Regardless of whether you’re planning on selling or buying property, most people partner with a real estate agent for the expertise and assistance they provide from prep to close. Those on both sides of the market value professional input enough that over 90% of 2022’s sales involved an agent.1
So, whether you’ve decided to sell your pasture or buy a greener one, one of the first things on your list is probably finding the right land broker.
If you don’t know where to start, you’re in the right place. Keep reading to discover the essential qualities of a real estate agent, how agents will customize your sale, and why Land.com can help ensure a successful land transaction.
Are Land Brokers Different for Sellers and Buyers?
Generally speaking, professionals will take on the role of either “listing agents” who partner with property sellers or “buying agents” who help prospective purchasers find their dream location. Land pros can take either side in a given transaction, and there’s a fair amount of overlap in the responsibilities—especially when it comes to negotiation.
However, the potential conflicts of interest make it uncommon for the same individual broker to represent both sides of a transaction at once, and some may specialize in one or the other.2
Let’s break down each role for a better understanding of what to look for when deciding who’ll represent you.
Sale-Side Listing Agents
When you want to ensure your property is presented at its best and to the broadest audience, you contact a listing agent. While you’re considering these experts, your top priorities will likely be:
- Experience—A professional’s accumulated years in the industry and certifications will help indicate their insight. One of the most important to prioritize is an Accredited Land Consultant (ALC) certification, earned by completing additional land-specific education programs and demonstrating a reputation for being the industry’s best. Look no further than Land.com’s broker directory to start compiling a shortlist of these pros.
- Marketing – Listing agents must be able to put your property on the market in the most eye-catching and enticing way—from picturesque snapshots to understanding all the benefits and charm your tract offers. But as important as presentation is, their network’s reach is crucial. You want to ensure your agent puts your listing in front of as many interested eyes as possible across numerous platforms, such as:
- Online real estate platforms (like Land.com listings)
- Social media
- Print ads (newspapers, magazines)
- Brokerage website listings
- Email newsletters
- Mailers and flyers
- Property signage
- Holding firm – Ultimately, most sellers will walk away from a closed deal happy if they believe they received fair value for the property. And as your negotiator, it’s the listing agent’s responsibility to maximize those returns instead of settling for low bids. At the same time, be open to their guidance if they advise a listing isn’t getting the interest you expected due to its price.
Knowing and Communicating Your Land’s Potential to Prospective Buyers
The right listing agent knows the current state of the land and what it could be used for in the future, leveraging both in their efforts to attract more lucrative bids on your property. Potential buyers will have many questions: is the land used for farming? What’s the local wildlife like? Are there notable weather patterns?
Your broker must be able to provide guidance on these aspects and more, including:
- Type of land – Is the land suitable for ranch operations, farming, or building a homestead? Agents will find a property that meets all your needs.
- Building restrictions – From zoning laws to plumbing options, agents know the rules for building a home, barn, or other structure.
- Soil quality – Any buyer interested in farming will want to know the soil’s fertility. Agents provide updated soil testing, a crucial selling point for agricultural land.
- Water sources – Water can make or break a deal. Agents will advise potential buyers on natural water sources for wells, rights for accessing agricultural water, steps for implementing a sewage system, and more.
By creating a holistic picture of the land, your broker will encourage potential buyers to visualize the lucrative potential of the whole property.
Buy-Side Buyer’s Agents
The broker you partner with when looking for a new plot or abode should hold the same skills that you’d look for in a listing agent. However, their local knowledge and network become significantly more important than their marketing skills in this role.
Buyer’s agents must know the local market, your preferences and budget, land features, and more. They should be well-connected in the community and knowledgeable about the sellers’ relationships with the land—or able to discover more.
Leveraging Local Regulations and Networks
Buyer’s agents must demonstrate expertise in the local land market. This includes knowing which properties offer the most value or may soon feature “For Sale” signs, as well as the behind-the-scenes bureaucracy that governs a sale.
Your buying agent can be instrumental in assisting with any paperwork that follows or putting you in contact with contractors, landscapers, and other businesses that will be atop your call list once the deal closes.
Agents know how to deal with all the red tape, including:
- Zoning laws
- Development restrictions
- Water rights
- EPA regulations
- Surveying
Without an agent’s guidance, you may find yourself hitting unnecessary roadblocks and wasting time at town hall.
For Buyers and Sellers: Prioritize Market Knowledge and Negotiation Skills
No matter which side of the sale you’re on, your agent will need to bring solid negotiating skills and a firm understanding of today’s fair market values.
When selling land, you want to set a fair price that will attract prospective buyers and help close the deal while still making a profit on your property. Conversely, when buying, you want to submit competitive offers that don’t get outbid or blow your budget.
Selecting the right broker will provide insight into local market trends, informing what you can expect the deal to close for. And when they sit down at the negotiating table, they’ll be prepared to politely haggle on your behalf.
The right broker helps you establish—and stick to—the sweet spot that sees the paperwork signed in a timely fashion and maximizes the returns on your investment.
Negotiation Skills
Closing a deal for land is much more than agreeing on an offer and signing the papers. An agent’s negotiation etiquette is fundamental to every sale. Make sure you trust your land professional to:
- Encourage healthy competition – Agents should be able to juggle multiple offers at a time, using their negotiation skills to drive up the prices of potential buyers.
- Build rapport – The perfect agent is personable, trustworthy, and collaborative. When you meet an agent, listen to your gut—will they be able to establish rapport with clients? A standoffish agent is likely to impede a sale.
- Navigate negotiations deftly – With subtle tactics, agents can stand their ground during back-and-forth discussions while also remaining open to negotiation and counteroffers.
- Be ready with backup plans – If an offer or listing falls through, it shouldn’t be the end of the world. Resourceful agents will already have alternatives prepared for your consideration.
Plus, agents handle all the phone calls and emails related to your sale, so your days aren’t spent communicating back and forth with potential buyers.
How to Find Your Ideal Land Pro
When searching for the perfect property, having an idea of what you’re looking for doesn’t necessarily mean you know where to start looking. The same goes for land brokers. And that’s where Land.com’s resources can help.
Consult our database to verify the agent’s qualifications and certifications.
No matter what qualities you’re seeking most in your land pro, we recommend doing your due diligence. Interview several agents, ask lots of questions, and make sure you feel comfortable before moving forward.
Partner with Land.com for Expert Guidance
Land.com is the leading rural real estate online marketplace, with over 12 million monthly visits across our website network. Whether you’re buying or selling land, we can connect you with trusted agents who specialize in successful land transactions.
We empower landowners to make informed decisions and support the legacy of their land. Using the tips in this guide, you’re ready to reach more buyers, receive competitive offers, and optimize your profit. Find a Land Pro in your area today with nuanced local knowledge and outstanding experience. Real estate agents can contact our team directly to become a signature seller.
Sources:
- NASDAQ. For-Sale-By-Owner Homes Were 10% of Sales in 2022. Should You Sell Your Home Yourself in 2023? https://www.nasdaq.com/articles/for-sale-by-owner-homes-were-10-of-sales-in-2022.-should-you-sell-your-home-yourself-in
- Quicken Loans. Buyer’s Agent: How Do I Find a Good One? https://www.quickenloans.com/learn/buyers-agent
