NLC20 Schedule & Sessions

Sunday, March 29

8:00 am – 7:00 pm Registration Desk Open

8:30 – 9:45 am ALC Designation Committee Meeting (closed)

10:00 – 11:15 am Future Leaders Committee Meeting (open)

11:15 am – 12:30 pm Committee Appreciation Luncheon (closed event)

12:30 – 1:45 pm Education Committee Meeting (open)

2:00 – 3:15 pm  Government Affairs Meeting (open)

3:30 – 5:30 pm Board of Directors Meeting (open)

5:00 – 7:00 pm Howdy Partner Happy Hour (NLC Expo Hall open)

Monday, March 30

7:30 – 8:45 am Past Presidents Breakfast (closed)

8:00 am – 5:30 pm Registration Desk Open

8:00 am – 4:30 pm Partner Exhibits Open

9:00 – 10:45 am NLC20 Welcome & Conference Kick-off General Session

10:45 – 11:00 am Partner Networking Break

11:00 am – 12:00 pm RLI Town Hall & Land Technology Accelerator Program Showcase

11:30 am – 2:30 pm Companion Tour: Taste San Antonio Food Tour (ticketed)

12:00 – 1:30 pm Partner Networking Break and Lunch On Your Own

1:30 – 3:30 pm Let’s Make Deals LIVE! Property Marketing Session

1:30 – 3:30 pm RLI Chapter Workshop

3:30 – 4:00 Partner Networking Break

4:00 – 5:00 pm RLI Leadership Ceremony

  • RLI Leadership Recognition
  • RLI Leadership Awards Ceremony

5:15 – 6:45 pm NLC20 Welcome Reception at The Alamo

Tuesday, March 31

8:00 a.m. – 3:30 p.m. Exhibits Open

8:00 a.m. – 5:00 p.m. Registration Desk Open

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

10:00 – 10:30 a.m. Networking Break with Exhibitors

10:30 – 11:30 a.m. Break Out Sessions: Round 1

Winning Large Listings in Today’s Market | Richard Thompson

Winning the listing is almost always tough and gets even harder as the price gets higher. In this session we will explore how to better articulate the full value of the services we provide as they relate to the decision making process of sellers with tracts of large land tracts to sell. Specific topics will include showing competence, differentiation, auctions and competing with auctions, showing the value standard services, building a custom presentation and competing with top quality agents.

Key Session Learning Objectives

  • Create an awareness of the role education plays in winning listings.
  • Convey the importance of articulating the value of the everyday things we do.
  • Show that we must be intentional about creating differentiation.

Water Rights and Real Estate Brokerage | Charles Porter, PhD

Water is the common denominator of all life. Water rights and water laws vary across the nations state-by-state. A geographically competent real estate broker is cognizant of and understands the water rights and laws impacting the subject property. Water rights make up the key stick in the “bundle of sticks” that comprise all property rights. Water rights are also a key determinant of property values. Attendees to my session will gain an working knowledge of water rights as they relate to our duties as brokers.

Key Session Objectives

  1. Gain a working knowledge of how water rights are determined in the United States.
  2. Gain a working knowledge of the challenges property owners and all Americans face in a dynamic world of water allocation and acquisition.
  3. Gain a working knowledge of the relationship between state water laws and the overriding supra-legal authority of the federal government.

Finding the Opportunities in Opportunity Zones | Bob Turner, ALC

Opportunity Zones (OZ) have been the talk of the real estate industry since they were created by the Tax Cuts and Jobs Act on December 22, 2017. They provide a new economic development tool that offers substantial tax incentives to investors. Opportunity Zones offer “opportunities” in housing, for commercial and land agents and investors, as well as with workforce and employment.

Session Learning Objectives

  1. Discover the opportunities that OZs present for Land Brokers.
  2. Learn about the OZ Rules for tax benefits.
  3. Discover how to apply the rules to real property.
  4. Understand how to plan and implement an OZ development.
  5. See how to make money in an Opportunity Zone.

The Negotiation Process: Getting to Agreement | Greg Glosson

In this session, Greg will give you practical information that you can immediately apply to both your personal and professional life. Successful negotiations can make or break a deal, so he’ll make sure you have step-by-step instructions to provide better service to your clients and customers.

