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Taking On Washington INSIDE THIS ISSUE
2024 National Land Conference Recap
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What an incredible first half of the year! Our organization continues to grow and thrive! At the end of every year, our incoming elected leaders (President, President-Elect, Vice-President, and Immediate Past President) fly to Chicago for strategic planning with our staff. This past December, our leaders worked with Ron Phipps, the 2011 President of NAR. For two full days, our staff and leaders had thought-provoking conversations about our organization – who are we? What makes us special? What do we do well? Where do we need to improve? What is our value?
After lots of in-depth discussion, we came away with a comprehensive plan that distills our organization down to its essence and makes it crystal clear who we are and what we stand for. We revised our Mission statement to “Land Mastery – Defining professionalism by promoting integrity, expertise, and excellence in every aspect of land real estate.” We developed five key pillars that define our value, with subpoints to better explain and clarify our intent (you can see the full plan at bit.ly/rlistratplan2024).
Our five pillars are:
» 1. Professional Development
» 2. Reach, Engage, and Connect (our members and our chapters)
» 3. Brand Value: We are THE proven experts in land for more than 80 years
» 4. Organizational Excellence
» 5. Professional Powerhouse: RLI represents ALL LAND including rights above and below the surface.
Fundamentally, the core of our organization is providing professional development, in a variety of ways, to build and strengthen competency and confidence for land real estate professionals. To do that well, we have to reach, engage, and connect our members and our chapters, as well as our partners and the greater land and real estate industries. We must harness the value of our two brands (our organization, REALTORS Land Institute, and our designation, the Accredited Land Consultant), without compromising one over the other, to help our members be as successful as possible. We must ensure our national organization has the human resources capacity, technology, and fiscal strength to thrive now and in the future. We are a professional powerhouse – representing ALL land. We don’t prefer one type of land over others. As I often say, if it is land, it belongs at RLI!
Our organization has grown over 47% in the last five years. This strategic plan will help guide our future growth while ensuring we stay true to who we are and who we have always been: the most educated, trusted, and experienced land professionals in the country. We are the Voice of Land – the destination for land industry expertise.
I hope you are as thrilled to be a part of RLI as I am and are as excited about our future!
Sincerely,
Aubrie Kobernus, MBA, RCE Chief Executive Officer
Aubrie Kobernus, mba, rce
Chief Executive Officer
312.329.8837 • akobernus@rliland.com
Aubrie is responsible for the overall management of the Institute. This includes working together with the Board of Directors to develop the vision, goals, objectives, and related policies for RLI. Within that framework, Kobernus organizes and directs the staff, programs, financial performance, and activities. She is designated by the National Association of REALTORS® as a REALTOR® Certified Executive (RCE). She is also the main point of contact for members working toward earning the elite ALC Designation. Members may contact her if they have any questions or concerns. Aubrie has been with RLI since March 2016.
Karen Calarco Manager of Operations
312.329.8287 • kcalarco@rliland.com
Karen handles, manages, and controls expenditures within the set budget as well as member records. Members may contact her for assistance changing their information, paying dues, and answering financial inquiries about their account. Karen has been with RLI since September 2007.
Melissa Lutz, c2ex
Programming & Events Manager
312.329.8574 • mlutz@rliland.com
Melissa Lutz (rhymes with roots) is responsible for the overall programming and coordination of RLI’s meetings and events, including our largest annual event, the National Land Conference. Her role also works in conjunction with our Marketing and Education Managers, overseeing topics and programming for RLI communications, managing the member affinity program and webinar program, and serving as staff liaison to the Future Leaders Committee. Melissa has been with RLI since October 2021.
Anne Leigh McAllisterElmore, msid, maed
Learning & Development Manager
312.329.8129 • anneleighme@rliland.com
As an instructional design and curriculum development expert, Anne Leigh works with LANDU® subject matter experts to design dynamic courses that use current instructional techniques to help land professionals achieve their objectives. She builds education courses that overcome skill gaps and meet the needs of a variety of learners. Members may contact her with questions about the LANDU® Education Program. Anne Leigh has been with RLI since May 2023.
Amanda Morrone, mshc Education Manager
312.329.8441 • amorrone@rliland.com
As the Education Manager, Amanda manages all matters pertaining to RLI’s LANDU® Education Program. She is responsible for scheduling courses and managing instructor relationships. She also serves as the staff liaison for the Education Committee. Members may contact her with any questions about the LANDU® Education Program. Amanda has been with RLI since February 2019.
Traci Schermerhorn Chapter Relations Specialist
312-329-8519 • traci@rliland.com
Traci engages all RLI state and regional Chapters to help them innovate and strengthen their value to local members. She works with Chapter leaders on best practices for member engagement and Chapter programming, meetings and events. She also helps to organize and facilitate the creation of new state/regional Chapters where there is interest. Traci has been with RLI since October 2023.
Kat Szymanski Marketing Manager
312.329.8353 • kszymanski@rliland.com
As Marketing Manager, Kat is responsible for all areas related to communications and marketing for the organization. She oversees the website, digital and print marketing materials, and manages the organization’s brand as well as press and social media campaigns. She also serves as the staff liaison for the Government Affairs Committee. Members may contact her with articles for publication on the RLI blog, advertising or an article contribution for Terra Firma magazine, member or Chapter news regarding awards or accomplishments, or with questions about RLI logo use policy. Kat has been with RLI since July 2022.
All staff now have emails at rliland.com
All staff now have emails at rliland.com instead of addresses at nar.realtor. See above for individual addresses. To be sure you receive timely association updates, add info@rliland. com to your safe sender list.
the Wild
Unknown heirs named in an obituary, vengeful kids, 5-hour highway shutdowns, clients stuck on a mountain top, lost deeds in granddad's trunk. How many ways can a land deal go sideways? A lot.
Welcome to Dirt Debacles, a new series on The Voices of Land Podcast where RLI members share the pitfalls (and lessons learned) while conducting land transactions. Listeners will laugh, gasp, but more importantly, take away pointers to avoid similar situations. Tune in on Apple Podcasts, Spotify, PodBean, and at rliland.com/voices as host Justin Osborn, ALC helps RLI members dig into the dirt.
Want to share your wild stories of selling land? Contact Kat at kszymanski@rliland.com to become a podcast guest.
Do you have an idea for a podcast topic or are you interested in being a guest?
Contact the RLI Marketing Manager: kszymanski@rliland.com
In May, dozens of RLI members and leaders came together during NAR’s annual Legislative Meetings to discuss current issues impacting landowners and land professionals. This year has seen progress on two issues in particular: Land use exactions, including a unanimous Supreme Court ruling in favor of private property rights, and WOTUS. Other issues RLI is monitoring include Open Fields, 1031 Exchanges, foreign land investments and the Farm Bill. To learn more about the issues RLI is involved in, visit rliland.com/resources/advocacy.
New and improved! Listing a property on Land Connections is easier than ever. Simply submit a short form to set up your complimentary account and begin listing. Login to rliland.com and visit the Member Resources Center to get started.
In 2024, over 2,327 searches have been initiated on RLI’s Land Connections resulting in 19,700 property impressions. Here’s a look at what’s popular on Land Connections.
Land Connections is the official listing site of the REALTORS® Land Institute. With 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.
SEARCHED ON LAND CONNECTIONS
1. Idaho
2. Florida
3. California
4. Texas
5. South Carolina
Top Properties Searched on Land Connections Ranked by most popular search Scan
We're thrilled to announce that RLI's Terra Firma Magazine is the 2024 Gold Circle Award winner in the Print Magazine category!
This prestigious program by ASAE The Center for Association Leadership recognizes excellence, innovation, and achievement in association/nonprofit marketing, membership, and communications programs.
A special thanks to Paul Halupka and his team at Halupka Studio for their amazing creativity and thoughtful design that tells such compelling stories.
This recognition of excellence is an extension of the professionalism and high standards RLI members bring to the land real estate industry every day. RLI will continue to use Terra Firma to bring more awareness to our members' work, further position them as industry experts, and help them harness the value of the RLI brand for their continued success.
701 total ALCs 48 new Accredited Land Consultants (ALCs) since December 2023
1,852 RLI Members 223 new RLI members 35 RLI Partners in 2024
Registrants for NLC24 (a record!)
ccredited Land Consultants (ALCs) are the most experienced, most accomplished and highest-performing land real estate experts in the nation. Conferred exclusively by the REALTORS® Land Institute, and the only land-specific designation backed by the National Association of REALTORS®, the ALC is the gold standard of achievement in the land sales profession.
The individuals featured on these pages completed their ALC designations from December 2023 through May 2024.
The following changes go into effect September 1, 2024.
» Minimum Volume Requirements are increasing from $10M to $15M. The applicant’s portfolio must show a minimum of five transactions totaling at least $15M in sales. All transactions must be completed no more than five years prior to submitting their ALC application and portfolio.
» Attendance at the National Land Conference: ALCs are considered the most experienced and educated land professionals. Participating in the National Land Conference is an extension of that commitment. ALC applicants are required to attend an RLI National Land Conference in-person within five years prior to submitting their ALC application and portfolio.
Trina Anderson, ALC
AFM Real Estate Houghton, MI
Bobby Bennett, ALC
Bennett Land & Home Prague, OK
Kyle Cato, ALC
Carter Group - KW Land Jesup, GA
Stephanie Cross, ALC
United Country Real Estate Tennessee Real Properties, LLC Niota, TN
LeeAnn Doss, ALC
Southern Grace Realty LLC Emory, TX
Chase Girard, ALC
Ponderosa Real Estate The Source for Real Estate Ridgway, CO
Deans Hackney, ALC
Hackney & Company LLC Wilmington, NC
Adam Hester, ALC
Small Town Hunting Properties & Real Estate Flora, MS
Christa Barlow, ALC
United CountryOklahoma Land & Auction Stillwater, OK
Chris Bowers, ALC
Eshenbaugh Land Company Tampa, FL
Jimmie Dean Coffey, ALC
United Country Real Estate Corporate Office Bloomington, IN
Matthew Cunningham, ALC
Cross C Realty Purcell, OK
Oscar Evans, ALC
SmallTown Hunting Properties Homedale, ID
Billy Golightly, ALC
Lands of North Florida Live Oak, FL
Travis Hamele, ALC
United Country Real Estate Midwest Lifestyle Properties Portage, WI
Ryan Hutson, ALC
Hutson Realty Partners, LLC Conroe, TX
David Belden, ALC
Tom Smith Land and Homes Madison, MS
Riley Cain, ALC
37 North Realty Group Mountain Grove, MO
Katie Compian DeHaven, ALC
RE/MAX 20/20 Bryan, TX
Jamie Dawson, ALC Cokesbury Holdings Raleigh, NC
Eric Gage, ALC
AFM Real Estate Lufkin, TX
William (Billy) Greenwood, ALC Champion Land Brokers Poteau, OK
Terri HardeeRomere, ALC
Keller Williams –Lonestar Austin, TX
Derek Loebbecke, ALC
Texas Ranch Sales San Antonio, TX
Adam Lytle, ALC
Berkshire Hathaway HomeServices Ally Real Estate
Bossier City, LA
Adam Mikesch, ALC
Premier Farm Realty Group & Auction Pevely, MO
Scott Nolan, ALC
Nolan Properties, LLC Longview, TX
Philip Ross, ALC
Ross and Co. Real Estate Partners Pensacola, FL
Timothy Sennett, ALC
Sennett Realty Group, Inc.
