terra firma winter 2016

TerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerraTerra FirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaFirmaWinter 2016Vol. 70 No. 1

Under all is the Land

OFFICIAL PUBLICATION OF THE REALTORS LAND INSTITUTE

2016NATIONAL LAND

CONFERENCE PG. 39

DISCUSSING EASEMENTS WITH YOUR CLIENTS PG. 31

TIPS AND THOUGHTS ON HOW TO

SELL A RANCH PG. 34A LOOK BACK: THE TRANSITION OF TRANSITIONAL LAND OVER TIME PG. 62

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www.NationalLandConference.com

Terra FirmaINSTITUTE NEWS

4 Presidents Message7 Institute Update11 News Brief from National12 Institute Chapter News16 Government Affairs Update19 Institute Member News26 LANDU Education Update

Winter 2016Vol. 70 No. 1

2016 NationalLand Conference:THE BEST STOP HERE!

FEATURED31 Discussing Easements With Your Clients34 Tips and Thoughts on How to Sell a Ranch36 The Activist Client

BUSINESS DEVELOPMENT49 Optimizing Your Website52 Public Relations:

The Land Professionals Ultimate Weapon

INSTITUTE BLOG CORNER62 A Look Back:

The Transition of Transitional Land Over Time65 The REALTORS Land Institute to the Rescue!

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Winter 2016 EditionVol. 70 No. 1

Published by the REALTORS Land Institute430 North Michigan AvenueChicago, Illinois 60611

Telephone: 1.800.441.5263Fax: 1.312.329.8633E-mail: [email protected]: www.rliland.comListing Site: www.thelandconnections.com

Chief Editor/PublisherJessa Friedrich, Communications & Marketing Specialist

Contributing EditorAmanda Jenkins, Professional Development & Project Manager

Cover PhotoCopyright 2016. All rights reserved.

Reproduction in whole or in part without permission is prohibited. Views expressed within the publication are not necessarily endorsed by the REALTORS Land Institute and information should not be construed as recommendations for any course of action regarding fi nancial, legal, or accounting matters.

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Hi,

I am Bob Turner, your 2016 RLI President!

I hope you all are doing well. I would like to give you an update on the future of your REALTORS Land Institute because we are Crossing all

Boundaries in 2016.

This years O cers of the Institute include Brandon Rogillio, ALC Advanced, President Elect; and Jimmy Settle, ALC, National Vice President. Terri Jensen, ALC Advanced, will serve on the Executive Committee as the Immediate Past President.

We are heading in a new direction for the REALTORS

Land Institute with our main focus on YOU, the Member. We will have a more friendly approach to our members questions and needs. You are our customer and we want to provide you with the best customer servicebecause you deserve it! We will be a much more transparent organization and we will take an in-depth look at all of the member services being offered to make sure they are relevant to you, the Member. We will also look at our rules and policies to see if they are the right things, too! All of the above is an ongoing process that your 2016 Committees and Board of Directors will be working on this year.

Our Operation Team in Chicago consists of Amanda Jenkins, Jessa Friedrich, and Karen Calarco. They are very talented and are working hard to meet your

expectations from RLI. They are also diligent and dedicated to providing you the highest quality services and support. Please let them know how they can assist you, and thank them for their support of the members. We want you, the Member, to o er new ideas for us to discuss.

I believe that we have to base our decisions on our core beliefs. I want RLI to have an open outlook to the future and to make sure we are the organization that provides you the tools and the knowledge to be the best land REALTOR in your market. Hopefully, with these tools and knowledge resources in place you will have the ability to make more money and help your clients reach their goals.

We will be researching the current education platform. We want to provide the best education and most updated training available, enabling you to be the expert in your eld. Plus, we will be updating courses to meet todays challenges in the land markets. The Education Committee will also be taking a detailed look at how our course o erings are organized to better serve the members. RLI will continue to o er our Core Courses, which will allow you to earn your Accredited Land Consultant designation, with updates allowing all of them to be relevant to todays challenges. RLI will o er you the education for training in all areas of land sales. We will cover every need from site selection and land development in the urban areas, to suburban markets. We will research training for timberland, citrus, nuts, and specialty crop operations, ranch and cattle operations, horse farms with residential, mixed use, and new trends in the markets to keep our members updated.

We are also committed to rebuilding our Chapter Model to help our Chapters become more viable and more self-sustaining. We do not want to demand how our Chapters operate, however, we do want to help them build a better Chapter that works for both themselves and RLI National. We have some ideas that we will be vetting with our State Chapter Leadership teams and Administrators to come up with the best model for our Chapters.

The Land Conference in Dallas will be exciting and fun! We are currently making upgrades and adjustments to the Land Conference. These will allow you more opportunities to learn, network, and make deals! We will have several new announcements at the Conference that you will not want to miss. The Land Conference will give you an upper-hand over the competitors in your market with knowledge, networking, and foreseeing future trends. The Greatest Cowboy Auction on Earth will have a new and exciting format, so be sure to BE THERE. The Auction will bene t the Land Education Foundation and all donations will be tax deductible for all purchases. Be sure to donate an item for the Auction and come purchase some gifts for yourself!

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The Institute will host focus groups in Dallas at the Land Conference with members. Again, leadership wants to listen to the needs and desires of you, the Member. We will also be happy to listen to any criticisms of what you dont care for.

I am happy to report that the Institute is nancially sound, and we have reserves in place for the future security of RLI. We are conscious of your cost of doing business and are trying to provide the best bene ts to you at a reasonable membership cost. We are also in process of seeking the new EVP for RLI. We have a search process in place to nd the most quali ed person to move RLI to the next level for the future.

On the personal side, I am a REALTOR and have been a Land Broker for over 37 yearsand I love the land business! I am married to Wendy, who is also a REALTOR of 27 years, and we have two daughters Megan and Madison. My favorite activities are spending time with my family and duck hunting at our farm in Arkansas. I have been a member of RLI since 1996 and I am involved in several areas of the land business. We live on an operating farm outside Memphis, Tennessee. We personally operate farms, mobile home parks, Residential and Commercial developments, and broker land in Tennessee, Mississippi, and Arkansas. We are involved in transitional land, residential and commercial properties, timberland, hunting and recreation land, productive crop land, and Cattle operations.

I am always available to you, the Member. Please call me at 901-335-1384 whenever you feel I can help you, or email me at [email protected]. I would love to hear from you, and I look forward to meeting each one of you at some point this year. If you have an event, and you would like a RLI o cer to attend or make a presentation, please let me know and we will be happy to try and schedule the meeting.

See you at the Dallas Land Conference in March! See you at the Dallas Land Conference in March!

Bob Turner, ALC2016 Institute National President

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Terra Firma Winter 2016 5

Copyright 2015 Esri. All rights reserved.

ESRI BUSINESS SUMMIT

esri.com/bizsummit2016

Real Insight. Real Impact.How do you translate traditional business information into spatial information and maximize your ROI? Learn how at the Esri Business Summit.

June 2528, 2016 | Hilton San Diego Bayfront Hotel

About the REALTORS Land InstituteThe Institute provides the education, tools, advice and networking opportunities that are the foundation for all land professionals to become the best in the businessto become an Accredited Land Consultant (ALC). The Institute continually strives to maintain its status as the association for a global network of land professionals through providing members with the tools and bene ts they need to build their business and exceed.

Meet the Institutes 2016 National Board of DirectorsGet to Know the Institutes 2016 Executive Committee

Bob Turner, ALCNATIONAL PRESIDENTSouthern PropertiesCordova, [email protected]

Bob Turner, ALC, is a proud REALTOR and has been a Land Broker for over 37 years. Turner

has been an active member of RLI since 1996 and earned his ALC designation in 2006. Among his many contributions to the Institute, he has served on the RLI Board of Directors, as the RLI Representative to the NAR Executive Committee, Tennessee Chapter President, and as the Chair of the 2012 National Land Conference. He personally operates farms, mobile home parks, Residential and Commercial developments, and brokers land in Tennessee, Mississippi, and Arkansas. Turner is dedicated to making the Institute the best it can be in 2016 and beyond.

Brandon Rogillio, ALC AdvancedPRESIDENT-ELECTRogillio Real EstateBaton Rouge, [email protected]

Brandon Rogillio, ALC Advanced, is the owner/broker of Rogillio Real Estate in Baton Rouge, LA, and began

practicing real estate as a profession while studying economics at Southeastern Louisiana University. In the spring of 2009, he earned the Accredited Land Consultant (ALC) designation making him the only REALTOR in Louisiana to hold both the CCIM and ALC Advanced designations. He held several Institute leadership roles serving as the Representative to the National Association of REALTORS Commercial Committee, an active member of the Government Affairs Committee, and the Co-Chair of the 2011 National Land Conference.

