education and networking opportunities. They look forward to an outstanding year in 2020 continuing to build on the accomplishments of 2019. If you would like to be part of growing the chapter, please contact the chapter leadership directly by visiting the RLI Chapters page on rliland.com

RLI Minnesota Chapter The RLI Minnesota Chapter’s slate of Officers and Board of Directors was approved with the installation of officers on December 1. Officers include Terri Jensen, ALC, Chapter President; David Pope, Vice President; David Hanson, Treasurer; Wendy Forthun, ALC, Secretary; Bob Stalberger, ALC, Immediate Past President; and Board Directors Jim Zeller; Terry Dean, ALC; Rod Osterloh, ALC. The RLI Minnesota Chapter and the RLI Iowa Chapter cohosted the Agricultural Land Brokerage & Marketing LANDU course the week of January 13 at Diamond Jo Casino. This provided a great networking opportunity for the Minnesota and Iowa members who attended, as well as offered CE for an RLI National course to attendees!

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RLI CHAPTER NEWS

The chapter will host a one-day meeting February 24; location TBD. The agenda will include the following: a negotiation course; a marketing session; the annual member meeting; roundtable discussions; stump the ALC panel; and fireside chats… We are looking forward to February’s meeting! Learn more at rliminnesotachapter.com

RLI Oklahoma Chapter The RLI Oklahoma Chapter held the Land 101: Fundamentals of Land Brokerage LANDU course in Tulsa last September. The course, taught by Lou Jewell, ALC, was well received by the attendees.

RLI Mississippi Chapter The RLI Mississippi Chapter along with the RLI Arkansas Chapter and the RLI Tennessee Chapter successfully hosted the new Recreational Land Real Estate LANDU class in Germantown, TN on September 23 – 24.

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The chapter will be holding the new Recreational Land Real Estate LANDU course from February 18-19 in Durant, OK. Justin Osborn, ALC, will be the instructor and information about registration can be found on the chapter’s website at rlioklahomachapter.com Congratulations and welcome to the chapter’s 2019-20 Board of Directors, including Rod Canterbury, President-Elect; Eric Zellers, Secretary; and Debbie Durkee, ALC, Director.

RLI Missouri Chapter

RLI Pacific Northwest Chapter

The RLI Missouri Chapter hosted Industrial Hemp: Impacts to Real Estate presented by Kirk Goble, ALC, at the Missouri REALTORS® September Business Conference where they had over 100 registrants attend. The event was well-received and attended by REALTORS®, appraisers, lawyers, and other land industry professionals from Missouri and the surrounding states. The event was so popular that Kirk has agreed to come back and present the course again on January 21 in St. Charles, MO, at the Ameristar Resort and Spa.

The RLI Pacific Northwest Chapter hosted the Timberland Real Estate LANDU course taught by Mark Skillman, ALC, in Portland, OR, last September. There were 26 in attendance, with at least six of those being ALCs already, and the course was well received by all attendees. The course was followed by a marketing session jointly sponsored by MART Real Estate Group. The social evening and cowboy auction brought lots of networking, fun, and laughter - and nearly $1,000 was raised for the chapter!

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RLI CHAPTER NEWS In late April, the chapter will host the Land Investment Analysis LANDU course in Pasco, WA, along with their spring Property Marketing Session (Pasco is a fly-in destination for those who want to join us!). Additionally, the 2020-2021 Chapter Officers were inducted, including President Brian Meece, ALC; Past President Garrett Zoller, ALC; and Vice President as well as Secretary/Treasurer Flo Sayre, ALC.

RLI Virginia Chapter The RLI Virginia Chapter continues to work to grow its membership as well as provide quality education and networking opportunities for agents locally. They look forward to an outstanding year in 2020, continuing to build on the accomplishments of 2019. If you would like to be part of growing the chapter, please contact the chapter leadership directly by visiting the RLI Chapters page on rliland.com

RLI Tennessee Chapter The RLI Tennessee Chapter along with the RLI Arkansas Chapter and the RLI Mississippi Chapter sponsored the new Recreational Land Real Estate LANDU course in Germantown, TN, on September 23 – 24. Twenty-seven land professionals came from as far away as San Diego, CA! They received both 16 hours of credit towards their ALC as well as 16 hours of CE in Tennessee and Mississippi! The chapter also hosted the Land 101: Fundamentals of Land Brokerage LANDU course on January 13-14 in Chattanooga, TN, offering CE credit in both Tennessee and Georgia. Joel King, ALC, of Jonesboro, AR, was the instructor. A good time was had by all!

RLI Wyoming Chapter The RLI Wyoming Chapter had a great annual membership meeting on September 23 with speakers from the Wyoming Stock Growers Association, as well as Board elections and a property marketing session. The chapter was a sponsor at the Wyoming Stock Growers Association’s Winter Roundup held in December. Congratulations to Ted Harvey, ALC, as he began his term in the leadership role of President of the RLI Wyoming Chapter last November. Also elected to the board was Chia ValdezSchwartz, Education Director, and Ivan Judd, ALC, was elected to serve another term as Government Affairs Director. Officers were sworn in by JR Larsen, ALC, 1999 RLI National President.

RLI Texas Chapter The RLI Texas Chapter is proud to introduce their 2020 leadership team, including President Steve Bilicek, ALC; VicePresident Norma Carleton, ALC; Secretary Jerrett Lamb; and Treasurer Von Box, ALC. The Board of Directors includes Wendy Johnson, ALC; Don Honeycutt, ALC; Marc Bradberry; Megan Turnipseed; B.G. Pierce, ALC; Cathy Cole, ALC; and Immediate Past President Minor Taylor, ALC. Please visit the RLI Texas Chapter Facebook page or rlitexaschapter.com for information about upcoming courses and events.

Additionally, the RLI Wyoming Chapter is proud to announce the launch of their RLI-branded website at rliwyomingchapter.com, which went live in December. There are more classes planned for the first quarter of 2020, so be sure to check the new website for all the information.

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NEWS BRIEF

CONGRATULATIONS, NEW ALCs! Valerie Bahm, ALC Johnson Monroe Gun Barrel City, TX valeriebahm@gmail.com Valerie Bahm, ALC, said “Ranches, Farms and Recreational Properties are personal to me. As I am a fourth-generation Rancher in the Great State of Texas, I understand that buying or selling an acreage property is more than just a simple purchase or sale. It is about continuing the past heritage, a preservation of a lifestyle. I also understand land’s uniqueness coupled with property features as I live this lifestyle. I am a REALTOR® who is a Rancher, too!” Blaine Bickelhaupt, ALC Blue Mountain REALTORS® Dayton, WA blaineb@bluemountainrealtors.com Blain Bickelhaupt, ALC, has, for the last 25 years, been credited with successfully selling, buying, transferring, and trading of thousands of acres of farm and ranch land throughout Washington and Idaho. Blaine’s years of experience have given him extensive knowledge in value-added land acquisitions, resort and recreational ranches, conservation easement assessments, irrigated land, dryland, mountain estates, timberland, water rights, and a wide array of anything that has to do with dirt. Von Box, ALC Box Land Company Crystal City, TX von@boxlandco.com Von Box, ALC, graduated with a degree in Agricultural Economics from Texas Tech University and has always embraced ranching, both as an operator and as a marketer of ranch properties. Von created Box Land Company LLC to market ranches, from horse and cattle ranches, to hunting and recreational properties throughout Texas and the Southwest. Von is a Member of the Texas and Southwestern Cattle Raisers Association and serves on the board of directors of the Southwestern Exposition and

