Schedule & Sessions

Thursday, March 30

8:00 a.m.-5:00 p.m.: Land 101: Fundamentals of Land Brokerage Course

The Carolinas RLI Chapter will be hosting a Land 101: Fundamentals of Land Brokerage course the day before the event begins! Earn 16 hours of required course credit towards the ALC designation and 4 North Carolina CE credit hours.

Instructor: Lou Jewell, ALC
Location: Westin Hotel – Charlotte
Cost: $275 / student
Register by contacting Chandler Morris

10:00-10:45 a.m.: Committee Meetings

Education Committee (open meeting)

Future Leaders Committee (open meeting)

11:00-11:45 a.m.: Committee Meetings

ALC Committee (closed meeting)

Government Affairs Committee (open meeting)

2:00-4:00 p.m.: BOD meeting (open meeting)

Friday, March 31

9:00.-10:30 a.m.: Chapter Workshop

10:00 a.m. – 5:30 p.m.: Registration & Partner Exhibits Open

10:30-11:30 a.m.: Past Presidents Meeting (closed meeting)

12:00-12:45 p.m.: NLC 360

We’ve added a new session! Whether a first time attendee or a NLC veteran, learn how to get the most out of the land conference experience. Hear from past Land Conference attendees about their best practices and tips for making the most out of NLC17. Start networking and meet fellow attendees and learn creative ways to enhance networking before the event kicks off.

1:00-1:45 pm: Let’s Make Deal$

Facilitated by Bill Eshenbaugh, ALC, and Ben Crosby, ALC
Join fellow land professionals in presenting and buying properties from around the globe at the Let’s Make Deal$ LIVE session presented by LandBrokerWebsites.com! How often do you get the opportunity to tell your clients that you presented their property to over 250 other brokers? Reserve a place in the spotlight and have the opportunity to present properties to a room full of the best in the business. Keep an eye out in January to register for this one of a kind event.

2:00-2:45 pm: Social Media 101: Getting Started on Social

Get a brief overlay of Facebook, Instagram and Twitter. How to set up a business page, assign roles and why you should be utilizing social media to sell properties and find new sellers and buyers. An explanation on #Hashtags, how to “Check-in” to your business and why it is important. Plus, discover how to invite friends and family on Facebook to like your new business page. Attendees will also get an idea of what numbers really matter when looking at analytics on these platforms.

4:00-4:45 p.m.: RLI Annual Meeting

Join RLI leadership to hear about the state of the Institute, including updates on bylaws and goals moving forward. Following, the session will open up into a Q&A discussion for all to participate.

5:00-6:15 pm: Welcome and Awards Ceremony

  • Brandon Rogillio, ALC, 2017 RLI National President
  • Elizabeth Mendenhall, 2017 NAR President-Elect
  • Andrea Bushnell, North Carolina Association of REALTORS® CEO
  • Lou Jewell, ALC, President of the Carolinas RLI Chapter
  • Awards Ceremony

6:30—8:00 pm: NASCAR Nite Out Welcome Reception

This private reception at the NASCAR Hall of Fame is a can’t miss part of the 2017 National Land Conference experience. Attendees can enjoy hors d’oeuvres and open bar while testing their hand on the race track in the NASCAR simulator.

Saturday, April 1

7:00 a.m.: Registration and Exhibits Open

8:00-10:15 a.m. Round Table Discussions & Breakfast

Attendees will be able to attend three topics, each lasting forty-minutes. A full breakfast will be served during this session. Choose from the following hot topics:

