Summer 2026 Terra Firma Magazine

A Note from the CEO

Hello, Everyone!

What an incredible year it has been for the REALTORS® Land Institute!

This spring, we celebrated a milestone that many of us have been looking forward to for years—the 20th National Land Conference. There was something especially meaningful about returning to the Hyatt Regency San Antonio, the very hotel where our conference began two decades ago. As I stood among friends, colleagues, partners, and members from across the country, I couldn’t help but reflect on how far we have come together.

What began as a small gathering of dedicated land professionals has grown into the premier event for land real estate in America. This year, thanks to the persistence of 2026 President Geoff Hurdle, we reached another historic milestone with our fifth consecutive largest and first-ever sold-out National Land Conference with a record-breaking attendance of 700 land professionals. The energy throughout the conference was extraordinary. Every aspect of the conference demonstrated the strength, professionalism, and passion that defines our membership.

While the numbers were exciting, I was most impressed by the quality of the conversations taking place throughout the week. Whether discussing market trends, sharing best practices, mentoring new professionals, or exploring innovative ways to serve clients, the depth of knowledge and willingness to help one another is what truly sets RLI apart.

I was also struck by the sense of pride our members continuously expressed online and in person for being part of this milestone event. Time and again, I hear members sharing stories of partnerships formed, deals completed, and opportunities discovered through connections made at NLC and other RLI events. That is exactly what makes NLC so special it is not only a place to gain knowledge, but a place where business gets done and the future of the land industry takes shape.

This year also provided an exciting opportunity to expand our perspective beyond our borders. Members of RLI’s Executive Team traveled with me to Argentina to meet with real estate, legal, agricultural, and investment leaders to better understand the South American land market and explore opportunities for future collaboration. The trip reinforced the universal importance of land as an asset and highlighted the potential for stronger international relationships, knowledge sharing, and future growth opportunities for our organization.

As RLI grows, I am proud that we continue to remain true to who we are. We are an organization built on relationships, expertise, integrity, and a shared passion for land. The success we celebrate today is not the result of any one person or program—it is the result of thousands of members, leaders, volunteers, chapters, instructors, partners, and supporters who believe in the value of this organization and contribute to its success every day.

RLI is uniquely positioned to lead the industry forward as we continue to strengthen our education programs, expand our reach, support our Chapters, and serve as the Voice of Land for generations to come.

Thank you for being part of this journey. Whether you have been with RLI for decades or recently joined our community, your involvement makes our organization stronger. I hope you are as proud of what we have accomplished together—and as excited about our future— as I am.

Sincerely,

Aubrie Kobernus, MBA, RCE Chief Executive Officer

Meet the Staff

Aubrie Kobernus, mba, rce

Chief Executive Officer

312-329-8837 • akobernus@rliland.com

Aubrie is responsible for the overall management of the Institute. This includes working together with the Board of Directors to develop the vision, goals, objectives, and related policies for RLI. Within that framework, Kobernus organizes and directs the staff, programs, financial performance, and activities. She is designated by the National Association of REALTORS® as a REALTOR® Certified Executive (RCE). She is also the main point of contact for members working toward earning the elite ALC Designation. Members may contact her if they have any questions or concerns. Aubrie has been with RLI since March 2016.

Karen Calarco

Manager of Operations

312-329-8287 • kcalarco@rliland.com

Karen handles, manages, and controls expenditures within the set budget as well as member records. Members may contact her for assistance changing their information, paying dues, and answering financial inquiries about their account. Karen has been with RLI since September 2007.

Melissa Lutz, c2ex Programming & Events Manager

312-329-8574 • mlutz@rliland.com

Melissa Lutz (rhymes with roots) is responsible for the overall programming and coordination of RLI’s meetings and events, including our largest annual event, the National Land Conference. Her role also works in conjunction with our Marketing and Education Managers, overseeing topics and programming for RLI communications, managing the member affinity program and webinar program, and serving as staff liaison to the Future Leaders Committee. Melissa has been with RLI since October 2021.

Amanda Morrone, mshc

Education Manager

312-329-8441 • amorrone@rliland.com

As the Education Manager, Amanda manages all matters pertaining to RLI’s LANDU® Education Program. She is responsible for scheduling courses and managing instructor relationships. She also serves as the staff liaison for the Education Committee. Members may contact her with any questions about the LANDU® Education Program. Amanda has been with RLI since February 2019.

Santina Vietti

Chapter Relations Specialist

312-329-8519 • santina@rliland.com

Santina engages all RLI state and regional Chapters to help them innovate and strengthen their value to local members. She works with Chapter leaders on best practices for member engagement and Chapter programming, meetings and events. She also helps to organize and facilitate the creation of new state/regional Chapters where there is interest. Santina has been in this role with RLI national since May 2025.

Kat Szymanski

Marketing Manager

312-329-8353 • kszymanski@rliland.com

As Marketing Manager, Kat is responsible for all areas related to communications and marketing for the organization. She oversees the website, digital and print marketing materials, and manages the organization’s brand as well as press and social media campaigns. She also serves as the staff liaison for the Government Affairs Committee. Members may contact her with articles for publication on the RLI blog, advertising or an article contribution for Terra Firma magazine, member or Chapter news regarding awards or accomplishments, or with questions about RLI logo use policy. Kat has been with RLI since July 2022.

Update your contact book!

All staff now have emails at rliland.com

All staff now have emails at rliland.com instead of addresses at nar.realtor. See above for individual addresses. To be sure you receive timely association updates, add info@rliland.com to your safe sender list.