Leesburg, FL
JT Thompson, ALC
SVN Saunders Ralston Dantzler Real Estate Lakeland, FL
Trina Ward, ALC
RE/MAX Champion Land Brokers Poteau, OK
Justin Wheeler, ALC
First Mid Ag Services Decatur, IL
Ben Maddox, ALC Acre Trader Fayetteville, AR
Christi Moczygemba, ALC
Keller Williams City View San Antonio, TX
Michael Oswalt, ALC
Small Town Hunting Properties & Real Estate Madison, MS
Joette Schalla, ALC Fay Ranches, Inc Pueblo, CO
Harvey Specter, ALC IBL Group Corporation Richmondhill, ON
Jason Trosper, ALC
Keller Williams Denton, TX
Donald (Donnie) Wells, Jr, ALC
The Real Estate Group, LLC Dothan, AL
Ron Young, ALC Southern Auction Solutions Roanoke, AL
Tom McFarlane, ALC Whitetail Properties Andover, KS
Joel Morris, ALC
The KORE Group Andover, KS
A. Lee Robertson, IV, ALC Robertson Land, LLC Woodbine, GA
Kyle Schultz, ALC Whitetail Properties Chaseburg, WI
Sandy Thomas, ALC eXp Realty LLC Hico, TX
Hunter Ward, ALC Land Solutions, Inc. Fort Myers, FL
Bruce West, ALC
Tom Smith Land & Homes, MS Cleveland, MS
Andrew Zellmer, ALC Peoples Company Clive, IA
Does it seem like there has been an increase in the number of professionals receiving their Accredited Land Consultant (ALC) designation in the past year? If so, that’s because it’s true!
REALTORS® Land Institute membership has grown over 50% since 2016. As the organization has grown, so has the number of ALC applicants. However, as a percentage of our total membership, the number of professionals receiving the ALC designation remains steady. In fact, it was lower in 2023 than it was in 2016.
The recent influx of approved ALCs is partly the result of resolving a backlog of applications. The chart below illustrates that spike between 2022 and 2023.
Did you know:
» It takes approximately 15 hours to review an ALC application.
» In 2022, there was a seven-month backlog of applications.
» In 2023, the ALC review committee was broken into two subcommittees to better distribute the workload and process applications in a timely manner. In 2024, the committee added a third subcommittee.
» Now, it typically takes two months to approve an application.
A special thank you to the ALC Committee members who do the hard work of processing applications. And congratulations to the 700+ professionals who have earned the designation. The criteria are stronger than ever. ALCs are truly the elite in land!
Ready to start your path to becoming an Accredited Land Consultant?
Visit rliland.com/Accreditation for more information.
The RLI Alabama Chapter continues to have great momentum attracting new members and attendees for Chapter courses. In 2024, the new Chapter President is Brian Watts, ALC, RF and President-Elect is Hoke Smith. In February, the Chapter offered Risk Management and Code of Ethics courses. Guest speaker, Chad Ettmueller, with JCR Settlements, spoke to the class about an alternative product for investing landowner proceeds when they sell their property.
The Chapter had a great turnout at the NLC in Louisville, with many being first-time attendees. They had such a great experience; they plan to come back next year. Two Chapter members received APEX Awards: Robert King (Southeastern Land Group and Poultry South) received the Region 9 Broker of the Year Award in Agribusiness and Clint Flowers, ALC (National Land Realty) won the Region 9 Broker of the Year Award in Timberland.
Bobby Minks will teach Subdivision Land Development in Opelika, AL on August 1-2. Land Investment Analysis will be offered in July 2024. Also, this fall, the Chapter will host the RLI Southeastern Conference.
The Chapter continues to be intentional about site locations throughout the state to host these courses. The goals of the Chapter are to continue new membership growth by listening to the needs of the members, to provide the courses needed to obtain the Accredited Land Consultant designation, and to encourage and educate non-members about the benefits of RLI.
The Chapter appreciates its sponsors for helping put these courses on and is excited about the growth of the RLI Alabama Chapter in 2024 and beyond.
On April 11, 2024, the RLI Carolinas Chapter was among the participants in a virtual NAR Lawsuit update tailored for Commercial Brokers. Over 11 different commercial organizations from across the Carolinas were invited. Spearheaded by NAR-designated spokesperson Cindy Chandler, CCIM, CRE® , CDEI, DREI, this event attracted over 250 commercial practitioners from across the Carolinas, with 14 members representing the RLI Carolinas Chapter.
Additionally, the Chapter organized an enlightening virtual educational session on April 23rd, led by Christina Asbury, ALC, a respected member of the Carolinas Chapter Board. The session, featuring ChatGPT technology, fostered robust engagement among participants, providing valuable insights and fostering professional growth.
The RLI Colorado Chapter’s January Marketing and Education class held in Denver was well attended again this year with over 80 attendees. The Chapter used this event as an opportunity to create an incredible marketing video that really encompasses the passion and significance of RLI and its membership in conjunction with their sponsors. It can be viewed on rliland.com/colorado. A big thank you to Bart Miller, ALC for his video team and coordination.
After over a decade in the greater Denver area, the Chapter is excited to be relocating the January Marketing and Education session to the beautiful Cheyenne Mountain Resort in Colorado Springs in 2025 to be held January 16-17.
The annual Colorado Chapter Ranch Tour was held June 12-14 and hosted by Justin Osborn, ALC in the Durango/Pagosa Springs Area. This has become a signature event. Our members along with colleagues from around the country enjoy the camaraderie while learning about the broad range of markets around the state.
In September 2024 the fall marketing meeting and educational class will take place September 5-6 at the Courtyard in Grand Junction.
for more camaraderie at a luncheon during
The RLI Georgia Chapter proudly sponsored RLI’s 2024 National Land Conference
Welcome Reception at the historic Kentucky Derby Museum at Churchill Downs. A notable highlight was a luncheon at NLC24, hosted specifically for RLI Georgia Chapter Members. The Chapter would like to extend our heartiest congratulations to all members who earned their Accredited Land Consultant (ALC) pin at the RLI NLC24 and to those who were recognized with RLI Leadership Awards! This event provided a fantastic opportunity for land brokers to reconnect with colleagues, forge new relationships, and celebrate important milestones. The Chapter eagerly anticipates the 2025 National Land Conference in Tucson, Arizona.
The Georgia Chapter continued its commitment to education and professional development with the Land 101: Fundamentals of Land Brokerage course in Macon, GA. Hosted by the Middle Georgia Board of REALTORS®, the course was a complete sell-out. The Chapter sponsored the LANDU Education Bootcamp May 30 - June 7 in Savannah, GA which had over 40 attendees. Another session of the highly sought after Land 101 course will be held on June 26-27 at Augusta Area REALTORS® in Augusta, GA. Keep an eye on the website for more opportunities and updates as the Georgia Chapter continues to serve the land real estate industry! Visit our website for more details.
Illinois • rliland.com/illinois
The RLI Illinois Chapter has kicked off the year on a high note! In March, numerous members attended the RLI National Land Conference in Louisville, KY. During the conference, three of the IL Chapter Members earned their ALC designation. Congratulations to Amy Rogus, Justin Wheeler, and Eric Wilkinson!
Furthermore, the Meeks Distinguished Service Award for 2022 was bestowed upon Winnie Stortzum, ALC, a longstanding member of the IL chapter. She, alongside Past President Luke Worrell, had the honor of presenting this award for 2023.
Following their return from the National event, the RLI Chapter promptly co-hosted a Managing Brokers Course and the Annual Land Values Conference with the Illinois Chapter of the American Society of Farm Managers and Rural Appraisers (ASFMRA). The Chapter eagerly anticipates collaborating with ASFMRA each year to organize this event.
This summer, the Chapter was thrilled to host the annual "Summer Social" in June in Bloomington, IL. Additionally, the board is actively exploring the possibility of adding ALC classes to the calendar for the year. The board is committed to enhancing the benefits for Chapter members and are enthusiastic about expanding membership once again this year!
Iowa • rliland.com/iowa
On March 20, the RLI Iowa Chapter held its spring seminar with the ASFMRA Iowa Chapter. Over 80 people attended the oneday training event. Topics included increasing land health and values via cattle production, agriculture insurance, weather's impact on ag, sustainable farm products, drones in agriculture, and an ag economy update. The Iowa Chapter also released its Spring Land Trends and Values Survey results. rliland.com/ iowa/Resources/Land-Trends-and-Values
RLI Iowa 2023 Awards were presented at the annual dinner following the spring seminar. Congratulations to Doug Bear (Peoples Company) for winning the Rising Star award. Steve Bruere (Peoples Company) was awarded the Volume and Acres Sold award.
The Iowa Chapter will offer Land Ethics on September 20 in West Des Moines.
Missouri • rliland.com/missouri
In April, the RLI Missouri Chapter offered a few education and networking options during the Missouri REALTORS® Spring Meeting in Kansas City. Missouri Chapter member, Mark Stallmann, taught “Fair Housing for All” to 20 real estate professionals. The Chapter also hosted a social after the class at Jack Stack BBQ. Chapter leaders hosted a roundtable discussion with REALTORS® who were interested in learning more about the land business and membership with RLI.
This fall the Chapter will host an ethics class in September. The Missouri RLI Chapter Annual Dinner will be held on September 23 in Branson, MO. Visit the website for more information on monthly membership meetings and upcoming education: rliland. com/missouri/Events/Chapter-Meetings
Tennessee • rliland.com/tennessee
13 members of the RLI Tennessee Chapter were actively engaged at this year's National Land Conference (NLC). The Chapter spearheaded NLC with a Chapter Meeting. This was a great time for learning, networking, connection amongst our local & national members, and discussion about upcoming Chapter Events.
Stephanie Cross, ALC, with United Country Real Estate | Tennessee Real Properties, LLC out of Niota, TN earned her ALC designation in February. Congratulations on this great accomplishment!
Texas • rliland.com/texas
RLI Texas Chapter members attended the A&M Outlook Conference in College Station in early April. This conference provides land brokers, appraisers, and owners incredible opportunities for networking and professional development. The event, hosted by the Texas Real Estate Research Center, offered participants an opportunity to hear from community stakeholders, share important updates, data, and landmark statistics, and even get their boots shined at the conference happy hour event.
In the last months, the Board of Directors surveyed members and identified some incredible information: more than 1/3 of RLI members in the Chapter have earned the ALC designation, 38% of the Chapter’s members reached more than $10 million in sales in 2023, and data shows that Texas Chapter members are present in every MLS and REALTOR® Association in the state of Texas.
The chapter is currently working on RLI courses and events for members this Spring and Summer: Real Estate Mapping Technologies and Techniques, Subdivision Land Development, and our 2nd Ranch Tour.
rliland.com/upper-midwest
The RLI Upper Midwest Chapter is gearing up for another remarkable convention, this time in the heart of Sioux Falls, South Dakota. On July 21-23, agents will once again come together to elevate their expertise and celebrate their shared passion for rural land. During the convention, Jim Miller will teach the LANDU® Tax Deferred 1031 Exchanges course. Attendees can expect to gain insights that will shape their land investment strategies for years to come. This course fulfills a Specialty Course requirement toward the ALC designation. Real estate CE in the Chapter’s member states is pending.
As the convention draws near, agents across the region eagerly await the opportunity to come together, to learn, to grow, and to pursue excellence as land specialists to provide a high level of professionalism for their clients.
Adding to the excitement are the announcements of two new Accredited Land Consultants (ALCs) in the region. Travis Hamele of United Country Hamele Auction Services and UC Midwest Lifestyle Properties, joins the ranks of distinguished ALCs, bringing his wealth of experience and passion for the land to the forefront. Alongside him stands Kyle Schultz, of Whitetail Properties out of Wisconsin, whose dedication and expertise have earned him this prestigious designation. Congrats to them both.
rliland.com/western
The RLI Western States Chapter (previously Pacific Northwest) began 2024 with some changes in the officers and board members, and welcoming Ettie Blankenship as Administrator.
The majority of the board was able to attend the National Land Conference in Louisville in March, which was phenomenal. Meredith McKinney, ALC, Oscar Evans, ALC, and Scott Hawes, ALC, all received their pins at the conference. Several Chapter members were recognized as top producers at the APEX Awards. The beautiful quilts made by Flo Sayre, ALC, have become sought-after items at the Cowboy Auction. This year’s quilt brought $3,000! The Chapter also donates a Pendleton blanket for the auction each year.