• The Art of Negotiation – Ray Brownfield, ALC
• Auctions: A Means to a Bigger Income – Sam Kain, ALC
• Vineyard Development – Flo Sayre, ALC
• Timberland: Is it a Good Investment?- Rick Taylor, ALC
• Effective Farmland Management and Marketing – Luke Worrell, ALC
• What the New Administration Means for You! – Russell Riggs
• How to Market Your ALC and CCIM – Norma Nisbet, ALC
• Using Your ALC to Discover New Paths – John McAllister, ALC
• Wildlife Management – Garrett Zoller, ALC
• SEO — Getting Found In the Land of Search Results: Mike Ciesiensky
• Using RPR to Sell Your Land – Emily Line
• Secrets to Hiring the Best Agent – Dan Perez
• Ranch & Recreational Market Conditions – John Stratman
• Make the Most of Your RLI Member Benefits – Jessa Friedrich, MBA
• Educating Your Client, What They Don’t Know Can Hurt You – Terri Jensen, ALC
• Building a Strong RLI Chapter – Bill Stanton
• Using Social Media to Sell Land – Shanyn Hart
• Land Values – Randy Hertz, ALC
• Make Your Sales Meetings More Successful – Kasey Mock
• Working with All Generations – Wendy Johnson, ALC
• Ranchettes – Norma Carleton, ALC

10:00: Companion Tour Departs

10:15-10:45: Networking Break with Exhibitors

10:50-11:35 a.m.: Break Out Session I

1031’s vs 1033’s: What’s the Difference? – Jim Miller, Esq.
Sometimes your client has a choice of using section 1031 or section 1033 to defer taxes. Which is better? This session will discuss basic elements of both sections as well as what types of events trigger the eligibility for section 1033. The attendee will see how section 1033 can be more restrictive than section 1031 in some situations and less restrictive in others and thereby be better equipped to assist their client to ask proper questions of their tax advisor.

Land Investment Analysis Case Study – Fletcher Majors, ALC
How do you review a real estate investment and determine a method to analyze the investment opportunity? This instructor led session will take a real estate property and determine what attributes can be qualified. Then attendees will discuss methods of analyzing associated cash flows. Finally, a presentation method to highlight the investment returns from the property will be determined to communicate with potential investors.

Success Stories to Working with Residential Agents Camp Fire Chat – Tom Smith, ALC
There are over 2 million residential  agents in the U.S., and more obtaining their license every day. As the land specialist you have worked with these agents, and may have had successful or horrific stories. Knowing how to market your public perception in your community and identifying the best agents is key when working with residential agents. This session will share dive into how an accomplished land broker has sealed the deal, when working with, or employing a residential agent.

7 Deadly Title Issues to Watch Out For – Timothy W Grooms
A real estate transaction has many complications and the involvement of competent title examiners is critical to a successful transaction. In addition, title insurance with knowledgeable coverage and endorsement selections can provide protection to a buyer and incidentally the real estate professional. Learn what the 7 most deadly title issues are, and how to protect yourself and your buyer.

11:40 a.m.-12:25 p.m.: Break Out Session II

The Tug of War in Land Value Trends – Chad Puryear and Mike Almond
A tug of war is taking place with current land values. Recent improvement and confidence in the general economy has amplified demand for land, while a recessed farm commodity market has diminished the income producing capability of that same land. Also, competing visions for the utilization of land – timber/farm production vs. lifestyle/country living are having an impact. This presentation will examine the variables contributing to current land value trends and the ramifications of consumers, lenders, and real estate professional.

How & Why Drones Can Make You More Productive Case Study  – Caleb McDow
Drone, UAV, UAS – It’s not important what you call it. The important part is using these tools to increase clients, listings, and closings in your business. Come and learn how to provide value and save time & money with the use of aerial photography and video. You’ll also get the latest updates on FAA regulations for education and licensing to fly your drone safely and legally.

Success Stories to Working with Residential Agents Camp Fire Chat – Tom Smith, ALC
There are over 2 million residential  agents in the U.S., and more obtaining their license every day. As the land specialist you have worked with these agents, and may have had successful or horrific stories. Knowing how to market your public perception in your community and identifying the best agents is key when working with residential agents. This session will share dive into how an accomplished land broker has sealed the deal, when working with, or employing a residential agent.

7 Title Issues to Watch Out For – Timothy W. Grooms
A real estate transaction has many complications and the involvement of competent title examiners is critical to a successful transaction. In addition, title insurance with knowledgeable coverage and endorsement selections can provide protection to a buyer and incidentally the real estate professional. Learn what the 7 most deadly title issues are, and how to protect yourself and your buyer.