1,831 RLI Members

new Accredited Land Consultants (ALCs) since December 2025

753 total ALCs

169 new RLI members 35+ RLI Partners in 2026

700 Registrants for NLC26 (a record!)

Congratulations to Our New Accredited Land Consultants!

ccredited Land Consultants (ALCs) are the most experienced, most accomplished and highest-performing land real estate experts in the nation. Conferred exclusively by the REALTORS® Land Institute, and the only land-specific designation backed by the National Association of REALTORS®, the ALC is the gold standard of achievement in the land sales profession.

The individuals highlighted on these pages completed their ALC designations from December 2025 through May 2026.

5 Steps to Become a Prestigious Accredited Land Consultant

Complete the Education Requirements

Applicants must complete six LANDU® courses, which are divided into three categories. Once the education requirements are met, applicants must pass a comprehensive exam which covers the three core courses.

Meet the Volume Production Requirements for Land Sales

Applicants must complete a minimum of $15M in land transactions within the five years before their application, or complete 25 separate land transactions. A transaction is considered a land transaction if the value of the land, including improvements that are agricultural in nature, account for at least 51% of the total sale of the transaction. Agricultural improvements include, but are not limited to, barns, livestock operations, equine facilities, etc.

Attend a National Land Conference

Applicants must have attended a National Land Conference within the five-year period prior to submitting their ALC application.

Compile a Portfolio

Applicants must compile a portfolio documenting the completion of the education, experience and volume requirements.

Submit the Application

Applicants must submit their portfolio to the REALTORS® Land Institute Designation Committee and Board of Directors for final review and approval.

Ready to start your path to becoming an Accredited Land Consultant?

Visit rliland.com/ALC for more information.

Drew Baggarly, ALC

Whitetail Properties Real Estate, LLC

Bridgeport, WV

Christianne Blevins, ALC Land Queen Littleton, CO

Ryker Carter, ALC

Carter GroupKW Land

St. Simons Island, GA

Christopher Cole, ALC

Lorimont Commercial Real Estate Cape Girardeau, MO

Anderson Drake, ALC

Reedy Land Co Greenville, SC

Colton Jacobson, ALC

AFM Real Estate Coburg, OR

Connie Mahan, ALC

Connie Mahan Real Estate Group Bushnell, FL

Tracey Bell, ALC SWAPA Land, LLC Cleveland, MS

Jennifer Busch, ALC

United Country Midwest Home & Farm Realty Rochester, MN

Monica Cataluna, ALC

KoRes Realty Weston, FL

Mitch Dellamuth, ALC

Whitetail Properties Real Estate, LLC. Swisher, IA

Todd Dye, ALC

Idaho Rocky Mountain Real Estate Pocatello, ID

Patrick Jones, ALC

Coldwell Banker Kinard Realty Rocky Face, GA

Roger Miller, ALC

Keller Williams Greenville Upstate Moore, SC

Jake Blackburn, ALC

United Country Real Estate Jett Blackburn Real Estate Inc Burns, OR

Matthew Carr, ALC

National Land Realty Maryville, TN

Joshua Christian, ALC The Land & Legacy Group Knoxville, TN

Drake Dickerson, ALC

Oceans Commercial Oviedo, FL

Matt Farkas, ALC

United Country - Great Lakes Realty & Auction Atlanta, MI

Josh Long, ALC

CAPROCK Real Estate Advisors Gunter, TX

Michelle Reed, ALC

Trinity Country Real Estate Weatherford, TX

Southeastern Land Group

Dadeville, AL

Richfield, UT

Wimberley, TX

Dolly is Back and Smarter Than Ever!

In 2025, RLI launched the first version of “Dolly”, a website “chatbot”. Dolly has received an upgrade! This sophisticated AI-powered assistant can handle more complex questions, provide detailed answers, and direct users on how to take next steps.

Have questions about RLI membership, upcoming courses, ALC requirements, dues renewal, and more? Go to rliland.com, click the icon at the bottom right corner, and ask Dolly! She’s available 24/7 and ready to help.

Nine RLI Chapters Recognized for Excellence at NLC26

Nine RLI Chapters were recognized for outstanding achievement and service to members at the 2026 National Land Conference. The Chapter Achievement Program was established in 2024 to inspire excellence and celebrate the accomplishments of RLI Chapters.

The program structure gives Chapters:

» Clear ideas for services and offerings they can build upon

» Incentives to keep Chapters motivated to grow and better serve members

» Recognition to peers and the public

Chapters can be recognized for the following achievement levels:

RLI 2026 President Geoff Hurdle, ALC recognized the following 2025 recipients with achievement flags during the Recognition Lunch at NLC26:

Trailblazer Chapters

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Chapter News

Arkansas • rliland.com/arkansas

The RLI Arkansas Chapter is off to an exceptional start in 2026, highlighted by strong engagement and national recognition. At the National Land Conference in San Antonio, 28 Arkansas members attended the Chapter luncheon—setting a new attendance record and underscoring the Chapter’s growing momentum.

Arkansas members were also well represented among this year’s award recipients. Ben Wellons, ALC, received the APEX Region 9 Recreational Land Broker of the Year award and was named an APEX 2025 Top 20 National Producer. Additional APEX Award winners included Luke Alston, ALC; Zeke Barrett; Joel M. King, ALC; Michael Poor, ALC; Jeramy Stephens, ALC; Tony Chrisco; and Duane Wright, ALC.

The Chapter also received the prestigious Premier Chapter Achievement Award, a testament to the dedication and leadership of past officers whose efforts made this possible.

