Winter 2025 Terra Firma Magazine

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A Note from the President

Dear RLI Members,

Thank you for this opportunity—I am deeply honored and humbled to serve as your National President. As I step into this role, I am keenly aware of the remarkable legacy built by those who came before me.

Each leader has left a lasting mark on the land industry and on the REALTORS® Land Institute, helping to shape it into the respected, enduring organization it is today. From visionaries like Dean Saunders, Michael Landreth, George Clift, Renee Harvey, and Bob Turner to recent leaders Luke Worrell and Sam Bowers, the impact of their contributions is woven into the fabric of RLI.

Reflecting on our history, I am reminded of the original RLI founders and our first president, George Domm, back in 1944. These early pioneers laid the groundwork for what RLI stands for today, committing themselves to organize, educate, and represent land professionals. Their vision and hard work remain a vital part of our organization. You can learn more about this foundational history on our website, rliland.com.

As we all know, our industry faces unprecedented challenges. Yet, it is in these times of adversity that RLI’s core values—professionalism, advocacy, and the strength of our relationships— shine most brightly. As our mission states, “RLI, the Voice of Land, works to elevate the level of professionalism in the land industry by offering all land professionals the credibility, confidence, and connections that are the foundation for becoming the best in the business.” It’s this steadfast commitment to excellence that earns RLI recognition from the highest levels of our industry, affirming that RLI is, now more than ever, shaping the future of the land profession.

In honoring our history, we must also remember the challenges overcome along the way. Many of you know the story of the "Chicago 60"—the sixty dedicated members who fought to keep RLI alive when the organization faced bankruptcy. For years, these individuals invested their time, resources, and energy to rebuild RLI and secure its place as a national leader in real estate. Their determination and perseverance are humbling, and I am honored to carry their legacy forward.

Today, RLI is supported by a team of exceptional volunteers and staff members who embody our mission and make us stronger each day. Under the dedicated leadership of our CEO, Aubrie Kobernus—our “lead cat wrangler” and a driving force behind our success—this small but mighty staff supports over 2,000 land professionals nationwide with unmatched commitment. Their work is instrumental in making RLI the exceptional organization it is, and I am grateful to have such a capable team leading our operations.

Taking on the role of President is both a great responsibility and a profound honor for me, my family, and M4 Ranch Group. With the continued support of the Colorado Chapter and my team at M4 Ranch Group, I am committed to representing our community and our industry with unwavering dedication, respect for our shared history, and a vision for a thriving future.

Thank you for the trust and faith you’ve placed in me. I look forward to serving you all.

Dan Murphy, ALC 2025 National President, REALTORS® Land Institute

RLI, the Voice of Land, works to elevate the level of professionalism in the land industry by offering all land professionals the credibility, confidence, and connections that are the foundation for becoming the best in the business.”

Meet the 2025 Executive Team

Dan Murphy, alc 2025 RLI President M4 Ranch Group Lake City, CO dan@M4ranchgroup.com

Dan joined RLI as a member in 2008 and earned the elite ALC designation in 2019. His record of service to RLI includes past Chair of the Education Committee, as well as serving on the Board of Directors. In 2022, Dan served as President of the RLI Colorado Chapter. In 2020, his Chapter awarded him the prestigious Colorado Land REALTOR® of the Year Award. Dan’s national RLI accolades include recipient of the APEX Top National Producer Award in 2017, Top Twenty National Producer Award in 2021, 2020 and 2017. He was a member of the APEX Top Producers Club in 2023, 2022, 2021, 2020, 2019, 2018 and 2017 and received the 2017 National Broker of the Year Award in Recreational Land Sales. Dan most recently won the APEX 2023 ALC to ALC Networking Award. Dan is Broker/Coowner of M4 Ranch Group.

Geoff Hurdle, alc

2025 President-Elect

Hurdle Land & Realty

Chattanooga, TN thelandman@geoffhurdle.com

Geoff joined RLI as a member in 2018 and earned the elite ALC designation in that same year. His record of service to RLI includes most recently serving on the Board of Directors in 2024. He served as the Tennessee Chapter President in 2018-20. He currently serves on the Educational Committee and has served on the NLC Planning Committee as well. Under his leadership, the Tennessee Chapter was awarded Outstanding Chapter of the Year in 2020. Geoff’s national RLI accolades include recipient of the APEX Wrangler Award in 2018 and 2020. He was a member of the APEX Top Producers Club in 2018, 2019, 2020, 2021, 2022, and 2023. Geoff was most recently recognized with the APEX 2023 Region 9 Broker of the Year Award in Residential Land Sales. As Broker/Owner of Hurdle Land & Realty based in Chattanooga, TN, he focuses on working with land acquisition managers, developers, and builders. He also owns a rural residential development firm based in Monroe, GA.

Matt Davis, alc

2025 Vice President Cushman & Wakefield

San Diego, CA matt.davis@cushwake.com

Matt joined RLI in 2018 and earned his ALC designation in 2020. His record of service to RLI includes serving on the Future Leaders and Government Affairs committees as well as the NLC planning committee. He currently serves on the Government Affairs Committee and was the chair of that committee and served on the Board of Directors in 2023-24. Additionally, he is current President of the Western States Chapter, representing WA, OR, CA, ID, MT and NV. Matt’s national RLI accolades include recipient of the Rising Star Award in 2019, the Commercial Land Broker of the Year in 2020. He was a member of the APEX Top Producers Club in 2018 through 2023. As the lead for Cushman & Wakefield’s North American Land Advisory Group he helps guide the company's land brokerage business and leads a team based in San Diego, CA that works nationally on diverse land transactions ranging from master plan communities to agriculture and industrial to renewable energy.

Sam Bowers, alc

2025 RLI Immediate President Bowers and Burns Real Estate Company Newnan, GA sbowers@bowersandburns.com

Sam is a long-time member of RLI and earned the elite ALC Designation in 2002. He brings a wealth of industry and community leadership experience to his role. Among numerous accolades in both residential and land real estate, Sam was named 2003 Georgia Land REALTOR® of the Year by the Georgia Chapter of RLI. He served as President of the Georgia Chapter in 2017 and as its Treasurer in 2021. At the national level, Sam has served on RLI’s Budget and Finance and Governmental Affairs committees and on the National Land Conference Task Force. He was a member of the APEX Producers Club in 2021, 2022 and 2023. Sam is a President of Bowers and Burns Real Estate in Newnan, GA.

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2025 Board of Directors

Dan Murphy, alc

RLI President

M4 Ranch Group, LLC Lake City, CO dan@m4ranchgroup.com

Geoff Hurdle, alc

RLI President-Elect

Hurdle Land & Realty Chattanooga, TN thelandman@geoffhurdle.com

Sam Bowers, alc

RLI Immediate Past President

Bowers and Burns Real Estate Company

Newnan, GA sbowers@bowersandburns.com

Matt Davis, alc

RLI Vice President

Cushman & Wakefield San Diego, CA matt.davis@cushwake.com

Barry Upchurch, alc Treasurer

Barry Upchurch Realty LLC Chesterfield, MO barry@upchurchrealty.net

Christina Asbury, alc

At-Large Director (2024-2025)

Coldwell Banker Sea Coast Advantage Sneads Ferry, NC christinasellsrealestate@gmail.com

Abe Mills, alc

At-Large Director (2025-2026)

Keller Williams Greenville Upstate Greenville, SC abemills@kw.com

Johnny McAllister, alc

Land Education Foundation Chair

Mission Possible: John McAllister Realty Consulting, LLC • Columbia, SC john@mpjmrc.com

NAR LEGISLATIVE LIAISON

Russell Riggs

National Association of REALTORS® 500 New Jersey Avenue NW • Washington D.C. rriggs@nar.realtor

Megan Turnipseed, alc

At-Large Director (2025-2026)

Keller Williams Georgetown Turnipseed Real Estate Group • Georgetown, TX meganturnipseed@kw.com

Bob Turner, alc

NAR Executive Committee Representative

Southern Properties • Cordova, TN bturner@southernprop.net

Trenton Saunders, alc

ALC Designation Committee Chair

SVN I Saunders Ralston Dantzler Lakeland, FL trent@saundersrealestate.com

Jennifer Janet, alc

Chapter Leadership Council Chair

573 Realty Group Perryville, MO jennifer@573realtygroup.com

Rebecca Frantz, alc

Education Committee Chair

Hertz Farm Management, Inc. Mount Vernon, IA rebeccaf@hertz.ag

Eric Zellers, alc

Future Leaders Committee Chair

Keller Williams Advantage - Ary Land Co Tulsa, OK eric@arylandco.com

Philip McGinnis, alc Government Affairs Committee Chair

McGinnis Commercial Real Estate Co. Dover, DE pjm@mcginnisrealty.com

CHIEF EXECUTIVE OFFICER

Aubrie Kobernus, mba, rce

REALTORS® Land Institute

430 N Michigan Ave • Chicago, IL akobernus@rliland.com

Meet the Staff

Aubrie Kobernus, mba, rce

Chief Executive Officer

312.329.8837 • akobernus@rliland.com

Aubrie is responsible for the overall management of the Institute. This includes working together with the Board of Directors to develop the vision, goals, objectives, and related policies for RLI. Within that framework, Kobernus organizes and directs the staff, programs, financial performance, and activities. She is designated by the National Association of REALTORS® as a REALTOR® Certified Executive (RCE). She is also the main point of contact for members working toward earning the elite ALC Designation. Members may contact her if they have any questions or concerns. Aubrie has been with RLI since March 2016.

Karen Calarco Manager of Operations

312.329.8287 • kcalarco@rliland.com

Karen handles, manages, and controls expenditures within the set budget as well as member records. Members may contact her for assistance changing their information, paying dues, and answering financial inquiries about their account. Karen has been with RLI since September 2007.

Melissa Lutz, c2ex

Programming & Events Manager

312.329.8574 • mlutz@rliland.com

Melissa Lutz (rhymes with roots) is responsible for the overall programming and coordination of RLI’s meetings and events, including our largest annual event, the National Land Conference. Her role also works in conjunction with our Marketing and Education Managers, overseeing topics and programming for RLI communications, managing the member affinity program and webinar program, and serving as staff liaison to the Future Leaders Committee. Melissa has been with RLI since October 2021.

Amanda Morrone, mshc

Education Manager

312.329.8441 • amorrone@rliland.com

As the Education Manager, Amanda manages all matters pertaining to RLI’s LANDU® Education Program. She is responsible for scheduling courses and managing instructor relationships. She also serves as the staff liaison for the Education Committee. Members may contact her with any questions about the LANDU® Education Program. Amanda has been with RLI since February 2019.

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.

Update your contact book!

All staff now have emails at rliland.com.

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

RLI News Briefs

2025 RLI Leaders Inaugurated in Boston

At the National Association of REALTORS® NXT convention, November 8-10 in Boston, MA, RLI leaders and members met to address key issues impacting land and landownership. Priority issues include the impact of U.S. election results on land and real estate related policies and two significant successful court rulings in favor of landowners and private property rights.

REALTORS® from across the country learned how to spot emerging land use trends, capitalize on zoning opportunities, and navigate the complexities of entitlements during a presentation by Christina Asbury, ALC on Transitional Land. Thank you, Christina, for continuing to bring more awareness to land as a commercial real estate specialty.

We officially inaugurated the Institute’s 2025 officers: Dan Murphy, ALC (2025 President), Geoff Hurdle, ALC (2025 President-Elect), Matt Davis, ALC (2025 Vice President) and At-Large Directors

Christina Asbury, ALC (2025) and Abe Mills, ALC (2025-2026). Sam Bowers, ALC was recognized for his steady and wise leadership as RLI’s 2024 President. Thank you to everyone who attended!

Christina Asbury, ALC presents “Unlock the Potential of Transitional Land: Land of Opportunity” at NXT.

Online Process Continues to Streamline Dues Renewal, Including Chapter Membership

RLI continues to improve the online dues renewal process for fast, simple renewal and better record keeping, including Chapter memberships.

