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RLI Members Benefit From Increased Exposure

With so many business buzzwords flying around, it can be hard to pin down what associations are doing day-to-day to best serve you – the members. Here at RLI National, we want to give an inside look into what we’re doing to promote our ALCs and RLI Members.

If you had a peek at the RLI 2017-2020 Strategic Plan Update, you probably noticed most of the points revolve around increasing awareness of our members and adding value to membership. At first glance, “awareness” and “adding value” can seem like two more buzzwords, but each priority is broken down into a series of steps that are currently in motion.

One of the ways we added value to membership was by creating the RLI APEX Awards Program. Sponsored by The Land Report, this awards program was designed to recognize the industry’s top national producers– truly the crème de la crème. The APEX Awards Program caught the attention of the media, getting coverage everywhere from the Business Insider to the Chicago Tribune and Market Watch. All the media attention got free publicity for all our applicants and their companies. Applicants that attended the APEX Awards Ceremony at our 2018 National Land Conference were even featured on a billboard in Times Square!

Another way we are creating awareness of RLI, is by having ads in every major industry publication and digital ads on all their websites, including:

These ads help us stay top of mind for people in every sector of the land industry. The RLI Brand is omnipresent in print and in person. in 2018, so far we‘ve had booths promoting RLI at the CCIM Conference, NAR REALTORS® Conference & Expo, and NAFB (National Association of Farm Broadcasting) Conference to help us maintain a strong voice in the land industry and spread awareness of our organization and designation. We are also working closely with NAR State and Local associations to help create awareness about RLI.

Our promotions resulted in an incredible 814% (yes, you read that right!) increase in people using the Find a Land Consultant search tool! This jump in Find a Land Consultant use means that land buyers and sellers are turning to REALTORS® Land Institute to find a land expert for their transaction – to find you, the RLI Member! In addition, with the help of Facebook ads, bringing on top-notch industry keynote speakers, and growing the number of partners in the exhibit hall by 60%, we’ve seen a 44% increase in attendees to 2018’s National Land Conference!

With more industry partners, we’re able to invest more into promoting our members and can offer more discounts to help members grow their businesses and close more deals.  For example, we also have formed partnerships to get our members great discounts and services as part of our Member Advantage Program (MAP).

 

RLI also created my role as Membership & Communications Specialist to assist with content generation, in addition to assisting members, to increase the quantity of posts we are able to put out. This has allowed us to now create valuable content for both land real estate agents like our members as well as content valuable to landowners. And even the content for landowners benefits you, the member, because you are able to share these pieces from our YOUR Land Blog to position yourself as the expert in your market by providing relevant, valuable content to your clients and potential clients. Our blog posts (like the one you are reading right now) keep our members in the know and to cement our role as The Voice of Land by showcasing timely, relevant content that is valuable to both land agents and landowners.

We’ve already had incredible results! RLI had a record number of partners for NLC, a 60% increase in industry partners that offer services to land professionals, and, for the first time in recent RLI history, sold out LANDU Education Week with record attendance.

We only listed a fraction of the steps that we’re taking to better serve our members (we’d need a lot more room to cover all that! You can read our full 2017-2020 Strategic Plan here). We always want to keep members updated on what we are doing so that we can work together to be The Voice of Land.

About the Author: Laura Barker is the Membership and Communications Specialist for the REALTORS® Land Institute. She graduated from Clark University in May 2017 and has been with RLI since October 2017.

Put the Power of the RLI or ALC Brand Behind Your Name

Being a part of REALTORS® Land Institute comes with a lot of benefits that you probably already use: amazing networking opportunities, deep discounts, and our property marketing tools The Land Connections and e-Properties. But there is one benefit that isn’t as obvious: the power of the RLI or ALC brand. In this article, we’re going to explore how you can put the power of the RLI or ALC brand behind your name.

How can you, the RLI Member or ALC, make the most of our brand power? We asked Terri Jensen, ALC, a land broker with National Land Realty and 2015 Past President of RLI, what the ALC Designation means to her. Of 18,000+ REALTORS® in Minnesota, Terri is one of only 14 to have earned the elite ALC Designation, so we knew she’d be a good person to ask. Here’s what she said having the RLI and ALC brands means to her:

  • “Provided the education, experience, and expertise needed to better assist my clients
  • Continued education on hot topics to stay current in the marketplace
  • Ability to lobby for legislation on behalf of landowners, as well as real estate practitioners
  • Always having someone to call on with a question
  • The ability to better market my services given the very small number of ALCs in my state vs. the total number of REALTORS®
  • Networking and a sense of family with those who know land
  • The opportunity to participate in, and be part of an organization that strives to be The Voice of Land and make its members the best in the business!”

So, what can you do to make the most out of your ALC and RLI Membership? Here are five ways:

1. Use The Logo

Use the RLI Member or ALC Logos* on all your property listings, business cards, email footers, and other marketing materials. You can even visit the RLI or ALC Logo Brand Shops (access them from your RLI Member profile page) to order clothes, office supplies and more branded with our logos! Plus, RLI Chapter Members can take advantage of using the new RLI Chapter Member Logo if you’re an active member of an RLI Chapter. The more you promote the ALC logo and RLI Member Logo, the more brand recognition there will be in the industry – which means the more valuable holding the designation or being a member becomes for you!

Need marketing materials? We’ve got you covered. You can order ALC Brochures online, and we also have press release templates for new ALCs and RLI members in our Member Resources page.

2. Keep Your Find a Land Consultant profile Up To Date

With the boom in use, you’ll want to make sure your most current information is on your FALC profile. This includes your specialties, contact information, where you are licensed, a headshot, and more. Check out our article Top Six Find A Land Consultant Profiles article for tips on how to improve yours.