12:30-1:45 p.m.: ALC Recognition Luncheon

1:45-2:00 p.m.: Networking Break

2:00-2:45 p.m.: Break Out session III

1031’s vs 1033’s: What’s the Difference? – Jim Miller, Esq.
Sometimes your client has a choice of using section 1031 or section 1033 to defer taxes. Which is better? This session will discuss basic elements of both sections as well as what types of events trigger the eligibility for section 1033. The attendee will see how section 1033 can be more restrictive than section 1031 in some situations and less restrictive in others and thereby be better equipped to assist their client to ask proper questions of their tax advisor.

Land Investment Analysis Case Study– Fletcher Majors, ALC
How do you review a real estate investment and determine a method to analyze the investment opportunity? This instructor led session will take a real estate property and determine what attributes can be qualified. Then attendees will discuss methods of analyzing associated cash flows. Finally, a presentation method to highlight the investment returns from the property will be determined to communicate with potential investors.

Young Professionals in the Business – Camp Fire Chat – Kyle Hansen, ALC & Aaron Graham, ALC
Entering the land business as a young professional can be overwhelming. Two ALCs will share some of their insights on how they became multi-million dollar land sales producers at a very young age with relatively minimal experience in the industry. They will share with the group some of the ideas and methods that helped them to achieve a high level of success in the land business at an age earlier than most. As moderators, they will also facilitate an open discussion with the attendees in the room to discuss what worked for them, and where their energy and focus would be today if they were just starting in the business after knowing what they have learned.

The Tug of War in Land Value Trends – Chad Puryear and Mike Almond
A tug of war is taking place with current land values. Recent improvement and confidence in the general economy has amplified demand for land, while a recessed farm commodity market has diminished the income producing capability of that same land. Also, competing visions for the utilization of land – timber/farm production vs. lifestyle/country living are having an impact. This presentation will examine the variables contributing to current land value trends and the ramifications of consumers, lenders, and real estate professional

2:45-3:15 p.m.: Networking Break with Exhibitors

3:15-4:00 p.m.: Break Out Session IV

Negotiations in Natural Resources – Trae Gray
“Don’t Give Away the Farm” will be your focus in this presentation. Join Gray as he discusses the importance of not contracting away more rights than what the law may allow to be taken, proper valuation of what is to be given up, and the mindset of using the law and contracts to get the most value. You’ll also learn to look at pore space as an emerging property right and be given a brief summary of current pore space law and research.

DSTs – A Solution to Your Clients’ Fears – Joe Michaletz
Delaware Statutory Trusts (DSTs) are alternatives to your clients seeking to complete a 1031 exchange. Attend this panel session to hear how some of the most successful ALCs are using this tool to assist their clients through opportunities that can give investors tax efficient cash flows, limited liability, geographical and asset diversification, and management relief of deferral of capital gains.

Through the Eyes of the Developer: Site Selection Success – David Farmer
Selecting land for acquisition and subsequent development is a specialized endeavor due to the unique challenges presented by each site. Identifying the best possible site for a development is a multi-faceted endeavor that includes extensive research and examination. A firm understanding of the components of this process can be the crucial first step in a successful development deal. An introduction to the Residual Land Value process will also be covered.

Habits of Effective Communicators Camp Fire Chat – Dr. Jaime Bochantin

4:05-4:50 p.m.: Break Out Session V

Investing in Timberland and Timber REITs – Hunter Jenkins

Is Agritourism a Viable Option (For You or Your Client)? – Melissa Hunt
With agritourism becoming more prevalent among farmers, there are factors for your clients to consider in assessing the viability of becoming an operator. From legislative and liability to zoning and permitting issues, the opportunities to expand from land ownership to business ownership can be complex. Successful agritourism operations are helping expand awareness about land stewardship and where/how food is grown. Find out why farmers are choosing to go into agritourism and learn ways to help your clients navigate challenges that arise.