Jimmy Settle, ALC VICE PRESIDENTCrye-Leike Real Estate ServicesClarksville, [email protected]

Jimmy Settle, ALC, has been a licensed REALTOR in Tennessee and Kentucky as well as a member

of the Clarksville Association of REALTORS (CAR) since 1993. Settle joined RLI in 2000 before receiving his ALC designation from the Institute in 2004. He has been an active within the Institute serving as President of the Tennessee RLI Chapter, Chairman of the Education Committee, and Chairman of the ALC Designation Committee. He has also served on various CAR Committees before becoming President of the Association in 2007. During this time he also served as the Tennessee Association of REALTORS Director. Jimmy is excited to help drive GROWTH for the Institute as a 2016 Executive Of cer.

Terri Jensen, ALC AdvancedIMMEDIATE PAST PRESIDENT Omaha, [email protected]

Terri Jensen, ALC Advanced, is an experienced land professional broker, appraiser, and auctioneer. Jensen is active within the Institute,

earning her ALC in 2005 and leading the Institute initiative to block reform of the 1031 Like-Kind Exchange tax code during her 2015 presidency. Her real-life experiences have provided expertise in many areas, including: administration as senior operations real estate/appraisal executive; competitive analysis; customer service; decision making; leadership; legislative involvement; and policy formulation. Terri is looking forward to further serving members as a part of the Executive Committee.


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Flo Sayre, ALC AdvancedALC DESIGNATION COMMITTEE CHAIR Farmers National CompanyPasco, [email protected]

Danny Smith, ALC AdvancedALC DESIGNATION COMMITTEE VICE CHAIR Smith & Smith RealtyWildwood, [email protected]

Norma CarletonEDUCATION COMMITTEE CHAIR Keller Williams RealtyJarrell, [email protected]

Jeramy Stephens, ALC AdvancedEDUCATION COMMITTEE VICE CHAIR Mossy Oak Properties of StuttgartStuttgart, [email protected]

Cathy Cole, ALC AdvancedGOVERNMENT AFFAIRS COMMITTEE CHAIRHeritage Texas Country PropertiesBrenham, [email protected]

Minor Taylor, ALC AdvancedGOVERNMENT AFFAIRS COMMITTEE VICE CHAIRProperty Connections Real EstateHouston, [email protected]

Kyle Hansen, ALC AdvancedFUTURE LEADERS COMMITTEE CHAIR Hertz Real Estate Services Nevada, [email protected]

Aaron Graham, ALC AdvancedFUTURE LEADERS COMMITTEE VICE CHAIRNational Land RealtyGretna, [email protected]

George Clift, ALC AdvancedINSTITUTE TREASURERClift Land BrokersAmarillo, [email protected]

2016 Institute Representatives to NAR Committees NAR Executive Committee Dan Hat eld, ALC

Professional Standards CommitteeChristina Asbury, ALC

Land Use, Property Rights, and Environmental CommitteePaul BottariRay Brown eld, ALC Advanced

Global Business & Alliances CommitteeGeorge Harvey

Commercial Legislation & Regulatory Advisory CommitteeRandy Hertz, ALC Advanced

Business Issues Policy CommitteeKirk Weih, ALC Advanced

Commercial CommitteeDanny Smith, ALC AdvancedJared Martin

Public Policy Coordinating CommitteeRandy Hertz, ALC Advanced

Resort and Second Home Real Estate CommitteeGeorge Harvey

Federal Financing & Housing Policy CommitteeCathy Cole, ALC Advanced

Commercial Real Estate Research Advisory BoardBill Burruss III, ALC John Grif ng

Insurance CommitteeTim Kellogg


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Meet the 2016 Institute StaffKaren CalarcoManager of Operations & Member RecordsP: 312-329-8287E: [email protected]

In addition to being the Manager of Operations and Member Records, Karen manages and monitors

expenditures within the set budget and member records, and processes LANDU courses. Members may contact her for assistance changing their information, paying dues, and answering nancial inquiries regarding their account.

Jessa FriedrichCommunications & Marketing SpecialistP: 312-329-8353E: [email protected]

In addition to being the Institute Communications and Marketing Specialist, Jessa serves as the staff

liaison for the Future Leaders and Government Affairs Committee as well as the Marketing Task Force. Members may contact her with any member or Chapter news regarding awards or accomplishments, for logo requests, ordering Institute marketing materials, and writing blog pieces.

Amanda JenkinsProfessional Development & Projects ManagerP: 312-329-8441E: [email protected]

In addition to being the Institute Professional Development and Projects Manager, Amanda serves as

the members staff liaison for the ALC Designation and Education Committees. Members may contact her with any questions regarding the ALC Application Process and LANDU Education Programs, including the courses, webinars, and teleconferences.

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2016 Institute Offi cer Inductions & Reception

The Induction Ceremony for the 2016 Institute Of cers took place in San Diego, CA, on November 13, 2015, at the Manchester Grand Hyatt. The following of cers were sworn in by Chris Polychron, 2015 President of the National Association of REALTORS: Bob Turner, ALC, 2016 National President; Brandon Rogillio, ALC Advanced, 2016 President-Elect; Jimmy Settle, ALC, 2016 Vice President; and Terri Jensen, ALC Advanced, 2016 Immediate Past President.

REALTOR LegislativeMeetings & ExpoThe National Association of 2016 REALTORS Legislative Meetings & Trade Expo will take place May 8-14 in Washington, D.C. The Institute will have a presence at the committee meetings on May 12 to represent the best interests of land professionals across the country. In addition, the Institute Government Affairs Committee will have a meeting at a venue to be announced on May 12 at the event.

Institute Military Transition Program (MTP)

The Institute continues its commitment to support veterans employment opportunities through our Military Transition Program (MTP). This program exists to help those who have served our country to build a career in the real estate land business. All members of United States Armed Forces that have served on active duty since 2000 are eligible to join the MTP. Help a veteran, spread the word!

Through this program, the Institute will waive fees for one year of membership, the LAND 101: Fundamentals of Land Brokerage course, and one additional LANDU course of their choice, valued at over $1,500. Course hours accumulated will contribute to the requirements of the ALC designation.

The entire group of members has been well above average in terms of making a new guy feel welcome in a brand new community. Ive had frequent instances of people saying thank you for your service, followed by an engaging conversation about the land business and an offer to help however they could. These encounters solidi ed my desire to be heavily involved in the Institute, and I have already seen lots of success networking and collaborating on deals with other members. Caleb McDow, 2014 MTP Member / Current Institute Member


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Florida ChapterThe Florida RLI Chapter swore in the following of cers for 2016: David Hitchcock, ALC Advanced, Chapter President; Caleb McDow, Chapter Vice President; Lisa Jodray, ALC, Chapter Secretary; and Clay Taylor, ALC, Chapter Treasurer.

David Hitchcock, ALC Advanced, REALTORS Land Institute Florida Chapter President, recently presented William H. Rollins, Jr., ALC, Senior Broker, Land Solutions, Inc., the 2015 Florida Land REALTOR of the Year Award. Rollins was chosen because of his professionalism in conducting land sales in Southwest Florida and for his strong support of the Institute. He attended the 2015 National Land Conference and his rm sponsored a LANDU course in Southwest Florida in 2015.

Colorado ChapterThe Colorado RLI Chapter swore in the following of cers for 2016: Justin Osborn, Colorado Chapter President; Jim Nerlin, Colorado Chapter Treasurer; and Sue Myers, Colorado Chapter Secretary.

The Colorado Chapter offered the Agricultural Land Brokerage and Marketingcourse in December 2015. This course was taught by LANDU Instructor and Colorado Chapter Member Kirk Goble, ALC, The Bell 5 Land Company.

The Colorado Chapter would like to thank Bart Miller, ALC, for his service as Chapter President. The Chapter is also excited to announce that Joseph (Joey)

Burns, Lone Eagle Land Brokerage, was named the 2015 Land REALTOR of the Year at the Chapters September meeting in Grand Junction.

To learn more about the Colorado Chapter please visit: www.coloradorli.com

Visit GARDENANDGUNLAND.COM to learn more about our available services.

We look forward to seeing you at the 2016 National Land Conference!

A CURATED COLLECTIONPlantations Ranches Country Estates Hunting Properties


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Kansas ChapterThe Kansas RLI Chapter swore in the following of cers for 2016: Tim Gates, ALC, Chapter President; Mike Regan, President-Elect and Secretary/Treasurer; and John Rupp, ALC, Past President.

The Kansas Chapter successfully provided the Land Investment Analysis course in January 2016 in Wichita, KS. This course was taught by Ben Crosby, ALC, Crosby & Associates, Inc. This course is a required course for earning the Accredited Land Consultant (ALC) designation.

To learn more about the Kansas Chapter please visit: www.ksrli.com

Oklahoma ChapterThe Oklahoma RLI Chapter swore in the following of cers for 2016: Dan Ward, ALC, Chapter President; Rick Ward, ALC, Chapter Vice President; and Brent Wellings, Chapter Secretary/ Treasurer.

