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Top Five Reasons You Need An ALC When Selling Land

We all know the old saying ‘the customer is always right’. Usually, it’s applied to restaurants and retail stores, but at the REALTORS® Land Institute (RLI), we think customer service is just as important in the land industry. Land sellers can expect an unprecedented level of expertise from any Accredited Land Consultant (ALC) that can help ensure you get the best deal when you sell land. Here are the top five benefits a landowner gets when using an ALC to sell their property.

1.ALCs Have An Unprecedented Number Of Connections

You meet a lot of great people on the road to completing the elite ALC Designation. These people include clients, other ALCs from classes and networking events, and industry experts from RLI’s annual National Land Conference.

Having these connections is a two-part benefit to land sellers. The first benefit is a larger client base. Since ALCs have so many connections with other expert land agents in the industry, they’ll have no problem connecting you with people interested in buying your land. ALCs have a national network of land professionals and industry experts at their fingertips through a directory of trusted land professionals called the Find A Land Consultant search tool offered by RLI.

The second benefit is that they have an endless wealth of knowledge from all their contacts. ALCs share their knowledge and experience through teleconferences, attending courses, and at the National Land Conference. When you hire an ALC to help sell a property, you’ve got the knowledge of hundreds of ALCs behind you.

2.ALCs Are Up-To-Date On Land Industry News

Knowing the latest in the land industry is a given for ALCs. Not only do they have an extensive knowledge of land from their courses, they are also able to stay up-to-date through a combination of e-mail newsletters, social media, and blog posts provided by the REALTORS® Land Institute. You can be confident that your ALC knows the latest legislative changes, market trends, and other news affecting the land real estate industry and will use this knowledge to your advantage in your land sale.

3. ALCs Are Proven Hard Workers

Getting the ALC Designation isn’t easy. To get the designation they must:

  • complete 104 LANDU education hours
  • meet strict volume/experience requirements
  • pass a summary exam
  • submit a portfolio that documents their experience, education, and volume of sales
  • be approved by RLI’s ALC Designation Committee and Board of Directors
  • agree to abide by high ethical standards, known as the ALC Code of Conduct, as well as the National Association of REALTORS® Code of Ethics

Did you get tired just reading that list? So did we. Completing the ALC Designation requires immense dedication and hard work. You know they will put the same amount of hard work into selling land.

4.ALCs Raise The Bar When It Comes To Experience

Selling land is such a complex process that you need someone on your team with years of experience. Having years of successful land sales experience is a required part of becoming an ALC. This experience helps them navigate every part of the sale, from mineral rights and soil types to how the land transaction could be impacted by 1031s or WOTUS. They know all the tricks of the trade from their years in the industry and can use it to help you sell your land.

5. Top-Notch Education Equals Expertise

When conducting one of the most important transactions a landowner can come across in their lifetime, there is a lot riding on having it done right. Why accept anything less than the best? Using an ALC guarantees that the agent representing you will have the knowledge and expertise to do what is in your best interest. All ALCs have completed rigorous courses through RLI’s LANDU Education Program, which is equivalent to having a master’s degree in land real estate transactions.

Selling land is so much more complex and requires specialized expertise of a trustworthy agent with connections, knowledge, and experience. Having an ALC at your side can help guarantee that you will sell your land for the best possible price. Find an ALC or reputable land professional in your area using RLI’s Find A Land Consultant tool.

The Realtors® Land Institute, “The Voice of Land,” continually strives to maintain its status as the acknowledged leader for all matters pertaining to the land real estate profession. RLI endeavors to remain the essential membership organization for the extraordinary real estate professionals who broker, lease, sell, develop, and manage our most precious resource: the land. The Realtors® Land Institute, provides the expertise, camaraderie, and valuable resources that are the foundation for all land real estate professionals to become the best in the business.

The Top Land Blogs to Follow!

Buying or selling land can be confusing and complicated at times. It helps to partner with a land professional. You the client need to be educated about the process, intricacies around land ownership and many other facets surrounding all things LAND. There are many blogs out there that cover these topics and a lot of this information is available to you through blogs. Experts in the field often write blogs where they have an opportunity to share their knowledge….so why not take advantage.

I wanted to mention just a few, I hope you find these helpful.

 

 

Lands of America Blog

One of the leading website for rural land searches. Their post are written from many land professionals around the country and contain information you need to know!