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Livestock Show (annual Fort Worth Stock Show and Rodeo). Von also serves on the board of the Cowboy Heritage Association, as well as the board of the RLI Texas Chapter. Todd Crosby, ALC Crosby Land Company Inc. Walterboro, SC toddcrosby@crosbylandco.com Todd Crosby, ALC, has had, for over 26 years, the privilege of helping customers buy, sell, and manage their properties. Todd has personally closed over 100,000 acres of land in the Southeast, generating over $200 million in sales since 2010 alone. His reputation is one of honesty and hard work, making sure his clients are satisfied and informed. Todd believes in giving straightforward answers and putting customers before profits. Esther Easter, ALC Double E Properties Crawford, TX Land@EstherEaster.com Esther Easter, ALC, of Double E Properties – Easter and Easter, REALTORS®, has represented sellers and buyers in a wide variety of real estate transactions in the Central Texas area, spanning eight counties. From cultivated land and cattle ranches to lakefront and highfence properties, her experience and education has prepared her for even the most complicated land transactions. Eric Fine, ALC Porches and Pastures Eufaula, OK Eric@PorchesandPastures.com Eric Fine, ALC, said “Growing up on a family ranch instilled in me a love of land that ultimately led to developing my specialty, as a REALTOR®, in rural property. My grandfather was a dairy farmer West of Muskogee, OK, until the late 80s, before raising beef cattle. That ranch remains in the family today and continues to grow. Whether you are looking to buy or sell land for agricultural, hunting or personal use, I can be a resource to you! My background and expertise allow me to simplify the process, making it less stressful for both buyers and sellers.”


NEWS BRIEF

Jack Frankhouser, ALC Green Hill Land & Timber Perry, GA Jack.frankhouser@ghland.com Jack Frankhouser, ALC, is a REALTOR® and Registered Forester with Green Hill Land & Timber operating in Georgia and South Carolina. Jack joins Green Hill’s team, transitioning into land and timber sales, after working as a procurement forester in the Pulp and Paper Industry in Florida and Georgia. During Jack’s tenure as a procurement forester, he purchased nearly $100,000,000 in timber, providing timber markets for landowners in central Georgia. Jack looks forward to utilizing his expertise to continue helping landowners fulfill their real estate, timber investment, and land management goals. Mark Grant, ALC Blue Mountain REALTORS® Walla Walla, WA mark.grant@heritagelandgroup.com Mark Grant, ALC, brings a lifetime of agricultural experience and education to real estate. He is also a Class 13 Washington Agriculture & Forestry Education Foundation graduate and a Pacific Coast Banking School graduate, class of 2002. Grant’s work resume includes 23 years of agricultural banking and 11 years of commercial banking before coming to real estate in 2009 when he joined his wife, Miriam, to form a successful husband-wife real estate team in the Walla Walla valley. Mark continues to operate the family’s commercial dry land farm near Prescott, WA, as a fifthgeneration farmer. He has an extensive knowledge of agriculture and agricultural properties. Glenda Hall, ALC Glenda Hall, ERA Courtyard Real Estate Waco, TX Glenda@glendahall.com Glenda Hall, ALC, lives works and plays in Central Texas area and has extensive knowledge of areas throughout Bell, Coryell, Bosque Hill, Limestone, and McLennan Counties. She has worked with client’s needs spanning from listings and purchases of primary

and second homes, recreational properties and acreage, and cattle and horse properties. Glenda has the skills to help buyers and sellers achieve their goals. Glenda loves the outdoors life, she enjoys riding horses, hiking, hunting, and fishing. She is also active in her community, church, and spending time with her grandchildren. Gary Hubbell, ALC United Country Colorado Brokers & Auctioneers Inc. Hotchkiss, CO grandviewranch@gmail.com Gary Hubbell, ALC, is a Western States land broker, auctioneer, and personal property appraiser. Based in Western Colorado, Gary is a licensed broker in Colorado and Utah. He has sold farms, ranches, orchards, vineyards, mountain land, hunting properties, luxury homes, resorts, outfitting businesses, and commercial property in a wide geographical area, including Aspen, Steamboat Springs, Telluride, Durango, and many other hard-to-find locations. Gary is very familiar with conservation easement properties, having sold seven large easement properties. As an auctioneer, Gary has sold heavy equipment, livestock, classic cars, antiques, motels, development land, ranch land, guns, farm equipment, and even the World Record Elk antlers in Crested Butte, CO. Christopher Noonan, ALC White River Ranch Marketing LLC Centennial, CO WhiteRiverRanchMarketing@gmail.com Christopher Noonan, ALC, said “I am truly honored to join the ranks of the nation’s elite Accredited Land Consultants – the RLI network has been so welcoming and supportive in offering both land education and professional connections. As both an ALC and CPL Landman, I look to continue to bridge the land real estate and energy land management industries; adding value to the land and ranch professional network and enhancing the expert knowledge offered to my clients. I am privileged to have made a career in specializing in Land, and the ALC Designation is one of my proudest achievements.”

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NEWS BRIEF Clay Patrick, ALC United Country Properties South Land LLC Dothan, AL cpatrick@propertiessouth.com Clay Patrick, ALC, got a Florida real estate license when he was 28 years old. Clay worked in the construction business doing site work for 20 years. Clay recently got an Alabama broker license and bought United Country Properties South. Clay is a member of the Dothan Association of REALTORS®. Clay specializes in all types of real estate, including farms, timberland, hunting, commercial, and residential. Skye Root, ALC Root Agricultural Advisory Boise, ID skye@rootagadvisory.com Skye Root, ALC, is the Owner of Root Agricultural Advisory based in Boise, ID. His firm specializes in farm brokerage, management and consulting in the western United States. He is a licensed real estate broker in Idaho, Washington, Oregon, Utah, California and Colorado. Michelle Rushing, ALC M&M Ranch Land Investments/United Country Real Estate Mertzon, TX Michelle@MMRanchLandInvestments.com Michelle Rushing, ALC, is the Broker and Co-owner of M&M Ranch Land Investments United Country Real Estate for Texas and New Mexico. Michelle has an extensive background in ranching in west Texas. She grew up working on Texas cattle ranches and sheep country while breaking horses, breeding and training quarter horses, and cutting horses with her dad on many west Texas cattle and sheep ranches. Andrew Schultz, ALC Whitetail Properties Real Estate LLC Pittsfield, IL andrew.schultz@whitetailproperties.com Andrew Schultz, ALC, said “Having spent my entire career in the real estate industry, I’ve seen first-hand how honesty, integrity, and hard work can impact a client’s life in a positive way. I take a tremendous amount of pride in the level of service I provide, and I’m fueled by my faith, love of the outdoors, and desire to help others. By starting out in real estate marketing before moving to sales, I gained an incredible understanding of what it takes to successfully market and sell any property. The combination of marketing strategy, sales experience, hustle, and humility make up the foundation of my business, and I’m grateful for every opportunity that I get to assist buyers and sellers.” 20

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Rob Warmbir, ALC Hertz Real Estate Services Kankakee, IL Robw@hertz.ag Rob Warmbir joined Hertz Farm Management in February 2014 as a Professional Farm Manager and Real Estate Broker. In the Fall of 2016, Rob received his Accredited Farm Manager designation. He has now received his Accredited Land Consultant Designation to continue helping his clients.