During the conference, the Chapter hosted a networking dinner. Paul Bottari, ALC, from Nevada presented issues that adversely affect
public land in the West. He requested support from those in attendance. This is a great demonstration of the value that REALTORS® Land Institute brings to its membership. Working together, we can help protect our clients’ interests in land ownership and use.
The Chapter’s first class of the year was held in Coeur d’Alene, Idaho April 29-30. The Valuation and Transactions of Energy and Environmental Assets is a high demand course, taught by Craig Kaiser, President and Co-Founder of Land Gate. The course was sponsored by the Idaho Real Estate Commission, and 16 hours of CE credits are offered for Idaho, Oregon, Washington, Colorado, and Nevada.
The Fall class will be Subdivision Land Development, held in the Boise, Idaho area in September. Location and dates TBD.
On April 4th, real estate professionals gathered at the Against the Grain Public House in Louisville, KY, for the inaugural social event of the newly formed Kentucky-Indiana Chapter of the REALTORS® Land Institute. The gathering aimed to foster camaraderie among members and mark the beginning of a journey towards growth and engagement within the Chapter.
Founding members including Stephen J B Davis, Luke Schrader, Karen Foster, ALC, Glenn Thomas, ALC, Ron Kirby, ALC, Mike Inman, Mike Horrigan, and a dozen more attended. Each brings a wealth of experience and enthusiasm, laying a solid foundation for the Chapter.
Members mingled, exchanged ideas, and shared their visions for the chapter's future. Discussions ranged from industry trends to collaborative opportunities, reflecting the diverse expertise and interests within the group. Matt Schickel of Rural First presented
insights and perspectives from across the real estate market.
Stephen Davis expressed his optimism for the future, stating, "This gathering has set a strong precedent for what we aim to achieve as a Chapter. The enthusiasm and energy in the room are palpable, and I have no doubt that together, we will accomplish great things."
Luke Schrader echoed this sentiment, emphasizing the importance of building connections within the industry. "Events like these are crucial for fostering a sense of community and collaboration. By coming together, we can leverage our collective expertise to drive positive change and growth within the Chapter," he remarked.
Attendees left the inaugural event with a sense of excitement and anticipation for what lies ahead. It served as a testament to the power of collaboration and community, laying the groundwork for a bright and prosperous future for the RLI Kentucky-Indiana Chapter.
LANDU® Creates More Learning Opportunities through Virtual Roundtables and New Mini-Bootcamp
In the In the first half of 2024, RLI National has hosted six LANDU virtual instructor-led training (VILT) courses. The RLI Chapters has hosted seven in-person LANDU courses. Overall, the education outreach for these courses extended to over 500 students.
For those looking to expand their knowledge of land sales and various land specialties, check out the Course offerings listed on the Upcoming Courses Calendar (www.rliland.com/Learn/ Upcoming-Courses). LANDU education courses are offered throughout the year in the virtual instructor-led training (VILT) or in-person format.
For RLI Chapters interested in hosting a LANDU course, please contact RLI Education Manager Amanda Morrone at amorrone@rliland.com or 312-329-8411 for more information.
At the end of 2023, the RLI Education Committee kicked off a new series of virtual roundtables that focused on building trust with non-land agents; highest and best use in the current marketplace; and rural and urban balance. The virtual roundtables provide an opportunity for members to collaborate and share insights, successes, and challenges on various topics with their peers. With the success of this new series, the Committee has committed to hosting the virtual roundtables quarterly. So far, the first two roundtables of 2024 highlighted social media strategies and buying and selling highway commercial land. RLI members will have the exclusive benefit of attending these virtual roundtables and access to the recordings within the RLI education portal.
Members have asked for more opportunities to complete multiple LANDU courses in-person. Introducing Mini-Bootcamp – a shortened version of our popular summer Bootcamp.
Mini-Bootcamp will be held in Chicago on October 28-November 2, 2024. Learners will be able to take all three core courses (Land 101: Fundamentals of Land Brokerage; Land Investment Analysis; and Transitional Land) toward the Accredited Land Consultant (ALC) Designation. Registration will open on Monday, July 15th. Be ready to register as the spots will fill up quickly.
Build expertise and confidence in a wide range of topics and specialties within the land industry. Our course calendar is frequently updated with new virtual and in-person Chapter courses. Visit the calendar at rliland.com/learn/upcoming-courses
RLI’s Land University, or LANDU®, is more than our national, in-person education event. LANDU® encompasses many types of land-specific learning opportunities and formats. Learners can build ongoing expertise through:
Virtual, InstructorLed Training (VILT)
In-person Chapter Courses
Bootcamp
Webinars
Virtual Education Roundtables
These national online courses fulfill education requirements toward the Accredited Land Consultant (ALC) designation.
These courses also apply toward the ALC education requirements. They are held across the country at RLI Chapters. Each class lasts approximately two to three days.
Multi-day, in-person training held each summer with courses in a fast-paced, accelerated format. Learners can take one or up to six courses to fulfill the education requirements for the ALC Designation in one place, over the course of an expanded week.
One-hour, expert-led sessions are a fast way to learn about current issues and discover new tools to use in your daily business. No cost for RLI members.
Peer-to-peer learning exclusively for RLI members. Member led panel discussions focus on practical topics that help members share challenges, collaborate on solutions, and establish crosscountry connections.
Mini-Bootcamp
A shorter version of Bootcamp that allows learners to take all three Core Courses toward the education requirements for the Accredited Land Consultant (ALC) Designation. Courses include Land 101: Fundamentals of Land Brokerage, Transitional Land, and Land Investment Analysis.
Visit rliland.com/learn to see upcoming courses and webinars at LANDU®.
The Land Investment Analysis Pilot Course was hosted at the RLI headquarters in Chicago, IL on April 17-19, 2024. Executive RLI leaders participated in the full course: the updated Pre-Course Quiz, the new Land Investment Analysis Print Workbook, reorganized Excel workbooks, the Land Investment Analysis Online Textbook, and the rewritten Land Investment Analysis Final Exam. The new version of Land Investment Analysis launched at LANDU Bootcamp this year in Savannah, GA.
It was another record setting year for LANDU® Education Bootcamp! A total of 63 participants were in attendance from 23 states. The courses were held at the Savannah Area REALTORS® Association from May 30–June 7.
Bootcamp is a multi-day education event allowing attendees to complete all the education requirements toward the Accredited Land Consultant (ALC) designation. At this year’s Bootcamp, participants expanded their knowledge by attending the Land Investment Analysis, Land 101: Fundamentals of Land Brokerage, Transitional Land, Recreational Land, Subdivision Development, and Tax Deferred 1031 Exchanges courses.
A special thank you is extended to the following: RLI Georgia Chapter, especially FD Bell, Sam Bowers, ALC, Beth Moraitakis, and Raborn Taylor, III, ALC, and the Savannah Area REALTORS® Association staff for their support in obtaining CE Credit approval in Georgia, hosting the Low Country Boil, and bringing this educational opportunity to Savannah, GA.
The REALTORS® Land Institute’s Land Education Foundation (LEF) seeks to provide financial scholarship grants for assistance in land-based education opportunities, including the pursuit of the elite ALC Designation through RLI’s LANDU® Education Program.
Johnny McAllister, ALC – Chair
Bob Turner, ALC – Vice Chair
A. Lloyd Thomas, ALC –Secretary/Treasurer
Fred Hepler, ALC –Immediate Past Chair
Eric Andrews, ALC | Colter DeVries, ALC | Flo Sayre, ALC | Tom Smith, ALC | Caleb McDow, ALC | Tucker Wood, ALC
The 2024 Cowboy Auction, sponsored by United Country Real Estate, took place Monday, March 11 during the 2024 National Land Conference in Louisville, Kentucky. This year's auction raised over $180,000, almost double what was expected. The featured item during the Feed the Fund portion of the auction was a signed bottle of Woodford Reserve with an engraved RLI logo. Donors contributed $18,200 during Feed the Fund. Other top items included a handmade quilt donated by Flo Sayre, ALC ($3,000) and a Glock 40 10mm Pistol ($4,500) donated by Tyler McConnell, ALC. Thanks to all who donated items to this year’s auction! Thank you to everyone who donated to LEF during the Cowboy Auction!
Chairman Johnny McAllister stepped to the mic at the 2024 LEF Cowboy Auction in Louisville, KY, to challenge RLI members to meet a bold new goal: Help LEF become a $1M Foundation.
To encourage participation, donors can now earn the following distinctions:
» Society of 1944 | $100,000 and above
» Founders of 1953 | $50,000- 99,999
» Benefactors of 1982 | $25,000-49,999
» Patrons of 1985 | $10,000-24,999
» Supporters of 2002 | $5,000-9,999
» Contributors of 2007 | $1,000-4,999
» Friends of 2017 | $1 -999
It’s no surprise that RLI members rose to the challenge. During the Cowboy Auction, Bill Eshenbaugh, ALC and the estate of Flo Sayre, ALC both made $25,000 commitments. This makes Bill LEF's first "Founder of 1953", for a total of $50,000 donated which includes a previous $25,000 donation. Flo's estate became a "Benefactor of 1982." RLI made a $25,000 matching donation for a total of $75,000 that night to kick off the LEF drive.
Visit rliland.com/learn/land-education-foundation to see the current list of donors at each giving level.
Scholarships of up to $535 per person are available. If you or someone you know might be interested, please download and complete the full scholarship application at rliland.com/Learn/Land-Education-Foundation
The largest ever number of REALTORS® Land Institute members, affiliates, and exhibitors descended upon Louisville, KY for the 18th Annual National Land Conference in March.
The National Land Conference (NLC) continues to be the premier event for land professionals.
For three days, participants at the NLC immersed themselves in learning, networking, laughter, and the exchange of expertise unique to gatherings of Land REALTORS® and agents which is only possible when they come together. Attendees departed with actionable ideas and inspirations, poised to seamlessly integrate them into their business operations to close more deals!
A special thanks to:
» Gary Black for his inspirational message about the privilege of leadership in business and community.
» David Whitaker, ALC spoke about using Artificial Intelligence (AI) in your business.
» Elizabeth Wysong Berg discussed how REALTORS® and the Title Industry can work together to prevent fraud.
» Russell Riggs, NAR Liaison to RLI, moderated a panel discussion on the Farm Bill, which included speaker Dr. Joe Outlaw with Texas A & M.
» We closed out the conference with economist Edsel Charles, providing important updates on the economy and expectations for the coming year.
A special thanks to our 2024 NLC Partners and attendees!
Attendees can still access all the speaker handouts through the event app and education portal on the RLI website.
Breakout Speakers also included:
» Micah Brown on Foreign Investors in Land Sales Buying the Farm: Restrictions & Transparency of Foreign Investments in U.S. Land.
» Brian Watts, ALC on what to know when investing in timberland.
» CEO Aubrie Kobernus moderated our Women in Land Real Estate panel where they discussed the unique advantages and challenges to being a woman in land real estate during a packed session.
We can’t wait for you to join us March 16–19, 2025 in Tucson, AZ!
Sponsored by
The APEX Awards Program celebrated its seventh year by welcoming 200 applicants totaling a combined $6.1+ billion in qualifying transaction volume, 7,596 transaction sides, and over 966,000 acres sold. All land professionals recognized as part of the RLI APEX Awards Program are active members of RLI and had at least $5M of qualifying production volume in closed land sales in 2023. Congratulations to our honorees! • rliland.com/apex.
National Producer
Skye Root, alc Root Agricultural Advisory Meridian, ID
The APEX Top National Producer Award is the program’s most coveted and prestigious award recognizing the applicant with the highest qualifying transaction volume.
Troy Louwagie, alc Hertz Real Estate Services, Inc. Mt. Vernon, IA
The APEX Wrangler Award goes to the applicant with the largest number of land real estate transaction sides closed during the year.