Through the Eyes of the Developer: Site Selection Success Case Study – David Farmer
Selecting land for acquisition and subsequent development is a specialized endeavor due to the unique challenges presented by each site. Identifying the best possible site for a development is a multi-faceted endeavor that includes extensive research and examination. A firm understanding of the components of this process can be the crucial first step in a successful development deal. An introduction to the Residual Land Value process will also be covered.

Habits of Effective Communicators Camp Fire Chat – Dr. Jaime Bochantin

5:00-5:45 p.m.: Break Out Session VI

Negotiations in Natural Resources – Trae Gray
“Don’t Give Away the Farm” will be your focus in this presentation. Join Gray as he discusses the importance of not contracting away more rights than what the law may allow to be taken, proper valuation of what is to be given up, and the mindset of using the law and contracts to get the most value. You’ll also learn to look at pore space as an emerging property right and be given a brief summary of current pore space law and research.

Is Agritourism a Viable Option (For You or Your Client)? – Melissa Hunt
With agritourism becoming more prevalent among farmers, there are factors for your clients to consider in assessing the viability of becoming an operator. From legislative and liability to zoning and permitting issues, the opportunities to expand from land ownership to business ownership can be complex. Successful agritourism operations are helping expand awareness about land stewardship and where/how food is grown. Find out why farmers are choosing to go into agritourism and learn ways to help your clients navigate challenges that arise.

Young Professionals in the Business Camp Fire Chat – Kyle Hansen, ALC & Aaron Graham, ALC
Entering the land business as a young professional can be overwhelming. Gain insights as to how two successful ALCs became multi-million dollar land sales producers at a very young age with relatively minimal experience in the industry. They will share with the group some of the ideas and methods that helped them to achieve a high level of success in the land business at an age earlier than most. As moderators, they will also facilitate an open discussion with the attendees in the room to discuss what worked for them, and where their energy and focus would be today if they were just starting in the business after knowing what they have learned.

Investing in Timberland and Timber REITs Case Study – Hunter Jenkins

5:45-6:00 p.m.: Networking Break

6:00-7:30 p.m.: The Cowboy Auction: Pony Up!

Get ready to pony up and lasso in some great items at this year’s Cowboy Auction! Take home a piece of the 2017 Land Conference. This fun filled event is brimming with energy, drinks, and laughter.

7:30-9:30 p.m.: Shindig in Charlotte

Attendees and their companions are welcome to attend the Shindig in Charlotte reception party. Enjoy live music, eats and drinks while networking in a fun and engaging atmosphere. Get ready for a good time with great company!

Sunday, April 2

8:00-8:30 a.m.: Continental Breakfast

8:30-9:15 a.m.: 2017 and Beyond: An Economic Outlook from KC Conway

KC Conway discusses the underlying strength in the U.S. economy while confronting and evaluating the global and national issues that will impact the economic growth of America in 2016. He also shares how investor perceptions of land have changed and continue to evolve.

9:15-9:45 a.m.: Update from the Hill with Russell Riggs

What’s been going on Capitol Hill? What do the most recent elections mean for land professionals? Enjoy an insightful update of what is happening “on the hill” from RLI’s Government Affairs Liaison Russell Riggs.

9:45-10:00 a.m.: Coffee Break

9:45-10:30 a.m.: If I Were 21 Again: Advice from Land Experts Panel with moderator Bill Eshenbaugh, ALC

10:30-11:30 a.m.: Finale Speaker Nobu Hata, NAR, Director of Digital Engagement

Feel the energy as Nobu Hata, Digital Engagement Director, NAR, wraps up the conference with an engaging and motivating speech all land professionals can take-away from. This finale presentation is presented by Farmers National Company.

11:30-11:45 a.m.: Conference Wrap-Up with Jimmy Settle, ALC, 2018 RLI President

12:00 p.m.: Segway Tour

Glide throughout Center City on this unique hour and a half tour. This “Uptown” tour is perfect for those who have an interest in hearing about some of Charlotte’s fascinating history, current happenings, and enjoying Charlotte’s diverse architecture and urban design.