3. Continuing Education

There’s always something new to learn, and sometimes it costs nothing! ALCs and RLI Members get discounted member rates on classes and even get a few free webinars each year.

Now is the perfect time to check out our course schedule, since we just finished up an education update to make the courses even better. The content in all of our classes has been updated to provide you with the most relevant industry trends and best practices. The format of the classes has also been updated to enhance engagement with both the content and other students. You can view all of our upcoming classes here.

4. Attend the Annual National Land Conference (NLC)

This is a great event to see and be seen. RLI Members and ALCs get discounted member rate registrations. Plus, you can be sure to get an even deeper discount on the networking event of the year with early bird registration rates by registering before December. And if you are a new member of RLI that has a join date after January 1, 2018 you’ll automatically get an additional 25% off registration. How does attending NLC help your brand?

“Anything you do to develop yourself professionally is an opportunity for you to demonstrate to landowners, lenders, attorneys and others with whom we all share the agribusiness space, that you embrace the notion of lifelong learning within your craft,” says Allison Worrell of Worrell Land Services, LLC.

5. Keep Us In The Loop!

We love promoting members who have won an award or gotten an article published. Contact us at rli@realtors.org so we can extend the reach of your industry success.

Now that you know how to make the most out of your RLI Membership and ALC, are you curious as to how RLI promotes its members? Tune in next week for a look into what we do every day to promote our amazing members!

*Reminder: RLI Members and ALCs – please be sure to use the logo in accordance with the RLI Visual Standards Manual.

About the Author: Laura Barker is the Membership and Communications Specialist for the REALTORS® Land Institute. She graduated from Clark University in May 2017 and has been with RLI since October 2017.

 

Recreational Land 101

Recreational land is different than other land types. Its success isn’t measured in crops, but on the quality of the time spent on the land. Whether you buy recreational land as a hideaway for generations to enjoy or to create a lucrative hunting spot, recreational land does have some unique barriers to achieving success. Since this land type isn’t talked about as much as residential or farmland, we wanted to dedicate a blog post to commonly asked questions about recreational land.

What is recreational land?

As the name suggests, recreational land is land that is used for recreation. The types of recreation can vary – hunting, fishing, camping, ATV-ing, and more. In the industry, hunting is one of the most popular and well-recognized uses for recreational land.

What should I look for when buying recreational land?

Knowing what zoning regulations and restrictions impact a property is one of the most important things to look for. These regulations can impact everything from buildability to what you are allowed to hunt. Work with a land expert in your area who can help you find a property zoned right for your intended use.

If you want to use the land for hunting, keep an eye out for animals and things animals like. Food plots, a good source of water, and cover for animals to feel safe in is key for attracting game to your land.

Good neighbors can also make or break a recreational property. If the property is part of a managed neighborhood, that’s a great sign that they are dedicated to helping everyone in that community and their land to thrive. Bad neighbors (for example, poachers, people who make noises that scare animals or disturb the natural peace, or people that dump waste into the river) can ruin an otherwise perfect property.

What are the benefits of buying recreational land?

How you benefit from the land is up to you. You could let other people enjoy the property and its amenities for a fee. You could improve the land and sell it for a profit down the road.

You can also use it for your friends and family as a retreat from the rest of the world. If kept in good shape, recreational land can be something passed down for generations that will only increase in value.

How can I add value to my recreational land?

There are dozens of ways to add value to your recreational land. In his guest post for RLI, Bob Stalberger, ALC, suggests adding trail cameras as a cheap and effective way to add value.

“Buyers are always asking me to see trail camera photos from the property for sale,” said Stalberger. “When we check the analytics of our listings, it is proven that a listing with good trail camera photos vastly outperforms a listing without them. In addition, I personally advise my new buyers to go buy a thumb drive and save trail camera photos from day one, even if they have no plans of ever selling. It is great to be able to show a buyer 2-10 years of trail camera photos and allow them to see the quality and quantities of deer using the property.”

Tommy Stroud, Jr, ALC, recommends creating habitats for animals to thrive in. He says, in his guest post for the RLI Blog, about a recent property he helped to add value to “This [property] required thinning the trees back to 35-50 trees per acre. A skid steer with a grinder ate up a lot of the long-abandoned understory before Garlon (Triclopyr) was sprayed to prevent hardwood growth. These fields were burned using prescriptive fire in late February.  Continuing to burn every one or two years will keep this stand clean and provide a great habitat for all wildlife.”

Recreational land is so much more than just another land type. It can be a family heirloom passed down from generation to generation, a profitable business, or just a place to get away from the rest of the world. Interested in owning a piece of your recreational land? Make sure to Find A Land Consultant that has the expertise required to conduct these types of transactions.

About the Author: Laura Barker is the Membership and Communications Specialist for the REALTORS® Land Institute. She graduated from Clark University in May 2017 and has been with RLI since October 2017.

Checklist for Success

How many of you are the backbone of your Company’s entire operation? In fact, you are probably your entire operation: a solo agent prospecting for new leads, writing offers, conducting listing appointments and buyer consultations, negotiating contracts, giving sellers marketing updates, ordering surveys, determining utility locations, marketing your listings, handling your social media and overall, handling the entire transaction from listing to closing. In fact, you probably have to make your own coffee and try to manage a database and a family. WHEW, it’s a lot!

Have you ever felt as if you’re juggling too much, perhaps, you’re even struggling to keep up? Ever wished that you were in a position to hire an assistant to support you with the never-ending stream of administrative tasks? Have you determined that you’re not quite ready for that next step but desperately need some help staying organized and efficient? I feel like this is an incredible place to start. Not only will it help you stay organized, it will create a workflow that can be duplicated and passed on. Now is a great time to consider implementing systems and processes that can later be handed off as you grow. In order to do so, you have to write down what has to be done before you can hire someone to do it.