Members who are in an area with a regional or state Chapter will automatically be given the option to add a subscription to that Chapter regardless of whether the Chapter charges dues. If an option for a “$0” Chapter dues appears on the dues renewal form, be sure to leave it selected to opt in as an active member of that Chapter.

There’s still time to renew for 2025. Login to your member dashboard by going to the Login link at the top left of the screen. Once you are logged in, click on your name at the top left to go to your Member Dashboard. You can conveniently pay by credit card and retrieve your invoices within the dashboard.

RLI CEO Aubrie Kobernus and newly inducted Board members celebrate at RLI’s Inaugural Reception held at Ruth’s Chris Steak House in Boston.

Michelle Murphy swears in her husband Dan Murphy, ALC as RLI 2025 President

RLI CEO Aubrie Kobernus swears in 2025 Board of Directors. From left to right: Abe Mills, ALC (2025-2026 At-Large Director); Geoff Hurdle, ALC (2025 President-Elect); Matt Davis, ALC (2025 Vice President); Christina Asbury, ALC (2025 At-Large Director).

RLI Members meet to discuss land real estate issues and Institute updates.

RLI CEO Aubrie Kobernus and RLI 2024 President Sam Bowers, ALC walk the stage at NAR’s Inaugural Gala.

1,978 RLI members

92 new Accredited Land Consultants (ALCs) RLI by the Numbers As of November 30, 2024

270 new RLI members in 2024

748 total ALCs

16 New Voices of Land Podcast Episodes in 2024

4 2024 Virtual Education Roundtables (and 12 Webinars!) ASAE Gold Circle Award for Terra Firma magazine 1 ALC

Strategic Partnerships Bring Powerful Land Data and Analytics to RLI Members

RLI’s strategic partnerships are strengthening the presence of land among traditional commercial real estate. A new partnership with Moody’s CRE, a trusted leader in property data and analytics, along with an existing relationship with Land Broker Co-op will deliver more value to RLI members.

Get More Out of the Market

Land Connections powered by the Land Broker Co-op has helped RLI members gain more visibility for their property listings. The addition of Moody’s CRE Market Pro will further expand visibility in the market. Access to powerful data and analytics will help land professionals make more informed decisions for their businesses and their clients by helping them: In 2025, RLI members will receive preferred pricing for monthly subscriptions to Moody’s CRE Market Pro. Listing data from RLI’s Land Connections will be integrated into the Moody’s platform in early 2025. Learn

at rliland.com/moodyscre

Chapter News

Alabama • rliland.com/alabama

The RLI Alabama Chapter has had an active year. In February, it offered the Risk Management and Code of Ethics course with a strong turnout. The updated Land Investment Analysis course followed in July in Montgomery, aiding members in fulfilling their Accredited Land Consultant (ALC) designation requirements. August’s Subdivision Land Course in Opelika attracted new faces, particularly REALTORS® unfamiliar with RLI, fostering interest in future courses and membership.

In October, the Chapter sponsored the Alabama Association of REALTORS® Annual Conference in Point Clear. Chapter Leaders, Brian Watts, ALC; Hoke Smith; and Neil Colbert, ALC helped reach nearly 300 REALTORS® statewide to promote RLI’s benefits. The Chapter also hosted the RLI Southeastern Conference at Lake Guntersville, drawing over 60 participants from five states. Speakers Hailey Evans and Bobby Mink delivered valuable presentations on marketing and leadership. RLI 2024 National President Sam Bowers, ALC and Johnny McAllister, ALC, spoke on RLI’s benefits and the Land Education Foundation.

At the conference, Ben Richardson, ALC, received the Alabama Land REALTOR® of the Year Award, and Fletcher Majors, ALC, JD, was recognized for his service. Thank you to the sponsors who helped make the event a huge success. The Chapter will continue to host courses statewide, cater to member needs for ALC designation completion, and educate non-members about RLI benefits. With sponsor support, the Chapter anticipates more success and growth in 2025.

RLI Alabama Chapter

Arkansas • rliland.com/arkansas

The Arkansas Chapter has been very active in 2024. President Ted L. Glaub, ALC has led the Board of Directors in reorganizing the administration to better serve members.

The administrative changes included: Transferring funds from the Arkansas REALTORS® Association to the Chapter’s dedicated account; electing a Secretary/ Treasurer; re-configuring Chapter Board of Director positions to represent all areas of the state, as well as re-setting the tenures to rotate out every two years. The Board also approved a two-year planning calendar that outlines deadlines for meetings, educational classes, elections, Board meetings and membership meetings. President Glaub appointed specific committees for meetings, sponsorships, elections and education.

The Chapter held two membership meetings in 2024. One in Hot Springs, the other in Bentonville. Five prospective members attended those meetings, of which two applied for membership. Two members, Duane Wright of Bentonville and Drew Lawson of Conway were successful in obtaining their ALC designation this year. Three other members are currently working toward obtaining their ALC designation. The Chapter now boasts 17 ALCs of its 37 members.

Real Estate classes were led by Chapter members Jeramy Stephens, ALC of Little Rock, and Joel King, ALC of Jonesboro. Stephens led the Transitional Land Course in Tennessee, as well as started the virtual course on Agricultural Land Brokerage. Joel instructed a Recreational Land Course at the RLI Bootcamp in Savannah, GA, as well as the virtual Land 101 class.

Carolinas • rliland.com/carolinas

On August 27, 2024, the RLI Carolinas Chapter held its 2024 Annual Meeting in Mt. Pleasant, South Carolina. During the event, the Chapter installed its new leadership team, including 2024-25 Chapter President Christina Asbury, ALC, and Chapter PresidentElect Larry Story, ALC. The Chapter also recognized Aaron Sutton, ALC, as the 2024 Carolinas Land REALTOR® of the Year.

In the second half of 2024, the Chapter hosted several ALC courses, including the Land 101 course in conjunction with the RLI Carolinas Annual Meeting in Mt. Pleasant. In December, the Chapter hosted the Transitional Land course in Cary, NC, the site of its most successful ALC course to date.

RLI Carolinas Chapter members gather at their annual meeting in Mt. Pleasant, SC.

RLI Carolinas Chapter

Above, right: RLI Alabama Chapter member Fletcher Majors, ALC is honored for his service to RLI and the land industry. Near right: Ben Richardson, ALC is awarded the Alabama Land REALTOR® of the Year award at the RLI Southeastern Land Conference. Far right: REALTORS® across the southeast gather for the RLI Southeastern Land Conference in Lake Guntersville.

Colorado • rliland.com/colorado

The annual RLI Colorado Chapter Ranch Tour on June 12-14 was another well attended event and continues to be a member favorite. Hosted by Justin Osborn, ALC in the Durango/ Pagosa Springs area, roughly 40 agents and industry affiliates attended. This signature event included eight amazing properties and one subdivision, incredible meals, amazing camaraderie and networking.

The fall marketing meeting and educational class burst at the seams on September 5-6. It was standing room only during the marketing meeting, prompting the RLI Colorado Chapter to add another room at the Courtyard Grand Junction for the September 2025 event. Congratulations to Bill Davis, ALC for being voted the 2024 Colorado Land REALTOR® of the Year. The Colorado Chapter thanks Bill Davis, ALC for his term as Chapter President, Reese Lovell and Shana Morgan, ALC for their terms as Directors in the 2024 fiscal year. The Chapter welcomes Russell Hickey, ALC as President, Scot Oliver, ALC as Director and Joette Schalla, ALC as Governor at Large for 2025. September’s meeting wrapped up with a “History and Application of 1031 Exchanges” class with 40 in attendance. After over a decade in the greater Denver area, the Chapter is excited to relocate the January Marketing and Education session to the beautiful Cheyenne Mountain Resort in Colorado Springs, January 16-17. “Nuances in the Colorado Contract for Farm and Ranch” is scheduled to be presented by John Wendt III, Managing Broker for Coldwell Banker Mason Morse.

RLI members from around the country are encouraged to join RLI Colorado Chapter meetings and events to expand the collective reach and learning. Contact the Chapter at rlicoloradochapter@gmail.com for more information.

RLI Colorado Chapter

Bill Davis, ALC is presented with the 2024 Colorado Land REALTOR® of the Year award. RLI Colorado Chapter members are installed to the Chapter’s 2025 Board of Directors. RLI Colorado Chapter members attend the annual Ranch & Land Tour in June.

Georgia • rliland.com/georgia

The RLI Georgia Chapter has had a successful close to a very busy year.

The month of October was full of educational experiences with two designation courses, Land 101 and Land Investment Analysis, hosted by Coldwell Banker Commercial Metro Brokers in Atlanta. The result of the training not only accounted for three RLI members gaining another feather in the cap towards ALC designation, but the Chapter also gained two new members.

To top off the close of a very successful year, members gathered at Lake Guntersville, Alabama for the Southeastern Land Conference where they learned how to be better leaders within their businesses. Thanks to Bobby Mink for sharing knowledge on how to have more clarity in how to lead a team. Hailey Evans, MBA gave perspective on how to master marketing through strategic storytelling.

The Chapter congratulates fearless leader, Raborn Taylor III for receiving the 2024 Georgia Land REALTOR® of the Year award, and to the infamous Bob Hatcher for receiving the Bob Hatcher Service Award.

In the first quarter of 2025, the RLI Georgia Chapter will hold the Subdivision Land Course at Coldwell Banker Commercial Metro Brokers in Atlanta. Please visit https://www.rliland. com/Learn/Upcoming-Courses-Events for more information.

RLI Georgia Chapter

Illinois

• rliland.com/Illinois

The RLI Illinois Chapter has had an exciting and productive year!

In June, the Chapter hosted the annual Summer Social at Destihl in Bloomington, IL. Special guests included attorney Frank Meents and Norm Willoughby from Illinois REALTORS®. One of the main discussion topics was 1031 exchanges and the current land market. It was a fantastic turnout and a wonderful opportunity for land professionals to connect!

In September, the Chapter held its Annual Banquet, where new board members were installed and the 2024 Illinois Land REALTOR® of the Year award was presented. This year’s honoree was Elizabeth Strom, AFM, Vice President at Murray Wise and Associates, President of the Illinois Society of Professional Farm Managers and Rural Appraisers, and a Director on the RLI Illinois Chapter Board. Congratulations to Elizabeth on this well-deserved recognition!

The Chapter hosted its Managing Brokers Course on December 4-5 in Sherman, IL, with classes taught by Norm Willoughby from Illinois REALTORS®. It was another great turnout for this valuable event!

(Illinois Chapter photos on next page.)

Above: Members of the RLI Georgia Chapter. Right: RLI Georgia Chapter members Raborn Taylor III, ALC and Bob Fletcher, ALC are honored during the RLI Southeastern Land Conference.

Iowa

rliland.com/iowa

The RLI Iowa Chapter held a successful Ethics for Land Professionals class with the Iowa Association of REALTORS® on September 20. The Chapter also hosted Land 101 in December, which was taught by Iowa Chapter member Randy Hertz, ALC.

The Chapter is excited to announce its new leadership team, which includes President Otto Nobis, President-Elect Doug Bear, ALC, Vice President Elliott Siefert, and Past President Rachelle Heller, ALC.

The RLI Iowa Chapter will host the ASFMRA/ RLI Joint Spring Seminar and Annual Dinner on March 26 in Ankeny, IA. More information on RLI Iowa and future education offerings can be found on their website.

Kentucky-Indiana

rliland.com/kentucky-indiana

The Kentucky-Indiana Chapter has been in growth mode since announcing its formation earlier this spring. In June, Luke Schrader, ALC (Secretary), Ron Kirby, ALC (Treasurer) and Stephen J B Davis (Vice President) attended the Kentucky REALTORS® Summer Retreat in French Lick, IN to raise awareness for the Chapter.