RLI MEMBER NEWS Have member new you want featured in the next edition of Terra Firma? Please send it to RLI Marketing Manager Jessa Friedrich at jfriedrich@realtors.org William “Bill” Adams, ALC, with Adams REALTORS® in Georgia, is celebrating his brokerage’s 40th Anniversary.

Christina Asbury, ALC, with Coldwell Banker Sea Coast Advantage in North Carolina, was named REALTOR® of the Year by the Jacksonville Board of REALTORS®. Christina was also named chairperson for the North Carolina Professional Standards Committee. She is also serving as president-elect for the Jacksonville Board or REALTORS®. Ben Crosby, ALC, with Crosby & Associates in Florida, received the 2019 Commercial REALTOR® Achievement Award from the Florida Association of REALTORS®. The award “honors an agent’s lifetime of contributions to commercial activities at the local, state, national, and community levels.” Fletcher Majors, ALC, JD of the Montgomery Area Association of REALTORS® was awarded the prestigious Alabama REALTORS® David D. Roberts Award on Sunday, October 20 in Montgomery. The award is given to a member of the Alabama Association of REALTORS® who has been a REALTOR® for at least 20 years and who has contributed greatly to the Alabama Association of REALTORS®, the National Association of REALTORS® (NAR), and their local board.


NLC20

“My favorite NLC memory is putting a deal under contract with a fellow member while at the conference. The biggest value I’ve experienced of attending is the connections with fellow land brokers.” – GEOFF HURDLE, ALC, Hurdle Land & Realty

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NLC20

NLC20 Welcome Reception: The Mission. The Battle. The Legend. Remember The Alamo! Kick off the conference with us at The Alamo for the NLC20 Welcome Reception! Enjoy heavy hors d’oeuvres, complementary beer and wine, and networking with fellow attendees at the historic Alamo. The welcome reception is a great opportunity to reconnect with old friends and meet new connections. Don’t miss this chance to network with the best in the business over a drink or two.

RLI APEX Awards Ceremony RLI will be celebrating the RLI APEX Awards Program for the third year in a row at NLC! This production-based awards program is designed to recognize the excellence and performance of our RLI Members — the best in the business! Could you be recognized as one of the top land real estate agents in the country? Make sure to apply and attend this unique event to find out! All applicants will receive a free ticket to attend the ceremony included in their application fee.

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The 2020 Cowboy Auction: Pony Up! Get ready to pony-up! and lasso-in some great items at this year’s Cowboy Auction, sponsored by United Country Real Estate! This will be your opportunity to take home a piece of the 2020 National Land Conference. This fun-filled event is brimming with energy, drinks, and laughter. Place your bid on exclusive items like hunting trips, autographed memorabilia, vacation packages, and unique items. Auctioneers are sure to drive excitement and bids throughout the evening. Thinking about donating an item to help us raise money for RLI’s LANDU Education Program? The sooner you donate, the longer we can promote your item and you as the donor. All proceeds will benefit RLI’s Land Education Foundation (LEF). The deadline to donate is Friday, March 20. Visit rliland.com/national-land-conference today to donate.

“Cannot wait! Register now, there is nothing like this event for farm, ranch, and all other land agents! Absolutely the best conference for land brokers!” – CATHY COLE, ALC, Heritage Texas Country Properties


The 2019

Application Deadline January 27, 2020 Awards Ceremony March 31 | San Antonio, TX rliland.com


NLC20

“If you are in the land business you cannot afford to miss the National Land Conference! You cannot afford to miss the education, knowledge, and networking events that will make you lots of money this year by being ahead of the rest in your market. See y’all there!” – BOB TURNER, ALC, Southern Properties

NLC20 Featured Speakers To see a full list of our NCL20 speakers vist rliland.com/national-land-conference Delaney Howell, a well-known industry agricultural reporter, will be kicking off our conference as the Keynote Speaker. Her can’t miss session will cover the latest trends in the land market so you can head back to your business with new knowledge and expertise.

Let’s Make Deal$ LIVE! Close more deals for your clients! This live Haves & Wants session is the largest opportunity in the industry to market and find the hottest properties with the best in the business. Plus, promote this session as an added benefit to your clients for choosing you as their agent since you are able to market their property to over 200 land agents across the country. All conference registrants are invited to present and attend. Keep an eye out for an email from RLI announcing that we are accepting property submissions in February.

Dr. Mark G. Dotzour will be returning once again to the National Land Conference to share his insights and expertise as a renowned economist in the land industry. Don’t miss Dotzour as our Closing Keynote Speaker on April 1 to gain information you can bring back to help guide your business decisions in the coming year. Russell Riggs, Senior Policy Representative with the National Association of REALTORS® and RLI’s NAR Legislative Liaison, will be hosting his annual presentation giving an update on the latest legislative issues impacting land professionals and landowners across the country. Don’t miss this pertinent update from The Hill that will have key takeaways to help land professionals better serve their clients in light of today’s political climate.

“The land business takes us all over the country, networking and learning with top professionals. The annual National land Conference is the premier event for America’s best land professionals. Join us at the National Land Conference! The Best Stop Here!” – KASEY MOCK, RLI Member, Director of KW LAND and Owner/Broker of Mock Ranches

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NLC20

THANK YOU TO OUR 2020 RLI PARTNERS! P L AT I NUM

G OL D

S I LV E R

BR ONZ E

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SELL

MORE LAND

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Leading premier ranch real estate team

Knowledge, expertise and consultation for buying and selling all types of ranches

Have assisted buyers and sellers with over 2 billion in ranch sales nationwide

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• Over 95 years of unmatched hunting real estate knowledge • Extensive advertising with local, regional and national reach

TAKE ADVANTAGE OF A POWERFUL AND PROVEN PROGRAM DESIGNED FOR SUCCESS

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L A N D U E D U C AT I O N U P D AT E

LANDU Education Update

New LANDU Education Instructors

An Update on the LANDU Education Program We are happy to announce the Agricultural Land Brokerage & Marketing LANDU course has now been updated and is once again a part of the RLI curriculum. This course is worth 16 ALC Credit Hours and is scheduled to be offered in the online-VILT format in January 2020 by Kirk Goble, ALC. Also, we are excited to announce that all RLI webinars will be free starting in 2020. In 2019, the RLI Chapters have been busy hosting RLI education courses, with a total of 12 courses being successfully put on throughout the year. If you are interested in hosting a LANDU course in your area for your chapter, brokerage, or association in 2020, please contact RLI Education Manager Amanda Morrone, MSHC, at amorrone@realtors.org or 312-329-8411 for more information.

Congratulations to Joel King, ALC, and Raborn Taylor, ALC, for being approved as new instructors for RLI’s LANDU Education Program. Joel is now approved to teach the Recreational Land Real Estate course and Raborn is approved to teach the Land 101: Fundamentals of Land Brokerage course. Joel M. King, ALC, has been a Real Estate Broker for 35 years and conducting Real Estate and Personal Property Auctions since 1986. He earned a degree in Accounting from Arkansas State University and is a graduate of the Fort Smith Auction School. He is a member of the National and Arkansas Auctioneers Association (NAA), America Society of Farm Managers and Rural Appraisers (ASFMRA), and holds licenses in multiple states in both Real Estate and Auctioning. Joel has earned the prestigious Certified Auctioneers Institution (CAI) designation of which only 1,100 have obtained the designation. He also is a member of the National Association of REALTORS®, REALTORS® Land Institute (RLI), Past President of the RLI Arkansas Chapter, Chair of the RLI Education Committee, and has obtained the Accredited Land Consultant (ALC) Designation from RLI. King is a National Marketing Consultant with J.P. King Auction Company. Raborn Taylor III, ALC, has 17 years of land sales experience and a Real Estate degree from The University of Georgia’s Terry College of Business. He has completed transactions in Alabama, North Carolina, and Georgia. Selling properties ranging from small acreage to 2,000 acre timber tracts to commercial/industrial properties to homes on acreage, he has the skills to help buyers and sellers achieve their goals. He has served as Education Chair for the RLI Georgia Chapter and currently serves as its Vice President and is a member of the Future Leaders Committee of RLI National.