Looking ahead, the Arkansas Chapter will host a recreational land tour at Spring Mountain Estate in Dardanelle, Arkansas, sponsored by Saunders Real Estate. More than just a great meal, the event offers a valuable opportunity to connect with landowners, investors, and industry leaders.

Additional plans include mid-year educational Zoom sessions focused on reviewing both new and existing forms, ensuring members stay informed and prepared in a changing market.

Carolinas • rliland.com/carolinas

The first quarter of 2026 has been an exciting time for the RLI Carolinas Chapter. On March 16, the Chapter hosted a networking lunch at the Republic of Texas during the National Land Conference. The Chapter also celebrated longtime member John McAllister, ALC, who received the 2025 Robert C. Meeks, ALC Distinguished Service Award.

Building on strong member interest in renewable energy, the Chapter hosted a wind farm tour in Edenton, NC. The tour provided members with hands-on insight into how renewable energy projects impact landowners and create opportunities for buyers in this growing sector.

Looking ahead, RLI Carolinas is proud to be selected to host the 2026 Southeastern Land Conference, The Future of Land: Tech, Workforce & What Comes Next–taking place September 24–25 in Wilmington, North Carolina.

Colorado • rliland.com/colorado

The RLI Colorado Chapter is approaching 200 members as it heads into 2026. The Chapter opened the year with its January meeting at the Cheyenne Mountain Resort in Colorado Springs, which drew 90 participants. The day featured multiple land and ranch marketing presentations. That evening, a very successful cowboy auction raised funds for the Chapter while building camaraderie among members. The following morning, water attorney James Eklund, a fourth-generation Coloradan, hosted the class titled “Better Upstream with a Shovel?–A Modern Guide to Water Rights for Land Professionals” which examined current water rights, water history, and water scarcity.

At the National Land Conference in San Antonio, nearly 60 attendees represented the Colorado Chapter, which produced multiple APEX award winners and numerous Chapter members of the APEX Producers Club.

Colorado Chapter board members had a presence at the Colorado Association of REALTORS® (CAR) Connections Conference at the Polaris Hotel in Colorado Springs. They interacted with CAR leadership at all levels, promoted goodwill, and explored ways to add benefits for REALTORS® across the state. Board member Justin Osborn, ALC, served as an instructor, teaching Marketing Principles for Rural Properties, and received rave reviews from attendees.

In May, the Chapter hosted a marketing session in Pueblo and a class on the Farm Bill, conservation programs, and federal tax updates.

The Chapter also hosted the LANDU® Core Bootcamp from May 28 through June 2 in Centennial. The in-person, multi-day event was held at the SMDRA (South Metro Denver REALTORS® Association) offices and offered three core courses required for the Accredited Land Consultant designation: Land 101: Fundamentals of Land Brokerage, Land Investment Analysis, and Transitional Land Real Estate.

This year’s annual ranch tour took place June 17–19 in southeastern Colorado.

Georgia • rliland.com/georgia

The RLI Georgia Chapter celebrated a standout showing at the 20th Anniversary of the National Land Conference in San Antonio, highlighting both strong member engagement and exceptional Chapter achievement. Approximately 40 members attended the conference. A dedicated Chapter lunch on Monday March 16 offered a valuable opportunity to connect in a more intimate setting. The gathering was made possible through the generous support of Farm Credit Associations of Georgia.

The conference also marked a significant professional milestone for Ryker Carter, ALC, and Patrick Jones, ALC, who were recognized for earning the esteemed Accredited Land Consultant (ALC) designation.

Chapter accomplishments were further highlighted during the awards ceremony. The Georgia Chapter earned the Trailblazer Chapter Achievement Award—the highest honor within the program—and was additionally named Outstanding Chapter of the Year. In recognition of outstanding leadership and service, Chapter Administrator Beth Moraitakis was honored as Chapter Administrator of the Year.

With strong momentum from San Antonio, the Georgia Chapter looks ahead to an active 2026, including upcoming ALC courses, continuing education opportunities, and member events. Anticipation is also building for NLC27, when the conference will be hosted in Georgia—an exciting opportunity to welcome members from across the country.

Illinois • rliland.com/illinois

The RLI Illinois Chapter has continued to build on its strong foundation, carrying momentum from 2025 into an active and engaging start to 2026. In March, Chapter members traveled to San Antonio to attend RLI's National Land Conference. The event brought together land professionals from across the country for education, networking, and industry insights. Illinois members returned energized, bringing back fresh perspectives and connections to further strengthen the Chapter at the local level. Also in March, the Chapter once again partnered with the Illinois Society of Professional Farm Managers and Rural Appraisers to host the annual Brokers Education Day in conjunction with the Illinois Land Values Conference in Bloomington.

A highlight of the event was the Brokers Course led by Norm Willoughby of Illinois REALTORS®, offering valuable continuing education and timely market insights for land professionals across the state. The Chapter has also continued to prioritize connection and community. In May, members gathered for the 2nd Annual Northern Social at Lone Buffalo in Ottawa. The event provided a relaxed setting for networking, collaboration, and conversation around current land trends and opportunities, further strengthening relationships among members in the northern region of the state. With a strong mix of national engagement, educational partnerships, and local networking events, the RLI Illinois Chapter continues to create meaningful opportunities for its members while advancing the land real estate profession across Illinois.

Iowa • rliland.com/iowa

In March, the RLI Iowa Chapter partnered with the ASFMRA Iowa Chapter to host its spring seminar, drawing nearly 100 attendees for a full day of education and professional development. The program featured a diverse lineup of topics relevant to land professionals, including Iowa hunting, land access and wildlife regulations, economic updates, professional forestry in land management, and policy discussions such as the “One Big Beautiful Bill” and Waters of the U.S. (WOTUS) updates.