In September, Ron and Stephen presented a session about land brokerage, RLI, and the Kentucky-Indiana Chapter at the Kentucky REALTORS® Convention and Installation. It was well received by attendees, with some leaving feedback that the presentation was “very informative,” had “great information,” and to “bring [Ron and Stephen] back!” The Chapter was sponsored by Kentucky and Indiana Rural1st lenders Emily Stamper, Joseph Lyon, and Matt Schickel making it possible to have a booth at the convention vendor fair. Stephen has been working with Kentucky educational powers in the state to get the RLI curriculum approved for continuing education hours.

Karen Foster, ALC (Chapter Board of Directors) and Matt Schickel are working to get a course approved in Indiana for land brokerage. The Chapter plans to have a year-end social meeting to celebrate the milestones they have accomplished since March of this year.

Mid-Atlantic

rliland.com/mid-atlantic

The RLI Mid-Atlantic Chapter is honored with official approval by the RLI Board of Directors, expanding the Chapter from one state to six. The states now included are VA, MD, DC, DE, PA, WV.

The mission will focus on outreach to every RLI chapter while taking advantage of the newer remote business environment, as well as rebuilding the local community through in-person events and a grand opening in 2025. All ideas and suggestions from already established chapters are welcome.

Jeff Stein of Tranzon Auctions spoke to members in an October Zoom meeting, updating the alternative marketing and best practices in this environment.

The CCIM Mid-Atlantic Chapter invited RLI, via the RLI Mid-Atlantic Chapter, to speak on November 20 regarding the ALC program.

Norma Nisbet, ALC, CCIM represented National RLI. On December 10, Burman Berger, tax attorney and owner of Berger and Associates, spoke to members on their favorite subject of 1031s and shared many other real estate related tips.

Thank you to Catherine Richmond, the previous secretary, who has moved into a more PR, education, and event related role. Officers of the robust and reinvigorated Board are President Suzanne M Fields, ALC, Vice President Stephen Ferrandi, ALC, Secretary Brian Wilson, and Treasurer George W. Lodge. Directors include Gregg Herpst, Tyler Ross, ALC and John McAllister, ALC. Thank you to Past Presidents William Burruss, ALC and Jeffrey Huff, ALC, all of whom have been extremely encouraging!

RLI Kentucky-Indiana Chapter members Stephen J B Davis and Ron Kirby, ALC present on land brokerage at the Kentucky REALTORS® annual conference.

RLI Illinois Chapter members are installed to the Chapter’s 2025 Board of Directors.

RLI Texas Chapter RLI Missouri Chapter

Missouri

rliland.com/missouri

On September 24, the RLI Missouri Chapter hosted “Old Fashioned Ethics – Missing Mayberry” during the Missouri Association of REALTORS® fall conference. The Chapter held its annual meeting that evening to celebrate the many successes in 2024 and discuss plans for 2025, including announcing their new leadership team. The leadership team was installed into office by former RLI President Norma Nisbet, ALC.

In 2025, the RLI Missouri Chapter will be led by Tim Hadley, ALC. The executive team includes Mark Stallmann (President-Elect), Travis Kempf (Treasurer), and Dean Eshelman (Immediate Past President). The Chapter’s directors are Jennifer Janet, ALC, Kathy Loew, Sonya Sewald, and Gary Homer.

Oklahoma

rliland.com/oklahoma

The Oklahoma Chapter recently hosted its 8th annual Ranch Tour. This magnificent event brought together nine brokerages and over 20 agents to tour a beautiful cattle ranch. It has become clear that holding two of these a year is a must for the Chapter’s continued growth and provides the perfect environment for camaraderie. Thank you to the valued sponsors who supported the ranch tour. Oklahoma Ag Credit and Rural 1st brought out five loan officers and cooked a delicious meal for attendees. Finally, this event was the site for Chapter elections. The Chapter welcomed one new director and two incumbents, and a new President-Elect. Their valued Chapter Treasurer was re-elected as well. The leadership team is comprised of some of the best in the business. Another great year of learning, growing and teamwork is ahead.

Finally, the Oklahoma Chapter is honored and excited to host LANDU Bootcamp this year! They will work diligently to ensure that anyone who attends will experience the Oklahoma standard.

Expanding our RLI membership in the Mid-Atlantic region opens the door for even greater business collaboration and growth. We already have an incredible lineup of speakers and partnerships with other organizations that will energize and inspire our members. We’re beyond excited for this opportunity and can’t wait to connect with every chapter to elevate our industry to new heights!”

—SUZANNE M. FIELDS, ALC • RLI MID-ATLANTIC CHAPTER 2025 PRESIDENT

Texas

rliland.com/texas

The RLI Texas Chapter successfully hosted their 2024 Ranch Tour in June, welcoming nearly 50 attendees to a two-day event exploring premier ranch properties across the Stephenville and Central Texas region. Held on June 5-6, the tour highlighted some of the region's most unique ranches and provided an opportunity for attendees to network and gain insight into Texas land investment.

Day one kicked off at Millionaire Ranch in Dublin, TX hosted by Pepe Briseno, before moving to Leon River Ranch in De Leon, TX where guests were welcomed by Kasey Mock. Texas Farm Bureau Insurance provided a catered lunch in the ranch’s horse barn, allowing participants to refuel while connecting with fellow land professionals.

The afternoon continued with a visit to Hidden Oaks Ranch in Evant, hosted by Lani Rust, showcasing the property’s natural beauty. The day concluded with a steak dinner at Kasey and Elizabeth Mock’s residence, sponsored by Hoffpauir Auto Group, offering a relaxed setting for participants to share their experiences.

The second day included an agribusiness tour of Brazos Valley Stallion Station in Stephenville, led by Darrell Hicks, and a final stop at Paluxy River Ranch in Bluff Dale, with lunch provided by AgTrust Farm Credit.

The 2024 Ranch Tour provided a unique blend of education, networking, and scenic ranch tours, reaffirming the RLI Texas Chapter's commitment to connecting land professionals with valuable resources and insights in Texas land markets.

2024 Ranch Tour provides RLI Texas Chapter members with education, networking, and scenic ranch experiences.

RLI Missouri Chapter Leadership Team pictured L to R: Dean Eshelman, Kathy Loew, Tim Hadley, ALC, Mark Stallmann, Norma Nisbet, ALC, Travis Kempf, and Sonya Sewald.

Upper Midwest

rliland.com/upper-midwest

The RLI Upper Midwest Chapter has achieved several noteworthy milestones recently, reflecting its commitment to enhancing member experience and professional development. One of the most significant accomplishments is the implementation of online shared folders for Board members and members alike. This new digital resource has streamlined communication and collaboration, allowing members to easily access and share important documents, resources, and updates. This innovation has not only improved efficiency but also fostered a stronger sense of community among members.

Another recent achievement is the successful organization of the annual meeting, which included continuing education sessions held in Sioux Falls, SD. This event provided members far and near with valuable opportunities for professional development, networking, and knowledge sharing. The continuing education sessions were particularly well received, offering insights into the latest industry trends and best practices. The Chapter has also had monthly online meetings with a diverse group of partners giving us beneficial education and guidance to help our practices.

Overall, the RLI Upper Midwest Chapter continues to thrive, driven by its dedication to innovation, growth, and member engagement. These accomplishments underscore the Chapter’s role as a leading resource for real estate professionals in the region, committed to supporting their success and fostering a vibrant professional community.

Western States

rliland.com/western

The RLI Western States Chapter hosted the Real Estate Subdivision Development class in Meridian, Idaho, September 16-17. It was a great success with the generous support of the sponsors: Idaho Real Estate Commission; Stewart Title; Kevin May from Land Hub; Oscar Evans, ALC from Small Town Hunting Properties and Real Estate; and Scott Hawes, ALC from Fay Ranches.

Instructor Bobby Mink brought a wealth of knowledge to the participants in his engaging and informative manner. With 13 in attendance, all benefitted from the combined experience of the group as personal experiences were shared. One attendee who has been in real estate sales for nearly 30 years said, “I got more out of this class than any class I have ever taken!”

As always, the Cowboy Auction was a great time. Hand-turned wood creations from Flo Sayre, ALC, are always popular. An amusing twist was the recirculation of some items from previous auctions. Over $1,600 was raised for the Chapter education fund. The highlight of the event was having Aubrie Kobernus, RLI CEO, join for part of the class and dinner one evening.

Nominations were opened to fill Board positions for a Washington representative and one At Large representative.

Wyoming

rliland.com/wyoming

The RLI Wyoming Chapter is thrilled to announce the addition of two new board members. As Chapter President, Ted Harvey, ALC, completed his term in 2024 and the Secretary/Treasurer moved out of state, new leadership was appointed through member nominations and voting.

The Chapter is proud to introduce 2025 President, Mike Callan, from St. James Sporting Properties' Northern Rockies Office in Buffalo, WY. Mike is licensed in Wyoming, Colorado, Montana, and Idaho, and has dedicated the last 17 years to representing some of the most sought-after ranch and recreational properties in the Rocky Mountains. He is also on track to obtain his ALC designation this year.

Additionally, the Chapter is excited to announce the new Secretary/Treasurer, Derek Zarello, ALC, Broker/Owner of United Country Real Estate | Zarello Land & Legacy. Derek recently earned his Accredited Land Consultant (ALC) designation in September 2024, making him the 10th ALC in Wyoming and the only ALC in Casper.

Looking ahead, the RLI Wyoming Chapter is planning a continuing education course on conservation easements in the new year. See the Chapter website for details as the class dates and times are finalized.

Group Photo, left to right Ellie Perkins, Wes Walton, Brent Lawson, Amber Hulse, Garrett Zoller, ALC, Aubrie Kobernus, Flo Sayre, ALC, Tim O’Neil, ALC, Natalie Teichert, Matt Davis, ALC, Oscar Evans, ALC, Lisa Johnson, ALC, Erica Rodman, Venus McBride, ALC, Scott Hawes, ALC. Center: Left to right Lisa Johnson, ALC, Aubrie Kobernus, Garrett Zoller, ALC. Right: Flo Sayre, ALC at the Western States Chapter Cowboy Auction.

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Congratulations to Our New Accredited Land Consultants!

ccredited Land Consultants (ALCs) are the most experienced, most accomplished and highestperforming land real estate experts in the nation. Conferred exclusively by the REALTORS® Land Institute, and the only land-specific designation backed by the National Association of REALTORS®, the ALC is the gold standard of achievement in the land sales profession.

The individuals highlighted in these pages completed their ALC designations from June 2024 through November 2024.

5 Steps to Become a Prestigious Accredited Land Consultant

Complete the Education Requirements

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

Meet the Volume Production Requirements for Land Sales

Applicants must complete a minimum of $15M in land transactions within the five years before their application, or complete 25 separate land transactions. A transaction is considered a land transaction if the value of the land, including improvements that are agricultural in nature, account for at least 51% of the total sale of the transaction. Agricultural improvements include, but are not limited to, barns, livestock operations, equine facilities, etc.

Attend a National Land Conference

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

Compile a Portfolio

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

Submit the Application

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

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

Visit rliland.com/ALC for more information.