The APEX ALC-to-ALC Award recognizes the significant networking that happens between RLI members, especially those who hold the Accredited Land Consultant (ALC) designation. The two honorees are awarded for having closed the highest dollar transaction between two ALCs for the year.
Dan Murphy, alc M4Ranch Group Lake City, CO
Seth Craft, alc M4Ranch Group Lake City, CO
These high performing land professionals are awarded for their accomplishments within eight distinct land categories.
BROKER OF THE YEAR
AG LAND SALES – CROPS
Skye Root, alc
Root Agricultural Advisory Meridian, ID
BROKERS OF THE YEAR RECREATIONAL LAND SALES
Adam Hann
Mitch Keeley
Whitetail Properties Real Estate Ellis, KS & LaCrosse, KS
BROKER OF THE YEAR COMMERCIAL LAND SALES
Ryan Sampson, alc, ccim Eshenbaugh Land Company Tampa, FL
BROKER OF THE YEAR AUCTION LAND SALES
Matt Adams Peoples Company Clive, IA
BROKER OF THE YEAR AG LAND SALES – RANCHES
Dax Hayden Hayden Outdoors Windsor, CO
BROKER OF THE YEAR TIMBER LAND SALES
Eric Gage, alc
AFM Real Estate Lufkin, TX
BROKER OF THE YEAR RESIDENTIAL LAND SALES
Bill Eshenbaugh, alc, ccim Eshenbaugh Land Company Tampa, FL
BROKER OF THE YEAR AGRIBUSINESS LAND SALES
Skye Root, alc
Root Agricultural Advisory Meridian, ID
APEX Top Twenty Producers are those applicants who, based on qualifying transaction dollar volume in closed land sales, are among the twenty highest-producing agents in the country.
Matt Adams Peoples Company Clive, IA
Seth Craft, ALC
M4 Ranch Group Lake City, CO
Todd Crosby, ALC
Crosby Land Company, Inc. Walterboro, SC
Matt Davis, ALC
Cushman & Wakefield San Diego, CA
Eric Gage, ALC
AFM Real Estate
Lufkin, TX
Steve Bruere Peoples Company Clive, IA
Adam Crist, ALC Peoples Company Clive, IA
Jeff Cusson
SVN Saunders Vero Beach, FL
Chase Duesenberg Peoples Company Clive, IA
Adam Hann Whitetail Properties Ellis, KS
Dax Hayden
Hayden Outdoors Real Estate Windsor, CO
Dan Kevorkian, ALC
Pearson Realty Fresno, CA
Troy Louwagie, ALC
Hertz Real Estate Services, Inc. Mt. Vernon, IA
Skye Root, ALC
Root Agricultural Advisory Meridian, ID
Sheldon Snyder, ALC
Clift Land Brokers Dalhart, TX
Mitch Keeley
Whitetail Properties LaCrosse, KS
Jon Kohler
Jon Kohler & Associates Lamont, FL
Mark Mommsen, ALC
Martin, Goodrich, and Waddell Sycamore, IL
Dean Saunders, ALC, CCIM
SVN Saunders Lakeland, FL
Matt Vegter, ALC
Hertz Real Estate Services Nevada, IA
New for 2023, the Regional Broker of the Year award recognizes the top professionals across eight land categories in RLI's 10 U.S. regions
Matt Adams Peoples Company
Trina Anderson AFM Real Estate
Eric Andrews, ALC
Realty World Carolina Properties
Chad Andrus, ALC
Mock Ranches Group
Garret Armstrong, ALC
Whitetail Properties Real Estate
Jessica Armstrong Armstrong Properties
Drew Ary, ALC
Keller Williams Advantage - Ary Land Co
Trish Ary
Keller Williams Advantage - Ary Land Co
Jared Augustine
Hertz Farm Management
Valerie Bahm, ALC
Keller Williams-Land and Water Team
Zeke Barrett
Whitetail Properties Real Estate
John Henry Barthelemy Mock Ranches
Rich Baugh, ALC
Whitetail Properties Real Estate
Doug Bear Peoples Company
Daran Becker Peoples Company
Chuck Bellatti, ALC
Arrowhead Land Company, LLC
Brent Bidner
Hertz Farm Management, Inc.
Clayton Blum, ALC
Whitetail Properties Real Estate
Jacob Bowen
Southeastern Land Group
Sam L. Bowers, ALC
Bowers & Burns Real Estate Company
Lindsey Brown Peoples Company
Ray Brownfield, ALC Land Pro LLC
Jeff Browning Living the Dream, Inc.
The APEX Producers Club recognizes all applicants with at least $5 million of qualifying dollar production volume in closed land sales for the year.
Steve Bruere Peoples Company
Curtis Buono Peoples Company
Austin Callison
Hayden Outdoors LLC
Chip Camp, ALC
Whitetail Properties Real Estate
Jay Cassels, ALC
Arrowhead Land Company, LLC
Anthony Chrisco
Whitetail Properties Real Estate
Bryan Clift Clift Land Brokers
Brady Cowan Clift Land Brokers
Seth Craft, ALC M4 Ranch Group
Adam Crist, ALC Peoples Company
Todd Crosby, ALC
Crosby Land Company, Inc.
Adam Crumrin, ALC
Whitetail Properties Real Estate
Adam Curran Peoples Company
Jeff Cusson SVN | Saunders Ralston Dantzler
Bill Davis, ALC
Colorado Luxury, Ranch + Land at: KW Foothills Realty LLC
Matt Davis, ALC Cushman & Wakefield
Tim Davis
Whitetail Properties Real Estate
Cal Dickson, ALC Hertz Farm Management, Inc.
Michael Dreyer, ALC Dreyer & Associates
Chase Duesenberg Peoples Company
Troy Dukes Hertz Real Estate Services
Bill Eshenbaugh, ALC, CCIM
Eshenbaugh Land Company
Andy Flack, ALC
HomeLand Properties
Clint Flowers, ALC
National Land Realty
Rebecca Frantz, ALC
Hertz Farm Management, Inc.
Eric Gage
AFM Real Estate
Jeff Garrett, ALC #1 Properties Ranch & Recreation
Matt Glander
Whitetail Properties Real Estate
Greg Good, ALC Clift Land Brokers
Jonathan Goode, ALC
Southeastern Land Group
Katie Graeb
Whitetail Properties Real Estate
Linda Green
Keller Williams Realty
Matt Gruetzner, ALC
Mock Ranches - Keller Williams
Jan Gunter, ALC
Keller Williams Realty
Adam Hann
Whitetail Properties Real Estate
Kyle Hansen, ALC
Hertz Real Estate Services, Inc.
Ben Harshyne, ALC
Whitetail Properties Real Estate
Suzy Haslup, ALC
Meybohm Real Estate
Walter Hatchett, ALC
Jon Kohler & Associates
Dax Hayden
Hayden Outdoors Real Estate
Jeff Heil, ALC
Whitetail Properties Real Estate
Rachelle Heller, ALC
Hertz Real Estate Services, Inc.
Scott Henrichsen
Hertz Farm Management, Inc.
Kenny Herring, ALC Peoples Company
John Herrity
Hayden Outdoors Real Estate
Adam Hester, ALC
Small Town Hunting Properties & Real Estate
Scott Hicks, ALC
Whitetail Properties Real Estate
Darrell Hindman
Living The Dream Inc
Hunter Hindman
Living The Dream Outdoor
Properties
Clifton Holloman, ALC
National Land Realty
Zach Holt
Whitetail Properties Real Estate
Michael Horrigan
Bradley Company
Ryan Hostetler, ALC
Agprofessionals, LLC
Tom Howard, ALC
NH Conservation Real Estate
David Hueneke
Iowa Farmland Brokers
Geoff Hurdle, ALC
Hurdle Land & Realty
Darrell Hylen, ALC
Hertz Farm Management
Jennifer Janet, ALC
573 Realty Group
Lisa Johnson, ALC
Horsepower Real Estate
Wendy Johnson, ALC
Texas Landmark Properties
Ryan Kay, ALC
Hertz Real Estate Services, Inc.
Mitch Keeley
Whitetail Properties Real Estate
Shawn Kelley, ALC
Whitetail Properties Real Estate
Dan H. Kevorkian, ALC
Pearson Realty
Chad Kies
Hertz Real Estate Services, Inc.
Joel King, ALC
Peoples Company
Robert King
Southeastern Land Group
Johnny Klemme
Geswein Farm & Land Realty, LLC
John Knipe, ALC
Knipe Land Company
Jon Kohler
Jon Kohler & Associates
Zurick Labrier, ALC
Mason & Morse Ranch Company
T. Sean Lance, ALC
REALM Capital Advisors
Brent Lawson, ALC
Root Agricultural Advisory
Eric Leisy, ALC
Great Southern Land, LLC
Jacob Lemons National Land Realty
Jason Lestina, ALC Land Pro LLC
Stanley Lierz, ALC
Hertz Farm Management, Inc.
Troy Louwagie, ALC
Hertz Real Estate Services, Inc.
Rusty Lowe, ALC
Century 21 Harvey Properties Inc.
Sean Maloy, ALC
Mossy Oak Properties NC Land and Farms Realty
Grantson Martin, ALC
Whitetail Properties Real Estate
Mac Martin, ALC
United Country Gulfland Real Estate
Brian Massey
Hertz Farm Management, Inc.
Shawn Massey, ALC
The Shopping Center Group
Mike Matre, ALC
SVN Saunders Ralston Dantzler
Peter Mazeine, ALC, CCIM National Land Realty
Venus McBride, ALC Horsepower Real Estate
Tyler McConnell, ALC Comey & Shepherd, Southern Ohio Properties
Clay McCullar, ALC McCullar Properties Group
Tom McFarlane
Whitetail Properties Real Estate
Jason McGee, ALC
Whitetail Properties Real Estate
Meredith McKinney, ALC
Whitetail Properties Real Estate
Alan McNeil Peoples Company
Nick Meixell
Hertz Farm Management, Inc.
Jerrod Meyer, ALC
Whitetail Properties Real Estate
Jesse Meyer Peoples Company
Landon Miller
Own Oklahoma Realty
Bill Minor, ALC
Whitetail Properties Real Estate
Kasey Mock
Mock Ranches Keller Williams
Mark Mommsen, ALC
Martin, Goodrich & Waddell, Inc.
Jeff Moon, ALC
AgWest Land Brokers
Melanie Moore Armstrong Properties
Joel Morris
Sundgren Realty
Dan Murphy, ALC M4 Ranch Group
Hayden Nichols
John Hall & Company
Sean O'Grady, ALC
Whitetail Properties Real Estate
Justin Olk, ALC
Whitetail Properties Real Estate
Josh Ongley, ALC
Whitetail Properties Real Estate
Edwin Orr, ALC
TMM Real Estate, LLC, Timber Marketing & Management of the Carolinas, Inc.
Justin Osborn, ALC
The Wells Group
Michael Oswalt, ALC
Small Town Hunting Properties & Real Estate
Clay Patrick, ALC Crosby & Associates, Inc
Christopher Peacock, ALC
Halderman Real Estate Services, Inc
Hadley Perkins, ALC
Clift Land Brokers
Calvin Perryman, ALC Southeastern Land Group
Clayton Pilgrim, ALC
Century 21 Harvey Properties
Doran Post Peoples Company
Max Ramsey, ALC
Mock Ranches Keller Williams
John Reburn Peoples Company
Chad Reifschneider
Hertz Real Estate Services
Brent Reneau, ALC
Whitetail Properties Real Estate
Bruce Renfrew, ALC
California Outdoor Properties
Todd Renfrew, ALC
California Outdoor Properties
Ben Richardson
Whitetail Properties Real Estate
Koby Rickertsen, ALC
American Legacy Land Co
Frank Roberts, ALC
RE/MAX Landmark
Billy Rollins, ALC
LSI Companies
Skye Root, ALC
Root Agricultural Advisory
Ryan Sampson, ALC, CCIM
Eshenbaugh Land Company
Dean Saunders, ALC, CCIM
SVN Saunders Ralston Danzler
Trent Saunders, ALC
SVN Saunders Ralston Danzler
Jeremy Schaefer Whitetail Properties Real Estate
Eric Schlutz, ALC Ruhl & Ruhl Realtors
Luke Schrader
Schrader Real Estate and Auction
Ryan R. Schroeter, ALC
National Land Realty
Dave Schutt
Whitetail Properties Real Estate
Tyler Sellens, ALC
Whitetail Properties Real Estate
Jake Sickels Peoples Company
Elliott Siefert
Hertz Real Estate Services, Inc.