 

 

LandThink

A great website full of information. This is the parent company for LandFlip.com a great site for searching for land and farms. The content often contains surveys from land professional across the country. Want to get land savy? Read their blog.

 

Southeastern Land Group Blog

Great content from their land agents. The content often covers topics about buying and selling land, transaction process and a wide variety of great information. One of my favorite bloggers is Jonathan Goode.

 

 

 

REALTORS® Land Institute Blog

Institute of  Land Broker professional from across the Country. Their Blog post come from members with a diverse background including Forestry, Agricultural, Farms, Ranches and a lot more!!

Land Blog.. Get the Dirt!

I had to plug my own blog. With over 35 years of experience in the timber, land management and land brokerage business, I love to share information to help buyers and sellers! My blog is narrowly focused to cover land, real estate and forestry topics!

 

Kent Morris, ALC is a Registered Forester and Associate Broker who has experience in fields such as timber appraisals, harvesting, thinnings, and timber sales. He writes articles about these fields and more in his blog Land Blog…Get The Dirt!

The Benefits of Land Real Estate Education

Some people think all they need to succeed in the land industry is a love of land and a few years of experience under their belt. Both of these are great to have, but once you start working, you’ll be faced with questions that even some of the most seasoned professionals might not know how to answer. Would you know what to say if a client asked:

  • In what ways do soil types affect land use?
  • Can I use a tax deferred 1031 exchange to my advantage?
  • How can I gain community support for land use projects?
  • What kind of returns can I expect from this property over the next ten years?
  • What are the tax results of my land real estate investment?
  • What is the highest and best use of this property?
  • What is the most efficient way to title real estate assets for a future wealth transfer?
  • What does the current US property rights system guarantee a landowner?

Gaining expertise through professional development and continuing education prepares agents to answer the tough questions before a client even asks them. But that’s not all. There are a lot of benefits of land real estate education.

The REALTORS® Land Institute is the gold standard when it comes to land education. No other provider offers as wide of a selection or as in-depth of courses as RLI’s LANDU Education Program. Here are the top four ways a LANDU Education can help you every day in your business to more confidently conduct transactions and close more deals as a land agent:

1: Expertise From The Best

If you look at RLI’s Instructor Center, you’ll see over thirty instructors with countless years of experience between them. You’ll truly be learning from the best in the business. These teachers have been handpicked and approved by RLI based on of their knowledge and expertise in their field of specialization.

2: Learn Your Way, At Your Pace

When you work with RLI, you choose the way you want to learn. There are online classes for folks on the go, independent study courses for those who to choose the pace they learn at, or traditional classroom classes for people who want to learn and network at the same time. If you want to get the Accredited Land Consultant (ALC) Designation quickly, you’re in luck. RLI’s 2018 LANDU Education Week is June 2-10 in Arlington, TX. Complete all of the course credits required to earn your ALC Designation in one place, including the three required courses and three elective courses which ensure attendees meet the ALC Education Requirements upon completion.

3: Stay Trendy

We aren’t talking about hitting the closest Cabela’s to check out their clothing line or buying the latest Yeti accessory (although they are trendy!). The land real estate industry and the technology tools available to agents are constantly changing, making it crucial to stay update on the latest trends so you have the strategies and knowledge needed to adapt. RLI offers Hot Topic Webinars throughout the year to make sure agents can stay ahead of the curve. Many of which are free for members to attend.

4: Increase Your Client Base and Referral Network

Getting the ALC Designation is a great way draw more and get referred more clients. Having the ALC shows your clients and other agents that you have the expertise and experience needed to successfully conduct land transactions. Plus, as part of a nation-wide network of ALCs, there is no shortage of referrals happening.

Even without earning the ALC, RLI’s Find a Land Consultant tool, which is an online public directory of RLI Members, is a popular way for potential clients to find you. In fact, if you Google ‘find a land consultant’, the very first thing that pops up is RLI’s Find a Land Consultant search tool. Even Google knows RLI Members are the best in the business!

To wrap up, there are more benefits to land education than just getting a gold pin or three letters after your name – although we highly encourage you take advantage of their added power as well. You can expand your client base and referral network and learn from the best in the business about the latest need-to-know information for land agents all in a way that’s customized to meet your needs.