The Chapter is offering Tax Deferred 1031 Exchanges in Edmond, OK, on February 11-12, 2016. It will be taught by LANDU approved instructor Jim Miller, Esq.

To learn more about the Oklahoma Chapter please visit: www.okrli.com

Wyoming ChapterThe Wyoming RLI Chapter swore in the following of cers for 2016: Chia Valdez Schwartz, Chapter President; Tim Rogers, Chapter President-Elect; and J.R. Larsen, Chapter Secretary/Treasurer.

Thank you to the Wyoming Chapter for being an of cial Partner of the 2015 National Land Conference held in Tucson, AZ! The image provided features 2015 Chapter President Chia Valdez Schwartz and 2016 Institute National Immediate Past President Terri Jensen, ALC Advanced.

To learn more about the Wyoming Chapter please visit: http://www.wyoming4land.com/

Mississippi ChapterThe Mississippi RLI Chapter swore in the following of cers for 2016: Joseph Presley, President; Beth McLellan, ALC, Vice-President; Bo Burkes, Secretary/Treasurer; Wesley Webb, North Director; Paul Gonwa, Central Director; and Larry Stewart, Southern Director.

To learn more about the Mississippi Chapter please visit: http://mississippirli.com/


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Mississippi & Alabama ChapterApproximately thirty land brokers participated in a joint meeting of the Alabama and Mississippi Chapters of the REALTORS Land Institute in November. It included presenters from TerraStride and Mississippi State University.

After the presentations, the Chapters toured the Andrews Forestry and Wildlife Laboratory with Wildlife biologist and Associate Extension Professor Dr. Bronson Strickland. Strickland explained their research into nding the optimal balance between timber management as a nancial investment

and for developing wildlife habitat for recreational use. The information presented allows land professionals to better help their customers and clients when the time comes for them to sell or purchase a piece of property that they want to use as a timber investment or a recreational and hunting propertyto enjoy.

Carolinas ChapterThe Carolinas Chapter includes both North and South Carolina and has fty-seven members who are located from the mountains in the West to the ocean in the East. The Chapter is working tirelessly to make its meetings as convenient as possible for members across their states to enhance networking.

Kenneth Richardson, ALC, was award the prestigious Carolinas Land REALTOR of the Year Award at the Carolinas last Chapter Meeting. Richardson was presented his award by Dick Havens, ALC, Carolinas RLI Chapter President.

To learn more about the Carolinas Chapter small groups please visit:www. http://carolinasrli.com/

Texas ChapterThe Texas RLI Chapter swore in the following of cers for 2016: Cathy Cole, ALC, Chapter President; Minor Taylor, ALC, Chapter President-Elect; and Marc Bradberry, Chapter Secretary.

The Texas Chapter will host two courses in February 2016: Land Investment Analysis Refresher on February 15, and Transitional Land on February 16-17. Both courses will take place in College Station, TX, at the Texas A&M University, and will be taught by LANDU approved instructor Fletcher Majors, ALC Advanced.


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Education Thats Ready.Take the Reins. 2016 LANDU Courses

REALTORS Land Institute430 North Michigan Ave. | Chicago, IL 60611P: 1.800.441.5263 | E: [email protected] at: www.rliland.com

In Depth: New Clean Water Rule Could Have Broad ImpactsRussell W. RiggsInstitute Government Affairs LiaisonNational Association of REALTORS

The Environmental Protection Agency (EPA) and the Corps of Engineers (Corps) recently nalized a controversial regulation known as the Waters of the U.S., aka the Clean Water Rule. This Clean Water Rule fundamentally changes what waters of the U.S. are regulated by the federal government under the Clean Water Act. It could bring under federal jurisdiction many kinds of waters that have never before been regulated by the federal government, including tributaries of streams and wetlands that affect larger downstream waters. The rule also has the possibility of sweeping in other waters on a case-by-case basis, depending on the determination of federal regulators.

More importantly, property owners still have a lack of clarity about what is needed or required to not be regulated by these expansive changes to the Clean Water Act.

Special Alert: On October 9, the Sixth Circuit Court of Appeals placed a temporary, nationwide stay on the Clean Water rule. This ban prohibits the EPA or the Corps from implementing the rule until the Court collects additional information and determines the legality of the regulation.

Because this ban is temporary, NAR continues to pursue legislative opportunities that would require the EPA to withdraw the rule and start from scratch.

The three main areas of the rule include:

Increase in jurisdiction over ephemeral streams The tributary de nition relies on presence of bed, banks, and ordinary high water mark, which can be seen even in features without ordinary ow.

Ephemeral streams, which may ow only for a few hours or days following a rain event, may now be regulated as tributaries.

New expansive jurisdiction over adjacent waters The rule allows for jurisdiction over all waters (not just wetlands) based on adjacency, including ponds, lakes and other similar water features. The rules expansive de nition of neighboring also includes FEMA designated oodplains, which allows the agencies to regulate many isolated waters that were not previously regulated.

Many ditches subject to federal regulation - The broad tributary de nition allows for jurisdiction over many ditches as waters of the U.S. The ditch exclusions are still narrow and it will be the responsibility of the property owner to prove that a speci c ditch meets the exclusion criteria and should not be regulated.

Legislative ActivityWhile EPA and the Corps have gone about nalizing the Clean Water Rule, Congress has moved legislation that would require the EPA to withdraw this rule.

S. 1140, the Federal Water Quality Protection Act - sponsored by Sen. Barasso (R-WY), requires withdrawal of the rule and sets new criteria for what waters should and shouldnt qualify for Clean Water Act protection. The Senate held a vote on the bill on November 2, but the legislation did not pass.

H.R. 1732, the Regulatory Integrity Protection Act - sponsored by Rep. Shuster (R-PA), passed out of the House in May. The bill requires the withdrawal of the rule and tells the EPA and the Corps to start

from scratch.

Congressional Review Act Resolution of Disapproval passed out the Senate on November 4. This Resolution prohibits implementation of this rule. It now goes to the House, but there is no timeframe for a vote on the oor of the House at this time.

Congressional Appropriations Committees have passed bills that prohibit the EPA from using any funds in FY 2016 to implement the rule. There is no timeframe yet for moving the

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Senate bill to the oor. The House bill made it to the oor for a vote, but was withdrawn due to an unrelated controversy. No word yet of when it may get to the House oor again for a vote.

Provision in the Omnibus Legislation a provision to prohibit the EPA from expending funds to implement the rule in 2016 was NOT included in the Omnibus spending legislation. RLI will continue to advocate for this provision in the 2017 appropriations bill.

AdvocacyThe Clean Water Rule was one of the August Recess Talking Points for NARs Federal Political Coordinators. All FPCs scheduled in-district meetings with their Representative or Senator to discuss issues of importance to NAR going into the fall legislative session. This was a great and timely opportunity to make sure Congress knows how important this issue is to NAR members.

LitigationIn addition to the temporary, nationwide ban, several lawsuits have been led against the EPA and the Clean Water Rule, including one by over thirty state Attorneys

General. All the lawsuits seek to have the nal rule withdrawn. NAR is exploring options for engagement related to all of these lawsuits.

NAR, in coalition with other regulated stakeholders, will continue to engage the EPA when the judicial ban is lifted as they implement and enforce this rule to ensure that federal of cials follow the letter of the law and that property rights are protected.

About the author: In his position with the National Association of REALTORS, Russell Riggs serves as the Institutes Government Affairs Liaison in Washington, D.C., conducting advocacy on a variety of federal issues related to land. Riggs will be a presenter during the ALC Luncheon at the 2016 National Land Conference: THE BEST STOP HERE! taking place on

March 11-13 in Dallas, TX.


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CENTURY 21 FARM & RANCHSM REAL ESTATE SALES ASSOCIATES KNOW THE LAND BUSINESS. Theyre as comfortable talking soil as they are talking sales. They know the land like a local. And theyre backed by a global network of independent offices and sales associates with unparalleled visibility, tools, and support. Thats why you need to partner with a CENTURY 21 Farm & Ranch Professional.

2015 Century 21 Real Estate LLC. All Rights Reserved. CENTURY 21 and the CENTURY 21 Logo are registered service marks owned by Century 21 Real Estate LLC. Century 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office is Independently Owned and Operated.

FOR MORE INFORMATION, VISIT COMMERCIAL.CENTURY21.COM OR CALL 800.577.1634.

CENTURY 21 FARM & RANCH REAL ESTATE KNOWS THE LAY OF THE LAND AND THE MARKET.

Member SpotlightThe Institute is pleased to recognize the below members for their outstanding accomplishments and contributions.

Christina Asbury, ALC, Broker, Coldwell Banker Sea Coast Advantage, named REALTOR of the year for 2015 by the Topsail Island Association of REALTORS.

