buyers and sellers

MORE THAN JUST A SALE

BY VINNY DELGADO, RANCH SALES | FAY RANCHES

Having spent the past ten years of my life as a land broker, I can attest to the fact that the most rewarding aspect of a successful career isn’t financial in nature—it is connecting with people who share your values and express their appreciation for the part you played in helping them achieve the lifestyle of their dreams. I have enjoyed spending time with clients on ranches they’ve purchased, often specifically for the purpose of hunting or fishing. The joy I experience in watching them get excited about success on their ranches is unmatched.

When buying or selling a ranch, your relationship with your broker doesn’t stop at closing. A good ranch broker should be more than just a broker. I have had the privilege of working with some incredible buyers and sellers over the years, some of whom I call my friends, and even family. From helping clients plan their next move to enhance the property, to educating new ranch owners about noxious weeds and weed mitigation, to facilitating master planning for the development of a new purchase into a recreational dream property, to coming up with ways to reinvest proceeds from the sale of a multi-generational ranch, I welcome calls seeking advice about how to handle situations that may come up after the sale has been finalized.

When you sell ranches full-time and own one yourself, the logistics of owning and operating a ranch become second nature. As a new ranch owner, having a broker in your court with ranch experience is critical. I have found that having relationships with a solid group of vendors has been key to facilitating the transition for clients who are becoming new ranch owners. A trusted broker will have all the right people on speed dial, from who should oversee farming, to trustworthy builders, or even which fishing guides to hire when friends and family come to town. From the right transaction and water rights attorneys, to phase-one engineers and surveyors, a well-seasoned broker will have all these people on the short list to help with accommodating a smooth and seamless transaction and discovering any issues that may then be addressed with eyes wide open.

Conservation-minded buyers and sellers are central to Fay Ranches’ mission and philosophy. In fact, that is what attracted me to the Fay Ranches brand, and I strive to contribute to preserving the west and assisting in making a landscape become as productive as it can be, both from an agricultural and a wildlife standpoint. Helping craft conservation easements and informing new ranch owners on best practices is a huge part of both selling a ranch and ensuring it is sustainable and will appreciate over time. Many of our clients are not purchasing a ranch to generate money, but rather as a safe place in which to invest money and, most importantly, for the memories and experiences it provides for family and friends.

Guiding sellers also comes with its own set of challenges, whether dealing with 1031 exchanges, environmental issues, or selling off equipment that has accumulated over the years. The strategy of selling a ranch often starts months, if not years, before actually putting the ranch on the market. In 2020, I had the pleasure of selling one of the cleanest working cattle ranch operations I have ever set foot on. Preparing for this sale started two years before bringing the ranch to the market, and when the time came, the ranch sold itself. Working with a trusted broker from the beginning to diligently plan the sale simplifies the process, and typically brings a higher net on closing day.

Watching my clients’ properties grow into unique and memorable ranches is incredibly rewarding. Getting calls to talk through challenges and brainstorm solutions after a sale is just as important to me as selling the property in the first place. I grew up in Montana, and by the age of seven was fly fishing for rainbows near Glacier Park, stalking white-tailed deer in the Sweet Grass Hills, chasing pheasants in the flatlands of eastern Montana, and sweet-talking elk with my bow in hand. So sharing the simple moments I observe my clients experiencing, like a child landing their first trout, an owner watching fields teeming with wildlife, or even being present when someone takes their first bull elk, is extremely rewarding—and often humbling to be able to be a part of.

My biggest enjoyment in being a ranch broker is watching my clients transform their new purchases into something truly unique and special. When I stop by and they’re implementing fish and wildlife enhancement projects, they tour me around to share the results—the good, the bad, and the ugly. Some clients just add minor tweaks from the low hanging fruit, as we like to call it, whereas I have seen others go over-the-top, turning it more sporty, and creating what I would call an adult Disneyland.

I have been privileged to be a part of several reclamation projects for both wildlife and fishery enhancements, and have watched a few of these projects go from being just OK, to extraordinary ranches teaming with wildlife and hungry trout. One of my favorites is a ranch located on the Beaverhead River, near Dillon, Montana. This client has taken what once was a moderate level recreation property and created something truly amazing. With precise planning and implementation, his investment in hundreds of mature trees, farming, aquatic enhancements, and stream stabilization has completely transformed the landscape from what it was just four years ago. I consider this ranch to be a concrete pillar of the saying, “If you build it, they will come.” What once was a ranch that had decent numbers of wildlife has been transformed into a nearly year-round plethora of all things wild. The fisheries have also benefited from better overhead protection, bank stabilization, and spawning beds that enhance the entire ecosystem for miles up and downstream from the ranch.

Having the privilege of getting to tour and recreate on some of the most incredible ranches in the west has given me invaluable knowledge of how each of these ranches is extremely unique. Some clients want fishing, others are looking for top-tier hunting for specific species, and some just want to take in the views and watch the fields come alive at the end of the day.

Since his start with Fay Ranches in 2012, Vinny has represented buyers and sellers as they navigate an array of transactions ranging from a few hundred thousand dollars to large-scale, complicated, and highly prolific eight-figure deals. He takes great pride and enjoyment in working with buyers, sellers, attorneys, accountants, and ranch managers through the course of pre- and post-closings. 800-238-8616 | WWW.FAYRANCHES.COM | 9

© ROGER WADE