In order to move from a solo agent to a team, you must build systems that will keep your company operational and functioning in a smooth, systematized and efficient manner. In addition, when you finally hit your breaking point and hire an admin, you can share these systems and train your team by simply going over your documented processes. If you’re a real champion and want to grow your business exponentially, I would personally recommend going through the utter discomfort of hiring a business coach. I would recommend someone like Mike Ferry Organization, Tom Hopkins International, or my personal favorite, Icenhower Coaching and Consulting.

A coach can help you organize your business, determine when to hire staff members and how to grow. It is uncomfortable; however, I want to illustrate the type of systems the discomfort introduces. Below you will find Ary Land and Home’s Listing to Contract Checklist. My team and I have developed this over time while working with our coach (Icenhower Coaching and Consulting). See below.

 

Date Completed Date Requested
Admin intro call to sellers – immediately after listing signed
Receive signed listing agreement
Create PROPERTY FILE CHECKLIST
Obtain all signed & completed sellers disclosures
Obtain showing instructions from agent/sellers, Gate Code? Combo?
Verify Aerial is accurate with salesperson
Put seller on MLS listing auto-alert email drip for LAND OR HOME to buy
Put seller on MLS auto-alert drip- MLS status changes 1 MILE RADIUS FROM LAND
Ask Seller for utility companies, call and get sizes of lines in front of prop
Order preliminary title report, HOA Documents & CCRs if HOME
Order Signs? Let Trish know what’s used for sign inventory
Add sellers to admin weekly update call list
Add sellers to agent’s weekly update call list
Ask to Enter listing into MLS as incomplete for agent to proof
Assign lock box to MLS listing
Add client to CRM database
Add new listing to Team Scoreboard
Submit listing contract/disclosures in to DotLoop for compliance
Get MLS listing edits/approval from Agent
Upload MLS Client Detail Report to property file
Email MLS Client Detail Report to all team members
Add/Enhance Listing on LandWatch LOA and LandBrokerMLS
Calendar Listing Expiration Date
Prepare property flyer
Create “Just Listed” Facebook & social media posts
“Just Listed” mailers/flyers created & ordered
Add clients as friends on Facebook/Social Media
Claim listing on Zillow/Trulia & set up reporting
Sign up at property
Flyers delivered to property
LISTING GOES LIVE ON MLS  
Send Thank You/Gift Card to Person who Referred Listing
“Just Listed” email to neighborhood & SOI
“Just Listed” posted on Facebook & social media
Call to sellers for PRICE REDUCTION APPOINTMENT?
Weekly Activity Report Call to sellers
Email Activity Report to sellers
ONCE OFFER(S) RECEIVED  
Prepare summary(s) of key offer terms to present to sellers
ONCE OFFER ACCEPTED – Start Property File Checklist  

 

*Please note that you need to go through the checklist, there are some things that will not apply to your situation.

Can you picture yourself using this checklist? Can you imagine what it would be like to know that all of your files are “where they need to be?” Fundamental organization and structure is essential.

The main goal in writing this Blog is to help novice agents understand that developing routines and establishing work flows is essential to running a successful real estate company. Even though you may feel like you are too far gone, YOU CAN turn chaos into order and whip things into shape. These processes will 1) make your life as an agent easier and less stressful, and 2) create and maintain seamless systems that can be duplicated to keep the business running so that you can focus on growing your business.

With that said, I urge you to sit down and go over the above Listing to Contract Checklist and make it yours. Don’t stop there, make a Contract to Close Checklist, a Seller Closing Checklist, and a Buyer Closing Checklist and just keep going. Don’t make the checklists just to make them, make sure you implement them and go over them weekly. Make a checklist of what needs to be done on every file and eventually you will be able to hire someone that can make sure the items are checked off for you. I know it will be painful and you will grow to the extent of pain you can handle!

On another note, if you are looking to hire someone and you are not sure exactly what they are supposed to do, keep reading. Below is a sample Listing Manager’s job description.

  • Oversee all aspects of Seller’s transactions from initial contact to executed purchase agreement.
  • Prepare all listing materials: pre-listing presentation, Listing Agreement, sellers’ disclosures, comparative market analysis, pull online property profile, research old multiple listing service (MLS) listings and etc.
  • Consult & coordinate with Seller’s all property photos, surveys, repairs, cleaning, signage, lockbox, access requirements & marketing activities.
  • Obtain all necessary signatures on listing agreement, disclosures and other necessary documentation
  • Take property phone calls and monitor Agent emails.
  • Coordinate Buyer showings & obtain feedback.
  • Provide proactive weekly feedback to sellers regarding all showings and marketing activities.
  • Coordinate all agent meetings and remind Agent of important dates.
  • Input all listing information into MLS and marketing websites and update as needed.
  • Submit all necessary documentation to office broker for file compliance.
  • Input all necessary information into client database and transaction management systems

Again, when I got into real estate, I knew how to sell Farms. I did not understand how to run a business. None of this comes natural to me, however; it has changed the way our business operates. In fact, I no longer say “only I can do it” or “no one will do it as good as me.” That is a scarcity mindset and you have to realize that if you are saying that right now, it’s because “how to do it is not written down,” as our great leader, Gary Keller, would say. It took me a long time to realize this and if it weren’t for Kasey Mock taking the time to explain how important a business foundation is, I sure wouldn’t be where I am at today. With that said, my challenge to you is to start to document the things you do and create checklists to make sure they are done on every file. Make it a priority! Call me if I can help!