Norma Carleton, RLI Member, Broker, Keller Williams Realty, was awarded the 2015 Five Star Real Estate Agents Award. She is a three-year winner of this esteemed award.

Danny Smith, ALC Advanced, Owner / Broker, Smith & Smith Realty, received the 2015 Commercial REALTOR Achievement Award from the Florida REALTORS Association.

Caleb McDow, RLI Member, Land Specialist, Crosby & Associates Inc., received a Section 333 Exemption, giving him approval from the Federal Aviation Administration (FAA) to y drones for commercial use.

David Klein, ALC Advanced, Managing Real Estate Broker, Auctioneer, Soy Capital Bank & Trust Company, was a lead player in the compilation of the 2015 Illinois Mid-Year Survey for Illinois farm managers and appraisers.

Karen McCartin Foster, RLI Member, Berkshire Hathaway HomeService Parks and Weisberg, received the 2015 REALTOR of the Year Award from the Southern Indiana REALTORS Association.

Kent Morris, ALC, Associate Broker & Registered Forester, Waddell Land Company, named a 2015 Leading Agent by Waddell Land Company.

Suzanne Fields, ALC, Broker, United Luxury Properties, Virginia, was interviewed on the Todd LaBorwit Real Estate Radio Show, to discuss her experiences as a land broker in the niche luxury land industry.

Ray Brownfi eld, ALC Advanced, Land Pro, LLC., was interviewed during a broadcast for This Week in Agribusiness. Brown eld regularly joins the show to discuss land prices and trends, whos selling, the use of 1031 exchanges, and more.

George Harvey, Institute Member, Owner/Broker, The Harvey Team, received the 2015 REALTOR of the Year Award by the Colorado Association of REALTORS.

Brent McMillan, ALC, Crye-Leike Stedman REALTORS Inc., received the 2015 Mississippi Land REALTOR of the Year Award. This is McMillans second time to be recognized for this award.


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Fourteen Ways to Take AdvantageInstitute members can take advantage of the Institutes many member bene ts to help them reach their potential as a land professional. For more information on any of these bene ts, please contact Institute Staff at 800.441.5263 or [email protected].

1. Take advantage of member rates with savings of up to $150 on all LANDU courses.

2. Join the nearest RLI Chapter to start networking and learning locally.

3. Post and search property listings on TheLandConnections.com at no cost.

4. Network and learn at the 2016 National Land Conference: THE BEST STOP HERE!

5. Take advantage of discounts on industry services with the Member Advantage Program (MAP).

6. Read Institute communications to stay current with industry news, trends and more.

7. Use the Find A Land Consultant tool to nd other members and ALCs near you.

8. Join a Committee to help write the Institutes history and build its future.

9. Showcase your properties during a Lets Make Deal$ remote marketing session.

10. Email your properties to other members with the Institutes e-Properties platform.

11. GO BIG! at the 2016 LANDU Education Week plus in Little Rock, AR, at a discounted rate.

12. Enhance your marketing tactics with the Member Marketing Kit.

13. Network with ALC Allies for guidance on achieving the designation and making the most of Institute bene ts.

14. Connect with the Institute on its social media channels, including: Facebook, LinkedIn and Twitter.


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NEW 2015 MEMBERS Michael AckermanCrea Real Estate LLCBoulder, [email protected]

Rodger AlexanderSudderth Real Estate, Inc.Leonard, [email protected]

Diane AlexanderSouthwest Partners & Global Partners International RealtyBrenham, [email protected]

Pete AlfanoWhitetail PropertiesSt. Francis, [email protected]

Albert Allen, ALCTexas First Real EstateNew Ulm, [email protected]

Matthew AmosPaci c Sothebys International RealtySan Diego, [email protected]

Nancy ApplebeHeritage Texas Country PropertiesBrenham, [email protected]

Alexandra ArmitageHome On The Range Real Estate, Inc.Nederland, [email protected]

Garret ArmstrongWhitetail PropertiesPanora, [email protected]

Millie ArnoldDutcher/Arnold LLCBoswell, [email protected]

Carmen AugelliRockford, [email protected]

Steven BarnettKeller WilliamsTulsa, [email protected]

David BaughmanHancock Farmland ServicesSavoy, [email protected]

Jeffrey Bernson, ALCJHB Realty Advisors, Inc.Midvale, [email protected]

Whitney Palmer BernsonJHB Realty AdvisorsMidvale, [email protected]

Tim BishmanRe/Max Edge RealtyNorth Canton, [email protected]

Von BoxBox Land CompanyCrystal City, [email protected]

John BoykenWhitetail PropertiesCross Plains, [email protected]

Chuck BraxtonRoche Realty Group, Inc.Meredith, [email protected]

Darcy BrowningRe/Max Real Estate (Central)Calgary, [email protected]

Chip BubelaBubela & Associates, Inc.Schulenburg, [email protected]

Rene BurchellKeller Williams Realty PlanoPlano, [email protected]

Chris CainWhitetail PropertiesKennesaw, [email protected]

Clover CarrollNew Story MediaBrenham, [email protected]

Dane CarverMossy Oak PropertiesRolla, [email protected]

Bradley ChandlerBuy A Farm Land & Auction Co LLCHecker, [email protected]

Brenda ChandlerBuy A Farm Land & Auction Co LLCHecker, [email protected]

Tony ChriscoWhitetail PropertiesPitts eld, [email protected]

Mike CiesienskyLand Broker Websites.comGarland, [email protected]

Wendy ClineWendy Cline PropertiesHouston, [email protected]

Stefanie CobbCobb PropertiesCran lls Gap, [email protected]

Paul CoxCentury 21 LegacyWills Point, [email protected]

Doug CuttingGarden & Gun LandCharleston, [email protected]

Steve DeckerT3 Property Management, Inc.Solvang, [email protected]

Izzay R. Denney, Jr.Denney Properties, Inc.Winterville, [email protected]

Todd DickardBradley CompanyMerrillville, [email protected]


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Mason DollarAlaLand Co. IncAuburn, [email protected]

Brenda DoudicanEk Real EstateEmporia, [email protected]

Shellie DowningJirasek RealtyTemple, [email protected]

Michael DreyerDreyer & AssociatesIndian Harbor Beach, [email protected]

Chris DuffRe/Max AssociatesCorpus Christi, [email protected]

Wayne DunwoodyCentury 21 Mckeown & Associates Inc.Moberly, [email protected]

Joel EnglishSiterra PropertiesCypress, [email protected]

Fargason ErbBurch Realty GroupOlive Branch, [email protected]

Nancy ErniBerkshire Hathaway Home ServicesPark City, [email protected]

Jeff EvansWhitetail Properties Real Estate, LLC.Griggsville, [email protected]

Matthew FletcherThree Rivers Land & Commercial at Silvercreek Realty GroupMeridian, [email protected]

Corey FraiseFraise Auction & Real EstateNew London, [email protected]

Lance FullertonUnited Country - Great Plains Auction & Real EstateEmporia, [email protected]

Kevin GannUC Deer Capital RE & AuctionAntlers, [email protected]

Janotte GarciaWoodside Worldwide Resources CorpPogo, [email protected]

Mike GarrettKeller Williams NorthwestCartersville, [email protected]

Ruth GarrettFarm & Ranch Finders, LLCWaco, TXfarmandranch [email protected]

Matt GerdingRe/Max EliteMason, [email protected]

Kirk GilbertWhitetail Properties Real Estate, LLC.Quincy, [email protected]

Denver GilbertClark & Associates Land Brokers, LLCBillings, [email protected]

Susan GoehrsGoehrs PropertiesColdspring, [email protected]

Ernesto GonzalezMega InMueblesSan Pedro Garza Garcia, [email protected]

Dennis GoodeFriedman Real Estate, Inc.Austin, [email protected]

Ashley GoodroeColdwell Banker Commercial Lake CountryEatonton, [email protected]

Charles GregoryLile Real Estate, Inc.Little Rock, [email protected]

Michael GugarKeller WilliamsBullard, [email protected]

David HagertAgriData Inc.Grand Forks, [email protected]

Alison HaleKeller WilliamsMontgomery, [email protected]

Michael HalfacreTom Smith Land And HomesLouisville, [email protected]

Alex HendersonLand Solutions, Inc.Fort Myers, [email protected]

Kenny HerringPeoples CompanyIndianola, [email protected]

Russell HickeyBachman And AssociatesLa Veta, [email protected]

BROKERS WANTED!

(844) 281-4301LandLeader.com

Exclusive TerritoriesCutting Edge MarketingResponsive Website Mobile FriendlyNational CatalogBroadcast TV AdsTV Show Spring 2016 Social Media Complete Marketing We Help You Sell More Land!