Nick Ardis, ALC

National Land Realty Columbia, SC

Andrea Curran, ALC

Andrea Curran Team | Compass Houston, TX

Russell Dye, ALC

Avison Young Gainesville, GA

James Friesen, ALC

United Country H5 Auction & Realty Childress, TX

Jamie Griffis, ALC

1827 Real Estate LLC Fortson, GA

Steve Holzwarth, ALC

UC Texas Real Estate Associates Corinth, TX

Evan Kaseberg, ALC

Land and Wildlife Medford, OR

Nick Melzer, ALC

Compass Denver Foothills Property Evergreen, CO

Doug Bear, ALC

Peoples Company Clive, IA

Dalton Dalrymple, ALC

Tutt Land Company Coffee Springs, AL

Wes Evans, ALC

Whitetail Properties Real Estate Lenoir City, TN

Matt Glander, ALC

Whitetail Properties Real Estate Jefferson, GA

Justin Hasty, ALC

SmallTown Hunting Properties & Real Estate Dayton, TN

Daniel Hunning, ALC

Whitetail Properties Real Estate Merino, CO

Drew Lawson, ALC

Arkansas Real Estate Solutions Conway, AR

Steven Moreira, ALC

Magic Properties & Investments Inc Longwood, FL

James Bigley, ALC

Keller Williams Heritage/Legend Realty Group

New Braunfels, TX

Forrest During, ALC

National Land Realty Dothan, AL

John Feeney, ALC

C3 Real Estate Solutions

Johnstown, CO

Bill Gray, ALC

Tutt Land Company Ashford, AL

Rustin Hayes, ALC

Whitetail Properties Real Estate Laverne, OK

Jeremy Jirasek, ALC

Jirasek Realty Temple, TX

Scott McLain, ALC

Coldwell Banker

Commercial McLain Real Estate

Huntsville, AL

Cory Parker, ALC

Ross and Co. Real Estate Partners Pensacola, FL

Julie Piland, ALC

United Country Real

Colorado Properties

Grand Junction, CO

Jan Ringeling, ALC

Moody Holdings & Development Charlotte, NC

Beryl Sears, ALC

David Norman Land Company Durant, OK

Rob Styka, ALC

Whitetail Properties

Real Estate

Cedar Lake, IN

Jerrod Trainer, ALC

Jerrod A Trainer & Associates LLC Boston, GA

Taylor Wellborn, ALC

Wellborn Real Estate Amarillo, TX

The number of ALCs has grown as RLI membership has grown, but ALCs have remained about 1/3 of our membership over the past several years. DID YOU KNOW?

Chris Polfus, ALC

Whitetail Properties

Real Estate

New Richmond, WI

Jeremy M Schaefer, ALC

Whitetail Properties Medina, OH

Brandon Stephens, ALC

Mock Ranches Group Houston, TX

Morgan Tindle, ALC

Platinum Ranch Realty Rosebud, TX

Tom Tuggle, ALC

SVN Saunders Ralston Dantzler Perry, GA

Rebecca White, ALC

eXp Realty Franklin, TN

Ray Primmer, ALC

Whitetail Properties Real Estate Helena, MT

Jason Schendt, ALC

Whitetail Properties

Real Estate Crofton, NE

Craig Stevenson, ALC

Geswein Farm & Land Realty, LLC

Lafayette, IN

Craig Townsend, ALC

Mason & Morse Ranch Company

Steamboat Springs, CO

James Walker, ALC

Whitetail Properties Real Estate Macon, GA

Justin Wilburn, ALC

Fayette Realty LLC Somerville, TN

We'll recognize everyone who received their ALC since NLC24 at our Recognition Lunch at NLC25, Tuesday, March 18 at noon MT.

Alicia Wilfong, ALC

Prism Property Management, LLCHeritage Land Services Hickory, NC

Tyler Woody, ALC Eshenbaugh Land Company Tampa, FL

Derek Zarello, ALC

United Country Real Estate | Zarello Land & Legacy

Casper, WY

Sean Wilkerson, ALC

Whitetail Properties Jenks, OK

Duane Wright, ALC

Colliers and Associates Bentonville, AR

Mark Zimmerman, ALC

Whitetail Properties Real Estate

Medina, OH

Loren Williams, ALC

United Country Colorado Brokers

Loma, CO

Sarita Wright, ALC

Coldwell Banker D'Ann Harper REALTORS San Antonio, TX

Tucson, AZ is a vibrant blend of natural beauty, Southwestern charm, and rich cultural heritage—an ideal destination for a memorable National Land Conference. Nestled in the heart of the Sonoran Desert, Tucson offers stunning landscapes, and warm and sunny winter days, along with breathtaking mountain views. Its historic downtown has unique architecture, art galleries, and a thriving culinary scene. Tucson's dynamic local culture and warm hospitality make it an inspiring setting for networking, collaboration, and learning. It’s the perfect destination to recharge while connecting with fellow industry professionals.

See the full schedule at rliland.com/NLC

Don't-Miss Events at NLC25

First Time Attendees/New Member Welcome Reception

Sunday, March 16 • 4:30 – 5:30 pm MT

We are excited to welcome our NLC First Time Attendees and newest RLI Members to the National Land Conference.

Get connected and comfortable at the start of the conference. Hosted by the Future Leaders Committee and RLI Leadership. Join us to meet other first-time attendees and new RLI members, get your specific questions answered, and get a better understanding of how to make the most of your first NLC!

Welcome Reception

Sunday, March 16 • 5:30–7:30 pm MT

Enjoy cocktails, appetizers, and the chance to connect with other professionals across the country during our outdoor reception at the Last Territory on the grounds of the El Conquistador Tucson resort.

Let’s Make Deal$

Monday, March 17 • 2:30 – 4:30 pm MT

Got a challenging property to sell? Have a buyer looking for a unique piece of land? Let's Make Deal$ is where land professionals come together to make deals happen! Join fellow land professionals from across the country interested in presenting and finding properties for their clients - and close more deals for your clients. As a presenter, you can assure your client their property will be showcased in front of other land agents, connecting them with potential buyers and sellers, bringing them closer to closing! Don’t miss this opportunity to network, showcase and close more deals! The property submission form will open in February 2025.

Howdy Partner Happy Hour

Monday, March 17 • 5:00 – 6:00 pm MT

Join us for appetizers and drinks at the Howdy Partner Happy Hour where we will be thanking our 2025 RLI Partners for making the National Land Conference possible. Mix and mingle with fellow attendees and - most importantly at this eventour valuable partners! Take full advantage of this opportunity to network while discovering the latest and greatest land technology and service providers in the industry to help you grow your business and close more deals.

Cowboy Auction

Monday, March 17 • 6:00 – 7:15 pm MT

Get ready to pony up and lasso in some great items at this year's Cowboy Auction sponsored by United Country Real Estate! This fun-filled event will be brimming with energy and laughter. Place your bid on exclusive items like hunting trips, autographed memorabilia, vacation packages, unique items, and much more! Auctioneers are sure to drive excitement and bids throughout the event.

Donated items are what make this auction a success. All auction proceeds benefit the Land Education Foundation (LEF) which provides financial scholarship grants for assistance in land-based education opportunities, including the pursuit of the elite ALC Designation through RLIs LANDU® Education Program. To donate an item, contact Amanda Morrone at amorrone@rliland.com.

Join Us

TUESDAY, MARCH 12, 6:30 P.M. MT

RLI APEX Production Awards Dinner at NLC25

Sponsored by The Land Report

Recognizing Industry Excellence

This elegant evening is a highlight of the National Land Conference as we recognize the highest-performing land professionals in the country for their accomplishments. Those who apply to the APEX Awards Program will have their ticket included in their application fee.

Anyone who is not applying to the program and wishes to attend the dinner must purchase a dinner ticket.

Top APEX award winners receive special recognition nationwide in addition to being recognized at the National Land Conference. The REALTORS® Land Institute and The Land Report partner to ensure you receive maximum exposure for this prestigious award.

For details, visit rliland.com/events.

This Year’s NLC Speakers

OPENING KEYNOTE SPEAKER

Krish Dhanam

Motivational Speaker, Coach, Author

Topic: Motivational Business and Leadership

CLOSING KEYNOTE SPEAKER

Dr. Thomas LaSalvia, Ph.D. • Head of Commercial Real Estate Economics at Moody’s Analytics

Topic: Economic Outlook for the 2025 Commercial Real Estate Market

BREAKOUT SESSION SPEAKERS

Mastering 1031 Exchanges: Navigating complexities and unlocking opportunities for your clients: Accruit

Entrepreneurial Operating System: Jim Bygland, Certified EOS Implementer®

Legacy Planning: Discipline Advisors

Campfire Chat: Kasey Mock, Mock Ranches Group

Carbon Credits: Nicki Nimlos, University of Wyoming

GENERAL SESSION SPEAKERS

DC Update • Inside the Beltway

Russell Riggs, NAR Senior Policy Director / RLI Legislative Liaison

Panel Discussion: Waters of the U.S. (WOTUS) facilitated by Russell Riggs with expert guest panelists

New Delivery Methods and Content Updates Increase Collaboration and Rigor of LANDU® Courses

As technology and the real estate business rapidly change, it’s more important than ever to invest in the toptier education program at RLI’s Land University (LANDU®). Our ALC designation courses are undergoing updates to ensure our course content and delivery methods meet the needs of today’s learners.

A consultant with expertise in instructional design and real estate professional development will oversee the redesign of LANDU courses in 2025 beginning with Land 101 while our education team collaborates with subject matter experts to develop content that is relevant to today’s land real estate professionals.

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

2025 LANDU Education Bootcamp

2025 LANDU Education Bootcamp is coming to the Greater Tulsa Association of REALTORS® in Tulsa, OK from May 28 - June 5, 2025. Registration will open April 1, 2025. Students may register for one or up to six courses.

LANDU Education Bootcamp is a multi-day, in-person land education event. It offers land professionals the opportunity to network with their peers and greatly enhance their expertise by taking all six courses needed to earn the Accredited Land Consultant (ALC) Designation in one place, at one time.

Learn more: rliland.com/Bootcamp

The REALTORS® Land Institute’s Land Education Foundation (LEF) provides financial scholarship grants to land professionals who seek assistance in obtaining a land-based education, including the pursuit of the elite ALC designation through RLI’s LANDU® Education Program.

In 2024, LEF granted 32 scholarships totaling $16,030 to help students with their land education, including one member who is part of RLI’s Military Transition Program.

Thank you, 2024 LEF Board of Trustees

Johnny Mc Allister, ALC | Chair

Bob Turner, ALC | Vice-Chair

A. Lloyd Thomas, ALC | Secretary/Treasurer

Fred Hepler, ALC | Immediate Past Chair

Eric Andrews, ALC | Trustee

Colter DeVries, ALC | Trustee

Flo Sayre, ALC | Trustee

Tom Smith, ALC | Trustee

Caleb McDow, ALC | Trustee

Tucker Wood, ALC | Trustee

Aubrie Kobernus, MBA, RCE | CEO

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

» Society of 1944 | $100,000 and above

» Founders of 1953 | $50,000- 99,999

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

» Patrons of 1985 | $10,000-24,999

» Supporters of 2002 | $5,000-9,999

» Contributors of 2007 | $1,000-4,999

» Friends of 2017 | $1 -999

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

Founders of 1953

» Ray Brownfield, ALC

» Bill Eshenbaugh, ALC

Benefactors of 1982

» Flo Sayre, ALC

» Bob Turner, ALC

For a full list of donors, and to see the story behind the giving levels, visit rliland.com/LEF.

New LANDU® Education Instructor

“I earned my Accredited Land Consultant designation this year and owe a significant part of this achievement to the Land Education Foundation. Their investment in my education has not only enriched my knowledge but has also opened doors to future opportunities. I am grateful for the Land Education Foundation's support, and I am excited to contribute to the field and carry forward the values of professionalism, ethics, and expertise that the ALC designation represents.”

— Jennifer Shupe, ALC LEF Scholarship Recipient

Adam Hester, ALC is now approved to teach Recreational Land and Land 101.

Congratulations to Adam Hester, ALC for being approved as a new LANDU instructor!

Our LANDU instructors are subject matter experts whose daily work in land real estate gives them the perspective and experience to help learners be the best in the business. They embody the networking, camaraderie, and expertise that RLI members are known for.

For a complete list of RLI LANDU instructors, check out: rliland.com/instructors

2024 LANDU Education Mini-Bootcamp

RLI National hosted the first LANDU Education MiniBootcamp in Chicago on October 28-November 2, 2024. A total of 17 participants were in attendance from 12 states. The courses were held at the National Association of REALTORS®, home of RLI.

Mini-Bootcamp is a shorter version of Bootcamp that allows learners 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.

A special thank you is extended to the Mini-Bootcamp sponsors: RLI Illinois Chapter, Illinois REALTORS®, Land Pro LLC, and RW Property Services LLC.