This post is part of the 2018 Future Leaders Committee content generation initiative. The initiative is directed at further establishing RLI as “The Voice of Land” in the land real estate industry for land professionals and landowners. For more posts like this, click here

About the Author: Drew Ary, ALC, is an agent with Keller Williams Advantage. Drew has a vast knowledge of raw land, land with improvements, and farm and ranch properties. Above all, he has a passion for selling land and farm and ranch properties by bringing buyers and sellers together through honesty and integrity. Drew spent 10 years in the real estate auction world with roles as a Closing Coordinator, Project Manager, and a large portion as the Director of Farm & Ranch Sales. Drew moved to traditional real estate with Keller Williams Advantage at the beginning of 2017.

Gathering and Verifying Comparable Sales for Rural Land

As a rural land appraiser, comparable sales are the “life blood” of my business. Of the three common methods for appraising – cost, income, and market data – I tend to use the market data approach the most often both as an appraiser and as a real estate broker. This method allows me to gather reliable and verified comparable sales which are both vital for pricing and appraising properties.  Here are a few ideas on how to do this in your rural land markets:

Sources for Comparable Sales

Networking with Market Participants

Talking with local market participants has proven to be the best way I have found to locate sales. Whether you are at the local restaurant eating lunch or at an agricultural trade show, you should always keep your “ears to the ground” for recent land sales. You may hear these sales in conversations with farmers, foresters, buyers, sellers, bankers or other individuals.  When you hear mention of a sale that you do not have in your database, be sure to listen closely and ask questions if the timing is right always being courteous of others’ time and privacy. If someone seems as if they don’t want to talk about the sale, respect that and try to do further research elsewhere such as utilizing probate records or having conversations with other brokers or appraisers involved.

Company Sales

My best sales are by far the ones where one of our company’s representatives (myself or another broker) is involved.  These internal transactions can almost always ensure that great data will be gathered to verify a sale considering that we should have all of the maps, closing statements, contact information and other necessary data readily available.

Multiple Listing System (MLS)

MLS is a great tool to utilize in your search for comparable sales in more populated areas (considering I appraise and sell land in rural south Alabama, I do not have the opportunity to utilize it often).  Further detail verification of the transaction and property will be necessary since MLS’s are geared towards Residential Real Estate but it’s an excellent “starting point,” if available.

Other Appraisers and Brokers

It is imperative to keep a good working relationship with appraisers and brokers in your market area if you want good data on comparable sales. I have made many great friendships by sharing and receiving comparable sales with other appraisers. I met several of these appraisers at various American Society of Farm Managers and Rural Appraisers (ASFMRA) events. After meeting other appraisers in my area, I always try to follow up by phone call or email to remind them to let me know if I can ever help them with comparable sales in my area. Many of these appraisers have sent work to me when they were either too busy or had a conflict of interest. “Friendly Competition” in the appraisal world is something that we must continue to work towards.

Verifying Comparable Sales

It is always best to speak with someone directly related to the transaction to verify a comparable sale. Of course, if you live in a “disclosure state” you can find items like: purchaser, seller, closing date, legal description and purchase price on the deed at the local probate office. However, in most cases there are other items that make up the purchase price that must be researched further. When verifying comparable sales, I almost always start at the probate office to verify that the sale actually closed, print a copy of the deed so that I have it for my records, and look up the property on the county tax map to verify its location. I will then try to contact someone directly involved with the transaction to determine items such as: improvements located on the sale and their contributory value, timber value, long term leases and their contributory value, equipment or livestock included with the purchase, just to name a few. I find it is most beneficial to speak with buyers, sellers, and agents involved with the transaction. More times than not there will be two sides to the story which you must reconcile to determine the true makeup of the items involved with the sale.

Comparable sales research is something that will make you a better real estate broker or appraiser. I believe you never can know “too much” about your local land market. Knowing your market will help you competitively price land which is ultimately helps it sell quicker, this “hands on” approach of digging through sales will likely introduce you to valuable market participants with great lead potential that you otherwise might not have met in your everyday professional life.

This post is part of the 2018 Future Leaders Committee content generation initiative. The initiative is directed at further establishing RLI as “The Voice of Land” in the land real estate industry for land professionals and landowners. For more posts like this, click here.

About the author: Calvin Perryman, ALC, is an Associate Broker and Appraiser with Great Southern Land. Calvin is an active member of RLI, serving on the 2018 Future Leaders Committee and as the 2018 President of the RLI Alabama Chapter. He graduated from Auburn University with a Bachelor Degree in Agricultural Business and Economics in May of 2011. Shortly after graduating from Auburn he obtained his real estate license and has been in the real estate business since 2011.

How To Build A Pond Or Lake

I had the privilege of selling some property to a great couple and they had a ‘must have’ requirement; they wanted a property suitable to building a lake and we found a great property located in Harris County, GA. The property was heavily wooded with a stream flowing through the property and the property had a great lake site and suitable soils. The contractor estimated the final lake size around 4.5 acres. Using a topographic map, I estimated the watershed area to be about 110 acres. Generally speaking, the watershed area should be about 4:1 (4 acres of watershed to 1 acre of pond or lake). Due to the size of the proposed lake and the intended use, the owners were able to get a permit through the NRCS (Natural Resource and Conservation Service) to construct the lake.

The number one attribute that buyers are looking for is water features such as a pond or lake! The addition of a pond or lake will add lots of value when it becomes time to sell. A pond or lake provides lots of opportunities such as fishing, canoeing, water source for irrigation, increases the aesthetic value of the property and much more.

Generally, the process starts with clearing the trees and brush. The brush can be burned and some of it can be used to build fishing habitat or structures for larger fish to hide and ambush their food sources.  A portion of the dirt is removed and used later on for constructing the dam for impounding the water. Another important issue is the presence of clay. The clay is used to key (core) the dam, creating an impermeable layer inside the dam that the water can not pass through. That is why land with a high content of sand is not suitable for constructing a pond or lake. The topsoil is stockpiled and used later to dress up the dam so the dam can be vegetated.  Beware…keep the trees on the back side of the dam cut.  When tree roots die, they can become channels for water to seep through the dam.