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Mark HutsonHancock Farmland ServicesTurlock, [email protected]

Larrae IencarelliCentury 21 M & M and AssociatesMerced, [email protected]

Jason IngramUnited Country Bulldog RealtyStarkville, [email protected]

Heleen JacobsenReal Estate CentreTaber, [email protected]

Jana JacobsenBerkshire Hathaway Home ServicesPark City, [email protected]

Kate JewellLand Pro Real Estate, Inc.Pilot Mountain, [email protected]

Jon JewellLand Pro Real Estate, IncPilot Mountain, [email protected]

Timothy JohnsonCircle J Real Estate, Inc.Lakewood, [email protected]

Mandy JohnsonLand Pro Real Estate, IncPilot Mountain, [email protected]

Dennis JohnsonHalo Group Realty, LLCAllen, [email protected]

Amy JohnstonLashley Land & Rec. BrokersNorth Platte, [email protected]

William JordanRe/Max Homeland RealtyKaufman, [email protected]

Craig KerfootRocking X Land Co LtdBurlington, [email protected]

Chad KiesHertz Real Estate ServicesGeneseo, [email protected]

Tai Cobb KlamCobb PropertiesCran lls Gap, [email protected]

Mark KnightDavis Dubose Knight Forestry & Real Estate, PllcLittle Rock, [email protected]

Larry KnightSon Town Real EstateDeKalb, [email protected]

Linda KoehlRaynice Shudde Real EstateUvalde, [email protected]

Juvy KopitzkeJuvy Kopitzke RealtyParanaque City [email protected]

Priscilla KoserGreene Farm Management Service IncDunlap, [email protected]

Rosa LaCervaCalifornia Outdoor PropertiesVacaville, [email protected]

Jean-Paul LaCountLands Of AmericaSan Francisco, [email protected]

Stacy LeeHeritage Texas Country PropertiesHouston, [email protected]

Clay LockardWhitetail PropertiesEolia, [email protected]

Adam LytleCentury 21 EliteBossier City, [email protected]

Nick MarinelliMossy Oak Properties Land And LuxuryMooresville, [email protected]

Steve MartensTom Smith LandMadison, [email protected]

Jared MartinKeller WilliamsFresno, [email protected]

Janet Martin, ALCJanet Martin RealtySulphur Springs, [email protected]

Shawn MasseyThe Shopping Center GroupMemphis, [email protected]

Michael Matre, ALCMatre Forestry Consulting, Inc.Albany, [email protected]

Joy McClinthenJoy Mcclinthen RealtyPachuta, [email protected]

Harry McIntoshLeconte Realty, LLCMaryville, [email protected]

Mark McNameeClark & Associates Land Brokers, LLCHulett, [email protected]

Shawn MeltonWhitetail PropertiesHuntertown, [email protected]

Chris Miller, ALCAFM Land Sales, LLCCharlotte, [email protected]

Kasey MockKeller WilliamsAustin, [email protected]

Lisa ModenEbby Halliday RealtorsWhitesboro, [email protected]

Barry MooreCollege Station, [email protected]


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Will MooreJames Wm. Moore Real Estate Co.Lexington, [email protected]

John MorrisAlaLand Co.Hoover, [email protected]

Donna MotleyEmerald Realty & Signing AgencyChicago, [email protected]

Beth MyersEnergy Plex Real EstateLovington, [email protected]

Kenneth OsborneCentury 21 TriadMocksville, [email protected]

Michael OswaltTom Smith Land And HomesMadison, [email protected]

Benito Owusu-BioParliament of GhanaAccra, Ghana, [email protected]

Clay PatrickJP Real Estate IncorporatedBascom, [email protected]

Christopher Peacock, ALCHalderman Real Estate Services, Inc.Winchester, [email protected]

Tanner PeacockChurchill Oaks Realty, LLCSanta Rosa Beach, [email protected]

Ruben M. PenaT.C. Austin Residential Group, LLCSan Antonio, [email protected]

Yu-en PengLipar Property InvestmentTaipei City 101, Taiwan, [email protected]

Brian PhilpotAgAmerica LendingLakeland, [email protected]

David PopeColdwell Banker BurnetHastings, [email protected]

Charlie PowersP ster Land Company LLCBig Horn, WYcharlie@p sterlandco.com

Joel PresleyPresley RealtyN. Augusta, [email protected]

Jack PrettiColdwell Banker Mason Morse Real EstateCarbondale, [email protected]

Thomas QuagliataRE/MAX All ProNaperville, [email protected]

Richard RandalsNew Mexico Property Group LLCTucumcari, [email protected]

Thomas RayburnMossy Oak Properties AgriRec Land & AuctionElk Grove Village, [email protected]

R. Omar RichardsonUnited Country RealQuest Realty, LLCGrand Junction, [email protected]

Ben RichardsonWhitetail Properties Real EstateCollinsville, [email protected]

Polly Anderson-RobertsonCrye-Leike Stedman Realtors, Inc.Liberty, [email protected]

Travis RobesonFridrich & Clark RealtyBrentwood, [email protected]

Clara M RojasUniversity Of Houston-downtownHouston, [email protected]

Cameron RothResults Realty, LLCBurlington, [email protected]

Caleb RundorffNational Land RealtyGreenville, [email protected]

Cory RydenPilkerton RealtorsNashville, [email protected]

Ameen SalifuParliment of GhanaAccra, Ghana [email protected]

Tom SandersfeldExit Huls RealtyMarengo, [email protected]

Eric SarffFarmland Partners, Inc.Heyworth, [email protected]

Lee SchramerNational Bank & Trust Co. of SycamoreSycamore, [email protected]

Melissa SchroderRealty ConceptsHanford, [email protected]

Nikolaus SchrothNai SouthcoastStuart, [email protected]

Jeff ScottCentury 21 Goodyear GreenEdmond, [email protected]

Judy ShafferReal Pro AgencyCarthage, [email protected]

Chad SmithLandMAX Properties, LLCBrookhaven, [email protected]

Ariel SteeleKeller Williams 1st Realty AssocLongmont, [email protected]

Cheryl L. StewartProperty ConnectionsBay City, [email protected]


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Larry StoryTotal Care Realty, LLCGreensboro, [email protected]

Tommy Stroud Jr., ALCNational Land RealtySt. Simons Island, [email protected]

Brandon SwartzlanderWhitetail PropertiesSalem, [email protected]

Rosalinda TabiosWoodside Worldwide Resources Corp.Pogo [email protected]

Jay TaylorLeverage DigitalTampa, [email protected]

Christine TaylorRuhl & Ruhl RealtorsMoline, [email protected]

John TeelRe/Max Lakeside DreamsCorsicana, [email protected]

Julia ThompsonBrass eld CommercialFranklinton, NCjulia@brass eld.com

Garet ThompsonCJ AuctionsTulsa, [email protected]

Cynthia TibbsCynthia Tibbs PropertiesHouston, [email protected]

Betsey TimmonsLyons RealtyLubbock, [email protected]

Jeff TitusCentury 21 M&M and AssociatesOakdale, [email protected]

Kevin TubbesingThe Land SourceMission, [email protected]

Joe TupperTupco RealtyJennings, [email protected]

Eric TurpenClift Land BrokersLittle eld, [email protected]

Joe Van AelstynCindy Gerke & Assoc IncLa Crescent, [email protected]

Josh WaddellMartin, Goodrich & Waddell, Inc.Sycamore, [email protected]

Jason WalterNational Land RealtyCharleston, [email protected]

Robert WashburnRe/Max Real Estate GroupGlenwood, [email protected]

Noah WendtAgland RealtyCambridge, [email protected]

Susie WestbrookArellano Realty & Investments, LLCClermont, [email protected]

Andrew WestlakePeoples CompanyClive, [email protected]

Daniel WhitneyLandmarketing, Inc.Olathe, [email protected]

Harley WilcoxWest Group Real EstateVictor, [email protected]

Bonnie Herring WiseTerrain Marketing BrokersDunn, [email protected]

Leena WongRealty Links LLCHouston, [email protected]

Richard L. Wood, ALCR.L. Wood & Company, LLCMesa, [email protected]

Kenneth WoodruffFairfax Realty, Inc.Falls Church, [email protected]

Richard YeagerNY Living RealtyWillsboro, [email protected]

Andrew ZellmerPeoples CompanyClive, [email protected]

Cindy MillerRockwall, [email protected]

Membership AmbassadorsAmber JohnsonBen Crosby, ALCBen Van DykBob Turner, ALCBrad Van Weelden, ALCBrian RoseCathy Cole, ALC AdvancedDan PerezDan Ward, ALCDave Milton, ALCDean Saunders, ALC AdvancedDietra RobisonEric Schlutz, ALCGeorge Clift, ALC AdvancedJeff Bernson, ALCJeffery Waddell, ALCJeramy Stephens, ALC AdvancedJohn Dean, Jr. ALCJohn Moss, ALCKurt HollenbergLance Langenhoven, ALCLar VossMaggie ThomasLou Jewell, ALCMichael LauherMolly SuarezSandy Bahe Scott PumroySherman Shanklin, ALCTom Smith, ALC Advanced


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UPDATES FOR ALCs2016 NEW POLICY CHANGESNew ALCs: In 2016, all new ALCs will be required to take the Institute Code of Ethical Excellence (ICEE) session before applying for the ALC designation. This four-hour session will be offered via independent study with a stand-alone remote exam to be successfully completed, which includes the submission of the signed ALC Code of Conduct form. After ful lling this requirement, ALCs are required to take the ICEE session during the next ICEE window (2021-2025). This will be a continued requirement for all ALCs to ful ll during every ve-year ICEE period.