During the seminar, the Chapter released its Spring Land Trends and Values Survey results, providing valuable insights into current market conditions and land values across the state. These resources continue to position the Iowa Chapter as a trusted source of knowledge for land professionals.

At the National Land Conference, the Chapter received the Trailblazer Chapter Achievement Award for the second year in a row. The Chapter also had 49 members in the APEX Producers Club, with three members—Steve Bruere, Troy Louwagie, ALC, and David Whitaker, ALC—receiving Top Twenty National Producer Awards. Peoples Company’s Steve Bruere was also named National Broker of the Year for Auction Sales.

Looking ahead, the Chapter will host its Land Ethics Update on September 24 at the iconic Field of Dreams movie site, offering a unique opportunity for members to engage, learn, and connect in a memorable setting.

Kentucky-Indiana

rliland.com/kentucky-indiana

The RLI Kentucky-Indiana Chapter continues to gain momentum as it enters its second year. For the second consecutive year, 17 Chapter members attended the National Land Conference in San Antonio, TX. The Chapter held a meeting at NLC26 to discuss current topics in the industry and upcoming Chapter events.

Most notably, the Chapter laid the groundwork for its first in-person event, a Regional Land Summit planned for July 21 and 22 in Louisville, KY. The Summit is scheduled to offer continuing education for attendees, as well as land market updates from various third-party professionals and a social evening at Top Golf, open to nonmembers as well.

Many members of the 2025 Leadership Team have continued in leadership roles, and the Chapter welcomed Michael Harris as a new VP. Michael runs a successful real estate and auction company based in Western Kentucky. The leadership team remains committed to growing the Chapter locally and serving as a sounding board for ideas within the region and industry.

Missouri • rliland.com/missouri

The RLI Missouri Chapter enjoyed a successful year highlighted by growth, education, and industry recognition. The Chapter hosted its first annual RLI Missouri Conference in December at the Lake of the Ozarks, bringing together more than 60 land professionals to hear from state and national experts and network with peers from across the region. The event, led by Chapter Administrator Annette Wallace in collaboration with Chapter leadership and members, also resulted in several new members joining the organization.

The Chapter was honored nationally during the National Land Conference in March, where Missouri received the Trailblazer Award. President-Elect Jennifer Janet, ALC earned the 2025 Excellence in Instruction Award, while Board Member Chris Gier received his Accredited Land Consultant (ALC) Designation.

Education and member engagement remain a strong focus throughout 2026. The Chapter hosted two Continuing Education classes during the Missouri REALTORS® meeting, helping members and non-members expand their knowledge of land real estate while meeting licensing requirements. Plans were also underway for a statewide Lunch and Learn series designed to bring land-focused education and networking opportunities to REALTORS® across Missouri.

The Missouri Chapter also continues to grow participation in its monthly Zoom membership meetings, which provide updates on Chapter activities and opportunities for members to discuss listings, buyer needs, and market trends. Looking ahead, plans are in place for the 2026 RLI Missouri Conference, scheduled for December 1–3 at Old Kinderhook Resort at the Lake of the Ozarks.

Tennessee • rliland.com/tennessee

The RLI Tennessee Chapter had a lot to celebrate at this year's National Land Conference, and it started before the first session even began.

The Chapter kicked off the weekend by hosting the opening reception at the historic Alamo in San Antonio. Setting the tone for NLC at one of America's most iconic landmarks? Not a bad way to make an entrance.

From there, the momentum only continued. Geoff Hurdle, ALC, led the conference as National President of the REALTORS® Land Institute, and with NLC marking its 20th Anniversary this year, having one of the Chapter's own at the helm made it that much sweeter.

The conference also delivered big news for two members: Joshua Christian and Matthew Carr both earned the Accredited Land Consultant (ALC) designation. It's a milestone that represents serious commitment to the craft, and the Chapter couldn't be prouder of them both.

And the recognition didn't stop there. Jason Heathcoe, ALC, Jake Meyer, and Thomas Crutcher were each named among this year's APEX honorees, a testament to the caliber of professionals this Chapter attracts and develops.

All in all, a conference worth remembering.

Western States

rliland.com/western

2026 is off to a great start for the RLI Western States Chapter.

The Chapter was well represented at the National Land Conference in San Antonio; members enjoyed the fantastic education and camaraderie that the event always offers. Highlights of NLC26 included being recognized once again as a Trailblazer Chapter, as well as continuing the tradition of hosting an evening networking event open to all. Several who are new to RLI attended and everyone enjoyed an evening of networking and great food.

On April 9 and 10, the Chapter hosted a well-attended Land 101 course in Bend, Oregon, with LANDU® Instructor Christina Asbury, ALC. This was the first course without Flo Sayre, ALC as the anchor, but the amazing Chapter admin Ettie Blankingship handled the logistics superbly and was even able to get the course approved for CE credits for Appraisers in Oregon. Having an appraiser in the class to share their perspective brought additional value to the course. Tim O’Neil graciously hosted the group at his beautiful ranch for a fun evening of food, networking, and a Cowboy Auction.

On May 12, Geoff Hurdle, ALC (RLI 2026 President) and Russell Riggs (RLI's Advocacy Liaison) joined the Chapter's education call.

In addition to serving their clients and communities, many board members serve on national committees as well:

The Chapter's Immediate Past President Matt Davis, ALC, CA, serves on the Government Affairs Committee, and is RLI National's 2026 President-Elect.