Key Session Learning Objectives

  • Discover how to identify and use multiple techniques to successfully negotiate in both their personal and business lives.
  • Pair together to work through a common negotiation situation and compare objectives and outcomes during the debrief of the exercise.
  • Develop a plan to keep the most difficult negotiations in a positive, objective way and to reach the best possible outcome for those involved.

How DSTs Can Help You Generate More Listings | Joe Michaletz

In this session you will hear from industry experts on 1031 exchanges and Delaware Statutory Trusts (DST’s). They will cover unique strategies along with real world examples and case studies to arm you with the knowledge and expertise to help you educate clients on potential 1031 exchange options and strategies. These ideas will help you get clients “off the fence” and list their properties for sale. The topics covered will provide you additional tools to deliver more value to your clients and get more referrals. Some of these topics will include:

  • How landowners can transition from being asset rich and cash poor to having significant cash flow.
  • How to sell appreciated real estate, defer capital gains taxes and generate attractive income without any management.
  • How to defer capital gains taxes and pass the assets through an estate with the potential for no taxes.
  • How to pay off recourse loans and replace this debt with non-recourse (off balance sheet) debt.
  • How to sell equipment, grain and other assets to avoid taxes due on the sale.

Key Session Learning Objectives

  • Explain nuances of 1031 exchanges that you may not be familiar with.
  • Gain working knowledge of what a Delaware Statutory Trust (DST) is and how they can benefit 1031 exchangors.
  • Learn how to generate more listings and deepen client relationships with DST’s.

11:35 a.m. – 12:35 p.m. Break Out Sessions: Round 2

Winning Large Listings in Today’s Market | Richard Thompson

Winning the listing is almost always tough and gets even harder as the price gets higher. In this session we will explore how to better articulate the full value of the services we provide as they relate to the decision making process of sellers with tracts of large land tracts to sell. Specific topics will include showing competence, differentiation, auctions and competing with auctions, showing the value standard services, building a custom presentation and competing with top quality agents.

Key Session Learning Objectives

  • Create an awareness of the role education plays in winning listings.
  • Convey the importance of articulating the value of the everyday things we do.
  • Show that we must be intentional about creating differentiation.

Water Rights and Real Estate Brokerage | Charles Porter, PhD

Water is the common denominator of all life. Water rights and water laws vary across the nations state-by-state. A geographically competent real estate broker is cognizant of and understands the water rights and laws impacting the subject property. Water rights make up the key stick in the “bundle of sticks” that comprise all property rights. Water rights are also a key determinant of property values. Attendees to my session will gain an working knowledge of water rights as they relate to our duties as brokers.

Key Session Objectives

  1. Gain a working knowledge of how water rights are determined in the United States.
  2. Gain a working knowledge of the challenges property owners and all Americans face in a dynamic world of water allocation and acquisition.
  3. Gain a working knowledge of the relationship between state water laws and the overriding supra-legal authority of the federal government.

Finding the Opportunities in Opportunity Zones | Bob Turner, ALC

Opportunity Zones (OZ) have been the talk of the real estate industry since they were created by the Tax Cuts and Jobs Act on December 22, 2017. They provide a new economic development tool that offers substantial tax incentives to investors. Opportunity Zones offer “opportunities” in housing, for commercial and land agents and investors, as well as with workforce and employment.

Session Learning Objectives

  1. Discover the opportunities that OZs present for Land Brokers.
  2. Learn about the OZ Rules for tax benefits.
  3. Discover how to apply the rules to real property.
  4. Understand how to plan and implement an OZ development.
  5. See how to make money in an Opportunity Zone.

The Negotiation Process: Getting to Agreement | Greg Glosson

In this session, Greg will give you practical information that you can immediately apply to both your personal and professional life. Successful negotiations can make or break a deal, so he’ll make sure you have step-by-step instructions to provide better service to your clients and customers.

Key Session Learning Objectives

  • Discover how to identify and use multiple techniques to successfully negotiate in both their personal and business lives.
  • Pair together to work through a common negotiation situation and compare objectives and outcomes during the debrief of the exercise.
  • Develop a plan to keep the most difficult negotiations in a positive, objective way and to reach the best possible outcome for those involved.