Professional Development RequirementAs of January, 2016, ALCs are required to ful ll professional development through the Institute every 5 years. The requirement to be completed within each ve-year period may include one of the following (please choose one):

Successful completion of one 16-hour LANDU Course OR

Successful completion of two 8-hour LANDU courses OR

Attendance at two National Land Conferences OR

Successful completion of one 8-hour LANDU course and attendance at one National Land Conference

LANDU Loan Assistance ProgramInvest in yourself! Real estate professionals seeking to invest in attaining the esteemed ALC designation can receive nancing through the REALTORS Federal Credit Union. Make a good investment. Invest in a designation that has helped increase agents annual earnings by $100,000 or more. The REALTORS Federal Credit Union has the resources you need to complete your ALC courses to join the ranks and become a member of this elite group.

Enroll in the Accredited Land Consultant (ALC) loan program and you may qualify for the ALC Designation Loan. The ALC loan will help you pay for:

Membership to the REALTORS Land Institute

104 LANDU contact hours required for the designation

2016 National Land Conference expenses

ALC Final Exam Fee

ALC Application Fee

And more!

You may apply for a loan up to $5,700 to cover the expenses of earning the ALC designation.

Visit Our Booth and Watch Demo Proud Partner of the 2016 National Land Conference

Market Pricing Platform for Land Brokers


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EDUCATION REQUIREMENTSApplicants must complete a total of 104 LANDU contact hours, of which 56 are required courses*. Courses may be completed in-person or through online delivery systems.

Required Courses (56 hours total): Land 101: Fundamentals of Land Brokerage (16 hours) Land Investment Analysis (24 hours) Tax Deferred 1031 Exchanges (16 hours) or Advanced Tax Deferred 1031 Exchanges (8 hours)Note: If taking the Advanced course in place of Tax Deferred 1031 Exchanges, students will need to complete 8 additional elective course hours in order to meet the 104 contact hours.

Elective Options (to fill remaining 48 hours): 2016 National Land ConferenceWhite Paper (16 contact hours)

Advanced Tax Deferred 1031 Exchanges (8 contact hours) Agricultural Land Brokerage and Marketing (16 contact hours) The Auction Tool (8 contact hours) The Basics of Eminent Domain Law (8 contact hours) Essentials of Negotiation (16 contact hours) Google Earth for the Land Professional (16 contact hours) International Aspects of Real Estate (16 contact hours) Introduction to Land Valuation (16 contact hours) Land Development (16 contact hours) Legal Aspects of Real Estate (16 contact hours) Marketing Strategies (16 contact hours) Mineral, Oil and Property Rights (16 contact hours) Site Selection (16 contact hours) Strategic Planning for Your Business (16 contact hours) Tax Implications of Real Estate (16 contact hours) Timberland (16 contact hours) Transitional Land (16 contact hours) Mapping and Land Navigation (16 contact hours) other electives as developed by the REALTORS Land Institute other course equivalencies as approved on an individual basis

EXPERIENCE RESUMEApplicants must hold a current Real Estate License and submit a resume that demonstrates a minimum of two years of experience in land sales or brokerage, or a minimum of three years of comparable real estate experience in auction, appraisal**, leasing, development, farm management, consulting, brokerage management***, or related services in land.

*Applicants may test out of required courses. Contact staff at 880.441.5263 for more information.**Appraiser candidates must be licensed state certified general appraisers. ***Broker managers must have a minimum of five years of management experience and manage a minimum of ten agents.

VOLUME REQUIREMENTS Applicants must submit a portfolio that substantiates specific levels of volume achieved in land sales or in providing real estate services related to land.

Sales, Brokerage, Development, Consulting, Investor/Developer The portfolio must substantiate the applicants participation and material involvement as a broker, agent, consultant, forester, auctioneer or employee in at least five closed land transactions totaling $10 million or a minimum of twenty-five separate land transactions of which no more than eighty percent involve residential lot sales, or a comparable level of volume dependent upon the land specialty and type(s) of real estate services provided. The value of the land must account for at least fifty-one percent of the total sale of the transaction in order for the transaction to be eligible. Cited transactions and services will need to be completed no more than six years prior to the submission of the ALC Application.

Volume Calculations: the buyer side is equal to the full sales volume the seller side is equal to the full sales volume if both sides of the transaction are handled by one agent double the volume of the transaction for the purpose of fulfilling the volume requirements

Substantiation documents include, but are not limited to: signed closing or commission statements, contracts, and leases approval documents or permits, site/development plans recorded and signed deeds statements of value or copies of appraisals copies of consultant reports or commentaries on consulting assignments letters from employers indicating a principal involvement in land transactions, development, appraisal, or related services

AppraisalAppraiser applicants must be licensed state certified general appraisers and submit an appraisal experience log listing of all land appraisals performed during the previous three years, containing the appraisal date, client identification, and total appraised value of the property. The portfolio must substantiate the applicants completion of no less than thirty agricultural and/or commercial land appraisals, for the three years prior to submitting the application, that fully meet all USPAP requirements, with cumulative appraised values exceeding ten million dollars. In addition, the portfolio must include two examples of a complex land appraisal (with signed permission of the client) containing all three approaches to value.

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ALC Designation Requirements

NEW

NEW

NEW

Broker ManagementBrokerage manager applicants must submit a portfolio that substantiates management responsibility in a firm with a minimum of ten agents who have completed at least $30 million in sales volume over a 2-year timetable.

AuctioneersThe auctioneer must substantiate participation and portion of commission in at least five closed land auctions totaling ten million dollars, or a minimum of 25 separate auction events of which no more than eighty percent involve residential lot sales, or a comparable level of volume dependent upon the land specialty and type(s) of real estate services provided.

Non-Transactional Land Professionals TierConsists of those high-level, full time commercial professionals whose primary function is a substantial contribution to commercial real estate that does not include brokering actual transactions. Five or more consecutive years in the same role is required. This category includes: bankers, attorneys, corporate and executives, asset managers. Non-transactional applications must include the following: a professional resume that demonstrates real estate experience (employment history); an affidavit which includes verification of at least five years in the same role; a detailed explanation of the role and responsibilities in his/her position; 2 letters of recommendations; and proof of participation and material involvement in at least five closed land transactions totaling a minimum of $25 million.

Certified Professional Landman (AAPL)Must be a Certified Professional Landman (AAPL) with three years of experience. The portfolio must substantiate the applicants participation in no less than twenty-five closed land consulting cases of which no more than eighty percent involve residential lot sales, or a comparable level of volume dependent upon the land specialty and type(s) of real estate services provided.

Farm/Forestry ManagersFarm managers must submit a portfolio that substantiates proof of a minimum of thirty active leases during a five-year period.

RECOMMENDATIONS Applicants must submit at least two letters of recommendation, one from an Accredited Land Consultant and one from a local or state board confirming that the applicant is a member in good standing. If the applicant is an Institute Affiliate member, in lieu of a letter from a state or local board, he/she may submit a letter from an appropriate accrediting body or commission confirming that the applicant is a member in good standing of the accrediting organization.

EXAMAll ALC designation applicants must successfully complete a comprehensive online exam that covers the core components of the LANDU curriculum. All candidates will be able to take the exam twice within a year from the date of purchase.

ALC EXPERIENCE RESUMEApplicants for the ALC Designation are required to complete a detailed ALC Experience Essay. This is a 400-word essay describing how LANDU education and knowledge was used in the listed transactions, how ALC skills and tools applied to complete the transactions, and which ALC skills and knowledge would have benefited in the transactions.

INSTITUTE CODE OF ETHICAL EXCELLENCE (ICEE) REQ.Applicants are required to take the Institute Code of Ethical Excellence (ICEE) session before applying for the ALC designation. This four-hour session will be offered via independent study with a stand-alone remote exam to be successfully completed which includes the submission of the signed ALC Code of Conduct form.

FORMAL APPLICATION & REVIEW Applicants for the ALC Designation must hold a current membership in the REALTORS Land Institute. After completing all requirements, including passing the comprehensive exam, ALC applicants must make a formal portfolio and submit a $350 application fee.