Paul Bottari, ALC, NV, serves on NAR's Insurance Committee and RLI's Government Affairs Committee; Venus McBride, ALC, OR, serves on the ALC Committee; Jennifer Shupe, ALC, WA, serves on the Education Committee and Chapter Leadership Council; and Kate Jones, MT, serves on the Government Affairs Committee.

Special thanks to these members whose dedication keeps this great organization going.

Wyoming

• rliland.com/wyoming

The RLI Wyoming Chapter gathered in Buffalo this spring for a productive and well-attended meeting that blended education, networking, and camaraderie. Members participated in the Ag Brokerage & Marketing class, gaining practical insights relevant to today's land and ranch market, while sponsored lunches and a dinner gave everyone the chance to connect on a more personal level.

The meeting also marked an exciting milestone for the Chapter with the induction of three new board members. Creed James steps in as Director of Membership, JW Robinson takes on the role of Director of Education, and Jennifer Zarello joins as Secretary. According to Wyoming Chapter President, Mike Callan, ALC, “It was another great gathering, and the Wyoming Chapter continues to demonstrate why RLI membership is worth showing up for.”

Wyoming

LANDU® Education News

RLI to Launch First LandGPT Exclusively for RLI Members This Year

In the second half of 2026, members will have a new tool—exclusively as a member benefit—that will help them instantly tap into RLI’s knowledge base on land brokerage.

The LandGPT allows members to ask naturallanguage questions about the land brokerage business and receive contextual answers based on verified expert information from the LANDU® curriculum, webinars, blogs, magazine articles, podcasts, and virtual roundtables. Chats are secure and the AI will not source information outside of its training on RLI materials.

The project is a combined effort between RLI staff, Hiveologie (RLI’s curriculum design partner), LANDU® instructors, RLI’s Future Leaders Committee, and AI technology partner VoiceFlip (the company who powers Dolly).

“We’re excited for the value RLI’s LandGPT can bring to our members. Instead of time consuming research across multiple sites and types of content, members can get near instant answers on land brokerage from a secure source they know and trust – RLI,” says CEO Aubrie Kobernus. “Our RLI staff, volunteers, and technology partners are building and testing the GPT to be sure it meets the needs of our members, and our high standards.”

What is LANDU®?

The REALTORS® Land Institute's Land University (LANDU®) is an unparalleled land real estate education program that offers world-class education for land professionals by encompassing many types of land-specific learning opportunities and formats. Learners can build ongoing expertise through:

Virtual, InstructorLed Training (VILT)

In-person Chapter Courses

Education Bootcamp

Webinars

Virtual Education Roundtables

These national online courses fulfill education requirements toward the Accredited Land Consultant (ALC) designation. Course sessions are recorded so learners can watch later if they miss a session.

These courses also apply toward the ALC education requirements. They are held across the country at RLI Chapters. Each class lasts approximately two to three days.

Multi-day, in-person training is held each summer and fall where learners can take one, two, or three Core Courses (Land 101: Fundamentals of Land Brokerage, Land Investment Analysis, Transitional Land Real Estate) toward the education requirements for the ALC designation in one place.

One-hour, expert-led sessions are a fast way to learn about current issues and discover new tools to use in your daily business. No cost for RLI members.

Peer-to-peer learning exclusively for RLI members. Member led panel discussions focus on practical topics that help members share challenges, collaborate on solutions, and establish crosscountry connections.

Visit rliland.com/learn to see upcoming courses and webinars at LANDU®.

New LANDU® Education Instructor

Congratulations to Eric Andrews, ALC for being approved as a new LANDU® instructor! Our LANDU® instructors are subject matter experts whose daily work in land real estate gives them the perspective and experience to help learners be the best in the business. They embody the networking, camaraderie, and expertise that RLI members are known for.

Eric Andrews, ALC is now approved to teach Land 101: Fundamentals of Land Brokerage and Transitional Land.

For a complete list of RLI LANDU® instructors, check out: rliland.com/instructors

2026 LANDU® Education Bootcamp

It was another successful year for the Spring LANDU® Education Bootcamp! RLI National hosted the LANDU® Education Bootcamp in Centennial, CO on May 28–June 2, 2026. A total of 41 participants were in attendance from 19 states. The courses were held at the South Metro Denver REALTORS® Association.

Bootcamp allows learners to take all three core courses (Land 101: Fundamentals of Land Brokerage; Land Investment Analysis; and Transitional Land) toward the Accredited Land Consultant (ALC) Designation.

A special thank you is extended to the following: Susan Cooper –SMDRA Event & Programs Director; the course instructors: Phil McGinnis, ALC, Jennifer Janet, ALC, and Jeramy Stephens, ALC; Rural 1st; and RLI Colorado Chapter, especially Bill Davis, ALC, Sally Ball, ALC, Russell Hickey, ALC, Scot Oliver, ALC and Santina Vietti – Colorado Chapter Administrator, for their support in obtaining CE Credit approval in Colorado, hosting the networking reception, and bringing this educational opportunity to Centennial, CO.

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2026 National Land Conference Recap

A record-breaking 700 attendees came together in San Antonio for the 20th Annual National Land Conference in March.

Participants immersed themselves in a dynamic blend of learning, connection, and shared expertise unique to Land REALTORS® and agents. Conversations flowed from educational sessions to informal exchanges, sparking fresh ideas and practical strategies. Attendees left not only inspired but equipped to apply what they learned to strengthen their businesses and drive more successful deals.

A SPECIAL THANKS TO:

» Leigh Brown for her inspiring message about building trust with the clients and customers we have the privilege of serving.

» Jackson Takach with Farmer Mac gave an update on the Ag Economy’s impact on Farmland Values and Lending on Tuesday morning.