Use a professional to design the pond and dam. A 100-year rain event can destroy a dam if not properly designed with a spillway to handle the runoff.

For the most part, contractors are now using siphoning systems to control the water level. Metal pipes and valves tend to rust over time. I went back from time to time to document through pictures and video the construction process. This process took over 1 year!

Some of the pictures in the video were taken to show what to do if you are building a pond or lake for trophy bass fishing. The pond should be deep at the shoreline. This is designed to keep shallow water plants and weeds from invading your pond or lake. Also, structures should be left in the lake to improve the habitat for the fish. Often these large bass will use these structures to ambush bait fish. Also, notice the shallow mounds built in the pond, these are great for spawning bass and bream!!

 

The take away is this…if you are planning to buy land for building a pond, agricultural purposes, timberland or whatever, use an Accredited Land Consultant. You need someone advocating for you that understands land and land brokerage. This person needs an in-depth understanding of topographic maps and watersheds.

This article was originally featured on Kent’s blog Land Blog…Get The Dirt! He writes about all things land, from timber to selling land to lessons learned from his 40 years in the industry. Check out his blog for more excellent content!

Kent Morris, ALC, is a Registered Forester and Associate Broker who has experience in fields such as timber appraisals, harvesting, thinnings, and timber sales.

Answering Common Questions About the ALC Designation

The Accredited Land Consultant (ALC) Designation is one of the most prestigious and difficult to earn designations in the land industry, so it makes sense that those pursuing it have a lot of questions both leading up to and while going through the process. Every week, we get calls concerning how to earn the ALC, so we thought we’d dedicate a post to some of the most frequently asked questions.

What exactly is the ALC?

The Accredited Land Consultant Designation is given by REALTORS® Land Institute to those land experts who have completed RLI’s rigorous and strict education, experience, and ethical requirements.

Having that gold ALC pin shows clients that you have an unparalleled level of expertise and experience in the land industry. Check out more reasons why a client would choose to use an ALC over any other land professional in our guest post on the Land.com blog. In addition to their impressive resumes, ALCs are also highly respected for adhering to the ALC Code of Conduct and the NAR Code of Ethics.

Becoming an ALC doesn’t just mean bragging rights for your clients. It opens the doors for additional networking opportunities and discounts on everything from the National Land Conference to classes.

Your wallet will thank you in the long-term, too. Did you know that according to a recent RLI survey, the average ALC earned $373,925, which is approximately $100,000 more per year than the average earned by non-designee respondents? Knowledge is power, and in this case it’s the power to better serve your clients which in turn means more business and more clients.

What are the requirements to get the ALC?

Required Courses (56 hours — Must take all three):

Specialty Courses (32 Hours – Pick two courses):

Elective Courses (16 Hours – Pick one or pick another from Specialty Courses)

Other requirements include:

  • Experience. A minimum of 2 years of experience in land sales or brokerage or a minimum of three years of comparable real estate experience.
  • Volume. A minimum of 5 closed land transactions totaling $10,000,000 OR 25 separate land transactions of which no more than 20% involve residential parcel sales (more specific details on the different types of land sales here)
  • Knowledge. Pass the cumulative ALC Exam.
  • Application. Submit a comprehensive portfolio
  • Recommendation. Submit recommendation letters and approval by the RLI Board of Directors.

Who is the main contact for me during this process?
If you have any specific questions about the above requirements or your qualifications, please reach out to Aubrie Kobernus at akobernus@realtors.org or 1-312-329-8837.

There’s a final exam? Do I have to remember everything from every single class?

The final exam only covers the three required courses that you completed and will be using to apply towards the education requirement. These include the Land Investment Analysis, Land 101: Fundamentals of Land Brokerage and either the Tax Deferred 1031 or Transitional Land Course depending under which requirements you began your coursework.

If you took the 1031 Class before the education requirements changed, no need to panic. You can still take the cumulative exam that features the 1031 Tax Deferred Exchanges course instead of the Transitional Land Real Estate course.

Do I have to be a member of RLI to become an ALC?

You don’t need to be a member of RLI while you are working towards the education and transaction requirements (although you do get a discount on classes if you are!), but you do need to be an RLI Member when you submit your final portfolio and for as long as you hold the elite ALC Designation.

If you have more questions about RLI membership, we’ll be posting an article called ‘Answering Common Questions About RLI Membership’ in October. Keep an eye out for it! For now, make sure to check out our RLI Member Benefits.

I have another designation and/or prior education in the field, is there any way I can skip some classes?

There is! RLI has a Fast Track program where people with the following designations or education will qualify them to opt out of taking all courses under the education requirement other than the three required courses.

  • CCIM (Certified Commercial Investment Member)
  • SIOR (Industrial & Office REALTOR®)
  • CRE (Counselor of Real Estate)
  • AFM (Accredited Farm Manager of ASFMRA)
  • ARA (Accredited Rural Appraiser of ASFMRA)
  • RPRA (Real Property Review Appraiser of ASFMRA)
  • AAC (Accredited Agricultural Consultant of ASFMRA)
  • MAI (Member, Appraisal Institute)
  • CAI (Certified Auctioneer Institute)
  • CPL (Certified Professional Landman of AAPL)
  • SR/WA (Senior Right of Way Professional of IWRA)
  • AICP (American Institute of Certified Planners)
  • Those who hold either a bachelor’s or master’s degree, with a minimum overall GPA of 3.0, with a major in real estate, development, forestry, or a program related to a land business specialization, may also apply for consideration for Fast Track to the ALC Designation Committee. Fast Track will only be granted to the applicant upon approval by the ALC Designation Committee.

You will need to provide proof of your designation before being approved for Fast Track option.