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L A N D U E D U C AT I O N U P D AT E

What does it mean to be a LANDU Instructor?

Call for LANDU Instructors Be a part of the team that makes the best in the business the best in the business! RLI’s LANDU Instructors embody the networking, camaraderie, and expertise that ensure our membership thrives. LANDU Instructors are more than teachers, they are mentors, leaders, and experienced experts in their field looking to give back to the organization and the industry. RLI is currently accepting instructor applications! LANDU Instructors are ambassadors for the REALTORS® Land Institute, LANDU Education Program, and the overall land real estate industry. They are experts in their field, dedicating time and energy to help others become the best of the best. The application and eligibility criteria to serve as an instructor can be found on rliland.com

“Being on the RLI faculty is a great opportunity to be seen as an industry expert, provides networking opportunities with other land agents, and offers me a chance to expand my knowledge base by interacting with program participants. As an RLI instructor, I have an opportunity to give back to the Institute and the land brokerage industry, while being compensated for my time. I am happy I joined the RLI Faculty. I believe the courses are valuable, and the experience is rewarding both personally and professionally. I invite you to join us as I believe you, too, will share the same rewarding experiences.” – Phil McGinnis, ALC, LANDU Instructor “After seven years as an active RLI member, I saw the way my business thrived as a result of my professional connections with RLI contacts across the country. When I was asked to consider being an instructor for the organization, I immediately knew that it was a way for me to give back to both the organization and my peers. The networking that has come from being an instructor is fabulous. It is fun and enjoyable being able to be in front of students that choose to be in a class, as opposed to those that are required to be.” – Justin Osborn, ALC, LANDU Instructor

The 2020 LANDU Education Week The 2020 LANDU Week will be held in Little Rock, AR, from May 27 – June 4. RLI will be offering 6 courses totaling the 104 hours of education needed to meet the Education Requirement for the elite ALC Designation. This is a once-a-year opportunity to complete the education requirements all in one place while networking with land professionals from around the country. We look forward to seeing you in Arkansas this June!

Interested applicants may contact Amanda Morrone, MSHC, Education Manager, at amorrone@realtors.org or 312-329-8441 with questions or may complete the LANDU instructor interest form on our website to receive more information.

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REALTORS® LAND INSTITUTE

2020 LANDU EDUCATION WEEK Complete All Six Courses Towards The Elite ALC Designation

May 27 - June 4 | Little Rock, AR Course Schedule Available Spring 2020 | Registration Opens April 2020


THE MAGAZINE OF THE AMERICAN LANDOWNER

In my 47 years, my most valuable and enjoyable association is the one I have been blessed to share with Eddie Lee Rider and Eric O’Keefe. They founded The Land Report over 10 years ago, and I have advertised with them in every issue. The decision to do so— even when things were tight or when I didn’t have an offering that merited such excellent exposure — has elevated my business and brand to a level which really was unimaginable. C. PATRICK BATES LISTING BROKER, NEW MEXICO’S BELL RANCH PRESIDENT, BATES LAND CONSORTIUM | UTAH

TerraStone Land Company’s print and digital marketing campaign with The Land Report has been a significant help in elevating the exposure of our firm as well as placing our inventory in front of qualified prospects—not to mention the great team you work with at The Land Report. Our latest large bid offering distributed via The Land Report’s social media platforms resulted in a new contact that also led us to a new $8 million listing. BRADLEY WILSON TERRASTONE LAND COMPANY

“When marketing land auctions, The Land Report and LandReport.com is the first stop for Hall & Hall Auctions! Comprehensive credibility makes The Land Report a must-buy for any land marketing program!” SCOTT H. SHUMAN HALL & HALL AUCTIONS | MONTANA

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NEWS & NOTES FROM I N S I D E T H E B E LT WAY By Russell Riggs Despite the rancor and polarization in Washington, D.C. these days, there is good news coming out of the nation’s capital. The following two issues show that positive developments can still happen to encourage economic development and protect property rights.

Qualified Opportunity Zones The Qualified Opportunity Zones (“QOZ”) program was enacted in the 2017 Tax Cuts and Jobs Act to encourage economic growth in underserved communities through tax incentives for investors. Along with those tax benefits, it presents opportunities for real estate investment and development in those communities. American states and territories, including Washington, D.C., nominated areas (by census tract) to be designated as QOZs in 2018, and the IRS and Treasury finalized the designations that year. This temporary program (set to expire on December 31, 2047) presents opportunities for real estate investment and development in distressed communities. There are several potential tax benefits to investors who invest in a QOZ, if all requirements are met: 32

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• First, capital gains reinvested (within 180 days of a sale to a nonrelated person) into a QOZ are tax-free as long as they are held in the program, through 2026. • If held for five years, the tax ultimately paid on the reinvested gains is reduced by 10%; if held for seven years, that reduction is increased to 15%. • In addition, gains accrued on deferredgains funds while invested in a QOZ are tax-free if they are held for at least ten years. Investments in “Opportunity Funds” (O Funds) may be gains from a previous sale (within 180 days) and/or non-gains funds, but only reinvested capital gains are eligible for the tax benefits. If both gains and non-gains funds are invested, they are treated as separate investments and will receive different tax treatments. • To qualify for the tax benefits, investments into a QOZ must be made through an O Fund, which may be a partnership or corporation organized for the purpose of investing in QOZ property. The requirements for an O Fund are: • Must hold at least 90% of the assets in QOZ property (which can be stock, partnership interests, and/or tangible

property used in a trade or business within a QOZ, such as real estate); • Must certify with the Treasury and IRS, via a self-certification filed with federal tax returns (Form 8996). Finally, the “QOZ business property” that an O Fund invests in must be “substantially all” in a QOZ, which under the proposed rules is met if 70% or more of the property is in a QOZ. The statute also requires that after an O Fund acquires QOZ business property that it be either “original use” (new) or “substantially improved,” which means investing at least as much on the improvement as was paid for the used asset. “Original use” commences with depreciation, so an unfinished asset purchase by an O Fund in a QOZ can qualify for original use as long as it has not been depreciated yet. In addition, vacant or abandoned property can be considered original use if it has been in that state for at least five years. The proposed rules state that the basis of the land a business sits on does not need to be included for the substantial improvement requirement, thus reducing the required investment amounts. On December 12, 2018, the White House issued an Executive Order establishing the White House


Opportunity and Revitalization Council, chaired by Housing and Urban Development (HUD) Secretary Ben Carson and comprised of 13 Federal agencies. The Council will focus on ways to revitalize low-income communities, through streamlining coordinating existing Federal programs to economically distressed areas, including Opportunity Zones. In May 2019, U.S. Department of Housing and Urban Development (HUD) released a notice that it will be offering new incentives for multifamily property owners to invest in Opportunity Zones.