Chris Smith, ALC
Hertz Farm Management, Inc.
Danny Smith, ALC, CCIM Smith & Smith Realty
Nicholas Z. Smith Peoples Company
Spencer Smith, ALC Hertz Farm Management, Inc.
Tom Smith, ALC
Tom Smith Land and Homes
Travis Smock Peoples Company
Sheldon Snyder, ALC
Clift Land Brokers
Doyle Spencer, ALC RE/MAX Integrity
Bob Stalberger, ALC Whitetail Properties Real Estate
Chase Steggall Peoples Company
Jeramy Stephens, ALC National Land Realty
Michael Strahan, ALC Eshenbaugh Land Company
Elizabeth Strom
Murray Wise Associates LLC
Aaron Sutton
National Land Realty
Jeremiah Thompson
SVN Saunders Ralston Dantzler
Craig Townsend
Mason & Morse Ranch Company
Jason Trosper, ALC
Keller Williams
Eric Turpen
Clift Land Brokers
Brian Utecht, ALC
Whitetail Properties Real Estate
Matt Vegter, ALC
Hertz Real Estate Services, Inc.
Jim Vidamour, ALC
Fay Ranches Inc.
Henry Walker
Luxury Homes International
Lisa Walker
Luxury Homes International
Luke Wallace, ALC
Whitetail Properties Real Estate
Russ Walters
Southeastern Land Group
Chris Weaver, ALC
Whitetail Properties Real Estate
Ben Wellons, ALC
Wellons Real Estate
Bruce West
Tom Smith Land & Homes
Justin Wheeler, ALC
First Mid Ag Services
Ann Whitaker
Whitaker Marketing Group
David Whitaker, ALC
Whitaker Marketing Group
Tommy Wiles #1 Properties Ranch and Recreation
Eric Wilkinson, ALC
Hertz Farm Management, Inc.
Luke Worrell, ALC
Worrell Land Services, LLC
Douglas R. Yegge Peoples Company
Eric Zellers, ALC
Keller Williams Advantage - Ary Land Co
Andrew Zellmer Peoples Company
Mark Zimmerman
Whitetail Properties Real Estate
These members were recognized at NLC24 for their remarkable service and efforts to both the industry and the Institute, as well as their communities.
2023 ROBERT C. MEEKS, ALC, DISTINGUISHED SERVICE AWARD
Century 21 Harvey Properties Inc. Texas
This award is presented to an RLI member in recognition of long-term commitment and service to fellow Institute members, the land profession, and their community. The Distinguished Service Award is presented in honor of dedicated long-time member Robert C. Meeks, ALC.
2023 EXCELLENCE IN INSTRUCTION AWARD
Phil McGinnis, ALC
McGinnis Commercial Real Estate Co. | Delaware
The Excellence in Instruction Award recognizes RLI LANDU®-Approved Instructors for their exceptional teaching skills, contributions to the professional development of our students, and volunteerism for the LANDU® education program.
Renee Harvey, ALC
Century 21 Harvey Properties Inc. Texas
The Land REALTOR® of America Award recognizes members of REALTORS® Land Institute for their effort and work expended in the interest of their fellow RLI members, their profession, their clients, and their community.
Peter Johnston
RLI Carolinas Chapter
RLI’s Chapter Administrators play a key role in the success of each Chapter. The Chapter administrators help keep everyone “on track” with schedules, policies, and more. The recipient is chosen by RLI staff and the choice is based on performance that builds a stronger RLI Chapter—such as helping to enrich member experiences, provide support and benefits to members, applying for continuing education units for LANDU® courses, and displaying a high code of conduct and ethical standards.
Stephen J B Davis
Christie's International Real Estate Bluegrass | Kentucky
First introduced in 2015, the Rising Star award was created to recognize a land professional who demonstrated promise. The Rising Star Award recognizes a member approaching a mid-level in their career who is on their way to making significant contributions to the land profession and to RLI.
2023 CHAPTER OF THE YEAR AWARD
The Outstanding Chapter Award recognizes one RLI Chapter that has demonstrated excellence and creativity in the following categories:
» member retention and development,
» course and other educational offerings,
» volunteerism to national Institute,
» technological achievements,
» and outreach and collaboration with other Institute Chapters and local and state organizations.
Presented by United Country
The Cowboy Auction took place Monday, March 11, 2024, at 6:00 p.m. ET, during the 2024 National Land Conference in Louisville, Kentucky.
This year's auction raised over $180,000—almost double what was expected. Among the most popular items auctioned was a signed bottle of Woodford Reserve with an engraved RLI logo which raised $18,200. Other top items included a hand-made quilt ($3,000) and a Glock 40 10mm Pistol ($4,500).
All auction proceeds benefit the Land Education Foundation (LEF) of RLI by supporting scholarships for land real estate education, like the courses provided through RLI's LANDU Education program.
In 2023, the Land Education Foundation awarded $17,120 in scholarships to 33 learners to help with their land education, including two members who are part of RLI's Military Transition Program. Member support of the Cowboy Auction makes this possible!
The Cowboy Auction’s sponsor, United Country Real Estate, is the nation’s largest integrated organization of real estate and auction professionals, specializing in real estate throughout small cities and towns of rural America.
500+
Attendees came together to connect and get better at what they do every day. 30+
Exhibitor Partners provided attendees with service and technology solutions for their land businesses.
2 Keynotes
11 Breakout Sessions 20 Roundtables full of new ideas & inspiration from industry experts
$180,000+
Raised in Support
In 2023, Our APEX Award winners had a combined...
$6.1B in Sales Volume
1 Million Acres of Land Sold (Approx.)
Thank you to our 2024 Partners
Thank you to our attendees, partners and speakers who made this event a huge success!
REGISTRATION WILL OPEN NOVEMBER 2024
MARCH 16–19, 2025
Take in the beauty and wide-open spaces of the Sonoran Desert while you reunite with friends, make new connections, and discover land trends and tech tools that will help you to run a better business.
The National Land Conference is the ultimate destination for land professionals who want to collaborate, share knowledge, and make deals.
If you’re serious about being in the land business, NLC25 is the destination event for you.
Learn more about The National Land Conference at rliland.com/nlc.
by Russell Riggs, RLI Advocacy Liaison
Advocacy has always been a critical component for the REALTORS® Land Institute. RLI has commented on legislative and regulatory initiatives, submitted Amicus Briefs to the Supreme Court, educated Members of Congress and staff and engaged in grass-roots advocacy at the federal, state, and local levels.
Recent discussions in RLI’s Government Affairs committee led to the creation of several principles that will guide RLI’s future advocacy efforts. These principles are general in nature to allow RLI members and staff maximum flexibility to engage on various policy issues with a wide variety of strategic tools and resources.
To understand more about these pillars and the current state of land related issues, visit the RLI Advocacy page at rliland.com/Resources/RLI-Advocacy
Property rights is a cornerstone for RLI members and foundational to the nation’s economic prosperity. Property rights covers a range of issues where restrictions are placed on a property owner that impact their freedom to buy, sell, and utilize property as protected in the Fifth Amendment. Issues of concern include land use restrictions and exactions, 5th Amendment Takings, and restrictions on foreign land ownership.
An example of RLI protecting property rights involves a recently decided Supreme Court case. In Sheetz v County of El Dorado, a property owner was interested in building a new house, but the county was going to charge him over $23,000 in fees to obtain the necessary building permits. RLI and other organizations submitted an Amicus Brief in support of the owner. The Supreme Court unanimously ruled in support of the property owner and ensured that permit conditions will be proportional to a development‘s impact on a locality.
RLI advocates vigorously to reduce regulatory and administrative rules that cause an unnecessary burden and cost to property owners and developers. According to the National Association of Home Builders, 25% of the cost of a new home includes the cost of regulatory compliance and permitting fees.
One example of RLI fighting to lessen the cost and scope of regulations is the on-going battle to reduce the impact of the "WOTUS", (Waters of the U.S.) rule that continues to cause confusion for permittees, property owners, states, regulatory agencies, and courts. RLI has been an important partner in writing comment letters, calling Members of Congress to express concern and, perhaps most importantly, participating in litigation to get rid of the rule once and for all.
Land is one of our most valuable resources. RLI members are passionate about its protection while preserving the rights of private property owners to maximize its value. RLI members encourage legislative and regulatory initiatives that foster a healthy climate for economic and real estate development and monitor issues that impact growth and prosperity such as zoning and permitting.
One example of RLI’s involvement is the Farm Bill, which impacts the nation’s agricultural economy, the livelihood of U.S. farmers, and our nation's food security. Many RLI members depend on a healthy agricultural economy for their livelihood. RLI monitors these legislative and agricultural programs carefully to ensure these initiatives are creating an economic engine conducive to real estate and land transfer and development.
The REALTORS® Land Institute, along with the National Association of REALTORS®, gets involved in a variety of tax policy issues, including the protection of 1031 like-kind exchanges, where legislation and changes to the tax code negatively impact property owners and investors, and our members as real estate professionals.
Russell Riggs is RLI’s Advocacy Liaison for the National Association of REALTORS® and Director of Environmental and Sustainability Policy for NAR. He holds a bachelor’s in political science from Virginia Commonwealth University, a master’s in public policy from Tufts University, and a master’s in public administration from New York University.
by Kat Szymanski, RLI Marketing Manager
IN MARCH 2024, the REALTORS® Land Institute released the results of the 2023 Land Market Survey conducted in partnership with the National Association of REALTORS® There were 450 respondents, of which 68% reported a land sale in the last 12 months. The results tell a compelling story for the value of land amid several market challenges.
Land remains a positive in the real estate market. Suburban, small town, and rural homes continue to be in demand as the U.S. housing inventory shortage continues. The need for more development means the land market has remained resilient. Residential land held by U.S. households rose to $18.6T in 2023 up from $17.2T a year ago. Land is 41% of the total value of household real estate assets.
“Land continues to be an important asset even as we return to a more balanced market. Growth in land sales and prices are in line or exceeding the expectations of REALTORS® which is an encouraging sign for our future,” says RLI 2024 National President Sam Bowers, ALC. “I hope landowners and land real estate professionals alike find value in these insights as our industry continues to advance in 2024 and beyond.”
Below are takeaways from the survey results as presented on March 27 by Dr. Lawrence Yun, Chief Economist for NAR, and Oleh Sorokin, NAR Data Analyst, Commercial Real Estate. A full recording of their presentation is available to RLI members through the Education Portal on rliland.com
The current economic environment is largely impacted by higher interest rates and higher inflation compared to the Covid years. Interest rates were low during Covid making home and real estate purchases accessible to more people. Today’s higher borrowing costs may deter people from purchasing real estate. Cash buyers are at a significant advantage in this environment. Community banks, however, are suffering from the Fed’s rate hikes.
The Federal Reserve is postponing lowering interest rates until inflation calms down. The desired inflation rate is 2%; according to the Consumer Price Index the rate of inflation at the end of March 2024 was 3.48%.
While interest rates and inflation pose challenges, in times of uncertainty, people are looking for solid investments such as land. We remain positive about the future of our industry.