» Tracey “The Safety Lady” Hawkins and Steve Atkinson both shared their expertise on Artificial Intelligence (AI) and how to incorporate it into your business.

» Dr. Aaron Shew with Acres presented the National Land Values Report

» Craig Kaiser with LandGate lead a panel discussion on the “Conversion of Land & Need for Data Centers” which included speakers Chris Noonan, ALC; John McWilliams, Head of Data Center Insights, Global Research—Cushman Wakefield and Pat Lynch, Executive Managing Director of Data Center Solutions Group—CBRE

» We wrapped up the Conference with the everpopular Dr. Mark Dotzour, who provided an Economic Outlook for 2026 and beyond.

A SPECIAL THANKS TO OUR 2026 NLC PARTNERS AND ATTENDEES!

Attendees can still access speaker handouts through the education portal on the RLI website.

BREAKOUT SPEAKERS INCLUDED:

» Daron “Farmer D” Joffe presented “Agrihoods: Turning Land into Legacy”

» Dave Muth with Peoples Company talked about Farm Succession Planning in the “Farmland in Transition” session on Tuesday.

» Kasey Mock with the Mock Ranch Group gave his “Campfire Chat—An Interactive Masterclass” on Monday.

This year’s Welcome Reception at The Alamo had a record-breaking number of attendees with almost 80% of conference registrants attending the reception. The New Member and 1st Time Attendee reception was a huge hit. NAR President, Kevin Brown joined CEO Aubrie Kobernus on Tuesday morning for a Fireside Chat, where he talked about the importance of the relationship between RLI & NAR and how NAR’s new Strategic Planning includes NAR working more closely with all of the Institutes, Societies, and Councils to strengthen those relationships.

He also kicked off the Recognition Luncheon Tuesday, where we recognized our Leadership Award recipients and pinned 29 new ALCs! During Tuesday's lunch, Geoff Hurdle, ALC and the RLI Executive Team surprised RLI CEO Aubrie Kobernus with a vase to recognize her 10year anniversary with RLI.

Join us March 21–24, 2027 in Atlanta, GA for the 21st National Land Conference at the Renaissance Atlanta Waverly Hotel! Registration opens in early November.

20 Years of the National Land Conference were marked in San Antonio, Texas –site of the 1st NLC!

Keynotes

10 Breakout Session Topics

Exhibitors provided attendees with service and technology solutions for their land business

700 Attendees made this the 5th consecutive largest NLC

$137,834

Raised in Support of the Land Education Foundation via their Cowboy Auction, sponsored by United Country Real Estate. That's a lot of land education scholarships!

Roundtables full of new ideas & inspiration from industry experts In 2025, our APEX Award winners had a combined...

11,292 Transaction Sides 35+

$9.29B in Sales Volume

2.3 M Acres of Land Sold

RLI APEX 2025 Award Winners

Sponsored by

The APEX Awards Program celebrated its ninth year by welcoming 299 applicants totaling a combined $9.29+ billion in qualifying transaction volume, 11,292 transaction sides, and over 2.3 million acres sold. All land professionals recognized as part of the RLI APEX Awards Program are active members of RLI and had at least $5M of qualifying production volume in closed land sales in 2025. Congratulations to our honorees! rliland.com/apex

APEX 2025 Top

National Producer

Colton Jacobson, ALC

AFM Real Estate Coburg, OR

The APEX Top National Producer Award is the program’s most coveted and prestigious award recognizing the applicant with the highest qualifying transaction volume.

APEX 2025 Wrangler Award

Justin Mason

Whitetail Properties Real Estate LLC

Paducah, KY

The APEX Wrangler Award goes to the applicant with the largest number of land real estate transaction sides closed during the year.

APEX 2025 ALC-to-ALC Networking Award

The APEX ALC-to-ALC Award recognizes the significant networking that happens between RLI members, especially those who hold the Accredited Land Consultant (ALC) designation. The two honorees are awarded for having closed the highest dollar transaction between two ALCs for the year.

APEX 2025 National Broker of the Year Winners

These high performing land professionals are awarded for their accomplishments within eight distinct land categories.

BROKER OF THE YEAR

AG LAND SALES – CROPS

Trent Saunders, ALC

Saunders Real Estate

Lakeland, FL

BROKER OF THE YEAR RECREATIONAL LAND SALES

Jon Kohler

Jon Kohler & Associates Lamont, FL

BROKER OF THE YEAR COMMERCIAL LAND SALES

Jordan Cortez

Vanguard Real Estate Advisors Dallas, TX

BROKER OF THE YEAR AUCTION LAND SALES

Steve Bruere Peoples Company Cumming, IA

BROKER OF THE YEAR AG LAND SALES – RANCHES

Dean Saunders, ALC

Saunders Real Estate Lakeland, FL

BROKER OF THE YEAR TIMBER LAND SALES

Colton Jacobson, ALC

AFM Real Estate Coburg, OR

BROKER OF THE YEAR RESIDENTIAL LAND SALES

Michael Strahan, ALC Eshenbaugh Land Company Tampa, FL

BROKER OF THE YEAR AGRIBUSINESS LAND SALES

Ashley McCraney

National Land Realty Headland, AL

APEX 2025 Top Twenty National Producers

APEX Top Twenty Producers are those applicants who, based on qualifying transaction dollar volume in closed land sales, are among the twenty highest-producing agents in the country.