About the Realtors® Land Institute                    

The Realtors® Land Institute, “The Voice of Land,” continually strives to maintain its status as the acknowledged leader for all matters pertaining to the land real estate profession. RLI endeavors to remain the essential membership organization for the extraordinary real estate professionals who broker, lease, sell, develop, and manage our most precious resource: the land. The Realtors Land Institute, provides the expertise, camaraderie, and valuable resources that are the foundation for all land real estate professionals to become the best in the business. For more information, visit rliland.com or call 800.441.5263. It’s the best time to join the best!

What Does It Take to Be a Successful Land Real Estate Agent?

The land real estate business isn’t for everyone. It’s a field that requires enormous amounts of self-motivation, individuality, and hard work. It’s a field where working around the clock isn’t exceptional – it’s expected. That might seem overwhelming for some people, but all that work also has a lot of benefits. Meeting interesting people, the satisfaction of closing a big sale, and having the great outdoors as your office are just a few perks that come with the job.

To learn more about success in this field, we chatted with some of RLI’s top Accredited Land Consultants (ALCs) to learn about what it takes to be successful in the land real estate business.

Determination.

One thing that all land real estate experts need to succeed is determination. Land real estate can be impacted by lots of different things, many of them (like natural disasters) are out of your control. You need determination to get through the bad days and make the most of the good days. “I believe our success has been more about investing in ourselves, our careers, and our professional practices and never giving up on an opportunity. It all starts with being involved and taking advantage of the education offered through organizations like RLI,” says Drew Ary, ALC, a land specialist with Keller Williams.

Having determination to make the most out of any situation is a gateway to another key to success: a strong moral code. Having a strong moral code will give you stability in the dynamic world of land real estate and help you end the day feeling good about what you’ve done. “The Real Estate business can bring many highs and many lows. It is the kind of job that can leave you feeling incredibly accomplished and fulfilled one day while lost and struggling the next.  At the end of the day, it is your moral compass and how you treat people.  I’ll never shoot 100% or close every sales pitch but if I can lay my head down at night knowing that I was honest, genuine, and gave people my best, I can sleep easy and find confidence in that,” says Luke Worrell, ALC, with Worrell Land Services, LLC. If you don’t have the ability to make it through the tough days, land real estate might not be for you.

Grit.

Another factor that leads to success in land real estate is hard work and grit. Some people think that hard work means clocking in for a nine-to-five job, but land real estate experts are always working. Weekends, late nights, and holidays are all times that land real estate pros are still hard at work. They know that there is a direct correlation between the work you put into your job and what you get out of it. “The work you put in is directly related to the amount of money you earn, the freedom you have, and satisfaction you gain to
live your life your way,” summarizes Wendy Johnson, ALC, with Keller Williams Realty Rockwall.

Adaptability to Tech.

For land real estate experts, technology can be a double-edged sword. Sure, it’s great for finding new clients and properties, but who hasn’t watched hours go down the drain because you are trying to keep up with e-mails, calls, and social media? The trick is balancing the benefits of technology with the benefits of in-person interactions.

“Technology has changed the real-estate landscape in a big way, making consumers far more independent than in the past. However, I still believe that buyers and sellers prefer a personal connection with a real-estate professional. This has essentially shifted the focus of our job from that of a sales person to that of a trusted counselor. Millennials generally prefer to text in the beginning, but given the vast array of real-estate professionals from which to choose, most buyers still want to hear the sound of a voice before they make a final decision on who to trust. I always prefer to get a buyer or seller on the phone—or better yet in person. Technology is an excellent way to view through a window, but face-to-face is what finally opens the door,” said REALTORS® Land Institute Member Kem Winternitz, ALC  of Timberline Realty in an interview with Lands of America. If you can make technology work for you instead of the other way around, you may just be able to make it as a land real estate expert.

Expertise.

An extensive knowledge of land real estate is key for success. Getting hands-on experience or working with people who have many successful years in land real estate under their belt is a great way to learn the ins and outs of the industry. And the more you know about the field, the more you know about your clients and their needs. “A really great land broker needs to be able to share his buyer’s vision in addition to truly understanding the highest and best use for all properties. The phrase “boots on the ground” never meant more than it does in land brokerage,” says Winternitz.