The formal portfolio is peer reviewed by the ALC Designation Committee. The Committee will consider each portfolio to determine if all requirements have been satisfied. Members of the ALC Designation Committee reserve the right to request additional information or an interview (via phone or in person) with any ALC designation applicant should there be questions regarding the candidates completion of the requirements for the designation. The Chair of ALC Designation Committee serves as the liaison to all applicants. Applicants who are determined not to have satisfied the requirements will be advised of the reasons for that determination so that they may correct any deficiencies.

POST-ALC DESIGNATION: PROFESSIONAL DEVELOPMENT REQ.Once designated, ALCs are required to fulfill a professional development requirement through the Institute every five years. ALCs may choose from one of the following requirements: completion of one sixteen-hour LANDU Course; completion of two eight-hour LANDU Courses; attendance at two National Land Conferences; or completion of one eight-hour LANDU course and

Fast Track Program to the ALC Designation

Individuals who hold the following designations may apply for the Fast Track Program to the ALC designation: CCIM, SIOR, CRE, AFM, ARA, RPRA, AAC, MAI, CAI, SR/WA or hold a B.S. or M.S. and/or PHD with a major in real estate or a program specifically related to land.

Fast Track applicants need to complete the 56 hours of the required LANDU courses. Applicants must provide proof of graduation or active membership with an approved designation, meet all other ALC requirements and submit a formal application.

Call 1.800.441.5263 to learn more or visit http://www.rliland.com/fast-track-program.

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WELCOME NEW ALCsThe REALTORS Land Institute is proud to announce the newest recipients of the Accredited Land Consultant (ALC) designation. These ALCs have worked hard to complete the rigorous LANDU education requirements, build a proven track record of success in the business, and pass an evaluation and approval process by the Institutes Designation Committee and Board of Directors. ALCs are the most trusted land professionals as a result of their commitment to professional development and a strong code of ethical conduct. In 2015, the Institute proudly awarded thirty-two members with the ALC designationmore than in any of the past ten years.

Congratulations on your accomplishment!

John Debitetto, ALCLand Solutions, Inc.Fort Myers, [email protected]

Debitetto has 22 years of experience in production home building, having served in various capacities including

land development, acquisition, sales, and construction. He is a graduate of the University of Florida with a BS Degree in Construction Management and holds a Broker and Contractor license in the state of Florida.

Gar Lile, ALCLile Real Estate, Inc.Little Rock, [email protected]

Lile is the founder and current President of Lile Real Estate, founded in February 1993. Lile is a licensed

real estate broker in Arkansas, Louisiana, Mississippi, Tennessee and Texas, and an Arkansas State Certi ed General Appraiser. He is actively involved in the ownership and development of farms and recreational properties in Arkansas, and has a hand in many major farm and recreational development projects.

Janet Martin, ALCJanet Martin RealtySulphur Springs, [email protected]

Martin attended college at Stephen F. Austin and received her BBA from East Texas State University. Prior to

earning her Brokers license, Martin was a partner with her husband in the family farm. Her background in farm and ranch, as well as a business background, has added to Martins extensive experience as a full-time REALTOR with ongoing education in her eld.

Doug Meschko, ALCLand SolutionsFort Myers, [email protected]

Meshcko is a Director of Market Research and a Broker focusing on the market analytics of residential

and commercial properties throughout Southwest Florida. He has fteen years of real estate experience with a wide range of focus from consulting to sales and leasing. As a Market Analyst for Metrostudy of South Florida, he commissioned market reports, feasibility studies and acquisition / disposition consulting reports for local and national builders, venture groups, and lending institutions.

Chris Miller, ALCAFM Land Sales, LLCCharlotte, [email protected]

Miller holds a BS in Forest Management and Forest Resources from North Carolina State University.

He has been a Consulting Forester / Land Broker for over ten years who specializes in timber and land sales in North Carolina and South Carolina.

Michael Price, ALCLand Solutions, Inc.Fort Myers, [email protected]

Prices main focus is the sale of commercial real estate, the presenting of listings to developers

and investors, and the procurement of new listings and clients for the company. He is a native of Fort Myers and has been active in the local business community for years. Price has a business background and extensive knowledge of the Southwest Florida area. He is a graduate of the Lutgert School of Business at Florida Gulf Coast University with a BS Degree in Management.


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Tommy Stroud Jr., ALCNational Land RealtySt. Simons Island, [email protected]

Stroud was born and raised in St. Simons Island, GA. As an Eagle Scout, he grew up appreciating the

outdoors. He graduated from Auburn University with a major in Marketing and a Masters in Real Estate Development. He then spent the next seven years in commercial real estate and commercial and land appraisals with McColgan & Company in Atlanta and Driggers Commercial Group in St. Simons.

Jeff Wolpert, ALCNewmark-Grubb/Pearson CommercialFresno, [email protected]

Wolpert is Vice President in the Land Division of Newmark Grubb

Pearson Commercial, specializing in the acquisition and disposition of land and commercial properties. He has extensive experience with land use designations, city and county planning departments and zoning issues. His expertise focuses on transitional agricultural land with commercial development potential, single-family subdivisions, multi-family housing, and industrial and professional of ce properties.

March 12, 2016The Greatest Cowboy Auction on Earth III 2016 National Land Conference

Register your donation now!nationallandconference.com/cowboy-auction

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DISCUSSING EASEMENTS WITH YOUR CLIENTSAlbert Allen, ALCFounder & PresidentAllen, Williford and Seale

Almost all articles about easements deal with their appraisal. Valuation of easements is important and the real estate professional can bene t by understanding these valuation techniques. However, this particular article is designed to assist the non-appraiser real estate professional in their discussions with buyers and sellers regarding the impact of easements on land.

WHY AREEASEMENTS IMPORTANTMost properties have easements and in some instances these easements can impact the utilization and even value. Knowing if there are easements present, where they are situated and what they are used for, is an important part of listing, buying, selling, nancing and appraising land. Any analysis or presentation of a property should include a discussion of easements. A few thoughts on the nature of easements and how they may in uence value can help ascertain their signi cance to the transaction. When the subject property already has easements, if there is going to be an easement placed on the property or if the comparable sales and/or listings used to value the property have easements, then, their possible impact should be considered.

WHAT IS AN EASEMENTAccording to the Land 101: Fundamentals of Land Brokerage LANDU course,

An easement is defi ned as a right in law held by one person or entity to make use of land or property of another for a limited purpose. Under the terms of an easement, the owner grants a portion of, or interest in, his property rights to an individual or organization. An easement grants a portion or interest in the property rights of a property to another individual or organization. When it is recorded, an easement becomes part of the propertys chain of title.

Easements result in a diminution of uses to the landowner and sometimes, but not always, a reduction in the value of the property. The landowner can no longer build within the easement area. Depending on the easement document, he may be restricted from traversing or crossing the easement area. There could also be restrictions on the use of the subservice or aerial portions of the land within the easement area.

NATURE OF EASEMENTSEach easement is unique. Easements are created by a document including the speci c agreements between the landowner and the holder. These agreements may have a time limit or extend into perpetuity. Very few easement agreements are exactly the same. There are almost an in nite number of uses for an easement, the most typical of which are roads, pipelines, and electrical transmission lines. Each easement re ects the highest and best use, and other characteristics of the land it crosses, further adding to its uniqueness. An easement is not a highest and best use but the existence of one could change the highest and best use of the subject property. Often, easements are described as surface, sub-surface or aerial but these classi cations are primarily physical and the easement agreement may include additional rights. For purposes of discussion, easements can also be divided into right of way (land) and infrastructure (improvements). Either the right of way or the infrastructure within it can impact the value of the land. Again, the easement agreement spells out the speci cs of both the right of way area and the improvements which are allowed in that area.

Another factor of uniqueness is that an easement physically divides the property which it encumbers. A property with an easement can be said to have three physical parts: the subject whole, the portion burdened (also called right of way or acquisition) and the remainder (that part of the subject whole not encumbered). These distinctions are important when analyzing the impact an easement has on value as discussed below.

RESEARCHING EASEMENTSEasements are quite speci c and, as mentioned above, are spelled out in a legal document. A title search may uncover an easement document and this agreement should be read. Many easements are visible at inspection but some are not. The landowner should always be interviewed regarding the presence of easements. Assumptions regarding easements should be avoided.

WHEN DO EASEMENTS IMPACT VALUEIn most cases there is no impact on value due to easements, particularly if they are of the standard utility or access variety. In some cases, the easement area itself will include signi cant infrastructure such as highways, electrical transmission lines or pipelines. Value impact issues may include proximity to improvements; visual impairment; crossing restrictions; location issues such as traversing the land through the middle rather than


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along the boundaries; and destruction issues such as loss of trees or improvements. Loss of value should be based on market data rather than subjective or anecdotal reasons. Individual markets react in different ways to a particular type of easement. For example, a natural gas pipeline causes little comment at all on the Gulf Coast of Texas while a similar easement could create a great deal of consternation in rural Vermont.

