A buyer looks for just the right property but can’t find it. A seller puts their land on the market, but buyers aren’t biting. Chances are, it isn’t because there isn’t good land available for buyers or buyers available to sellers. Rather, it’s probably because they hired a traditional real estate agent and didn’t find a land realtor. For those searching for a realtor specializing in land, Whitetail Properties Land Specialists deliver. Here’s why you need a land realtor instead of a traditional real estate agent, plus some of the things a Land Specialist can do that many others can’t.
Editor’s Note: This is not financial, investment, legal, or real estate advice. Consult with a financial planner, investment specialist, real estate lawyer, and real estate professional before buying or selling real estate.
Having a Better Feel for Land-Centric Value
While Whitetail Properties Land Specialists also sell homes and homes on acreage, it built a brand around selling rural real estate, specifically farms. It’s especially adept at assisting buyers and sellers with hunting land.
“There are fantastic realtors out there who we refer to as residential realtors,” said Michael Fudzinski, a Whitetail Properties Land Specialist in New York. “They do a great job of selling houses. But I think it takes a unique skillset to properly market homes on acreage, land, and farms. That's what we bring to the table.
“When we sell a farm or a home on acreage, you know we're not just interested in one piece of it,” Fudzinski continued. “It's the sum of the parts and the way we can get sellers the highest price possible.”
In short, Land Specialists assess the entire property, not just what you can see from the driveway or road.
“That's probably one of the big things that sets us apart,” Fudzinski said. “We won't list the property until we walk the entire thing. We take the extra steps, and I think our extra steps mean the extra mile, and quite literally sometimes means we put in a couple miles or more walking a property.”
Knowing the Subtle Nuances of Land Buying
Oftentimes, traditional real estate agents who mostly sell houses don’t have the necessary experience to adequately assist buyers and sellers of land.
“I think from an overall evaluation standpoint, we provide a lot of detail that many residential realtors do not take into consideration,” said Tre Kerns, a Whitetail Properties Land Specialist in West Virginia. “That might not always yield value from an appraisal standpoint, but I do feel that the value we see in that ground — whether it's timber value, oil and gas, other mineral rights, fencing on a farm, etc. — those things factor into the equation.”
For example, he deals with a lot of properties with free gas. Those values play a big part in his property evaluations and analysis. This assists buyers and sellers alike.
“I see a lot of agents from a residential standpoint who lack that, and I think those values do not get the credit that they should, especially when putting a value on a property,” Kerns said.
Better Understanding of Time on Market for Land
The amount of time the property has been listed can be very important. It doesn’t always mean what you think it does, either. If it’s been there awhile, the reasons why can vary greatly. But it isn’t always bad. Williams encourages you to ask the right questions.
“Asking about the time on the market can provide you some important information,” said Whitetail Properties Land Specialist Mark Williams. “Some sellers are in the market to see if they can demand top dollar and really don’t care if they sell the property at all. If they get the price they want they’ll sell. If they don’t they will just keep it and continue to enjoy the property. So, be careful not to assume too much when talking about [number of] days on the market. It can be useful but sometimes it can work against you if you have a seller that doesn’t care if he/she sells or not.
“Some buyers assume that a long time on the market means sellers are desperate to sell and make extremely low offers,” he continued. “Those low offers, even if the seller counters, tend to start the negotiations off on a bad foot and make sellers less willing to negotiate. The moral of the story is to not read too much into days on market, because you never know the seller’s motivation regarding selling his/her property.”
Knowing the Key Factors for Agriculture and Other Property Uses
Most Land Specialists spend significant time outdoors. That’s especially true for agricultural land, recreational property, hunting ground, and more. Simply, they are more qualified to sell land. Fudzinski notes that virtually all Whitetail Properties Land Specialists come from rural lifestyles, own property, grew up in or around agriculture, and/or enjoy the hunting, fishing, and outdoors lifestyle.
“We have a unique perspective that we can help buyers when they're trying to figure out what property they need,” Fudzinski said. “The hunting part is obviously important to us, but not every buyer is a hunter. Still, being able to help them understand the value of quality habitat or the value of what timber stand improvement can do for wildlife, is key. Being able to explain these different elements to a buyer is definitely one of the things that sets us apart.
“These are things that never even occur to the average realtor,” Fudzinski continued. “I've had multiple showings where other agents have been in attendance and thanked me because they had no idea about the different programs we reference. You can see the light going off in their head like, holy cow, these guys really are a different breed.”
(For Sellers) Knowing How to Best Represent Their Land Selling Needs
The better you know the land, the better you can market it. Land Specialists dig in, find each property’s strongest features, and bring that to market for sellers.
“We can get not just the highest price per acre, but the highest price for every acre,” Fudzinski said. “It’s not just about what you can see from the road and the driveway. It’s in the details. It’s about explaining to buyers the different timber programs, carbon credit programs, etc. The average residential realtor isn't going to be able to mention these types of things. It just sets us apart and helps us to get sellers the highest price breakers.”
(For Buyers) Knowing How to Best Represent Their Land Buying Needs
From the buyer’s perspective, Land Specialists offer things that traditional real estate agents simply can’t. Most of the time, Land Specialists come to the table with more knowledge and value associated with niche-focused land sales. They also know how to find the best deals for their clients.
“We offer a different perspective and go the extra mile,” Fudzinski said. “I had one buyer who was looking at land, and we walked 10-15 miles before we were done looking at different properties and found the right one. He told me I was the first agent who was willing to walk with him, and he ended up purchasing a great piece of land. We're willing to take steps based on our work ethic that the average realtor just isn't going to do.”
Recognizing Important Land Features for Wildlife and Hunting
Good real estate agents who specialize in land know quality hunting land features when they see them. For example, Bob Stalberger, a Whitetail Properties land agent in southeastern Minnesota, knows the importance of having water on a hunting property.
“As most avid hunters know, the three big things a property should have are food, water and cover,” Stalberger said. “Whether you are shopping for your dream farm or your first farm, there is always a struggle finding a property that hits all three of these key components. Having flowing water on a property usually comes with a higher price tag. I often tell clients I think water is the most overlooked thing today in deer hunting. Having a river, creek, trout stream or pond in the middle of your property would be perfect, and without a doubt, adds value to your property.
“What if you find a property that checks all of the other boxes (access, cover, food, income) but no water source?” Stalberger continued. “Don’t pass on a property without water. Add it. I personally added water to my property. I have four Banks Outdoors Wild Waters on my farm. I was able to strategically add water in key travel and bedding areas. I harvested my buck last fall while he was drinking out of one of my Wild Waters. It’s also key to see where water is on surrounding properties and how that will affect the deer traveling on and off your property.”
Authenticity in Living the Lifestyle That Land Specialists Help Buyers Acquire and Sellers Divest
Authenticity is a big thing for people. Without a doubt, Land Specialists bring authenticity to the table. Whether selling agricultural farms, recreational properties, or other investment lands, they know the buying and selling points to consider. Plus, Land Specialists live the lifestyle that they are helping people to buy and sell.
“Know your niche and what you're good at,” Kerns said. “It doesn't matter what field you are from — you must have experience in the areas you're functioning in. You have to understand those values. I understand a farm when I walk through a piece of land and evaluate it.”
That’s the power of a Whitetail Properties Land Specialist. Now, find a real estate agent near you.