How DSTs Can Help You Generate More Listings | Joe Michaletz

In this session you will hear from industry experts on 1031 exchanges and Delaware Statutory Trusts (DST’s). They will cover unique strategies along with real world examples and case studies to arm you with the knowledge and expertise to help you educate clients on potential 1031 exchange options and strategies. These ideas will help you get clients “off the fence” and list their properties for sale. The topics covered will provide you additional tools to deliver more value to your clients and get more referrals. Some of these topics will include:

  • How landowners can transition from being asset rich and cash poor to having significant cash flow.
  • How to sell appreciated real estate, defer capital gains taxes and generate attractive income without any management.
  • How to defer capital gains taxes and pass the assets through an estate with the potential for no taxes.
  • How to pay off recourse loans and replace this debt with non-recourse (off balance sheet) debt.
  • How to sell equipment, grain and other assets to avoid taxes due on the sale.

Key Session Learning Objectives

  • Explain nuances of 1031 exchanges that you may not be familiar with.
  • Gain working knowledge of what a Delaware Statutory Trust (DST) is and how they can benefit 1031 exchangors.
  • Learn how to generate more listings and deepen client relationships with DST’s.

12:35– 2:00 p.m. ALC Recognition Luncheon
Sponsored by Land.com Network

2:00 – 3:00 p.m. Break Out Sessions: Round 3

Harnessing the Power of RPR for Land Professionals | Andrea Goodhart

Did you know that if you are a REALTOR®, you have free access to RPR? Impress and better serve your clients with the data and resources available through REALTORS® Property Resource (RPR)!

Learn how to use RPR Commercial to:
  • Research data sources and property information in certain areas so you can better market properties and close more deals.
  • Take advantage of this powerful tool that will give you access to discover areas that match your clients’ investment needs
  • Better analyze potential development projects
  • and much more!

Sustainable Ranching Systems: A Different Perspective on Productive Stewardship | James Sawyer, PhD

Hear perspectives on ranch management for sustainable beef production that may challenge public perceptions of ‘sustainability’ and offer rationale for objectives and metrics that give landowners and managers a voice in the conversation.

Transitional Land: From Crops and Cows to Kids and Cars | Bill Eshenbaugh, ALC

Come hear from a seasoned veteran broker how to take land from crops and cows to kids and cars- Transitional land issues, yields, challenges and rewards.

Key Session Learning Objectives

  • Understand its all about the yield.
  • Learn about the major challenges of changing land use to development.
  • Gain a better understanding of risk-reward for owners, sellers, and brokers.

The Future of the Land Brokerage Industry | Aaron Graham, ALC

Ten short years ago, Apple introduced the iPad to the world. Compact and D-SLR camera sales were at an all-time high (1.2B worldwide). Uber had a whopping 3 cars in their entire fleet, and Cabela’s, the World’s Foremost Outfitter, didn’t even consider Bass Pro shops as a competitor. The world seems to be changing at a lightening-fast speed. Entire industries are being reshaped what seems like overnight. Technology is driving innovation and disruption everywhere, including the world of real estate brokerage. Come explore with me as I share my thoughts as to the changes we can expect over the next decade in the Land Brokerage Industry. Sure, some of it may be kind of scary, but it is my hope that you will see a future full of success and prosperity in the business we love.

Key Session Takeaways

  1. See how we can forecast our industry’s future by paying close attention to the current changes taking place in the residential real estate brokerage world.
  2. Learn why Land Professionals should focus on the true values they bring to their clients–those values that technological advances will not replace.
  3. Glimpse into that fact that how we live our lives and do business in America is changing rapidly. We must be willing to keep a flexible mindset as we barrel through the “Decade of Disruption.”

Building your Global Real Estate Business | George Harvey

If you have never completed an international real estate transaction or you are a seasoned global real estate practitioner you will learn multiple ways to create a successful international real estate practice or enhance the one you have now no matter where you live even if you only speak one language. You’ll be given a specific game plan on how achieve the above without having to travel outside of the United States. There are hundreds of successful international real estate practitioners in every state in the country. You will leave this session with an exact game plan that is easy to understand and reasonable to implement. International real estate can be the most fun part of your real estate practice and change your life on how you see the world.