In addition to utilizing all the technologies that are available today such as mapping and marketing, a land broker must literally put his boots on the ground. He or she needs to be familiar not only with the property itself, (property corners, boundaries, utilities, rights, etc.) but also the general area, elevation, terrain, soil capabilities, animal-carrying capacity, water features, game management units, and so on in order to understand fully what they are marketing and to answer the buyer’s questions completely. Outstanding land brokers develop gut feelings and a natural instinct about land parcels that only comes only with experience,” says Winternitz.

If you have determination, a rock-solid work ethic, an ability to use technology wisely, and a good knowledge of land real estate (or the willingness to learn – check out the LANDU Education Program) , you might just have what it takes to succeed in land real estate!

Is New Technology Replacing Land Brokers?

Are real estate land brokerages going the way of the dinosaur?

With the advent of drone videos, Google Earth, digitized County GIS records, and property advertising websites, are the traditional services of rural land brokers still needed? This article is my attempt to address that question.

If you are a part-time or mediocre land agent who only does an occasional land deal, you should be worried about how necessary you are going to be to consumers going forward. Your services will probably not continue to be as relevant in the near future. Brokers that continue to get better at their jobs and excel in professionalism have a bright future ahead.

My conclusion comes from observing craftsmen in their trades. A mediocre cabinet maker with access to fine tools, will continue to make substandard cabinets. A master with ordinary tools can accomplish surpassing quality because they pour their heart and mind into their work. It isn’t the tools that do the work, it is the expertise and discipline of the craftsman.

Websites, videos, mapping systems, UTV’s, and internet access to information are all tools of the land brokerage trade. There have been immense advancements in technology in my short 8 years in this business. Mapping technology is infinitely easier to use than when I entered the field. Now every buyer has access to Google tools that allow them to zoom in and out, draw boundaries, measure distances and area, and determine distances to their home. This is no longer proprietary information that consumers rely on brokers to obtain. There have been similar developments in finding property listings and also about obtaining county tax assessor information on parcels.

A conversation like this begs the question,  “What do land brokers really do?” If you are a broker and your answer to that is that you put properties online and in the newspaper, then your days in this business are likely numbered. I answer it this way, “I help people buy and sell land.” The emphasis in that sentence is on, “I help people.”

Consumers like to work with people they trust.

Our job as brokers is to give people all the information they need to make the best decision possible. For our clients, we also provide advice as to the proper course of action for their situation. In order for a broker to be able to provide expert advice, one must continue to learn and develop professionally. It takes a deep level of commitment to follow current trends, join professional organizations, network with others in the business, and constantly reflect on issues and trends that affect our industry.

My feeling is that brokers that are in this career for the long haul should join an organization like the REALTORS® Land Institute (RLI), and work toward earning their Accredited Land Consultant (ALC) designation. The Institute was founded by and for land brokers to promote the level of professionalism and increase the level of service to our customers and clients. Our members take an oath to conduct business in the most ethical manner, and agree to be held to a higher standard in their daily practices. The ALC designation is earned by those who demonstrate a commitment to obtaining the education and exercising proficiency in serving people who buy or sell land.

A consumer may be thinking, “But brokers are not necessary because I can use the internet to do what you do.” A portion of that statement is true, the internet is helping to educate consumers. There is an ample amount of good information from Toyota on how to change the timing belt on my truck. Is that something that I would personally try? Probably not. My feeling is to leave that to the experts, because messing up such an important task could cost me more than it would save me. WebMD is filled with information on diagnosing many important health conditions. Is it a good idea to diagnose and treat yourself based merely on the range of symptoms contained in the two paragraphs you read?  No. You should seek out the person with the training and knowledge to help you diagnose and treat the actual condition.

We should work hard to offer our clients the best possible service that leads to the best possible outcomes for them. Those brokers who take the time to get the proper instruction, master the tools of the trade, and do their work with expert skill will have a successful career. There will be changes in our industry, and some among our ranks will be weeded out. Make a commitment to do the things necessary to help you excel in our profession and elevate the reputation of our industry. There will never be a replacement for a passionate person, driven to excellence who excels in serving people. Those are the brokers consumers will line up to work with.

Goode, JonathanAbout the Author: Jonathan Goode, ALC, is an active member of the REALTORS® Land Institute. He is a Co-owner of Southeastern Land Group, LLC (SELG) and is the Responsible Broker for the company in Mississippi. He is passionate about helping people buy and sell land.