Rob Warmbir, ALC, 2024 President of MiniBootcamp sponsor, the RLI Illinois Chapter, speaks with attendees.

RLI CEO, Aubrie Kobernus with Instructor Phil McGinnis, ALC and Amanda Morrone, RLI Education Manager

Here, and Top Right: Instructor Christina Asbury, ALC and learners from the Transitional Land course.

Mini-Bootcamp attendees enjoy camaraderie over dinner at Labriola in downtown Chicago.

Learners break into group activities to reinforce course concepts.

LANDU Instructor Phil McGinnis, ALC teaches the Land Investment Analysis course.

New Land Policy Manual to Guide Advocacy Work at RLI

It was a crowded room at the 2024 National Land Conference in Louisville where RLI’s Government Affairs Committee met to discuss top issues in land real estate. It’s a large committee with passionate members from a wide variety of land specialties and areas of the country. As conversations wandered in multiple directions, Dan Murphy, ALC (2025 RLI President) raised the need for the Committee to narrow its focus. Only by having clearly stated positions on a few key issues will our organization be able to lead the industry in making an impact at a national level.

Ray Brownfield, ALC, 2024 Government Affairs Committee Chair, responded to Dan’s call immediately and formed a subcommittee to take on the task of creating an official advocacy policy manual at the REALTORS® Land Institute, focused solely on Federal land-related real estate issues.

The purpose:

1. Provide members, partners, and the public clarity on where RLI stands on land issues.

2. Raise awareness when new issues emerge that impact land REALTORS® and landowners, including bringing these to the attention of the National Association of REALTORS®.

3. Be a credible, clear voice for land professionals and landowners. The policy manual will cover about a dozen key issues such as 1031 exchanges, agriculture and foreign trade, endangered species, grazing rights, property rights, renewable energy, water policy, WOTUS, zoning and land use, and more.

“It was a really great experience working with the professionally dedicated RLI members who serve on the Government Affairs Committee,” says Committee Chair Ray Brownfield. “At the RLI National Land Conference in 2024 then President-Elect Dan Murphy, ALC tasked the Government Affairs Committee to develop a policy manual to better define government issues that pertain to land nationally and provide clarity to RLI’s position on specific policy items for NAR inclusion in any lobbying efforts that would pertain to those specific issues. We know this will always be an evolving process for the Government Affairs Committee because government rules and legislation can and will change from time to time. Our RLI members should know that with the very capable leadership of NAR Advocacy Liaison, Ex Officio, Russell Riggs, in coordination with the Government Affairs Committee, this work will continue to be valuable to all of us in the land business for years to come.”

A special thank you to the RLI members who dedicated additional time and energy to drafting the policy manual: Ray Brownfield, ALC (Committee Chair); Phil McGinnis, ALC (Committee Vice Chair); Christina Asbury, ALC; Paul Bottari, ALC; Tim Kellogg, ALC. This work wouldn’t be possible without the guidance of RLI’s NAR Advocacy Liaison, Russell Riggs, who provided the critical legislative and regulatory expertise necessary to create a robust policy, as well as the institutional knowledge to keep the policies in alignment with NAR’s policies.

by Kat Szymanski, RLI Marketing Manager

RLI CEO, Aubrie Kobernus, says, “RLI has long been the leading advocate for land. This policy manual makes clear to all stakeholders our stance on land-related issues, ensures consistency over time, and will further solidify RLI as the Voice of Land in the real estate industry. We greatly appreciate the committee’s hard work and dedication to creating such an impactful document.”

Real estate changes at a rapid pace. The policy language is broad to keep the organization agile. It will be a living document that future Government Affairs committees will refine and build out over time as the landscape of real estate shifts and new issues emerge.

The advocacy policy manual will be available to members and the public in early 2025.

RLI’s Government Affairs 2024 Subcommittee

Ray Brownfield, ALC

Illinois Government Affairs Committee Chair

Phil McGinnis, ALC

Delaware Government Affairs Committee

Vice Chair

Christina Asbury, ALC

North Carolina

Subcommittee Member

Paul Bottari, ALC

Nevada

Subcommittee Member

Tim Kellogg, ALC

Illinois

Subcommittee Member

Russell Riggs

Washington, DC

RLI’s Advocacy Liaison for the National Association of REALTORS®

RLI, NAR, and Property Rights Win Big at the Supreme Court

by Russell Riggs

Several major decisions made recently in the Supreme Court have advanced and protected property rights around the country.  Legal challenges in support of property rights are an important advocacy tool, securing decisions that have broad regulatory implications around the country.

In 2023, NAR submitted two amicus briefs in support of property owners engaged in legal disputes.  In Tyler v. Hennepin County, an elderly homeowner who lost her condo to foreclosure filed a suit against the county for keeping the excess proceeds from the sale of her property above the tax debt owed. NAR supported her right to the surplus equity, arguing the state statute is a taking under the Fifth Amendment. The Supreme Court agreed, holding unanimously that the property owner had a plausible case under the Takings Clause, which requires the government to pay just compensation when acquiring property for public use.

In the second case, Sackett v. Environmental Protection Agency (EPA), homeowners were prohibited from developing near a lake due to the EPA’s Waters of the U.S. (WOTUS) rule, which considered whether waters that were adjacent to or impacted nearby “navigable waters” and thus under the EPA’s jurisdiction. The Supreme Court declared the test over-broad and narrowed the WOTUS criteria. NAR’s coalition brief emphasized that, while the Clean Water Act has not changed, regulatory agencies have broadened its definitions over the years. The Court agreed and the new definition of WOTUS, while still overbroad, is an improvement. NAR and RLI continue to engage on WOTUS by pursuing litigation in Texas and North Dakota, seeking a declaration that the current WOTUS rule is unconstitutional.

In Sheetz v. El Dorado County, the plaintiff sued the state of California over a large fee imposed by the state before he could build a home on his property, arguing that it was an illegal taking. The property owner asserted that a precedent previously established by the Supreme Court for fees imposed on an individual basis applied, while the state argued that because the fees came from legislation it did not. NAR and RLI’s amicus brief urged a robust reading of the Fifth Amendment’s Takings Clause to protect private property rights from unjust government regulation. The Court sided with the plaintiff, holding that the test can be applied to fees authorized by legislation.

In Devillier v Texas, Texas used portions of a highway as a flood evacuation route, installing a barrier along it to act as a dam. The private property on the other side of the barrier then flooded, causing significant damage. The plaintiff argued that by building the barrier and using his property to store stormwater, the state had taken his property and owed him just compensation. The Court held that the plaintiff was able to pursue a takings clause case under Texas state law.

RLI’s work to support property rights in these cases demonstrates its commitment to advocating for private property rights through every available avenue. The decisions cited here establish important precedents that will be used in future legal arguments to protect private property rights in this country.

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.

Considerations for Renewable Energy Sales & Leases

by Matt Davis, ALC

Why Renewables Matter in Today’s Marketplace

Driven by the trend towards manufacturing facilities returning to the US, consistent need for more logistics facilities to support online consumer activity, and most recently, AI driven data center growth, demand for power in the US is immense and ever increasing. This demand will no doubt be satisfied in part by thermal (oil & gas) power, but there is consistent and growing demand for clean and renewable energy to support these facilities, from the private sector participants developing them. Additionally, political support for replacing thermal energy production with a cleaner and more sustainable source has led to many tax credits and incentives to encourage investment into the renewable space. These incentives make renewable projects economically viable, regardless of market shifts and fluctuations in demand for traditional energy sources. Given the strong demand in the market and the attractive incentives available to project developers, this is an industry that land experts and owners should be aware of.

As land expert at Cushman & Wakefield, our team first assisted a developer and manufacturer of solar panels with site selection for a solar project in 2009. Since that time, we have consulted for both project developers and landowners, on hundreds of projects, some as large as 10,000 acres. These projects have been located from Hawaii to New York and included wind (both on and offshore), solar, and battery energy storage systems (BESS).

Regardless of our personal perspectives on renewables versus thermal energy sources, in instances where a renewable energy project may be feasible, the use may support a premium well above alternative or more traditional uses in the market and should be a consideration as we analyze highest and best use for any land tract.

What are Renewables?

The industry is young and constantly evolving, but in the marketplace today, utility scale renewable energy generally includes one or more of the following:

» Wind: Typically, a collection of large turbines distributed across a large site.

» Solar: Most commonly this is an array of photovoltaic panels on mounts that track the sun throughout the day.

» Battery Energy Storage Systems (BESS): Containers or pods spread across a site that contain lithium ion or alternative technology batteries to store power produced from another source (often wind or solar) when those sources are producing and discharge that power later when the primary source is not readily available.

Most new wind or solar projects will include BESS as a component to make the project a more reliable 24/7 source of power, while there is also substantial demand for standalone BESS projects throughout the country.

New technologies such as Green Hydrogen, the production of hydrogen gas from a sustainable source of water and power, are being tested and constantly evolving as the US seeks alternatives to traditional thermal (oil & gas) power sources.

Wind Turbines

Who’s Involved in an Energy Transaction?

As land experts or owners, it is helpful to understand what type of group we are dealing with either as a client or potential buyer/tenant so that we can advise our clients accordingly. Below are the most common categories we have seen actively pursuing energy projects in North America.

» Utility: The regulated utility that provides power to ratepayers in the region. Some utilities seek to develop projects themselves in order to secure sufficient long term power supplies for their customer base.

» Independent Power Producer (IPP) or Non-Utility Generator (NUG): These are companies that are in the business of owning and operating power plants, but they sell power to utilities and other large users rather than to retail customers. IPP’s ad NUG’s typically develop projects to grow their business and will likely own and operate them for the long term.

» Developer: These groups have varying levels of expertise in the process of engineering, entitling, permitting and building energy projects. They often take projects through the process and sell to a utility, IPP or NUG once the project is fully permitted but prior to construction commencement.

» Speculator: A group trying to get out ahead of the demand and obtain control of real estate through an option or similar structure in an effort to sell their position to a utility, IPP, NUG or developer for a profit.

In our experience, utilities and IPP’s/NUG’s have a need for more projects than they can manage internally so they often acquire projects from developers to supplement their own development pipeline. Developers are often leaner private equity-backed organizations that can move quicker in the marketplace than the larger organizations they often sell their projects to. Speculators may offer a quick exit for a landowner, but often at a discount to what a group more actively involved in the development process could pay.

It has been our experience that speculators may move the quickest, but developers and IPP’s/NUG’s are the most active market participant while dealing with an end user such as a utility or IPP/NUG will often drive the greatest value to the land.

Preliminary Considerations for the Owner & Property

Energy transactions have a number of unique characteristics when compared to a transaction for a more traditional use. The following is a high-level summary of several of the factors we discuss with an owner when considering a site for any energy transaction.

Lease vs Sale

» Most developers with strong access to capital will consider a lease or purchase

» Does the owner have a preference?

» Lump sum income from a sale or long-term cash flow from a lease?

» What return could an owner obtain if they sell the land and reinvest the proceeds into a different cash flowing asset, like a triple net leased investment or Delaware Statutory Trust (DST)?

» What is the value of the property if the owner decides to sell at a later time with an option or long-term lease in place compared to what the prospect will purchase it for once they are ready to proceed?

Timing

There are three main aspects to an energy project being shovel ready, i) municipal approvals and permits, ii) interconnect approval (i.e. approval to connect the project to the utility grid) and iii) a power purchase agreement (PPA) which is the agreement between the project operator and the company or utility that will be buying the power the project produces.

Most energy transactions are structured as an option agreement or extended escrow to allow time for the prospect to de risk it enough to proceed to a closing. In many markets, it can take 2-6+ years for a project to be shovel ready at which time the developer would be ready to proceed with the lease or closing of escrow. In most markets the obtaining filing the interconnect application and obtaining approval to inject power onto the grid is the longest item to solve for. The PPA is usually one of the last items solved for. However, any developer who is in the business should have a fair understanding of who their likely buyer is and what the market rates are that they anticipate obtaining in a PPA once the project is approved.