Achieving the ALC Designation isn’t easy, but nothing worth getting ever is. The ALC Designation is highly respected and sought after all across America. Our numbers are growing every day. Will you be the next one?

If you have more questions about the ALC, contact us at 1-800-441-5263 or rli@realtors.org.

About the Author: Laura Barker is the Membership and Communications Specialist for the REALTORS® Land Institute. She graduated from Clark University in May 2017 and has been with RLI since October 2017.

Listen Up! The ROI on NLC

Married people, who can relate to listening to your spouse without really listening? No, just me? For years, I’d heard my husband, Luke Worrell ALC, come back from the National Land Conference raving about how valuable it was – the speakers, the networking and everything in between. I didn’t fully grasp what he meant until I experienced NLC18 for myself this year. It was the single most valuable professional development tool I’ve put in my work belt in a long time.

Luke and I are blessed to work together in the land business that his dad, Allan Worrell ALC1, started and that we now own together – Luke as a land broker and farm manager, and me on our marketing and operations functions. NLC18 equipped each of us with new ways to become more effective and efficient in our roles. Allow us to elaborate…

Networking Opportunities

Luke: The NLC has become somewhat of an annual pilgrimage to me. Like many organizations and activities, you get what you put in, and the NLC has given me so much. The thing I most value about the conference is the chance to come together with colleagues from around the country and network. It can go beyond networking as well; I have made countless genuine friendships over the years by attending this event.

The 2018 conference in Nashville was special to me. Not only was it the first NLC that Allison and I could attend together as business partners, but it held certain symbolic meaning to me personally. My very first NLC was in Nashville back in 2011. I was “green as grass” to the industry and literally knew no one there other than my dad. I was there lacking confidence and not really knowing what to make of everything and everyone. Ray Brownfield held a national position with RLI at that time and was on stage talking about how the NLC held such distinction to him. He cited that networking through RLI has led to great business. I distinctly remember a younger, naïve version of myself sitting there wondering to myself if what Ray was saying was true or something nice he felt like he had to say since he was in leadership….

Fast forward seven years to 2018 and I was in Nashville again, this time winning the National ALC-to-ALC Networking Award for the largest real estate transaction closed between two Accredited Land Consultants. Low and behold, the colleague with whom I partnered and closed that sale was Ray Brownfield himself. As it turns out, Ray was telling the truth back in 2011! Closing on an $8.4 million farmland sale is a huge gift from God that makes for a great story and a feather in the cap to networking at these events. The biggest take away goes beyond an award-winning sale – it is the people. Since that first trip to Nashville in 2011, Ray has become a trusted colleague, a mentor of sorts and a genuine friend. The wonderful thing about the NLC and going year after year is that I could say that about many other members of the Realtors Land Institute. Barring tragedy or the birth of a child (literally the only reason I missed Tucson in 2015!), I refuse to miss the National Land Conference. It is an invaluable experience for me as a land professional, and me on a personal level.

Knowledge Acquisition

Luke: Another obvious benefit of the NLC is amount of knowledge you take away. Over the years, the conference has continued to add high-quality breakout sessions that essentially create a buffet of knowledge. You can pick and choose from numerous choices and tailor your conference experience to expand your knowledge in just the right places.

Nashville was a prime example. I went into the conference wanting to learn more about reaching different types of buyers, other than those I have grown accustomed to. Because of the numerous breakout options available at NLC, I was able to do just that. On one day of the conference alone, I learned about working with foreign buyers on land acquisitions, understanding what motivated institutional investment groups and how to better position myself on social media to appeal to a broader base. Keep in mind I was able to attend all of these sessions in an eight-hour window of time. There isn’t anywhere else I could cover that range of topics in depth in such a short period of time. Over the course of three or four days, the quality of options to learn is incredible.

Allison: Just as Luke was able to acquire new knowledge to help him as a land broker, I was able to expand my knowledge on topics that help me better market our company and address some operational challenges we’re facing. I either participated in a session, met with an exhibitor, or swapped strategies with other attendees on the following topics, and more:

  1. Tools for tracking sales leads and processes within the sales cycle
  2. Tips for how to motivate our brokers and measure their performance
  3. Social media tips and tricks – when to post, what platform to use, how to engage the audience
  4. How to improve our online footprint
  5. Tips for becoming more effective and efficient

For at least three of those topics, I had signed up for various webinars over the past year and cancelled at the last minute because something came up at work that made it fall on the priority list (not RLI webinars, of course – those are can’t miss!). Participating in the National Land Conference allowed me to pull away from the day-to-day so that I could finally devote uninterrupted attention to topics that will help to grow our business.

Public Relations

Allison: You might be surprised to read that Public Relations is one of the value-added benefits we identify for the National Land Conference. But, hear me out. Anything you do to develop yourself professionally is an opportunity for you to demonstrate to landowners, lenders, attorneys and others with whom we all share the agribusiness space, that you embrace the notion of lifelong learning within your craft. That you aren’t just someone who operates solely off of intuition in your little corner of the world.

Tactfully slide into conversation that you just got back from the National Land Conference and that you learned about XYZ topics, compared land market trends with brokers in neighboring areas and invested in developing yourself to the benefit of those whom you serve. In our market in Central Illinois, after Luke returns home from a work conference, I often contact the local radio station and offer him up for an interview on their farm programming show. They usually jump on the chance to fill a timeslot, and it’s a great way to position ourselves as thought-leaders within the ag realm, so it’s a win-win for everyone. Write about what you learned at the conference on your blog and/or company newsletter. Post a photo from the conference on your social media pages.