Home prices refuse to go down as we still have a historically low number of homes for sale. Mobile home prices have surged – a 58% price gain from pre-pandemic (2019) levels – because it’s so difficult to purchase a home.
“Home prices reached a new high in 2023 and will likely continue their upward march. That’s because there is an immense housing shortage. Homebuilders have been selling more homes and REALTORS® need more inventory. More land is required to turn into lots and development. Moreover, there has been a population shift away from major city centers towards suburbs, exurbs, and rural areas, which necessitates more housing and commercial real estate spaces into expanding areas," says Dr. Lawrence Yun.
As existing home inventory falls, new home builds are rising which means a need for more land to build houses. Zoning regulations continue to be a challenge to new development. 52% of REALTORS® say they’ve experienced difficult zoning regulations in the past five years.
“NAR was ringing the alarm bell in Washington before Covid,” says Dr. Yun. “We have been underproducing homes for a decade. We have a major housing shortage.
We need to remove regulatory obstacles to bring more new homes onto the market. When community banks become healthier (interest rates come down), lending for land and commercial real estate and construction loans will improve.”
The job market is a bright spot in today’s economic landscape. Across the U.S. there are 5.5 million more jobs compared to pre-Covid highs. Worst performing area for job growth? Washington, D.C. (-3.9%). Best performers? Nevada (9.8%), Florida (9.6%), and Texas (9.2%).
Economic growth (GDP) is still positive, which points toward more job growth in the future.
“Don’t expect a recession during this election year,” says Dr. Yun.
As the double-digit highs of the Covid years subside, we find ourselves in a more balanced market with land across all categories experiencing a 1.2% increase in sales in 2023. Land sales growth is mostly in line with the 3-month expectations of REALTORS®, while actual land prices beat their 3-month expectations.
Among individual categories of land, residential, industrial, and recreational land sales posted the strongest growth of 1.3% to 1.4%.
Land prices remain strong as well. All land categories showed price increases of 1.3% or more with residential land having the highest price gains followed by industrial and timber land. Residential and industrial prices are similar to pre-Covid times.
Agricultural prices have retreated from recent peaks but are well above compared to pre-Covid days. Farmland demand should remain strong, especially with ever increasing geopolitical uncertainty.
Interest Rates and Inflation: Federal Funds Effective Rate
High interest rates increased borrowing costs.
The Housing Market: Inventory of Existing Homes Falling, Inventory of New Homes Rising
The 2023 Land Market: Year over Year Percent Change in Dollar Land Sales
Trends in overall land sales growth
The states with the most land sales among REALTORS® in 2023 were California, Texas, Georgia, Florida, and Colorado. These states accounted for 37% of U.S. land sales.
Most land sales across RLI’s 10 regions were agricultural with sales in Region 7 (IA, IL, IN, KS, MO, NE) being 57% agricultural land, the most of any region.
Here’s a look at how categories of land sales performed across RLI’s 10 regions. Our APEX 2023 Award winners contributed additional perspective on what they saw in their markets last year and what they anticipate seeing in the future.
Map of RLI’s 10 Regions
8 7 3 4 5 9 10 2 1 6 4 5
Region 1 • CT, MA, ME, NH, NY, RI, VT • Top Performing Land Categories: Commercial and Ranch
“Our land market here in northern New England seems to be balancing after a period of high activity and increasing prices. While the number of land sales is down slightly in the first portion of 2024 year-over-year, prices are remaining strong with a slight increase in average sale price. Many brokers opine that we may be returning to a pre-Covid market cycle, which in our region tends to be down in the first quarter of the year historically. Also, our weather pattern has been challenging for access to land in many rural markets this Spring. Looking ahead, we believe market activity will once again rebound as we enter the Summer cycle.”
—Tom Howard, ALC, APEX 2023 Broker of the Year Region 1 in Recreational Land Sales • NH Conservation Real Estate | New Hampshire
Region 2
DE, MD, MI, NJ, OH, PA, WV • Top Performing Land Categories: Development and Industrial
“After the previous 18-24 months of a true seller's market, 2024 is definitely a year of change. I have seen buyer activity on larger recreational properties decrease while interest in smaller properties under $100K still remains strong. Inflation is soaring and interest rates remain elevated while the promised adjustments from the Fed haven't come. These factors along with a chaotic political climate in an election year are leading to decreased levels of buyer confidence in my opinion.”
—Mark Zimmerman, 2023 APEX Broker of the Year Region 2 in Recreational Land Sales • Whitetail Properties Real Estate | Ohio
Region 3 • MN, ND, SD, WI • Top Performing Land Categories: Industrial and Residential
“Farm, ranch, and recreational land in the Dakotas continues to appreciate at rates ranging from 8-9% on average. Inventory is low, and buyers are serious. Land investors seek a combination of productive land with positive cash flow combined with opportunities for hunting recreation.”
—Katie Graeb, APEX 2023 Broker of the Year Region 3 in Ag Land Ranch Sales • Whitetail Properties Real Estate | Willow Lake, South Dakota
Region 4 • ID, MT, OR, WA • Top Performing Land Categories: Development and Commercial
“2023 was a unique transaction year. Overall, the rural real estate transaction volume was mostly flat. While pacific northwest development deals tended to outpace the nation, other asset classes mirrored quite closely the rest of the country. Looking into 2024, I think we start to see more market distress as various macroeconomic indicators make their way through the industry. In my region, I remain optimistic about sub-sectors like light industrial, most farmland, rural residential, and timber.”
—Skye Root, ALC, APEX 2023 National Broker of the Year, APEX 2023 Top 20 National Producer, National Broker of the Year in Agribusiness Land Sales • Root Agricultural Advisory | Idaho
Region 5 (CA, NV) Top Performing Land Categories: Timber and Other
“2023 saw many market shifts and buyers were best described as cautious. Many land product types saw softening interest and values while well-located, high-quality assets continued to benefit from strong interest at stable to modestly increasing values. Land prices tend to be stickier in shifting markets with many sellers choosing not to sell if value metrics decline. Not surprisingly, with the increasing cost of capital and market uncertainty, sales volume was generally down in many sectors. Early 2024 has seen more optimistic buyer sentiment and continued demand for high quality assets. Ag saw values impacted most by commodity prices and water security while availability of public subsidies drove continued demand for land to support deed restricted affordable housing and renewable energy projects.”
—Matt Davis, ALC, APEX 2023 Top 20 National Producer, Broker of the Year Region 5 in Ag Land Sales Ranches, Timber Land Sales, and Commercial Land Sales • Cushman & Wakefield | California
Region 6 • AZ, CO, NM, UT, WY • Top Performing Land Categories: Industrial and Development
“Region 6 continues to be one of the strongest recreational real estate markets in the entire United States. Recreational properties and working ranches made up for 50% of all land sold in this region in 2023. I see no sign of this slowing down in 2024, as a large number of buyers are continuing to have a strong desire to get out of the city and find breathing room.”
—Justin Osborn, ALC, APEX 2023 Broker of the Year Region 6 in Commercial Land Sales • The Wells Group | Colorado
Region 7 • IA, IL, IN, KS, MO, NE • Top Performing Land Categories: Residential and Ranch
“The 2024 market is all steam ahead, with large income-producing properties still in high demand. 1031 Exchanges and cash buyers have taken the lead in the buyer pool this first quarter in Region 7, signaling a shift in buyer preferences. This has led to a slowdown in smaller recreational tracts, typically favored by first-time land buyers. High-interest rates and market instability are contributing factors. However, I foresee a strong finish for 2024 for brokers who can adapt their focus to larger tracts and leverage the current low land inventory.”
—Brian Utecht, ALC, APEX 2023 Broker of the Year Region 7 in Ag Land Sales Ranches
• Whitetail Properties Real Estate | Missouri
Region 8 • OK, TX • Top Performing Land Categories: Development and Other
“In 2023 we certainly saw a slowdown in larger tract inventory coming into the market as well as smaller “financing” type properties not selling due to higher interest rates. So far in 2024 things seemed to have shifted slightly back towards developers using cash to purchase more transitional properties that are 5-7 years out from development. Buyers using financing are also becoming educated that current interest rates are not high, just back to normal when you look at the 30-year trend line. It’s always the right time to buy the right piece of real estate. Timing is a fool’s game!”
—Chad Andrus, ALC, APEX 2023 Broker of the Year Region 8 in Residential Land Sales • Mock Ranches Group | Texas
Region 9 • AL, AR, KY, LA, MS, TN • Top Performing Land Categories: Other, Industrial and Recreation
“In the Agribusiness sector, we definitely saw a downturn in market activity the second quarter of 2023 that continued through the fourth quarter due to interest rate uncertainty. The first quarter of 2024 has seen buyers come back into the marketplace and lenders get more aggressive as the fears of interest rate increases have diminished some. Our sale pending board has grown over 200% from the end of 2023. That always makes me optimistic. Buyers and sellers seem to be on the same page. That's a good place to be.
—Robert King, APEX 2023 Region 9 Broker of the Year in Agribusiness • Southeastern Land Group | Alabama
“We specialize in quality recreational properties across the South. While it wasn't always the case, these properties are now not only recognized as a separate asset class but renown world-wide. Being categorized as such has helped landowners reap the benefits of their land's unique intrinsic value. The recreational land class saw steady growth in our region last year. We expect this to continue as recreational lands are increasingly sought out as a hedge against uncertain times.”
—Jon Kohler, APEX 2023 Top Twenty National Producer, APEX 2023 Broker of the Year Region 10 in Recreational Land Sales • Jon Kohler & Associates | Florida
While the land real estate market saw a slower pace of growth in 2023 compared to past performance, it remains resilient. The demand for land will continue as the need for residential and commercial development creates new opportunities for expansion amid challenging economic conditions. Land is well positioned for future growth.
"Marketing isn’t knowing exactly what works; It’s trying a bunch of stuff and measuring what works."
By Kat Szymanski, RLI Marketing Manager
In today's dynamic and digital real estate market, agents need to seize every opportunity to elevate their online presence and outshine competitors.
Channels like Facebook, Instagram, LinkedIn, and YouTube have significant reach with increasingly sophisticated marketing capabilities. If you’re in the business of selling land (and yourself as a brand), a social media strategy is a musthave to build brand awareness and get your listings in front of the right pool of prospects.
In April, Brittany Hurdle Murphy, ALC moderated a roundtable with fellow RLI members Christina Asbury, ALC, Delanee Clark, and Matt Davis, ALC to understand how they use social media in their land business. Read for a few highlights from the conversation (edited for brevity and grammar).
Brittany: What inspired each of you to integrate social media into your land sales?
Delanee: It seems like a very natural and free way to capitalize on my sphere of influence. For our generation, it’s a no brainer to use social media. Probably 60 to 70% of our business comes from social media. It’s free, it’s easy. It’s kind of a pain to be consistent with it, but that’s key in getting referrals and repeat business.
Christina: I’m inspired to share on social from an educational perspective. Not just talking about the classes I’m teaching or where I’m going to be this week but educating consumers. My posts with the most hits are videos where I’m teaching people things like, this is what a non-conforming lot is, or this is what a surveyor says you should ask when calling for a survey.
I don’t clog my feed with listings that are sold, just listed or under contract. At the end of the day, I’m helping consumers make better decisions.
Matt: We’re in the business of selling. We just happen to sell dirt. When I first started, I took the perspective on social media of “nobody else is doing it, so we should.” It was a tool to show the client that we were doing everything we could to promote a property.
It also raises awareness among our peers in the industry of what we’re doing. It’s become a referral network because that’s who we’re connected with on social – our peers in real estate.
Brittany:: Our pretty pictures get so many more likes and interactions than anything with words. What trends are you noticing on social media? What works for you?
Matt: Multiple people have access to manage my social media accounts so what used to be “my” account is now “our” account. The team despises it but the thing that got the most response was video with my face on it. Apparently, this [my face] sells.
Brittany: You are the brand at the end of the day. People call to work with a person, not a company. Most customers don’t care what brokerage you’re with.