Knick v. Scott Township, PA Supreme Court Case The Supreme Court of the United States (SCOTUS) issued a landmark property rights decision on June 21, ruling that the federal courts are open to decide landowners’ claims for a Fifth Amendment “taking” of property by local regulatory agencies. In Knick v. Township of Scott, the nation’s highest court reversed a 1985 precedent that had forced property owners to first bring takings lawsuits in state courts, which acted as “gatekeepers” to block the claims from ultimately getting to federal court.

The 5-4 ruling in Knick holds that suits arising under the Takings Clause can be brought as an initial matter in U.S. trial courts, and then appealed as of right in U.S. circuit courts – just like any other alleged grievance to vindicate protections in the Constitution’s Bill of Rights. Such matters are no longer relegated to state judges for resolution. Federal courts are now proper venues to test the constitutionality of aggressive land-use decisions by local regulators, and can decide whether landowners are owed “just compensation” for a property taking. Chief Justice Roberts’s majority opinion corrected the litigation dilemma for property owners trapped between the state and federal judiciaries. “The takings plaintiff thus finds himself in a Catch-22: He cannot go to federal court without going to state court first; but if he goes to state court and loses, his claim will be barred in federal court,” Roberts wrote. “The federal claim dies aborning.”

The attorney representing the property owners before SCOTUS remarked that Knick “reject[s] barriers that unfairly deny property owners their day in court [and] sends a message that property rights are just as sacred as all other rights.” About the author: Russell Riggs is a Senior Policy Representative with the National Association of REALTORS® in Washington, D.C. For the past 23 years, Russell has advocated on behalf of REALTORS® on energy, environment, property rights, immigration and natural resource issues before Congress and federal regulatory agencies. Russell also serves as the Advocacy Liaison to the REALTORS® Land Institute, NAR’s Global and Business Affairs Group and NAR’s Resort and Second Home Group.

Roberts added, “Takings claims against local governments should be handled the same as other claims under the Bill of Rights. We now conclude that the state litigation requirement imposes an unjustifiable burden on takings plaintiffs, conflicts with the rest of our takings jurisprudence, and must be overruled.”

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The Land Market: Current Conditions & Outlook By Lawrence Yun, PhD The longest economic expansion in U.S. history continues to churn out more output and job additions with each passing month. November 2019 marks 125 consecutive months of growth and the momentum factors hint at the trend continuing into at least spring of 2020. Then what? A recession? Not likely, except for one policy error. Though the populace is intensely polarized politically, as related to the economy, U.S. consumers are indicating high confidence. The consumer confidence index was 125 in September, well above the 100 neutral mark seen throughout 2019. For reference, the index has been under 100 for nearly a decade starting from 2007. The solid expression of confidence about the economy is without a doubt due to the very low unemployment rate of 2.7%, an all-time high in total household wealth in the country as the stock market boomed, and record high real estate values. The prior peak in the net worth of all households was $70 trillion in 2007 right before the last recession, sunk to $60 trillion at the depths of the foreclosure crisis, and then rose to $113 trillion as of mid-2019. Quite an incredible feat, though we should be reminded that wealth holdings have become much more concentrated at the top. Consumers consequently are opening up their wallets. Consumer spending rose 2.6% in the second quarter of 2019, after adjusting for inflation, and has been the prime engine for GDP growth over the past few years. Spending on consumer durable goods – with a long product life span – has been even stronger at 4.4%, attesting to the longerterm positive assessment of the direction of the economy. There is no over-borrowing to fuel personal consumption. Finances are coming from an employment growth of 2.15 million net new jobs, rising wages from $27.30 per hour to $28.09 over one year, and higher wealth by a few trillion dollars. Miraculously, there are more job openings today (7 million in August 2019) than the number of unemployed (5.7 million workers). However, there is not as happy a story for businesses. Corporate profits are indeed very

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high, especially after cuts to the corporate tax rates a few years ago, rising from $1 trillion in 2008 to nearly $2 trillion now. This partly justifies why the stock market is near record highs. But even with healthy financial conditions, companies have been less aggressive in spending the cash for machinery, factory expansion, and other investments. Business investment spending contracted in the second quarter of 2019. Spending on equipment barely changed, but spending on commercial building fell by 4.7% from a year ago. Though assuring no oversupply of commercial real estate construction, the fact that businesses are pulling back is concerning and raising the question as to why. The timing of businesses getting cautious is directly related to the raising of tariffs and hostile rhetoric towards international trade. In fact, many companies in their public statements during quarterly earnings calls say they are cautious because of uncertainty related to trade prospects. REALTORS® specializing in commercial real estate have witnessed that trend as leasing activity markedly slowed in the second quarter to only 3.1% growth compared to better than 10% gains in 2016 and 2017, and 5% gains in 2018. Moreover, even business travel has weakened, as evidenced by falling occupancy rates at hotels, which is now at 72.4%, a full 100 basis points lower than from a year earlier. The most troubling aspect is the actual slowdown in global trade. U.S. exports fell 1.7% recently while U.S. imports grew by only 2.6%. When both exports and imports decline for a few straight quarters, then a recession is near certain with job cuts. In a growing economy, both exports and imports should be rising by at least 5% per year. This slowdown in trade has had repercussions elsewhere. Just about every notable economy is experiencing slower economic activity in 2019 compared to recent prior years. The International Monetary Fund (IMF) cut its global growth estimate to 3.2% for 2019

after having forecasted 3.6% earlier in the year. The economies of the world appear to move in sync, like a rising tide lifting most boats — and the movement reverses when trade restrictions are put in place. The stock market has nearly always cheered at the promise of a trade agreement and sunk following the rhetoric of a trade war and retaliations of more tariffs. More positively, it is becoming clear that both the U.S. and China are looking for a deal. In such a case, business spending could boom. One promising sector that could help with future economic growth is real estate construction. America is facing an acute housing shortage – for both singlefamily owner occupancy and for multifamily apartments. Home prices and rents have been rising far in excess of wage growth for five straight years. Vacancy rates are at historic lows. The underproduction of new homes over the past decade has cumulatively resulted in around five to six million housing units that are needed today. Even in a normal year, only around 1.5 million new homes can be constructed. Therefore, increased construction needs to occur for multiple years. In 2020, specifically, housing supply is expected to improve, with housing starts expected to hit 1.4 to 1.5 million, up from 1.275 million in 2019. With homebuilders still likely to be constrained by what they call the 5Ls — labor, land (lots), lending (financing), lumber (raw materials), and restrictive laws (regulation) — housing starts will still not match the demand from household formation (1.2 million), or the replacements for demolished or obsolete housing (about 450,000). All that means more demand for land and lots. In the commercial market space, industrial properties have outperformed retail spaces, arising from the stronger growth in online shopping and quick distribution warehouse needs. Investors are paying much more for industrial flex/warehouse properties on account of low rental vacancy rates and the sustained demand for e-commerce sales.