Make the most of any conference you attend, leadership role you hold or award you win. You can bet your next commission check that I leveraged Luke’s ALC-to-ALC Networking Award to his advantage! It’s okay to toot your own horn (in a humble, high-integrity way of course) about awards you earn. More than just a plaque in your office, industry awards are tangible ways to show potential clients and business partners that you have the credentials and experience they’re looking for in a land broker.

And for goodness sake, get your ALC designation! Talk about good publicity!

Can you tell that we’re big fans of the National Land Conference?! Taking time out of your territory might seem like a costly endeavor, whether financially or procedurally. But we assure you, it is an investment that pays for itself. If you’ve never been, what are you waiting for? Let’s meet up in Albuquerque for NLC19!

 

1 For those of you who know Allan, rest assured, he hasn’t retired. We honestly don’t think he ever will – he loves the land business too much! He’s just tired of dealing with the headaches of business ownership.

This article originally appeared in the 2018 Summer Terra Firma Magazine, the official publication of the REALTORS® Land Institute.

 

About the Authors: Luke and Allison Worrell own Worrell Land Services, LLC, specializing in land brokerage, farm management and land appraisals across Central Illinois. Luke is an accomplished Land Broker who has earned the Accredited Land Consultant (ALC) designation. He is also an Accredited Farm Manager (AFM) who manages 84 farms across Central Illinois. Luke is an active leader in many ag-industry organizations, both nationally and locally. Allison leads the company’s strategic marketing and communications efforts. She brings to the business a unique blend of professional experiences from her background with a national pharmaceutical wholesaler, as well as non-profit work.

 

 

 

A Record LANDU Education Week

In 1984 George Straight was launched to the top of the charts with his # 1 song Does Fort Worth Ever Cross Your Mind. Now, 34 years later, a record number of RLI Members will likely be launched to the top of the charts in their own markets thanks to one of the best LANDU events ever put on by RLI. With 50 participants involved in nine full days of intense classes, along with evening festivities most nights, there was certainly not a down moment during the week.

Attendees came from all over the United States this year. We had representation from brokers that specialized in selling the Alaskan frontier, the California coast, recreational properties in Colorado, hunting ranches in Montana, working ranches in Texas, timber farms in Georgia, rural developments in Tennessee, commercial properties in Alabama, and citrus groves in Florida. The camaraderie and knowledge alone that was shared amongst just the attendees was certainly both enjoyable and valuable. It’s quite clear just from engaging in conversations with RLI members from across the country why they are some of the top real estate agents in their markets.

The RLI Texas Chapter hosted us to a fabulous evening at the Fort Worth Stockyards. Visiting the Texas Rodeo Hall of Fame and Niles City Hall Saloon were wonderful ways to start the evening. A special thank you must be given to Lone Star Ag Credit for the drinks and amazing dinner they treated us to at Lonesome Dove Bistro. What would an evening in the Fort Worth Stockyards be without a night cap at the White Elephant Saloon?

Obtaining the Accredited Land Consultant (ALC) Designation is no easy feat. With 104 educational hours being required, it’s something that can literally take years to accomplish. LANDU did a fabulous job of condensing these hours into the nine days that we were in Texas, without cutting corners on the quality of the education. I’ve taken real estate classes in multiple states across the country, and I must say that the instructors we had at LANDU were by far some of the best instructors I’ve ever had. It was an honor to learn from them and hear about their years of experience in the real estate industry.

In the Transitional Land Real Estate course, we discussed the financial aspects, physical attributes, and the governmental, legal and economic factors that can greatly impact a piece of development ground.

This carried over smoothly to Land Investment Analysis where we analyzed data to calculate the net present value, net future value, internal rate of return, and multipliers and ratios for different properties when determining the highest and best use of those properties.

In the Land 101: Fundamentals of Land Brokerage course, we discussed the tools and techniques that are involved to strategically market and sell both vacant land and rural properties.

Agricultural Land Brokerage and Marketing was certainly educational in that it brought to light all the different economic factors that can affect the value of agricultural land.  It also taught us how to analyze and calculate the income potential of farm land.

The Tax Deferred 1031 Exchange class educated us on the different tax laws that exist for our clients, and how we can help them defer taxes on their investments.

Even though I’ve been a licensed REALTOR® for 16 years, the topics that were covered in the Transitional Land Real Estate class, Land Investment Analysis class, and Tax Deferred 1031 class each gave me tools that I literally put to use in my practice within the first three days of being back in my hometown.  Being able to pass along my knowledge and expertise to my clients will certainly separate me from my competition, and I have LANDU and RLI to thank for that.

As George Straight says in Does Fort Worth Ever Cross Your Mind… “Good memories don’t fade so easy.  Does Fort Worth ever cross your mind?” I think I speak on behalf of the majority of the attendees that participated in this year’s LANDU Education Week when I say that the good memories will certainly not fade so easy from the fun times we created getting to know one another, and when Fort Worth crosses our minds we’ll think of the eventful evening we had together that night thanks to RLI.

 

Justin Osborn is a real estate broker with The Wells Group. Justin is a member of RLI on the Future Leaders Committee working towards earning his ALC.  He currently resides in Durango, CO.

Time Out-Sourced

As a broker, what activities do you enjoy doing the most? Is it meetings? Researching property? Cold calling? <–(FAT CHANCE). Beyond enjoying, what activities tend to get you the most business or make you the most money? I’m sure we have many activities that we enjoy doing far more than others. I have many of them. For example, I absolutely hate collecting all of the minute information related to a new listing. Tax info, parcel numbers, future land use, water, sewer, etc. It is certainly important for me to know all of that information. But the process of collecting it is time-consuming and tedious. On the other hand, what I enjoy more than anything is riding property with a client. Not only does it teach me the finer points of the land itself, but it fosters the client relationship in a unique way. This also takes time. You can’t be in a hurry when getting to know your client. For me, it’s one of the most important things to focus on for current and future business. When considering the resources that you put towards your business everyday time is both the most demanded and the most precious. It is your most valuable and least available resource.