Key Session Learning Objectives

  • How to start your international real estate practice.
  • How to develop it for a live time.
  • How to use the real estate knowledge you already have to differentiate yourself in global real estate.

3:00 – 3:30 p.m. Networking Break with Exhibitors

3:30 – 4:30 p.m. Break Out Sessions: Round 4

Campfire Chat: Land Pro Idea Exchange | Kasey Mock

No one succeeds alone, and no one fails alone. Join us for an interactive mastermind session with top producers in the land real estate industry.

Key Session Objectives

  1. Discover how top producers use leverage, leads, and technology to grow their businesses.
  2. Network and share ideas with other leading land professionals.
  3. Identify the key models, systems, and areas to focus on in your business to achieve greater results and build greater wealth in your business.

Sustainable Ranching Systems: A Different Perspective on Productive Stewardship | James Sawyer, PhD

Hear perspectives on ranch management for sustainable beef production that may challenge public perceptions of ‘sustainability’ and offer rationale for objectives and metrics that give landowners and managers a voice in the conversation.

Transitional Land: From Crops and Cows to Kids and Cars | Bill Eshenbaugh, ALC

Come hear from a seasoned veteran broker how to take land from crops and cows to kids and cars- Transitional land issues, yields, challenges and rewards.

Key Session Learning Objectives

  • Understand its all about the yield.
  • Learn about the major challenges of changing land use to development.
  • Gain a better understanding of risk-reward for owners, sellers, and brokers.

The Future of the Land Brokerage Industry | Aaron Graham, ALC

Ten short years ago, Apple introduced the iPad to the world. Compact and D-SLR camera sales were at an all-time high (1.2B worldwide). Uber had a whopping 3 cars in their entire fleet, and Cabela’s, the World’s Foremost Outfitter, didn’t even consider Bass Pro shops as a competitor. The world seems to be changing at a lightening-fast speed. Entire industries are being reshaped what seems like overnight. Technology is driving innovation and disruption everywhere, including the world of real estate brokerage. Come explore with me as I share my thoughts as to the changes we can expect over the next decade in the Land Brokerage Industry. Sure, some of it may be kind of scary, but it is my hope that you will see a future full of success and prosperity in the business we love.

Key Session Takeaways

  1. See how we can forecast our industry’s future by paying close attention to the current changes taking place in the residential real estate brokerage world.
  2. Learn why Land Professionals should focus on the true values they bring to their clients–those values that technological advances will not replace.
  3. Glimpse into that fact that how we live our lives and do business in America is changing rapidly. We must be willing to keep a flexible mindset as we barrel through the “Decade of Disruption.”

Building your Global Real Estate Business | George Harvey

If you have never completed an international real estate transaction or you are a seasoned global real estate practitioner you will learn multiple ways to create a successful international real estate practice or enhance the one you have now no matter where you live even if you only speak one language. You’ll be given a specific game plan on how achieve the above without having to travel outside of the United States. There are hundreds of successful international real estate practitioners in every state in the country. You will leave this session with an exact game plan that is easy to understand and reasonable to implement. International real estate can be the most fun part of your real estate practice and change your life on how you see the world.

Key Session Learning Objectives

  • How to start your international real estate practice.
  • How to develop it for a live time.
  • How to use the real estate knowledge you already have to differentiate yourself in global real estate.

4:45 pm Cowboy Auction Bar Opens

5:45 – 7:00 pm Cowboy Auction: Pony Up! Benefiting LEF
Sponsored by United Country Real Estate

7:15 – 9:30 pm RLI APEX Awards Program Ceremony (ticketed event)
Sponsored by The Land Report

Wednesday, April 1

8:00 am Breakfast Opens

8:30 – 9:00 am DC Update: Inside the Beltway
Speaker Russell Riggs, RLI Legislative Liaison to NAR

9:00 am Exhibitor Raffle Winners & NLC20 App Challenge Winner Announced

9:05 – 11:00 am Closing Keynote, sponsored by Inland Real Estate, and Closing Remarks