Delanee: Any video content with your face on it or that tells a story. I’ve been getting a lot of feedback on those. People want to see that you’re human, that there’s a personal touch.
People scroll quickly so short videos do well. My most successful video was a short one on passive income. It got 11,000 views in 5 minutes. I’ve got a friend with 60,000+ followers on social media and that was more than she’d ever gotten in that short of a window.
Brittany: As a society we get hung up on that follower count. At the end of the day, we should care more about who’s interacting.
If you have a lot of followers and low engagement, you’re not giving your followers the content they want.
Join groups, monitor/start conversations INSTAGRAM
Videos, beautiful property photos LINKEDIN
Great for commercial real estate; pros/peers act as a referral network
SOCIAL
LAND AGENTS ARE USING, AND HOW THEY USE THEM
5
Brittany: Are you using any targeting or just throwing things at the wall to see what sticks?
Christina: Targeted Facebook ads. I know when it’s PCS or moving time for military personnel. When I have a property that’s right for them, I place ads in areas where I know military personnel will be moving from. You can use weather too if it’s strategically timed. When it’s cold and snowing someplace, I’m hitting that town hard with social ads showing warm photos of Coastal North Carolina.
Matt: Marketing isn’t knowing exactly what works; It’s trying a bunch of stuff and measuring what works. We’ve gone full circle from posting a ton of content to getting back to the basics; Promote our listings, get our face out there, educate people because that’s who we’re connected with on social – our peers in real estate.
Brittany: Are you using any emerging technologies like AI in social media?
Christina: I use ChatGPT a lot. Learn tones and styles so you can get out of language like “expansive” and “boast” and some of those generic terms. Give ChatGPT instructions. So, if you’re selling recreational properties, tell it to use language that would attract outdoorsman, hunters, nature lovers.
Brittany: I use Claude AI for social media posts, descriptions, emails. You name it, I use it, but I don’t take the first thing it spits out. Manychat is another one I use. If you take anything away today, start using Manychat. It’s an AI program. That’s how I get links sent directly to the inbox. We’ve seen tremendous growth from using it. You can do it on Instagram and Facebook. On Instagram you can’t have links so Manychat will send links directly to your followers' DMs. I think it’s one of the up and coming tools that will become standard.
Brittany: How much do you follow competitors in your market on social media to see what they are doing?
Christina: Girl, my only competition is in the mirror. The only people I look at are my land people because you do different stuff than what’s in my market.
Brittany: I keep a hand on what our competitors are doing because you have to. But don’t over analyze what they’re doing because it makes it harder to find your own voice.
Matt: Some peers in our backyard are our competition but they are copying us. We see their posts and think, wow that’s what we did last month.
Delanee: I enjoy following other industries, not real estate. Follow your favorite influencers.
Brittany: I do that too. The other thing I do is follow the brands that our clients would like. It’s less about what our competitors are doing and more about learning how to interact with that customer base and what they are interested in.
Brittany: Do you use any tools to help with your posting?
Delanee: I use tools on Facebook.
Matt: We’re using Planoly. Now that we’re back to basics, we have an intern that does it.
Christina: I use Lighter Side of Real Estate for some of my more fun, witty content. And, of course, Facebook and Instagram to schedule in advance.
1. Provide value; teach something.
2. Video, especially with faces, gets more engagement.
3. Keep it short (60–90 second videos max).
4. Be consistent.
5. Learn from others outside your industry.
If social media is a challenge for you, take this wise advice from Brittany: Don’t overcomplicate it. Start small and commit to that. Consistency is key. The full video of this roundtable is available for RLI member access only in the Education Portal.
For more insider knowledge on land real estate topics, attend a LANDU Virtual Education Roundtable, exclusively for RLI members. To see upcoming roundtable topics, visit rliland.com/learn/virtual-roundtables
Our Moderator, Brittany Hurdle Murphy, ALC is Marketing Director at M4 Ranch Group, spearheading cutting-edge strategies to elevate real estate marketing. Recognized for her industry expertise, dedication to client success, and former life as a development broker in Nashville, Brittany brings a fresh perspective to the Western real estate industry.
Christina Asbury is an Accredited Land Consultant (ALC) selling land, farms, and homes in coastal North Carolina. She actively serves NAR, NC REALTORS®, and RLI in various positions and teaches Land 101 and Transitional Land for RLI.
Delanee Clark is with RE/MAX Landmark and The Frank Roberts Land Team, #1 Commercial Team in the World for RE/MAX Commercial specializing in Land, Farm, Luxury Ranch and Commercial Properties all over North-East Texas. Being a consistent leader in surrounding counties, Delanee uses her expertise in recreational, equine, cattle, hay, and commercial property to lead her clients down the best path to fulfill any Real Estate needs and has received honors as 30 Under 30 for the National Association of REALORS® and 40 Under 40 for RE/MAX.
Matt Davis, ALC is a Managing Director with Cushman & Wakefield and co-platform leader for the company’s Land Advisory Group. He specializes in the large complex land holdings and surplus land portfolios throughout North America. He has transacted over 155,000 acres for diverse uses ranging from production agriculture and energy to industrial and master planned community development.
by Gary Hubbell, ALC
As land brokers, we are very concerned with the firmament underneath us—the land. We value the land by the section, by the acre, even by the square foot. However, water is even more valuable than the land, because without it, nothing grows and nothing survives. Although much of our land mass is covered with water, a great percentage of that water is undrinkable saltwater, and our supply of fresh water is becoming an ever more precious commodity.
From my conversations with other land brokers around the country, I’ve learned that even areas that seemingly have plenty of fresh water, such as Florida, water supplies are constantly threatened, droughts occur, and problems of supplying water to thirsty new developments are real.
First, let me acknowledge that agricultural water is always competing with domestic water as a use for the liquid gold. I farm 100 acres of hay in Western Colorado, where the favorite saying is “Whiskey’s for drinking; water’s for fighting.” There have been more than a few arguments at the ditch headgate where fistfights and even gunfights have erupted. In areas that receive abundant rainfall such as the Atlantic seaboard, people shrug and say, “What’s the big deal?” Trust me, it’s a big deal. While agricultural water is also a very big topic, I’m going to confine this article to the topic of domestic water and I’ll simply give you some things to think about.
So, let’s crunch some numbers. Water is measured in three ways: as it flows, as it is pumped, and as it sits static in a reservoir or lake. Water flowing in a river, creek, or ditch is measured by its flow rate, which is cubic feet per second, or CFS. There are government websites where you can check the flow rate of various rivers on a daily basis. For example, the Colorado River at the Utah border is flowing 5,680 cubic feet per second today, down from 7,780 CFS a week ago at the peak
of the spring runoff. One cubic foot per second is roughly equivalent to 440 gallons a minute. So, the Colorado River is flowing 2,500,000 gallons a minute as I write this. That seems like a lot of water, but there are lots of cities, farmers, developers, factories, and subdivisions staking a claim on that water.
When water is pumped, either from an underground aquifer via a well or from a lake or reservoir, it is most commonly measured by gallons per minute, or GPM. Domestic wells are most often measured in GPM. A very strong-producing domestic well will pump 15 GPM; a weak well will draw only 1-2 GPM. In areas of Kansas and Nebraska, certain ag wells supplying 121-acre center pivot sprinklers drawing from the Ogallala Aquifer demand 1,300 gallons per minute to irrigate fields of alfalfa, corn, sugar beets, and soybeans.
In its static form, such as in a reservoir, pond, or lake, water is measured in acre feet, which means one acre of water a foot deep. I own 144 acre feet of the Crawford Reservoir, which I can call on to irrigate my hayfields in late summer and early fall for a third cutting. The reservoir itself holds about 13,000 acre feet of water. When full, Lake Powell holds 26 million acre feet of water. Two acre feet of water, when released into a ditch or river, flowing for a 24-hour period, is the rough equivalent of 1 cubic foot per second, or 452 gallons a minute flowing for a whole 24-hour day. One acre foot is equivalent to 325,851 gallons of water.
To literally bring it home, a domestic household uses about half an acre foot of water per year, or about 160,000 gallons. On a daily basis, the average residential household uses 250-400 gallons per day, depending on the location, ambient temperature, number of people in the household, lawn irrigation, and whether the residents are conservation-minded or not. One 20-minute shower uses 50 gallons of water, while the average 8-minute shower uses 16 gallons. Land planners used to project an acre foot per household, but conservation measures such as low-flow toilets and efficient lawn irrigation systems have halved that number.
Land developers must know they have a reliable water source before they start planning a development. Of course, a variety of government
“Water is even more valuable than the land, because without it, nothing grows and nothing survives.”
entities are involved in supplying water—municipal districts, towns, cities, and regional authorities work together to plan water supplies. However, the Colorado headgate fight rules still apply, except lawsuits are filed instead of punches thrown. Georgia and Florida have an ongoing battle over the use of water in the ApalachicolaChattahoochee-Flint River basin. Kansas and Nebraska fight with Colorado over water from the Platte and Arkansas River. California, Nevada, and the Great Basin states fight with Colorado over Colorado River water. Florida has been said to be one of 14 states facing a “high risk” water shortage by 2050. The rural north has the majority of Florida’s water supplies, while the intensely developed south doesn’t have enough. Even New England had a critical drought in 2021-22, with low streamflow and high wildfire danger.
Many homeowners don’t realize the cost of water. Building huge treatment plants and distribution lines is not a cheap proposition, especially with inflation. PVC pipe is made from petroleum products, so when gas prices go up, so does water pipe, which tripled in cost over the past few years. Government regulations regarding water treatment are ever stricter and more expensive. Water taps in a rural area in Pennsylvania go for as little as $2,000, while the city of Fort Collins, on the booming north end of the Front Range in Colorado, sells taps for $85,000 and the price will soon be going way up. If you think that drilling a well is the answer, there’s no guarantee that the well will yield sweet water. Certain rock formations can discharge noxious substances such as cadmium, nitrates, excessive iron, sulfur, and even ag chemicals that have leached into the water table. I once saw a well report that had 20 or so undesirable elements on it—and that well was at 20x the recommended amount for all of them. Then there is cost— it’s not uncommon for Western wells to cost $60,000-$100,000.
One of the most difficult aspects of water planning is STORAGE. Much has been made of California’s water woes. They’ve been crying about drought for seemingly decades. Yet they recently had a huge snowpack in the Sierra Nevadas, with over 30 feet of snow in some locations. Did that help them? Not really, because California is particularly short of water storage due to environmental concerns and multiple lawsuits whenever a reservoir is proposed.
The great percentage of that abundant water went directly to the ocean.
On a smaller scale, my local domestic water company has 500,000 gallons of water storage, but that is barely enough to adequately serve 225 taps. We received a bid to build a tank for an additional 500,000 gallons of storage for only $1.50 a gallon—or $750,000, which didn’t include the engineering, piping, and infrastructure to complete the project, which could easily bring it to $1,000,000. It’s not a bad idea for a homeowner to plan for the worst, especially if an area is prone to drought or if the local water company has failing infrastructure, which is common. A 1,000-gallon cistern or water tank can be installed for about $3,000-$5,000, which is about what it costs to build the red cedar water tanks on New York City rooftops. In a pinch, a family could get by for a month on a 1,000-gallon reserve if showers and laundry were limited. So, by the numbers, water storage can cost as much as $5 a gallon and as little as pennies per gallon.
The average monthly water bill in the US is $73. Some towns and water companies charge as little as $15, while others go up to $500 a month. Many water companies set a minimum gallonage for a monthly fee and charge for overages, so watering the lawn in late summer can become very expensive.
To bring this to a conclusion, yes, we love land. But it’s actually water that allows us to enjoy that land, farm it, live on it, recreate on it, and love it. It may seem boring and mundane to talk about water taps and storage, but it’s absolutely essential for us to understand water for our clients and our business. Water is literally a liquid asset that gives value to everything else.