This is not the first time I have written about protecting your time. Visit What is Your Time Worth? Part 1 & Part 2 for some background. For this article, I will focus more specifically on saving time when doing one of the most important things in the business: PROSPECTING.

I’ve learned a lot about prospecting over the years. I’ve utilized many resources and heard from or read many different experienced brokers on the topic. A website and blog authored by Bo Barron was particularly helpful in my early days of brokerage. Most recently, I heard Michael Bull, CCIM, speak at the REALTORS® Land Institute National Land Conference. Michael led an incredible session on broker success strategies and gave me one of the best tips I’ve ever heard about prospecting in commercial real estate: “Prospecting is not part of the business. It IS the business.” With this idea as the backdrop behind spending your time wisely, let’s look at how to maximize your available time for true, focused prospecting.

Here’s a quick real world look at the aim and process of my prospecting system. I look primarily for high-quality farmland. If I can find willing and reasonable sellers who own irrigated farmland, I can usually sell it pretty quickly. Below is a rough breakdown of my process. When I first started, I did all of this myself.

Step 1. Find high-quality properties located in certain agricultural areas

  • Search aerial imagery visually
  • Look for crop circles, irrigation

Step 2. Match likely properties from imagery with tax parcel info

  • Find property on tax assessor website
  • Collect owner’s name and address

Step 3. Search public information websites to find phone numbers for owner

  • Google owners name
  • White Pages, Intellus, etc.

Step 4. Enter information into Client Relationship Management (CRM) database

  • Click, type, copy/paste, repeat
  • Ensure accuracy, categorize new prospect
  • Log task for follow up call to prospect

Step 5. Prepare form letter to mail

  • Enter address info on form letter, fold, and insert
  • Address envelope, lick stamp

Step 6. Follow up call

  • Pick up phone, dial number
  • Talk
  • Sell
  • Make money

That’s a lot of steps. And all of that work took time. Time, time, time! And on the days I had meetings or other obligations, I got further and further behind.  I felt like I was always playing catch up with my property research and other administrative tasks – and the phone calls often left undone. Then came the MOMENTOUS day I discovered the world of Virtual Assistants (VAs).

VAs are real people who will undertake just about any task that can be completed with the use of a computer and phone. They work remotely from anywhere in the world. They can’t pickup your dry cleaning or drive you to an appointment. But when it comes to administrative and electronic tasks, they are some of the best in the business. With a little training and direction, they will amaze you with their ability to complete tasks quickly with great attention to detail. A quick Google search of “Virtual Assistant” provides many different clearinghouses to choose from or you can hire a freelancing VA directly. Hourly rates vary depending on experience and skill level, as well as whether they are US-based or overseas. However, you can get solid virtual support for between $8-$20/hour. It may take some trial and error to find a good fit, however, once you get comfortable with the process you will wonder how you ever lived without it.

The one thing I will admit is that it was difficult at first to hand things off. I had a certain way I wanted tasks done and was hesitant to just let someone else do it for me. Yet before long my VA was churning out info and products for me faster than I could keep up with the important things. So now, my process looks like this:

Step 1. Open CRM and see all the wonderful work my VA has done for me.

  • Properties researched
  • Owners name, address, and phone number, already in database
  • Tasks for follow-up calls already entered
  • Letters ready to print

Step 2. Give letters to in-house assistant to collate, address envelopes, and mail

Step 3. Same as Step 7 above

The process that once took me about 30 minutes per prospect/property now takes about 30 seconds. I skip straight to the most important step of getting on the phone with people to build relationships and get busy listing and selling property.

I will also note that the combination of a VA with an in-house Executive Assistant (EA) or Administrative Assistant (AA) is an incredibly valuable combination. Whatever the EA can’t do because it requires a physical presence (such as mailing letters) the EA or AA can do. My preference is to map out the vision and set expectations for the in-house assistant and then let them use their own skills while leveraging the VA as necessary to get the job done. My focus is on the output, and I do my best not to get too involved in the process.

As with anything you introduce into your business, all of this takes time: setup, training, direction, etc. And of course, none of this is free. A certain cost is associated with outsourcing of all kinds. You will need to make a determination on what is an appropriate level of outsourcing and cost for yourself and your business. However, in the long run, the time saved and the additional revenue generated is more than worth the time spent up front. As a suggestion, if you’re new to Virtual Assistants, start small. Outsource some non-time critical tasks on a pay-as-you-go basis, assess the results, and gradually increase. You will likely have to make yourself uncomfortable (like I did) with letting go of certain things, but once you reap the benefits, I’m certain you won’t be disappointed.

Ultimately, the buck stops with you. As a licensed real estate agent you have both a capability and a skill set that you cannot outsource. There are very specific things about your job that only you can do. Yet there are hundreds and thousands of other things that someone else can do for you at a fraction of the cost of your time. I encourage you to really asses yourself and your business to see where you can leverage other people and divert your most precious resource to the most important of tasks.

To learn more about this topic, check out McDow’s companion podcast below:

This post is part of the 2018 Future Leaders Committee content generation initiative. The initiative is directed at further establishing RLI as “The Voice of Land” in the land real estate industry for land professionals and landowners. For more posts like this, click here.

About the author: Caleb McDow, ALC, is a land specialist and vice president for Crosby & Associates in Winter Haven, FL. He holds a Master of Science in Real Estate (MSRE), the CCIM Designation, and is a licensed private pilot and drone operator. McDow joined RLI in 2014 as a Military Transition Program (MTP) member. He is an active member of RLI, serving on the 2017-2018 RLI Board of Directors and as Chair of the 2018 Future Leaders Committee. He also regularly shares his expertise on real estate issues for various industry blogs.