Given that warehouses can be built in offcenter sites far away from downtowns and population centers, the demand for land will grow in outlying regions. In the meantime, the interest rates will be at near historically favorable conditions. The Federal Reserve will more likely cut its fed funds rate a notch in 2020 rather than increasing. It just means that 10year Treasury yields will remain low at around 1.6% and the longer term borrowing rate at under 4%. In future years, watch what happens to the federal deficit, which is expected to be near $1 trillion in 2019 and projected to surpass $1 trillion in 2020. The total federal debt level, adding of all past deficits, will reach 100% of GDP in a few years, well above the 60% that many economists consider as manageable. The bottom line summary is that while the economy is experiencing the longest running growth period in U.S. history, there is no reason why it has to falter. The economy is expected to finish 2019 with only moderate growth of 2% due to soft business spending activity, after having notched up a solid 2.9% in 2018. For 2020, a recession is not in the cards, but this assumes some type of truce in the trade war. A trade agreement will be better still and will lift business spending. Construction spending has to rise to relieve housing shortages and low vacancy rates in commercial real estate. Therefore, expect continued job creation, income growth, and rising demand for land. About the author: Dr. Lawrence Yun is chief economist and senior vice president of Research at the National Association of REALTORS®. He directs research activity for the association and regularly provides commentary on real estate market trends for its 1.4 million REALTOR® members.

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BUYING AND SELLING PROPERTIES BY THE SEA SHORE By Christina Asbury, ALC According to research by the National Oceanic and Atmospheric Administration (NOAA), coastal counties of the U.S. are home to over 126 million people, or 40% of the nation’s total population. However, the coast accounts for less than 10 percent of the nation’s land mass (excluding Alaska). As an Accredited Land Consultant in coastal North Carolina, I’ve experienced the unique challenges of land transactions near the water, and I’d like to share with you four main areas of consideration for anyone selling, buying, or investing in coastal properties.

1) Waterfront Property Considerations Whether you are talking about ocean front, sound side, mainland water front, or on a river, you should know about the riparian rights and where exactly the title shows the property’s boundaries fall. This differs in each state, so double check your state laws for exact definitions and restrictions. Verify that the water is indeed navigable, whether that’s by boat, kayak, canoe, or yacht. There is no such thing as deep water, what is deep to me may not be deep to you, so there is room for misinterpretation. Determine the depth needed for its intended use(s) and, if possible, the owner should take the boat/vessel to the property as a test to make certain it will serve its purpose. It’s common along the ocean for there to be an easement recorded for public enjoyment, public use, or for local governmental authorities to perform activities like beach renourishment, sand pushing, etc. Since you may own the section of the beach in front of your home to the high tide mark, the public and municipality probably still has the right to use and enjoy that space.

Also, take note that any homes or buildings that are waterfront may NOT be re-buildable. If a storm damages the structure to a certain extent (determined by local codes and ordinances), you may not be able to rebuild that structure to its original state. You also may find, especially with older buildings, that new setback requirements could affect your buildable space on the land. Always check with local governmental authorities to determine the local rules and requirements.

2) Wetlands and Areas of Environmental Concern (AEC) Due to the sensitivity of coastal watershed areas and wetlands, any proposed development should give consideration to any designated wetlands and how storm water flow and erosion may impact them. There are many types of flora and fauna that only thrive in wetlands, therefore, regulations exist to protect them. Find ways your plans can incorporate these areas into your design and you’ll probably score some brownie points with the planning department. If there are wetlands on your survey or plans, you’ll likely need to get the Army Corps of Engineers to come on site for an evaluation to determine exactly where and what kind of wetlands you have. This can take some time, so plan for that during your due diligence examination of the property. There will likely be restrictions on development near wetlands such as additional setback requirements, erosion control measures, and storm water runoff plans. Knowing a good coastal engineer and surveyor will greatly help you get a plan together more efficiently that can be easily approved. If you must disturb wetlands, mitigation banks and conservation easements may be an alternative to achieve your goals. Your engineer should have contacts at a local mitigation bank to work through those challenges. WINTER 2020

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…coastal counties of the U.S. are home to over 126 million people, or 40% of the nation’s total population… 3) Insurance Considerations Investigate if the county/city/municipality/town is part of the National Flood Insurance Program (NFIP). The NFIP’s Community Rating System (CRS) is a voluntary incentive program that recognizes and encourages community floodplain management activities that exceed the minimum NFIP requirements. Participation in this program provides discounts to flood insurance policy holders because their community is working to reduce flooding damage to properties, strengthening and supporting the insurance aspects of the NFIP, and encouraging a comprehensive approach to floodplain management. Not all communities are part of the NFIP, therefore, property owners won’t be able to purchase Federal Emergency Management Agency backed flood insurance. The only option otherwise is a private flood policy for your structures, which can actually be more affordable and provide better coverage. Compare both types of policies anyway and make sure the coverage works for your intended use; you may be surprised at the extras a private policy offers. This is a

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great reason to use a local insurance company near your property who understands flood insurance. Most people forget about the other insurance policy you will probably need, which is wind and hail. Wind driven rain and hail can create damage that isn’t always apparent, but can create a lot of problems. Mortgage companies will likely require it, and proximity to the ocean is a factor, so be prepared. Properties that are 30 miles inland can still be in a wind zone, requiring the additional coverage.

4) Highest and Best Use People love to live near the water, but a land practitioner must remember that not all land is meant to be a housing development. With all of the challenges we’ve covered, you can imagine there are tracts of land that some think are just unusable, which is not the case. Alternative options such as solar, wind, and organic farming are showing up near the water on properties without suitable soils for septic. Depending on your seller’s financial goals, maybe conservation easements or putting land into a mitigation bank would bring a higher sales price. Think outside the box, there’s a buyer for every parcel.

Affordable housing options are limited in coastal communities because the higher land prices won’t support a lower-priced product. Zoning restrictions controlling density near Areas of Environment Concern could further limit a developer. Talk to your local planning or zoning office to find creative ways to be able to offer affordable, workforce housing options in your community. Approximately 446 people per square mile live in coastal counties, and they need goods, services, and retail options. Getting the right mix between tourism in coastal areas creating a short term economic boost and providing year-round jobs and industry is the key to having a robust, year-round economy for these areas. About the author: Christina Asbury, ALC, is with Coldwell Banker Sea Coast Advantage in Sneads Ferry, NC. She serves has been a member of RLI since 2007 and earned her ALC Designation shortly after in 2008. She has served on RLI’s Future Leaders, Education, and Governmental Affairs Committees over the years and is very active in her local RLI Carolinas Chapter.


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A Tale of Two Brands To illustrate how a clear brand promise can increase your reach and revenue, consider the power of two high-end brands that consistently gain market share, despite their substantial price tags and limited audience: Rolex and Louis Vuitton. You will never see them market, nor advertise in the same places as Wal-Mart or Dollar General. Wasting time and money advertising to the eyeballs that are interested in budget-friendly retail is not in their best interest. They are clear on who their exact ideal customers are so they can: 1. Share their brand promises through compelling storytelling that emotionally triggers their ideal customers. 2. Visually uphold their brand promises in a way that delights their ideal customers.

Building Your Land Agent Brand By Amber Hurdle Building your land agent brand can be a challenge in a saturated market, where many people think they can be real estate agents, and many of those agents also think they know enough to play the land game. Differentiating yourself from the social media savvy rookies who may be all hat, no cattle, is a newer battle land agents face today. However, the ongoing dilemma is sharing your unique advantages from even the seasoned agents, whether you share the same brokerage firm or are an independent agent competing with big name firms. The foundation of consistently communicating your distinct value is a well-designed brand promise. You must be able to communicate not only the problems you solve, but how you solve them uniquely, in order to get people to part with their cold, hard cash.