Steve Bruere

Peoples Company Cumming, IA

Seth Craft, ALC

M4 Ranch Group Lake City, CO

Todd Crosby, ALC

Crosby Land Company, Inc. Walterboro, SC

Nathan Greer

AFM Real Estate Macon, GA

Dax Hayden

Hayden Outdoor Real Estate Windsor, CO

Austin Callison

Hayden Outdoors Real Estate Eagle, ID

Adam Crist, ALC Peoples Company Mineral Point, WI

Vinny Delgado Fay Ranches Bozeman, MT

Adam Hann

Whitetail Properties Ellis, KS

Colton Jacobson, ALC

AFM Real Estate Coburg, OR

Mitch Keeley

Whitetail Properties LaCrosse, KS

Troy Louwagie, ALC

Hertz Real Estate Services, Inc. Mt. Vernon, IA

Dan Murphy, ALC

M4 Ranch Group Lake City, CO

Dean Saunders, ALC

Saunders Real Estate Lakeland, FL

Ben Wellons, ALC

Wellons Real Estate Little Rock, AR

Jon Kohler

Jon Kohler & Associates Lamont, FL

Mike Martien

America’s Land Partners

Rayville, LA

Hadley Perkins

Clift Land Brokers Amarillo, TX

Trent Saunders, ALC

Saunders Real Estate Lakeland, FL

David Whitaker, ALC

Whitaker Marketing Ames, IA

APEX 2025 Regional Brokers of the Year

The Regional Broker of the Year award recognizes the top land professional across eight land categories in their region. RLI has 10 regions across the U.S. National winners who were in attendance at NLC are also represented in the group photos.

Ag Land Sales: Crops

Ag Land Sales: Ranches

Matt Adams Peoples Company

Austin Ainsworth Farm & Forest Brokers

Tyler Alldread SWAPA Land

Holly Allison Ranch & Recreation #1 Properties

Luke Alston, ALC

SmallTown Hunting Properties and Real Estate

Lorena Alvarez Cordero Crosby & Associates

Jameson Anders Hertz Real Estate Services, Inc.

Trina Anderson, ALC

AFM Real Estate

Eric Andrews, ALC

Realty World Carolina Properties

Chad Andrus, ALC

Andrus Land Group

Nicholas Ardis, ALC National Land Realty

Garret Armstrong, ALC Whitetail Properties

Jessica Armstrong Armstrong Properties

Drew Ary, ALC

Ary Land Company

Trish Ary Ary Land Company

Jared Augustine Hertz Farm Management, Inc.

Drew Baggarly Whitetail Properties

Valerie Bahm, ALC

KW Cedar Creek Lake Properties

Annah Barnes SmallTown Hunting Properties

Zeke Barrett Whitetail Properties

Doug Bear, ALC Peoples Company

Daran Becker Peoples Company

Chuck Bellatti, ALC

Arrowhead Land Company

Bobby Bennett, ALC

Bennett Land & Homes

Bryan Bergdale Peoples Company

Brandon Bergquist Peoples Company

Christianne Blevins Land Queen

APEX 2025 Producers Club

The APEX Producers Club recognizes all applicants with at least $5 million of qualifying dollar production volume in closed land sales for the year.

Clayton Blum, ALC

Whitetail Properties

Lee Blythe, ALC

Blythe Real Estate

Rick Bourne Farm & Forest Brokers

Jacob Bowen Southeastern Land Group

Sam L. Bowers, ALC Bowers and Burns

Tyler Briggs Farm & Forest Brokers

Robert Brooks Whitetail Properties

Jack Brown, ALC

Whitetail Properties

Lindsey Brown Peoples Company

Phillip K. Brown, ALC

Trophy Properties & Auction

Ray L Brownfield, ALC

Peoples Company

Steve Bruere

Peoples Company

Jennifer Busch

United Country

Real Estate - Midwest Home & Farm Realty

Austin Callison

Hayden Outdoors Real Estate

Chip Camp, ALC

Whitetail Properties

Cailein Campbell, ALC

National Land Realty

David Cantrell Whitetail Properties

Clint Carlson

Whitetail Properties

Ryker Carter Carter Group

Jay Cassels, ALC

Arrowhead Land Company

Kyle Cato, ALC Carter Group

Isabella Chapman Coldwell Banker

D'Ann Harper

Anthony Chrisco

Whitetail Properties

Dusty Clark

Whitetail Properties

Bryan Clift

Clift Land Brokers

Wendy Cline, ALC

Wendy Cline Properties

Jordan Cortez

Vanguard

Real Estate Advisors

Jerad Cotten M4 Ranch Group

Brady Cowan

Clift Land Brokers

Seth Craft, ALC

M4 Ranch Group

Payton Craft

M4 Ranch Group

Adam Crist, ALC

Peoples Company

Todd Crosby, ALC

Crosby Land Company

Adam Crumrin, ALC

Whitetail Properties

Thomas Crutcher

Whitetail Properties

Adam Curran

Peoples Company

Jeff Cusson

Saunders Real Estate

Dalton Dalrymple, ALC

Farm & Forest Brokers

Bill Davis, ALC

CO Luxury Ranch + Land

Vinny Delgado

Fay Ranches

Mitch Dellamuth

Whitetail Properties

DJ Dietrich

Whitetail Properties

Chase Duesenberg

Peoples Company

Dawson Dyal

KW Carter Group

Kristi Edwards

Sarah Boyd & Co.

Oscar Evans, ALC

SmallTown Properties and Real Estate

Gregory W. Fay

Fay Ranches

Jim Ferguson, ALC

Farmers National

Andy Flack, ALC

Homeland Properties

Clint Flowers, ALC

National Land Realty

Daniel Fowler, ALC

Pope, The Real Estate Company

Pattie Fox

Realty 87

Rebecca Frantz, ALC

Hertz Real Estate

Services, Inc.