Understanding the specifics related to what is required and timing for municipal approvals and interconnect in each specific region will help understand what time may be required for a project to be ready to proceed to close.

Solar Panel Array

Battery Energy Storage Systems (BESS)

Site constraints

Depending on the specific project, various site characteristics may impact the developable footprint and feasibility of development. Each should be considered to determine if there are any limitations on the site that may preclude development or limit the portion of the site that is useable. Below are some of the constraints we consider when looking at a site:

» Wetlands / Riparian areas

» Biological / Habitat

» Archeological / Paleontological

» Topography / Slope

» Soils / Geotechnical

» Title (Including Water & Mineral Rights)

» Neighbors and Surrounding Uses

Infrastructure

» Proximity to the nearest substation or transmission/distribution lines is often the most critical consideration regarding where to site a potential project

» Most utility scale projects will connect directly to a substation

» Some projects may connect directly to transmission lines while smaller projects may be able to connect to distribution lines

» Distance to Point of Interconnect (POC)

» If a site is not adjacent to the POC, the cost to construct necessary infrastructure or generator-tie in (gen-tie) to connect the project to the grid can quickly become cost prohibitive

» Obtaining necessary easements to build a gen-tie over private or public land can be challenging or infeasible

Recommended Advisors

Energy transactions are unique, and it can save a lot of time and cost for a landowner to have strong legal counsel from an attorney who has a deep understanding of renewable transactions. Understanding how these transactions differ from traditional commercial real estate sales and leases will ensure they know where they can push and what clauses are necessary for the project to be feasible.

Most importantly, we recommend that a landowner or real estate agent who finds themselves involved in a renewable energy transaction seek guidance from a land expert with experience in similar projects. Often, the value a renewable project will support for the land is not based on comparable sales for other sites in the market that sold for different uses but is based on the project economics. Understanding how these projects are underwritten, and the unique characteristics of each specific opportunity can result in land values many multiples above sales for other uses.

The Path Forward

While opinions on renewables vary, our experience with renewable energy transactions has been positive. These projects have contributed greatly to our revenue and generated transactions and value for our landowner clients not supported by other economic uses of their land. For our developer clients, we have been able to leverage our land expertise to assist them with their site selection efforts and ensure their acquisition strategies are sensitive to the market and psychographics of the landowners they are approaching.

Based on this experience, we analyze any site near utility infrastructure for its energy potential and encourage all landowners and other land experts to do the same. While these projects are not right for every property or landowner, it is valuable to know what options may exist should they support additional value. Only after considering all potential opportunities can our clients choose the best path forward.

Matt Davis, ALC has been a broker with Cushman & Wakefield since 2008 and specializes in the sale of large complex land holdings and surplus land portfolios throughout North America. He has transacted over 157,000 acres for diverse uses ranging from production agriculture and energy to industrial and master planned community development. Mr. Davis is the platform leader of Cushman & Wakefield’s Land Advisory Group, a national team of land specialists that work across disciplines to provide creative solutions to clients with land assets.

Proximity to the nearest substation or transmission/distribution lines is often the most critical consideration regarding where to site a potential project.

Questions to Ask when Structuring an Energy Transaction

After determining a site is feasible for an energy project, and a prospect identified, below is a summary of questions and considerations for how we analyze and structure a transaction to ensure the goals of the client are met.

Capabilities of the Prospect

 Is the developer intending to sell the partially completed project to a larger developer/utility or will they build themselves?

 Does the developer have experience in this region?

 Does the developer have the capital to be successful?

 Does the developer have a track record of securing Power Purchase Agreements (PPAs) from the local utility or other off takers? Who?

 Has an interconnect application been filed? Can they file before having site control? If so, where is the developer in the process?

Economics

 How does the offered price/rent compare to sales/ leases of similar property for alternative uses in the area?

 How does the offered price/rent compare to sales/ leases for similar projects in the region or beyond?

 Is there compensation for each individual impact/ component of value being developed on the property (turbines, solar, BESS, gen-tie, etc)?

 Is the rent fixed? Escalating over time? Is there a royalty?

 Are there signing bonuses, progress payments or expense reimbursements?

Structure

 Is this a quick escrow or extended timeline (i.e. escrow with extensions or option structure)?

 Are there option payments or nonrefundable deposits?

 Tax implications of option payments versus nonrefundable deposits

• Are payments released to owner?

 How often are the payments made? How much are they?

 Are the payments applicable to future lease payments or the purchase price?

 What makes this property special (i.e. why have they identified this property as one of interest)?

 Does the developer have alternative sites? Is this property part of a larger project?

 What hurdles exist between a signed deal and a closed deal?

• Interconnect approval

• Municipal approvals

• Gen-tie easements

Operational

 What is the proposed use? Solar? Wind? Battery Energy Storage System (BESS)? Hybrid?

 How will development impact existing/future use of the land?

 Will development impact other properties owned by the landowner or others?

 Will the removal of the infrastructure be guaranteed at the end of a lease? How will it be secured?

 Will the project have a need for water during construction? Operations & Maintenance (O&M)?

 What are the risks to the landowner and how may it impact them and their adjacent lands if applicable?

• Limited for a seller

• For a Landlord

• Termination rights

• Corporate Guarantees

• Contaminants

• Fire

Adopting AI in Commercial Real Estate: How Brokers Can Leverage Technology for a Competitive Edge

By Shawn Massey

With over 38 years in the commercial real estate (CRE) industry, I’ve seen technology reshape our field time and time again. From early desktop computers to the smartphones we can’t live without, each wave of innovation has promised—and delivered—a revolution in how we work. Today, artificial intelligence (AI) is the latest game-changer, and it’s poised to take our industry to new heights. But with so many tools, apps, and AI platforms crowding the convention floor, many of us feel overwhelmed. How do we make the best use of this technology without losing sight of what makes CRE so hands-on?

In my own journey with AI, I’ve been captivated by the potential for streamlining tasks, enhancing market analysis, and improving client service—all while maintaining the personal touch that our clients value. Let’s explore where AI can make a tangible difference for transaction brokers, and how we can start small but aim big.

Why AI Matters for CRE Brokers

The impact of AI is reshaping industries globally, and CRE is no exception. Adopting AI isn’t about replacing brokers; it’s about enhancing our workflows, productivity, and decision-making capabilities. If you’re still on the fence, consider this: brokers who harness AI are positioned to outperform those who don’t. The goal is to free up time, reduce costs, and improve accuracy.

But what exactly does AI entail? A quick breakdown:

1. AI (Artificial Intelligence): A branch of computer science that enables machines to perform tasks that typically require human intelligence, such as speech recognition and data analysis.

2. Generative AI: A type of AI that mimics human learning, generating new content, solutions, and insights based on previous interactions.

3. Machine Learning (ML): A subset of AI where computers learn from data to improve their accuracy in performing tasks.

4. Natural Language Processing (NLP): Technology that enables computers to understand and interpret human language.

These technologies are already at work behind the scenes, helping streamline everything from CRM management to market research. As brokers, we’re not here to learn all the technicalities, but we should understand where AI can add value.

Getting Started: Practical Applications for Brokers

For a transaction broker, the list of ways AI can boost productivity and client satisfaction is extensive. Here are some high-impact areas to consider:

» Property Searches: Use AI-powered platforms to refine search criteria and match properties to client preferences faster.

» Broker Reports and Due Diligence: AI can assist with compiling and summarizing data-heavy reports and help streamline the due diligence process.

» Market Research and Analysis: Tools like Placer AI can provide real-time insights on market conditions, demographics, and foot traffic patterns, giving you a predictive edge.

» Document Review and Risk Mitigation: AI tools can analyze legal documents for compliance and spot potential risks.

» Content Generation: AI can help you create property descriptions, social media posts, and email content, enhancing your digital presence.

These AI-driven applications don’t just save time; they open opportunities for higher-level tasks and client engagement.

The Road Ahead: Future Applications and Considerations

AI continues to evolve, and in the near future, we’ll see even more advanced applications in CRE:

» Predictive Pricing Models: AI can analyze comparable sales, lease rates, and market conditions to offer pricing insights.

» Automated Leasing and Tenant Management: From background checks to virtual tours, AI will further streamline leasing workflows.

» Financial Modeling: AI tools can simulate asset performance, enabling better investment and financial decision-making.

» Enhanced Customer Experiences: Chatbots, virtual tours, and AI-driven CRM systems can provide faster, personalized responses, freeing you to focus on more strategic work.

AI Pitfalls and Challenges: Proceed with Caution

Adopting AI doesn’t come without its challenges. Here are a few common hurdles:

» Data Sensitivity: AI systems rely on data, which brings privacy and security concerns.

» Costs and Investments: While many platforms offer basic AI for free, advanced tools may require significant investments.

» Ethical and Operational Risks: Regulatory compliance, ethical considerations, and data privacy must be monitored closely.

» Resistance to Change: Despite the benefits, some brokers may be hesitant to embrace this shift.

Just as with any tool, understanding these challenges can help us approach AI adoption with the right perspective.

Tips for Starting Small

If you’re new to AI, it’s best to start with manageable steps:

1. Identify a Pain Point: Where can AI add the most value in your daily workflow?

2. Experiment with Low-Cost Tools: Platforms like ChatGPT and Gemini can help with content creation, email responses, and more.

3. Learn the Basics: AI webinars, industry articles, and conference workshops can demystify the technology.

In my own practice, I’ve used AI for property descriptions, blog content, and market analysis. As I expand my understanding, I’m exploring options for social media automation, CRM management, email management and predictive analysis. Each step builds my efficiency, enhances client satisfaction, and keeps me ahead of the curve.

The Bottom Line: AI as a Broker’s Assistant

AI is a tool, not a replacement for the human touch. While it can draft content, analyze data, and automate tasks, it still requires our expertise for strategic oversight. Think of AI as an assistant—helpful, fast, and efficient, but not flawless. Always review and refine the output to ensure it aligns with your standards.

Embrace the AI Revolution: It Starts with a Prompt

AI is here, and it’s reshaping CRE faster than ever. Brokers who adapt will gain a competitive advantage, delivering better service and building stronger client relationships. By leaning into AI rather than resisting it, we can future-proof our practices and position ourselves as leaders in a tech-driven world.

Shawn Massey is an adjunct professor at The University of Memphis where he teaches a graduate class in real estate development and undergraduate/graduate in real estate investment. When he is not teaching, he is a full-time retail real estate advisor with TSCG. He holds the following designations CCIM, ALC through the National Association of Realtors and CRRP, CLS, SCLS designations through ICSC. To contact Shawn Massey please call (901) 4617070 or via email at shawn.massey@tscg.com

Navigating the New Rules:

What the NAR lawsuit settlement means for land real estate professionals

by Kat Szymanski, RLI Marketing Manager

On August 17, 2024, new rules governing offers of compensation and written buyer agreements went into effect as part of NAR's lawsuit settlement agreement. The rule changes are in place to resolve claims brought by home sellers regarding broker compensation.

The settlement resulted in major changes to how agents transact business through the MLS. Reactions on the residential side of real estate have ranged from concern about negative impacts on firsttime homebuyers to a positive outlook for more competition and transparency for the consumer. The reaction has been much quieter among land and commercial practitioners. Why?

Bob Turner, ALC, RLI’s NAR Executive Committee Representative says, “Commercial and land brokers have been handling compensation and agreements the right way all along. We have many outlets to expose our listings, deals, and offerings. We don’t always rely on the MLS to transact business the way residential agents do."

While the rules have major implications for residential REALTORS®, land professionals need to understand and comply with the changes where applicable.

Here’s NAR’s guidance on offers of compensation and written buyer agreements, including impacts on rural home and land transactions:

1. Offers of Compensation: NAR has "agreed to put in place a new rule prohibiting offers of compensation on an MLS. Offers of compensation could continue to be an option consumers can pursue off-MLS through negotiation and consultation with real estate professionals." If you utilize an MLS, please consult your local MLS for specifics on how to handle offers of compensation.