HOW EASEMENTS ARE APPRAISEDEasements are not valued per se. There is no market for easements in and of themselves. The value (impact) of an easement is always the amount of loss in value of the burdened property, not the value of the easement to the taker (user). Another way of saying this is that the value of easements is based on the underlying value of the land. There are two components of possible value loss to the land: reduction in the value of the easement area and loss of value to the remainder of the tract. As discussed above, the loss to the remainder can be caused by either/or the right of way itself or the infrastructure within the easement area itself. The total loss in value caused by an easement cannot exceed the value of the entire subject property.

The generally accepted methodology used by appraisers, and the one almost always accepted (required) by the courts, is the Before and After method. In practice, this requires the appraiser to perform two separate appraisals: the value of the property before the imposition of the subject easement and the value of the property after the easement and infrastructure is in place. The difference in value between the two is the impact of the easement. Since any appraisal is market based, comparable land sales will be used. In the before scenario, comparables without easements will be used, and in the after analysis, comparables that are encumbered with easements similar to the one to be placed on the subject will be used. Generally, these two appraisals and the data are presented in one report.

RULES OF THUMBThere are a number of alternative methodologies (rules of thumb) which are often used to estimate the impact (value) of easements. None of these rules of thumb re ect market value and should not be relied upon. In any event, they are not recognized by appraisers or courts of law because they are not supported in the marketplace. In the nal analysis, alternative methodologies are not based on the underlying land value. Three examples of these rules of thumb would be: (1) linear expressions of value such as per rod or per running foot, (2) prices paid for other easements and (3) expressing damages (diminution in value) in terms of percentages.

Basing the value on linear expressions, such as dollars per rod or foot, is a commonly used rule of thumb particularly in pipeline easements. Many companies used this metric as a budgeting tool. It is not a reliable indication of value, however, for several reasons. There is no market for sales of individual easements in the market place. Many easement acquisitions involve eminent domain and, as such, are not arms length transactions.

The price paid for the acquisition of individual easements is usually based on many factors in addition to the underlying value. Examples of these would be negotiations based on timing of the project and holdout situations. Additionally, because of the uniqueness of each easement, the easements being purchased probably are not similar to the subject easement.

The use of percentages not based on comparable sales data does not re ect the market. An example would be to say that a powerline easement reduces property value by twenty- ve percent. This is a generalization which does not take into consideration such factors as differences in size of the property being affected; different sizes of the transmission line size and voltage; different neighborhoods; different highest and best use of the property; etc.

ADVISING YOUR CLIENT REGARDING A PROPOSED EASEMENTIn the event of the possibility of an easement being imposed on the subject property your client may seek your advice. The real estate professional should exercise a great deal of caution at this point and should not ever offer legal or appraisal advice. The party seeking to obtain the easement may have the right of eminent domain, and this introduces a legal environment which will require, in most instances, the assistance of an attorney. Recommending an attorney is ne as long as they are quali ed to handle a condemnation matter. In the event that an appraiser is needed, the attorney usually selects one they have worked with in the past. Acting as a negotiator or expert witness for either party in an eminent domain matter should be given a great deal of thought before accepting the assignment. Most states require an appraiser license or certi cation before an individual may act as a valuation witness. Any comments about easements and values, particularly in public meetings, should be based on comparable data and not alternative methods or rules of thumbs.

SUMMARYEasements are important and can impact both use and value of the property. Generalizations about easements are of little use primarily because each easement


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is unique and does not t a preconceived pattern. Generally speaking, both appraisers and the courts apply an underlying land value based approach (before and after) to the valuation of easements. The reason for this is that this method re ects how the market reacts. Rules of thumb to estimate value (impact) of easements themselves should be avoided.

About the author: Albert is the Founder and President of Allen, Williford and Seale an appraisal fi rm with a nationwide practice. He earned his ALC from the Institute in 2015 and continues to be an active member. His background includes growing up in a South Texas ranching family, graduating with a degree in Agriculture Economics from Texas A&M

University and serving as a real estate offi cer in the US Army Corps of Engineers.


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TIPS AND THOUGHTS ON HOW TOSELL A RANCHDeitra Robertson, ALC AdvancedPresident & Owner, Deitra Robertson Real Estate, Inc.

If this title had you thinking, Oh good, Ill just read this, gather a few pointers and be on my way to selling that ranch!think again! This topic would be a great Napoleon Hill brainstorming session, wouldnt it!

My fellow Accredited Land Consultants (ALCs) could all write this article, and certainly could elaborate on it based on their knowledge and procedures. I hope this piece will help those new to selling larger land parcels.

Ranches rst of allwhat are they? They come in all sizes and uses including hunting, hay, cattle, shing and recreation, high fenced exotics, vineyards, and true working ranches. This will not include a discussion on agricultural production, other than hay as that is an entire subject regarding farmland and not part of this article.

You have secured a wonderful ranch listing, discussed the aspects of the ranch with your sellers, and counseled with them regarding the listing and selling process, expectations and potential results.

Have your sellers tell you what they have loved about the ranch, and different parts of the property. How is the lighting different in the summer versus the winter? What have they changed, built, or modi ed since they purchased? What would they still change if they were to continue as owners? You need to really get the feel of this property, and your sellers are your best resourcenow you can share that through your marketing to potential buyers and agents.

Gather your datano shortcuts! Surveys; legal descriptions; tax information; how property is assessed (agricultural, timber, wildlife, etc.); mineral ownership; production; water rights; wind rights; BLM leases or other agricultural leases; conservation easement documents if applicable; well logs; zoning information; local utilities; inventory list of exclusions and inclusions (talk to your sellers about this, get this early in process--it will still probably change!); income/expense/proforma statements (as many years as possible); off record items.; distance to airports and FBOs; know the length of runways for private jets, all jets are not equal and require different distances.

Have there been any environmental assessments done on the ranch? Many buyers will want, at minimum, a Phase Onewe all know most ranches have their own land ll somewhere! Also, inquire about government programs, CRP, Grassland Reserve, etc.

As you move forward, gather information on competitive properties and projects as well as sold and closed properties within a determined area where buyers would look for similar properties. This could include several states! Collect regional and local information and articlesif in a resort area, sell that! If your ranch has development or conservation potential, put together development costs and estimates. You will want to gather all building descriptions and specs, oor plans, building diagrams, blueprints, etc.

Study your subjectmaps, maps, maps! Know your boundaries. How much is wooded, how much in crop production, hay production, native grasses? How many water features? Whats the size and depth of ponds and lakes? Check with your local NRCS of ce as they have great maps. With your mapping programs, create boundary, aerial, topo, FEMA and ood maps. Locate improvements and points of interest on your maps. Now, create your soils mapsNRCS has a great site for this as do most mapping software. This is important to buyers! Figure the carrying capacity of your pastures; knowing how many AUMs in certain climate conditions will be bene cial information for some buyers. Know the current pasture plans in place; when and how often it is fertilized; how about weed control, planting, sprigging, and so on. Can this be improved? How?

Regarding fences, know which are boundary and which are cross fences. If a ranch is high fenced, nd out who built it and when it was built.

When it comes to hunting and shing amenities, get photoselk, deer, turkey, cat, ducks, geese, sh sell! If a ranch is primarily used for hunting and recreation, there is a host of other categories on which to gather information. It is also important to know the areas in certain parts of the country, how many tags a land owner gets, licensing, season dates, etc. If outside hunting is allowed and if a business is part of ranch, then, all nancials are important. Same goes for dude ranches, vineyards and all income production which contributes to value of the ranch and is part of what you are selling.

Yes, assembling all of the critical information that makes you as knowledgeable as the seller about your ranch listing is paramount. Now you can decide your marketing strategies. Foremost is determining if your ranch listing is a local, regional or global property in its appeal. Most ranch brokers utilize the excellent esoteric publications of our business. These magazines were our bibles and served as our main Multiple Listing Service (MLS) for years! Now, they can be strategically placed on coffee tables for high-end buyer prospects.


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Publications and websites catering to hunting, shing, and equestrian properties should be considered depending on scope of property. Print publications such as the WSJ, for high end properties, have regional market advertising options. Of course, if a property is more local in scope, then, use your best local marketing publications.

If you have a potential conservation property, consider highlighting that aspect and explain state tax credits and federal tax deductions associated with easements in your marketing materials.

Offer a resource of quali ed agricultural lenders. Invite them to be part of your Open Ranch tour. It puts you miles ahead if you can offer a knowledgeable ag lender to a prospective buyer and agent. Inexperienced large land buyers may think their local lender or private wealth management lender will secure their nancing. We have all been down that path!

Yes, have an Open Ranch and invite your network of farm and ranch brokers. These brokers have buyers! This was certainly a successful part of marketing and had great support among the members of the Colorado RLI Chapter while I was there. Texas is vast and propert

terra firma winter 2016

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