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The formula is simple: your name + solves this specific problem + uniquely this way + for these specific people. However, filling in the formula with your details is not-so-easy. In fact, most people get stuck on the uniquely this way and for these specific people parts. Some of the vanilla answers business professionals use in an attempt to differentiate include claiming, “exceptional customer service” or “very experienced” as their unique way of solving problems, and identifying “anyone who wants to buy and sell land” as an ideal customer. The reality is, countless agents in your market, let alone the country, could likely claim those exact same things. So they aren’t unique, nor are they specific. It is essential that you dig deeper, evaluating who your best clients are and what they all have in common. When you find the sweet spot of clients you enjoy working with and who are also your most profitable clients, it is time to study those people and try to replicate them through your branding and marketing efforts.

3. Deliver on their brand promises in a way that meets the high expectations of their ideal customers.

How to share your brand promise through compelling storytelling Your personal story holds all of the clues you need to differentiate yourself. By following the breadcrumbs you have left behind in life, patterns will emerge that combine your personal satisfaction and your ability to effectively contribute to people and situations. Consider all of your professional and personal experience when reflecting on what makes you unique. For example, if you have served in the military it communicates that you have achieved a special kind of discipline and dedication. You are likely to attract others who have or do serve in the military, as well as those who especially respect people who have military service. Does serving your country have anything to do with selling dirt? Not exactly, but it is a piece of your story that can create an emotional connection with your ideal customer.


Perhaps you have political experience, empowering you to navigate the law and key stakeholders involved in a deal. Or maybe you not only broker the land sale, you also offer land management. Or perhaps you are the third or fourth generation in your family to be a land agent. How do you think that stacks up against a rookie when you can reference a lifetime of multi-generation land conversations at the dinner table?

Remember, you can’t illustrate a book until you write the story, so be sure the visuals for your unique visual brand represent your unique brand story. The visual side of your brand is merely an aid to telling your brand story. Importantly, your branding should always be consistent, so be sure whatever path you choose is the one you remain on day in and day out through all marketing channels.

Be intentional about telling such stories through your blog posts, videos, social media, website copy, while networking, in media opportunities, when speaking, or through any other marketing activity you pursue.

How to Deliver on Your Brand Promise

How to Visually Uphold Your Brand Promise Rolex and Louis Vutton both have visually compelling brands that invite prospects and customers into their story of luxury, prominence, and success. They are sharing a glimpse of what it feels like to sport their products. Their visual branding is designed to evoke an emotional response to trigger a purchase. Of course, another reason why it is important to understand your target market is to understand what other brands they enjoy, thus giving you a roadmap of how to visually stimulate your ideal customer. You can simply ask your previous and current clients what their favorite brands are via a survey, or you can simply observe along the way. For example, if your ideal customer wears an Apple Watch, has an iPhone, and is concerned about how close the nearest Whole Foods is to the property you just showed them, you can do a quick scroll through those websites and social media profiles to get inspiration for your own visual branding and messaging. Whether it is font selection, the amount of white space, color selections, or the style of images, you can easily use those visual cues to help you craft your own visual brand.

If a Rolex watch or Louis Vutton purse had any issues, undoubtedly, its owner would know the respective company would fix it in short order. They are trusted to deliver on their brand promises of quality, excellence, prominence, and more. In the same way, you must make it clear that you will always deliver on your brand promise. First, you must do good work. While that seems obvious to the experienced land agent, it is unfortunately not the norm. Simply doing what you say you will do will go far for your brand reputation. Further, be sure to secure testimonials as soon as you delight your customers. Allow your customers to toot your horn for you and reap the powerful benefits of peer reviews. Be sure to note any awards, certifications, education, and media coverage you received, as appropriate, which are also forms of social proof that you are great at what you do. While you may feel like you are bragging, any such announcement is a small blip on the radar of the average person who consumes an incredible amount of content each day. If you do not share your successes, how do you expect anyone to choose you instead of a less worthy agent who may not look out for their best interest? Save your potential clients from a lazy or inexperienced agent for the job by simply sharing the proof that you will have their best interest at the forefront of all you do.

Clear Branding Equals Clear Marketing When you are clear on your brand you become clear about how to strategically market your brand for results. Understanding who you serve, what problems you solve, and how you solve them uniquely, empowers you to position yourself through targeted campaigns and strategic networking. You can’t be everywhere, all the time. Not every social media channel is for you, nor is every magazine, conference, or website somewhere you should invest time and money, as your ideal customers are not everywhere, either. Further, when you are clear on your brand, you can get clear on your internal processes and train your team to uphold your brand promise, as well. Remember, no one wants to be sold to, yet your ideal customer wants to buy from someone who attracts their business. If you effectively share your brand story and the results it gets, you will become the only option in your ideal customer’s mind, eliminating competition altogether. About the author: Amber Hurdle Consulting empowers companies to strengthen their brands from the inside out through talent optimization. They do this in three ways: By working with leaders on their personal brands, so they become self-aware and see and harvest the greatness in others. By using a scientific, repeatable method to recruit, retain and inspire top talent, amplifying world-class employer brands; and by leveraging those strong leaders and a “best places to work” environment so that happy employees are serving happy customers, ultimately elevating their business brands. Amber is married to Geoff Hurdle, ALC, and together they have three children and a fur baby: Kristen and Brittany, also in the land business, Derek, a junior in high school, and Nashville Gibbs the Cavapoo, who continuously works on being Instagram famous. Learn more at amberhurdle.com. WINTER 2020

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Seeking The “Balanced Ranch” By Gary Hubbell, ALC While Colorado is known for its world-class ski areas, fly-fishing, elk hunting, mountain biking, and music festivals, it’s also home to hundreds of producing cattle ranches that contribute mightily to the state’s economy. While states at lower elevations may have self-contained cattle operations, where all ranching operations occur on the same property, Colorado is a different story, with multiple properties necessary to form a “balanced” ranch. The ideal combination is a productive home ranch at a lower elevation that has ample sunshine, excellent water rights, a good set of working corrals, adequate housing and shop buildings, and, most of all, productive hayfields that are capable of producing high-quality mountain hay. Secondly, the ranch needs transitional grazing lands for spring and fall pasture, as summer pastures are often not ready for grazing until mid- to late-June. Finally, as spring pastures are grazed off, a balanced ranch needs high-country grazing land. This can be in one of several forms—either in the form of a grazing permit on either Bureau of Land Management (BLM) or U.S. Forest Service (USFS) lands or on deeded private ground. Let’s start the cycle of a Colorado ranch on January 1, for lack of a better date. It is cold and wintry. Cows are heavy with calves and struggle to find good feed and water. The ranchers are feeding hay and breaking ice. Only a month later, in mid-

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February, many ranchers start calving. Truly, it seems brutal to drop a wet newborn calf in a frozen snowbank, and losses sometimes occur if a ranch hand doesn’t detect a birthing cow in the middle of the night. But there’s a reason for this. The calves need to be strong enough to go up on the mountain. The mountain? Oh, yes. The mountain. Colorado ranches have a seasonal cycle. Beginning in the spring, when snows melt and shoots of grass start to poke through the ground, the goal is to keep mother cows and their newborn calves off of producing hayfields so that the rancher can grow hay during the summer. The best solution is to bring the cows up to highcountry pastures with lush grass. A bred cow can require up to three tons of hay to feed her through the winter. A few Colorado ranches produce up to five tons of hay per acre, but most ranches are lucky to get two to three tons. Consequently, it can require up to two acres of irrigated hay ground to feed one bred cow through the winter. Beginning in early to mid-April, ranchers start to move their herds away from their producing hayfields and onto transitional mountain pastures. Keep in mind that the lowest elevations in Colorado are above 4,000 feet, and few year-round cattle ranches are located above 7,800 feet. While there are 53 peaks above 14,000 feet in Colorado, most ranches are located in that sweet spot between 4,800 and 7,500 feet in elevation. As the snowpack slowly recedes up the mountain valleys, ranchers get ready to move their herds off the home place to spring pasture on deeded mountain land or grazing leases. They brand their calves and castrate the bull calves before the herd goes onto the mountain. Most often, these pastures are in zones of shrub


…a balanced equation is very important for the success of a Colorado cattle ranch…

oak, sage, and open meadows at elevations between 6,000 and 8,000 feet. Sometimes the ground is deeded land owned or leased by the rancher, and other times it is BLM grazing leases.