2. Written Buyer Agreements*: These agreements are only required of REALTORS® and MLS Participants “working with buyers” prior to “touring a home.” NAR uses the HUD definition of “home,” meaning a property with 1 – 4 residential dwelling units on it. Therefore, the written buyer agreement requirement would only apply if the land parcel in question has a home on it. If there is a home on it, a written buyer agreement is required. If no home is on the property, no written agreement is required, unless otherwise required by state law.

What should land professionals keep in mind beyond the new rules?

1. It is smart to have a written Buyer/Seller agency agreement with your clients by spelling out all agreed terms and commissions including how everyone will be compensated.

2. The best way is to accomplish this is to talk: Call the Seller’s agent and negotiate the commission split and put it is writing, then sign it, and go to work and complete the deal.

RLI believes in promoting the gained value of competition. It’s through the collective wisdom and collaboration of our members that we raise the level of professionalism in the industry. Need help navigating a complex land transaction? Have a contract or due diligence question relating to land? Reach out to an RLI member, especially an Accredited Land Consultant. RLI members are known for their willingness to help other members. It’s a cornerstone of belonging to the REALTORS® Land Institute.

If you have questions on offers of compensation and written buyer agreements, consult your state Association of REALTORS®.

For those who haven’t made those connections yet at RLI, take a LANDU course, come to the National Land Conference, or attend Education Bootcamp. Start building a trusted network of people who have the same drive and high standards. It's through education, experience, and the highest ethics that we’ll position ourselves for a stronger future and ensure the best outcomes for consumers.

To be fully informed, review NAR’s Settlement FAQs 61 and 62 for more information on written buyer agreements for land parcels with residential dwellings. .(See link and QR code below.) Make sure to check with your state real estate commission and state Association of REALTORS® for state-specific guidance.

https://www.nar.realtor/the-facts/nar-settlement-faqs

*These

STUBBORN LISTING?

At Discipline Advisors, utilizing every available resource to help your clients achieve peace of mind related to their future and financial well-being is our priority. Those resources include Delaware Statutory Trusts (DSTs) and our ability to pair clients with the appropriate, qualifying investments to meet their needs. With over 40 years of experience, a thorough due diligence process, and valuable relationships, we’re the top choice for farm and ranch brokers in the country when it comes to DSTs.

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DSTs free your client from farm and ranch management. DSTs provide potential monthly “mailbox money” with tax mnimization benefits.

THE ALARMING CO$T

of Insuring Rural Properties

Why Premiums Have Skyrocketed— and What Can Be Done About It

By Gary Hubbell, ALC Broker/Owner/Auctioneer

United Country Colorado Brokers

Photo by Daniel Lincoln / Unsplash

The average buyer looking for a home in town is investing in a place to live, to park the car in the garage, bring in the groceries, make a meal, find some evening entertainment, and put the family safely to bed. There are certain costs associated with this investment that can be anticipated. In addition to maintenance and upkeep, water and sewer bills, electric and natural gas, the cost of taxes and insurance are usually neatly wrapped up with the monthly mortgage payment. It is a known cost of ownership.

Insurers look at their exposure. “What could possibly go wrong?” is the question that all actuaries are asking. Roofs damaged by hailstorms, fires caused by faulty wiring, a toddler falling into a swimming pool, flooding caused by a storm surge—these are the types of events that are known and anticipated when pricing a premium.

A rural property investment such as a ranch, winery, orchard, hunting property, farm, development parcel, or mountain cabin may seem very simple, but the exposures and potential uses and hazards of owning such a property can be much more complicated and expensive. In the past few years there have been several cataclysmic events that have resulted in massive losses for insurance companies, who have done a major re-evaluation of their underwriting practices. As land experts brokering these types of properties, we’ve watched with concern as clients have been presented with radically higher insurance premiums, and in some cases, clients haven’t been able to bind coverage at all.

I recall a conversation with a colleague who specializes in insuring farms, ranches, and horse properties. Her client owns a 300-acre luxury horse ranch in the foothills west of Boulder, Colorado. This area is known for high fire risk—there have been several big forest fires encompassing several thousand acres within 20 miles of this property. While many people dream of “a cabin in the pines”, those are exactly the type of property that go up in flames when there’s a big forest fire in a drought. Although she consulted with wildfire mitigation experts and followed their recommendations, such as clearing brush and trees within a 150-foot radius of the improvements (worth over $4 million), the owner can’t find coverage at any price.

As illustrated by this case, insurers are spooked by wildfires, in particular, which really has not been modeled by the industry. Larger properties, often hundreds or thousands of acres, have been bought up and subdivided into smaller parcels in areas that were previously “too far out” from work, schools, and shopping. With the advent of Amazon Prime and excellent internet connections, that’s no longer the case, and more people are working from home and living in their dream house in the woods. When a fire gets started, there’s often nothing to stop it until it reaches a major highway or body of water, and losses can be huge. Colorado’s Marshall Fire of 2021 occurred only a few miles away from the aforementioned 300-acre horse property. It burned more than 1,000 structures with losses over $2 billion in one fire alone, including the homes of my brother, niece, and a college classmate from CU. One source shows the US has suffered almost $70 billion in wildfire insurance losses in the decade between 20132022, but that figure is light, in my opinion. Between 2017 and 2020, there were four fires in California alone that generated $40 billion in insurance losses. (Sources: SwissRe shows $69.8 billion in losses. California fires—MunichRe.)

When there are multiple hurricanes or fires, insurance companies have to spread those losses across the board, even though it doesn’t have anything to do with a particular area. National insurers cover their claims by spreading the risk across a wide geographical area."

—CASEY

One of the problems of large wildfires is the sheer intensity of the heat generated, which is known as a fire vortex or “firenado”. I recall a photo of a neighborhood east of the Black Forest fire south of Denver. There were six or eight houses about a hundred yards away from the forest. Each had an irrigated lawn and a metal roof. There was a clear boundary of an open field between the houses and the forest, yet the heat generated by the fire was so intense that the homes spontaneously combusted and all of them burned to the ground. One of my ranch broker colleagues had listed a 4,000-acre hunting property with some nice improvements. A wildfire swept through that was so intense that it burned the concrete foundations of the improvements. Gone! Another one of my clients told me about several mountain hunting cabins that were devoured by a 35,000-acre fire north of Grand Junction. The heat was so intense that it melted several large classic woodstoves. In northern California and Oregon, large wildfires caused entire towns to burn. To heck with fire hydrants and water tanks, the heat was so intense that entire towns combusted.

One may surmise, sure, all those fires have occurred west of the Mississippi—it won’t happen here. But we haven’t yet talked about the incredible damage caused by hurricanes in the South and tornadoes in the Midwest. To top it all off, did you hear about the “derechos” that swept through Iowa in 2020, 2021 and 2023? A derecho is a swath of intense wind spanning at least 400 miles across. The 100-mph Iowa derecho in 2020 knocked flat almost 12 million acres of corn in Iowa alone, causing over $11 billion in damages in Iowa alone and prompting several crop insurance companies to cash out as many claims as they could and call it quits. Bankrupt.

Absolutely no one anticipated the sheer force and ferocity of Hurricane Helene as it stalled out in the mountains of western North Carolina, Georgia, and Tennessee. The damage has been horrific. It will take most of a decade to repair what happened there, as entire highways were scoured away by raging floodwaters. Helene has been called a “once in 5,000-year storm”. Entire forests of mature hardwood trees were knocked flat, and thousands of homes, businesses, farms, and resort properties were swept off their foundations or otherwise severely damaged. North Carolina’s governor, Roy Cooper, estimates total damage at over $53 billion. That value doesn’t include all the coastal damage caused by hurricanes in 2024 alone, not to mention over the past couple of decades.

One can certainly understand why insurance companies are very gunshy about rural properties, and rates have skyrocketed in many cases. Based in Durango, Colorado, Justin Osborn, ALC, is the past president of the Colorado chapter of the Realtors Land Institute (RLI) and brokers ranches, farms, and luxury homes. “Insurance rates for ‘trophy homes’ went from $4,000-$5,000 a year to $25,000 a year,” Justin reports. “It’s a real pain point for a lot of people.” Some properties are unable to find insurance at any price. The new national president of RLI, Dan Murphy, ALC, reports “Insurance companies are doing everything they can to get out of insuring remote properties. Anything more than 10 miles away from a fire district is practically uninsurable.”

“I don’t know why my insurance premiums are suddenly so high,” said one of my clients. “I haven’t had a claim in years.” I recall a 21-acre horse property that I brokered that had a year-round creek on one side and a year-round irrigation ditch on the other, with a green irrigated hayfield in between. The insurance company rated it as a “95” fire risk on a scale of 1 to 100, while in my opinion it was maybe a 25 or 30 because it was five miles from town. “That’s because the data sets are missing a critical analytical component,” says Craig Kaiser, CEO of LandGate, a data analytics firm that specializes in providing data for wind, solar, geothermal, and oil & gas properties. “There’s really not much granularity or detail on local areas, or even regional analytics at best. It certainly doesn’t tell the story on a parcel-by-parcel basis.”

My local insurance agent, Casey Bishop with 360 Insurance in Grand Junction, sees it a bit differently. “When there are multiple hurricanes or fires, insurance companies have to spread those losses across the board, even though it doesn’t have anything to do with a particular area. National insurers cover their claims by spreading the risk across a wide geographical area. Other companies don’t want to write policies in certain areas at all. I know of a major insurer that is limiting local agents here in Grand Junction to writing two policies a month, when they could legitimately write a hundred. If they write more than two, they will be canceled from doing further business with the company.” According to industry insiders, many of these decisions are made reflexively without any real investigation on the part of the insurance companies. If carefully reviewed, it’s hard to see why a home in Grand Junction would have a higher risk than a home anywhere else in the country. In fact, because Western Colorado almost never has tornadoes or significant hail, it would likely be a lower risk for many companies, but they’re apparently not willing to drill down and do the work to establish real apples-to-apples risk.

Damage to corn crops and grain storage from the 2020 derecho near Cedar Rapids, IA.

While we as ranch and land brokers are reluctant to see more regulation added to our deals, it seems that regulation is headed our way. “We may be looking at a FEMA mapping program for mountain properties,” says Dan Murphy, whereby mountainous and remote properties are mapped for fire danger in the same way as properties in flood zones. Experienced land brokers are not excited about this prospect, as FEMA is known to be very slow in updating maps and responding to public requests for information about certain properties. FEMA’s tepid response to the emergency presented by Hurricane Helene has caused a massive loss of trust in the agency on a national level, and the thought of adding FEMA wildfire maps to a complex ranch deal makes every ranch broker’s head hurt.

However, FEMA mapping isn’t the silver bullet for every situation. Very few people would have anticipated the combination of factors that caused the Marshall fire: unusually tall, thick grass from a wet spring; a dry, hot summer; embers from a fire that had been thought extinguished two weeks prior; and 115-mph winds to fan the flames into subdivision homes that were clustered closely together, allowing horizontal flames to jump from house to house in record time. The first fire truck arrived on the scene within three minutes of the first 911 call. Similarly, few people would have predicted Hurricane Helene stalling out in the southern Appalachian mountains and delivering the damage it did, and much of the damage from Helene wouldn’t have showed up on FEMA flood maps.

Another factor in catastrophic losses is a lack of coherent land planning and a simultaneous suppression of traditional land uses, such as grazing and logging. Ruidoso, New Mexico suffered huge losses this summer, with over 17,000 acres and 500 homes burned. Logging has been a staple of the local economy for many years, but timber operations were largely shut down by environmentalists’ lawsuits. It’s widely recognized that fire suppression efforts over the past century nationwide have resulted in dangerous fuel load of undergrowth, brush, and dead trees, while simultaneously limiting grazing and logging. Those people living in the Northeast and Midwest shouldn’t think they are immune from similar events. Grass fires in Texas and Oklahoma raged through over 1.4 million acres of farms and ranches in 2024 alone, killing over 15,000 cattle and horses as well as a couple of people. Recent wildfires in upstate New York and Quebec demonstrate that even wetter northeast climes are not immune to wildfires.