“Whiskey’s for drinking; water’s for fighting.” —Mark Twain
Gary Hubbell, ALC, is a Western Colorado land broker, rancher, hay farmer, and auctioneer. Licensed in Utah and Colorado, Gary is the managing broker for United Country Colorado Brokers & Auctioneers and has transacted farms, ranches, vineyards and wineries, hunting properties, country estates, luxury homes, and rural businesses across the West. He can be reached through his website, aspenranchrealestate.com
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Timberland Investing is an expectation of a financial return, over a given amount of time, from strategic and sustainable timber management. It is typically seen as a long-term investment strategy and a great way to diversify an investment portfolio.
There is a low correlation with other asset classes such as stocks and bonds, and can be a hedge against inflation, in most years. There is also the intrinsic value of enjoyment and recreation of the property with family and friends, which makes it uniquely different from the other investment vehicles. Whether the investor is more hands on and manages the property themselves or the investor is more hands off and has a management firm managing everything for them, the core principles of timberland management and investing are the same. Timberland investment strategies have changed in some areas where populations continue to grow, along with the desire to live a
rural lifestyle. In years past, the rate of return was the main objective of the timberland investment, while recreation and real estate values were the “add on” to the investment. While that is still true in some of the more rural areas in the southeast, the timberland investment mindset has changed in other areas, particularly outside of growth areas. Production timberland tracts in these areas have a different valuation. They are desired more for the recreational and/or developmental features, with the timber value being the “add on” benefit.
Brian Watts, ALC,
When looking for a great timberland investment opportunity, it’s important to know what the short-term and long-term objectives of the investor are before deciding on a particular property. Here are some key considerations to keep in mind when looking for timberland to invest in.
1. Available Markets: Wood is only as good as the mills/markets you have to haul to. The more markets there are to haul to within a given radius, creates competition amongst those markets, therefore, typically more money to the landowner. A desirable radius to a mill destination is 40-70 miles or less for a logger to haul the wood to.
2. Acreage: The bigger the acreage to be cut is, typically the better for the logger, landowner, etc.
3. Volume: This refers to how dense the trees to be cut are. With the high cost of equipment, loggers need to be in timber that allows them to be productive. Smaller acreage tracts can be more attractive, IF there is a high volume of timber to be cut on it.
4. Access: You want as much of your timberland holdings with as much county road or state road frontage as possible for logging access, particularly when it is cut in wet weather conditions, when prices are typically higher to the landowner.
5. Topography: In the southeast, very steep ground is harder to get cut because most of the logging equipment is rubber tire machines. Other parts of the country, with very steep terrain is no problem because they have the track machines that are meant for steeper ground.
6. Logging Capacity: In the timberland production supply chain, logging availability of an area, can at times be overlooked, as this industry has changed and, in some cases, gotten smaller. While the equipment is more efficient and technologically advanced than the days of logging with mules and hand-loading pulpwood trucks, overall, there are not as many loggers as there once were. There are more hurdles in this industry than there used to be. The cost of equipment is higher than ever. The cost of fuel, insurance, less manpower, trucking availability, mill/market dynamics, weather factors, breakdowns, etc., are a small sample of what loggers experience every day. Logging capacity is a factor in timberland investing. Before resources are spent to acquire a timberland investment tract, make sure there is the capacity, in a general area, to get it cut and hauled to the mills.
7. Clear Cut Property: If the investor has more of a long-term investment strategy, take a look at clear cut properties as a part of the portfolio. There may be an opportunity to get good value in the dirt, then reforestation of spraying, possibly a site prep burn, and planting with genetically superior seedlings would be all that is needed.
8. Timberland Tracts with Highest and Best Use Potential: These are the timberland investment properties that have been managed for timberland production for years, and in a lot of cases, have several mill and market locations within a desired radius for a logger to be productive, while also being located outside of possible growth areas. In the short term, strategic timber harvesting may be the priority, but long term, mini farm development or neighborhood development could be the long-term strategy.
As with any timberland investment property, speak to a professional Forester who is familiar with the general area, and the market and mill dynamics relative to a particular tract, as well as, knowing the logging capacity for the area.
When investing in timberland, considerations include the property's location, attributes, and timber markets. Geographic diversification can increase market exposure and reduce risks from natural disasters like ice storms, fires, and hurricanes. Owning timberland in different regions allows investors to capitalize on various localized timber markets and minimize risks associated with stumpage price, land price, and tree growth.
In the Southeastern United States, the pine tree species type makes up the bulk of these timberland investments due to the moderate climate and soil type. Pine is faster growing and produces many of the products and materials used in the construction and building products industry.
The South's pine belt, covering areas from Virginia to Texas, is particularly attractive for short-term timber rotations. Preferred pine species for investors are loblolly, slash, and longleaf, with most plantation acreage in the South being loblolly. Areas within productive soil regions respond well to intensive silviculture, with higher site indexes translating to higher productivity and land values. Typical pine management includes planting, thinning, and clear-cutting, with first thinning around age 15 and final harvests between 25-32 years.
Timber markets in the Southeast include products like pulpwood, chip-n-saw, sawtimber, fuel wood, biomass, and poles. Emerging markets for biomass and improved export opportunities add to the investment appeal. Alternative revenue sources include pine straw raking, recreational leases, and leasing land for wind and solar power facilities, and most recently carbon sequestration.
The timberland industry, overall, plays a crucial role in the economics of most all of the southeastern states, as well as other select regions of the country.
Timber markets are necessarily local. Rarely is there enough value in a load of timber to haul beyond 100 miles. In Texas, Southeast Oklahoma, Arkansas and Louisiana, the primary problem is there is too much pulpwood. Pulpwood are smaller diameter trees that when harvested go to mills that make paper, cardboard, or oriented strand board (OSB). Due to factors such as increased volume growth per acre, faster tree growth, and the closing of older paper and OSB mills, there is an abundance of these pulpwood sized trees. This abundance has made it so the first harvest, which is mostly pulpwood, often difficult to get done for the small private landowner. Even larger investment companies have trouble on less desirable sites. The price paid to the landowner for pulpwood has also dropped recently generating less income. Prices for other products have remained stable for some time and are likely to remain so.
Despite the concerns over pulpwood, investors continue to seek timberland opportunities. Like much of the country, land prices rose significantly in 2019-2023. Population and demographics seem to favor a continued positive trend on land prices, particularly in Texas. New sawmills and investments in modernization in Louisiana and Mississippi are expected to be followed by similar efforts in Texas and Arkansas. The proximity to strong home building markets, upgrades to mills and new mill construction along with a growing population makes investment in timberland in this region look attractive.
There is considerable variability in northwest forests with a wide range of timber types. From the coasts of Oregon and Washington to eastern Oregon, eastern Washington, and the intermountain regions of Idaho and Montana, the differences in forest ecosystems are dramatic and must be assessed carefully. Each has value and attributes that cannot be based on timber production alone.
West of the Cascade Mountains, Douglas-fir is the primary species. In the coastal regions, western hemlock, Sitka spruce, and western red cedar make up a significant portion of the commercial timber species. Westside forests are some of the most productive in the U.S. East of the Cascades and extending into Idaho and Montana, pines and true firs are the predominant species, with true firs at higher elevations. These are lower value species than Douglas-fir. There are fewer mills and longer haul distances can be a major cost factor. Eastside forests often have a high recreational value. Agro-forestry is much more common with grazing being the primary complementing use.
Higher and better use (HBU) potential can be a significant component of a property’s value. However, it is important to be familiar with the land use rules in each state. Oregon has very restrictive land use rules regarding the potential for development in forest zones when compared with other states.
Carbon is increasingly becoming a recognized component of value. The naturally longer harvest rotations on eastside and intermountain region forests make carbon a more compatible source of revenue than on the more productive westside forests.
By Renee Harvey, ALC
In this space we continue to share an RLI member’s personal story of what land has meant to their family over the years, decades, and (in some cases) centuries. Enjoy!
Iwas never supposed to be in the real estate business. I only took the courses as an elective in college. But I took the exam to add it to my resume. I was supposed to be in marketing as a buyer for a clothing line. How did that work out?
I grew up a rodeo brat. My dad was a professional bull rider and bareback rider. As a child, my mother, brother and I traveled with him. We always thought those World Champion cowboys that were in and out of our home were there for OUR entertainment. They truly made me believe I could do anything I put my mind to. So, starting in the real estate business with not much experience didn’t seem that hard to me! Just like their eight second ride!
I was charted to graduate from North Texas State University (now University of North Texas) with my Bachelor’s Degree and immediately head to Montreal, Canada for an internship with Vanity Fair. But due to my father having a health scare, I postponed going to make sure everything at home was okay. Fortunately, my dad was fine.
I then started working summers for a real estate firm in Clarksville, Texas, a small father and son shop. With an insurance license—again, for the resume—I sold crop insurance to the farm and ranch clients of the office because the brokers didn’t have time to do so. I ended up never making the internship in Canada, and began working full time in the real estate office that specialized in farm and ranch sales. A short time later, I completed the hours to sit for the broker’s exam.
To my surprise, my broker came in one day and announced that he was moving to Louisiana to raise thoroughbred horses and I was to run the office until he decided what he was going to do. He didn’t come back! I opened my own office as an independent, Renee Harvey Realty and remained there until 1998 when I and a partner purchased the Century 21 office in Paris, Texas. We branded the Clarksville office at the same time. I eventually bought out the partner and now have three offices in northeast Texas, with a sales staff that is second-to-none!
We brokered farms, ranches and agri-businesses across the state of Texas, and expanded licensure into Oklahoma and Colorado with a firm of 30 agents and broker associates. I was attending a Texas REALTORS® meeting early on and Gooley Orr, a Past President of RLI saw me and said, “There are some folks here that I think you might like meeting, they are our kind of people.” It was a Texas Chapter meeting of RLI. In fact, I did like meeting them, they were and are ‘our kinda people’.
I have had the pleasure to serve as a Commercial Advisory Member of the Century 21 Commercial Investment Network. I am a founding member of the Land Broker Co-op and I'm honored to have served as President of the RLI Texas Chapter and the National President of the RLI. I am currently serving as a commissioner of the Texas Real Estate Commission.
I consider one the greatest honors of my career to have received the Robert C. Meeks, ALC Distinguished Service Award and the Land REALTOR® of the Year Award at the 2024 National Land Conference. In 2022, I received the distinct honor of being inducted in the Texas Rodeo Cowboy Hall of Fame, following my father who was also inducted in 2005.
Any real estate broker that has been in the business for some time has stories. One of my favorite stories happened over several years ago.
I was in my small office in Clarksville when a man came in. It had rained for several days like it can in northeast Texas. I mean REALLY rained! He had been discussing a listing I had of a pine tree farm/ranch with another broker. He insisted on seeing it right then. I told him that because of the rain, it would be almost impossible to see it, except by helicopter or horseback. He said, “Well, do you have a helicopter?” I said, “No sir, I don’t.” He said, “What about horseback?” I said, “I have a ‘green’ broke colt and an Appaloosa mule.” He said, “I’ll take the colt.”
We rode for several hours in the pouring rain. I saw him several years later at an equipment sale. He walked over to me and said, “You are that girl that showed me that ranch on that mule! I’ve told everybody that you were the best broker I’d ever seen to do that.” I smiled at him and said, “Mr. Barker, I am not the BEST broker because you didn’t buy that ranch!”
The REALTORS® Land Institute has been such a wonderful part of my career. This network of highly skilled professionals is truly the Best of the BEST!
Renee Harvey, ALC is Broker/Owner of Century 21 Harvey Properties in Paris, TX. She recently won the Robert C. Meeks, ALC Distinguished Service Award and Land REALTOR® of the Year Award at the 2024 National Land Conference. She served as 2021 President of the REALTORS® Land Institute and was inducted into the Texas Rodeo Hall of Fame in 2022.
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