Of all the lands in Colorado, grazing leases and USFS or BLM permits are often the hardest to find. Many private properties at these elevations have been subdivided into 35-acre ranchettes, and competition is fierce for public land grazing permits. The goal is to find emerging green pastures for hungry cows, keeping them off the hayfields at home while waiting for higher mountain pastures to emerge from snowfields and grow lush mountain grasses. While lush, well-irrigated lowland hayfields can sometimes bring $7,000 to even $10,000 an acre, these middle pastures can command between $1,500 and $3,000

an acre in today’s market. Grazing permits themselves can command a hefty price tag as well. The government says that the permit cannot technically be bought and sold; the value, they say, is in the herd of cows that go with the permit. They can say that all they want, but nobody in their right mind would pay $3,500 for a broke-down old cow unless it came as part of a grazing permit, and many permits trade at high prices. While many ranchers commence their calving seasons in February, others wait until March or even April. However, the majority of ranchers know that their

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calves need to be big and strong enough to make an arduous trip upcountry to their summer grazing pastures. It’s one thing to ease the cows and their new calves off the back side of the ranch for a month or two, onto private or BLM spring grazing leases. It’s quite another to push a bunch of cows and baby calves high up onto National Forest grazing permits at elevations of 10,000 feet or higher. Those cattle might be struggling through half-melted snowbanks in mid-June. They will encounter bears, mountain lions, and coyotes; bogs and poisonous larkspur; downed timber and deadfalls. While there are certainly losses, it’s surprising how many make it home. Some ranchers are fortunate enough to literally open the back gate and turn their cows onto transitional BLM lands and then up to summer National Forest grazing leases. Others are not so fortunate and have to either truck the cows to the mountain or herd them on long, exhausting cattle drives. For this venture, calves born in February or March, having recovered from castration and 48

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branding, often weigh 400 pounds or more and are robust and strong enough for an arduous transition. A two-week-old calf weighing less than 100 pounds, however, will have a tough time of it. Over the summer, the feed at high elevations can be fantastic. It’s common for calves to gain two or even three pounds a day as cattle graze on grasses and forbs that are often up to their bellies—while the rancher is busy growing hay on the home place. Who watches over the cows on those summer grazing leases? Often, it’s the job of the “pool rider”. Often grazing permit holders are “pooled” with several other outfits, who together hire one or two cowboys (and sometimes cowgirls) to watch over the herds. The pool riders are equipped with a remuda of surefooted strong cow horses, and their job may be to mend range fence, doctor calves, chop down poisonous larkspur, pack salt, and move cows and calves to new pastures. They get a lot of saddle time, and horses that have spent a summer on the mountain are prized amongst savvy horse buyers.

Back at the ranch, the rancher and his haying crew are busy irrigating and haying, irrigating and haying, and stacking the hay in the barn in preparation for the coming winter. From time to time, ranchers might jump their horses in the stock trailer and pull them up to the mountain to check on their herds, but often the riding is done by the pool riders and sometimes “day riders” who are for hire on a daily basis—have horse, have saddle, can ride, want to work. Of course, every ranch has to have a balanced herd as well. Cows need bulls, at a ratio of approximately 20:1. Older cows must be replaced with new heifers. Bulls go to the mountain with the cows and calves, but often bulls older than five years are not welcome in the herd, because they tend to sull up, become loners, and refuse to come down from the mountain, even as snow piles up chest deep. Many is the time that a stubborn old bull has died in a deep snowdrift. As the days grow shorter, the mountain grasses dry up, and the aspens begin to turn yellow, the older, experienced lead cows know that it’s time to come home.


FARMERS NATIONAL COMPANY Serving America’s Landowners for 90 Years! • Completed 787 real estate sales and 306 successful land auctions in 2019 • Completed over 1,100 appraisals last year • Manage $9.2 billion of farm, ranch, timber and hunting land across the United States. For all of your land needs, contact Farmers National Company today!

1-800-346-2650 Omaha, Nebraska Info@FarmersNational.com

www.FarmersNational.com Real Estate Sales • Auctions • Farm and Ranch Management • Appraisal • Insurance • Consultation Oil and Gas Management • Forest Resource Management • National Hunting Leases • FNC Ag Stock Of course, every day on the mountain is a savings of pasture and hay on the home place, so sometimes the cows are left standing at the gate for a while. Usually, sometime between early October and November, the ranchers bring the herds down from the mountain and back to the home-place for the winter. Calves are sorted off, sold, and shipped to feedlots, usually weighing between 550 and 850 pounds. As the snows begin to accumulate, the rancher starts feeding hay, and the cycle begins again. This cow-calf cycle of Colorado ranching has been going on well over 100 years. It’s commonly known that in order to run a profitable cattle ranch, a rancher can’t afford to pay much more than $8,000 per animal unit that the ranch is capable of running. Many productive cattle ranches were more treasured as “cocktail ranches” and subdivision developments because of their proximity to ski areas and beautiful mountain vistas. Other ranches still survive as working ranches, but owners have paid unsustainable prices per animal unit— sometimes $20,000 per Animal Unit Month (AUM) or more—simply because

the owner is wealthy and wants to own a Colorado cattle ranch. Other operations are subsidized by private land elk and mule deer hunts, tourism, guided flyfishing, and growing other crops like hemp. On occasion, some ranchers prefer to run yearlings on those rich mountain grasses, backgrounding those beef cattle and putting on weight before they’re sent to the feedlot for fattening. As you can see, a balanced equation is very important for the success of a Colorado cattle ranch. If one of the ingredients is missing—adequate hay ground, irrigation water, spring and fall pasture, and summer pasture—it can make ranching operations far more difficult and costly. Ranches that have all the key pieces in place can rest assured that their operations will run much more efficiently.

About the author: Gary Hubbell, ALC, is a Western States land broker, auctioneer, and personal property appraiser. Based in Western Colorado, Gary is a licensed broker in Colorado and Utah. He has sold farms, ranches, orchards, vineyards, mountain land, hunting properties, luxury homes, resorts, outfitting businesses, and commercial property in a wide geographical area, including Aspen, Steamboat Springs, Telluride, Durango, and many other hard-to-find locations. Gary is very familiar with conservation easement properties, having sold seven large easement properties. As an auctioneer, Gary has sold heavy equipment, livestock, classic cars, antiques, motels, development land, ranchland, guns, farm equipment, and even the World Record Elk antlers in Crested Butte, CO.

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