Self-insuring a property is becoming more and more common. “My property is worth about a million bucks and the annual premium is $25,000,” my client told me. “I’m at the point where I’d rather just take the risk than pay that much money.”

As a broker of rural properties, I make a point of advising my buyers about potential insurance difficulties before any contracts are even contemplated. While a contract contingency for insurance on a residential property normally is easily met, it can be a very different scenario with a large vacant parcel, hunting property, mountain resort, luxury retreat, ranch, or farm. Our RLI sponsors often include insurance companies, and our network of agents and brokers is always available for a referral of a good insurer for a particular property. It also helps to have an insurer whose underwriters understand the rural lifestyle and the potential risks of a particular property, as well as mitigating factors such as a year-round pond next to the ranch house, a live stream, or fire breaks and forest pruning done by a qualified crew.

There are two ways to go about minimizing premiums—first, by providing detailed analytics of measures taken to reduce fire danger. Qualified contractors can remove brush, dead grass, and fuels to insurance company specifications. Secondly, quality data sets showing the true risk of a property can make all the difference, and by that, I mean satellite maps showing vegetation and wind patterns and the like.

Going forward, we must understand that certain properties may only be attractive to cash buyers who are willing to self-insure their properties, which could certainly cause a drop in the property’s value. While it’s tempting to look to government for a solution, such as insurance subsidies, it may be hard to justify government handouts for wealthy property owners, and government assistance always comes with a catch. An important aspect of due diligence in land and rural property sales will be the insurability of the property. As land brokers, we are in previously uncharted territory. Consider this article an early warning signal on a property issue that will become a major topic in the coming months and years. The more we have a solid plan to handle insurance issues and the more value we bring to our clients, our professional representation will once again establish RLI members on the forefront of important land issues.

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

Hearts of Service

RLI Members Assist in Hurricane Helene Recovery

By Geoff Hurdle, ALC

On September 26, 2024, Hurricane Helene made landfall and devastated several southern U.S. states including East Tennessee and Western North Carolina—two areas close to my heart. Living in Chattanooga, which is part of East Tennessee, and having attended Lees-McRae College in Banner Elk, North Carolina, one of the areas hit hardest, made the impact personal.

My first instinct was to call my friends who still live and work at the college. I couldn’t reach them. After some research, I found out they had lost all power, water, and sewer. The bridges into town were washed out. They were completely cut off from the world. Eventually, the National Guard had to fly some of the students out to Hickory, North Carolina, because several of them couldn’t reach passable roads to get to their families.

The service heart that God gave me—which sometimes gets me into trouble—kicked into action. I reached out on Facebook, asking for help. Apparently, God gave many people that same heart because, within a few days, I raised close to $20,000 through Venmo, personal checks, and cash donations.

I spent the next two days with a friend, Geoff Ramsey, who is also a local REALTOR®. And yes, he spells his name like I do. We made runs to Sam’s Club, Costco, local grocery stores, Home Depot and Lowe’s gathering essential items like water, non-perishable proteins, generators, and gas cans. I loaded a trailer and headed to Banner Elk, while Geoff loaded his truck and went to Newport, Tennessee.

The generosity of RLI members continued as several reached out to provide donations. The most notable RLI member contribution was from Pete and Kathy Loew. With no power in the area, fresh food, including meat, was in short supply. Pete and Kathy used their meat locker in northern Missouri to make about 400 pounds of fresh beef jerky. They packaged it up and drove it to me, so I could give it to the shelters as a much-needed source of non-perishable protein.

My high school friend and neighbor, John Wood, rode with me, and we stayed with a college friend in Banner Elk. They had no power or water, but their hearts of service, flashlights, and a grill kept us going.

As the sun rose the following day, what we saw was complete and utter destruction. Never had I seen such devastation and the widespread nature of it was overwhelming. We saw bridges and roads washed out, houses shifted off their foundations, mobile homes carried down the river, and cars piled upside down among the river’s boulders. Some homes were destroyed, and others were left inaccessible, leaving people stranded, not knowing where they’d sleep or when they’d eat next. It wasn't a concentrated path of destruction like a tornado leaves behind, though it was clear which areas were struck by tornadoes. The damage stretched everywhere for miles and miles, and this was only in Avery and Watauga counties. The storm affected three states in similar ways!

Over the next two days, the Banner Elk airport at the Elk River Club became a lifeline. Hobbyists with planes and helicopters flew in one after another, bringing desperately needed supplies. Another high school friend, Justin Crossie, and several others coordinated multiple flights, each one loaded with essentials. The constant hum of aircraft overhead was a reminder of the outpouring of support. We delivered the supplies to different parts of the county, venturing deeper with each trip, only to uncover even more destruction than we could have imagined.

I left Banner Elk feeling devastated, knowing this wasn’t over. John and I returned to Chattanooga and immediately reported our findings on Facebook. Once again, our friends stepped up and filled the coffers. With freezing temperatures in the forecast, our next load included over 800 propane tanks, heaters, camping stoves, blankets, food, and anything else we could find to keep people warm and fed.

During that week, my Facebook post went viral. I received a message from a trucking firm in Pennsylvania offering to send trucks to help. We directed one to Newport, Tennessee, where Geoff was, and another to Banner Elk. The Banner Elk truck arrived on Sunday morning at 9 AM, and it didn’t come alone.

The driver brought a 53-foot tractor-trailer and a 20-foot enclosed trailer. Both were so full that when the doors opened, items spilled out. I looked at John and the volunteers with us, overwhelmed with gratitude and wondering how we’d unload everything.

After a few minutes of contemplation, God went to work. We knew we couldn’t unload the truck by hand - it would take more people than we had on site - and it would take several days or longer. They only had a pallet jack, and the trailer was stacked three pallets high, from floor to ceiling and front to back. Then John spotted a forklift at a nearby gas station. I wasn’t sure why it was there, but I walked over, went inside, and asked the man at the counter if we could use it. He said, “Go right ahead, the keys are in it.” It was propane-powered, and the tank was full. We drove it over and began unloading the truck.

After five and a half hours, we parked the forklift and closed the truck doors. When we went to return the forklift, it wouldn’t crank—it had run out of propane at the exact moment we finished unloading. The timing was miraculous. I walked back to the gas station to pay for the propane and fill another tank, but they were closed. I couldn’t get ahold of anyone, so we left some money with a local volunteer to cover the cost.

They weren’t supposed to be open on Sunday morning, but they were. The fact that they had a forklift and didn’t hesitate to let us use it, and that we ran out of propane at the perfect moment—all of it felt like a miracle*. Exhausted, with nothing left to do, John and I headed back to Chattanooga.

What I witnessed were resilient people who were not waiting for help to arrive. They went into immediate action to recover, restore, and rebuild. My college friend we stayed with became a leader of the community, directing folks and getting supplies to where they were most needed. She will be doing this work for quite some time.

Geoff Hurdle, ALC is Broker/Owner of Hurdle Land & Realty based in Chattanooga, TN. He focuses on working with land acquisition managers, developers, and builders. Geoff is RLI National’s 2025 President-Elect.

Land, Legacy, and Family Transitions

by Bill Burruss, ALC

Virginia's long history has gone from an agricultural state to one we at RLI call "transitional." I am a descendant of that change. It is hard to pinpoint where this transition starts. Virginia had many courthouse documents destroyed, and much of my family history was lost. I can trace my Burruss family back to 1640 Virginia, but did our work with lumber start then, earlier, or in 1824 when a local newspaper told the story of John Burruss, my great-great-great uncle dying from gangrene after cutting his leg with an ax? If it was not this, it was from my greatgrandfather, who was in the logging business. He had four employees and four sons, as the story goes.

Caption for Timber Operation TK TK

My grandfather, W. H. Burruss Sr., was the first in my family to obtain a college degree. He received it in forestry from VPI (Virginia Polytechnical Institute). After college, he went to work with his older brother Robert, who began Burruss Land & Lumber Company. Their firm harvested pulp and manufactured cross-ties, house flooring, and laminated truck flooring. One of their employees built the machine used for laminated flooring, and Dad told me it was the first.

In 1955, at the age of twenty-nine, my father became president of BL&L and owner of Burruss Farms upon his father’s death. He inherited a devoted management team and over 250 employees who manufactured the flooring. These people transformed the company into the country's largest truck and rail flooring supplier.

Unfortunately, after the Vietnam War the industry was altered by low-cost labor in Asia and American ships seeking merchandise to bring back home. Changes were necessary for the survival of BL&L and regional furniture companies. In 1979, the Board of Directors decided to sell the company and 104,000 acres. Dad still had 50,000 acres, buying an additional 10,000 in a partnership soon after.

In 1982, I returned to Lynchburg after working with property management in Washington, D.C. I had gotten tired of big city life. I was 29 and had purchased a 21-room family house designed and built by my maternal great-grandfather using 3% community block grant funds. I restored the house for two years while working in historic redevelopment and property management. When there was time, I researched Dad's land. In 1984, I became a Realtor. In 1988, I specialized in land and sold the most expensive undeveloped tract in the city, which was not family-owned, and in 2001, I became an Accredited Land Consultant (ALC).

Change defined who I am in real estate. My father controlled the accumulation of four generations of real estate. Restructuring of assets was mandatory because of the board members' financial needs. My initial work for him was not as a Realtor looking for a commission because I was not licensed. It was as a curious son who enjoyed walking the land and researching courthouse documents. I felt alive hiking those wilderness Blue Ridge Mountain tracts — some over a thousand acres — while crisscrossing states and meeting people in places like Tight Squeeze and Frog Level. Much of my work for him was out of love and respect, but it also taught me empathy. Some of Dad's friends were going through the same pangs of owning too much dirt, and their need to downsize helped my business.

Commodities can be unpredictable, much like the song sung by Kenny Rogers in The Gambler, "You've got to know when to hold 'em. Know when to fold 'em. Know when to walk away. And know when to run.” With over 50 years of experience handling stocks and land, I quickly learned the importance of watching the market closely and understanding when to act.

Consider how this kind of unpredictable transition could affect RLI? How would members feel if our APEX awards program was canceled or if the number of RLI National members was reduced by 50%? Would it cause concern or sadness? This very scenario has unfolded in states like Virginia, North Carolina, and South Carolina — all considered "transitional" states. For years, Virginia published a yearly booklet titled Private Forestland Owners of Virginia, which highlighted the largest landowners. This publication ended in 1982 as landowners began to reduce their holdings. Around the same time, Virginia's Chairman and Vice-Chairman of the Agricultural Committee shared similar concerns about the decline in farming.

Even Virginia Tech, an institution known for its agricultural focus, started a division for commercial real estate, deliberately excluding agriculture due to a lack of interest. I made efforts to reverse this trend and invigorate our local RLI Chapter, hoping to inspire growth and renewed interest. Unfortunately, I couldn't bring about the change I envisioned. This transformation happened quickly and, even more concerning, might have gone unnoticed without the proper education and networking opportunities I found at RLI.

Maturity, continual education, deep roots in the land, and many RLI friends have all metamorphosized me into the person that I am. When I meditate on the NAR preamble, "REALTORS®, therefore, are zealous to maintain and improve the standards of their calling and share with their fellow REALTORS® a common responsibility for its integrity and honor," I find great delight in being known for raising questions. So, I'll ask one more question. Are you ready to be zealous and improve RLI by asking hard questions and pursuing complex tasks?

P.S.—My oldest son is discussing the acquisition of a large tract once he finishes medical school, so the land genes remain.

Bill Burruss is an Accredited Land Consultant and owner of William H Burruss III, Inc. out of Lynchburg, VA. Bill has 32-years of experience in real estate, 20-years’ experience in land, and has served twice as president of the former RLI Virginia Chapter, now the RLI Mid-Atlantic Chapter.

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