Eric Gage, ALC

AFM Real Estate

Tim Gangl

Peoples Company

Jeff Garrett, ALC

#1 Properties

Ranch & Recreation

Brad Garrison, ALC

Whitetail Properties

Chris Garza

Whitetail Properties

Chris George

Dietra Robertson Real Estate

Chris Gier, ALC

Premier Farm Realty Group

Matt Glander, ALC

Whitetail Properties

Bryan Glass, ALC

Glass Land and Homes

Jaxon Goedken

Peoples Company

Greg Good, ALC Clift Land Brokers

Jonathan Goode, ALC Farm & Forest Brokers

Katie Graeb, ALC Whitetail Properties

Nathan Greer

AFM Real Estate

Sullivan Grosz

Pearson Realty

Tyler Hafford Whitetail Properties

Adam Hann Whitetail Properties

Kyle Hansen, ALC

Hertz Real Estate Services, Inc.

John Hardin, ALC

Southeastern Land Group

Rusty Harmeyer

Halderman Real Estate Services

Ben Harshyne, ALC

Whitetail Properties

Suzy Haslup, ALC

Meybohm Real Estate

Walter Hatchett, ALC

Jon Kohler & Associates

Daniel Hautamaki Farm & Forest Brokers

Caylin Hawkins

Berkshire Hathaway

Dax Hayden

Hayden Outdoors

Real Estate

Rustin Hayes, ALC Whitetail Properties

Jason Heathcoe, ALC

SmallTown Hunting Properties & Real Estate

Brent Hedrick

Great Western Ranch and Land

Jeff Heil, ALC Whitetail Properties

Rachelle Heller, ALC

Hertz Real Estate Services, Inc.

Kollin Henneman Whitetail Properties

Scott Henrichsen

Hertz Farm Management, Inc.

Todd Henry, ALC Whitetail Properties

John Herrity

Hayden Outdoors Real Estate

Robert Herrmann Whitetail Properties

Adam Hester, ALC

Small Town

Hunting Properties

JP Hewitt

G7 Group

Scott Hicks, ALC Whitetail Properties

Darrell Hindman

Living The Dream Outdoor Properties

Hunter Hindman, ALC

Living The Dream Outdoor Properties

Matt Hoenig

Peoples Company

Clif Holloman, ALC

National Land Realty

Zach Holt

Whitetail Properties

Austin Hornstein

Worrell Land Services

Ryan Hostetler, ALC AGPROfessionals

Brett House

REMAX Agency One

Tyler Housley

Whitetail Properties

Kevin Housman, ALC Housman Partners

Land & Farm

David Hueneke

Iowa Farm Land Brokers

Darrell Hylen, ALC

Hertz Farm Management, Inc.

Colton Jacobson, ALC

AFM Real Estate

Jennifer Janet, ALC

573 Realty Group

Lisa Johnson, ALC

Horsepower Real Estate

Patrick Jones

Coldwell Banker

Kinard Realty

Kyle Karcher

Whitetail Properties

Ryan Kay, ALC

Hertz Real Estate Services, Inc.

Mitch Keeley

Whitetail Properties

Shawn Kelley, ALC

Whitetail Properties

Dan H. Kevorkian, ALC

Pearson Realty

Kolt Kiburz

Peoples Company

Chad Kies

Hertz Real Estate Services

Joel King, ALC

National Land Realty

James Klossner, ALC

Whitetail Properties

John Knipe, ALC

Knipe Land Company

Jack Koehler, ALC

Eshenbaugh Land Company

Jon Kohler

Jon Kohler & Associates

Zurick Labrier, ALC Mason & Morse

Sean Lance, ALC

REALM Capital Advisors

Jeffrey Lauer

SVN Northern Commercial

Eric Leisy, ALC

Great Southern Land

Mark Leonard

Whitetail Properties

Troy Louwagie, ALC

Hertz Real Estate Services, Inc.

Spencer Loveless Southeastern Land Group

Rusty Lowe, ALC

Century 21 Farm and Ranch

Harvey Properties

David Bird Lynch

AFM Real Estate

James E. Lytton

AFM Real Estate

Andrew Malott

Whitetail Properties

Mike Martien

National Land Realty

Grantson Martin, ALC

Whitetail Properties

Justin Mason

Whitetail Properties

Michael Matre, ALC

Saunders Real Estate

Peter Mazeine, ALC

National Land Realty

Venus McBride, ALC

Horsepower Real Estate

Tyler McConnell, ALC Comey & Shepherd

Ashley McCraney

National Land Realty

Clayton McCullar, ALC

McCullar Properties

Tom McFarlane, ALC Whitetail Properties

Jason McGee, ALC Whitetail Properties

Darren McGilberry

UCRE South Land Company

Alan McNeil Peoples Company

Geoff Mead, ALC Wingert Land Services

Jerrod Meyer, ALC

Whitetail Properties

Jesse Meyer Peoples Company

Jake Meyer Whitetail Properties

Adam Mikesch, ALC Rooted Real Estate

Chris Miller, ALC AFM Real Estate

Abe Mills, ALC

Keller Williams Greenville

Upstate SC

Bill Minor, ALC

Whitetail Properties

Kasey Mock, ALC

The Mock Ranches Group

Christi Moczygemba, ALC

Keller Williams City View

Mark Mommsen, ALC

Martin, Goodrich & Waddell, Inc.

Jeff Moon, ALC

AgWest Land Brokers

Melanie Moore, ALC

Armstrong Properties

Jeremy Morris

Whitetail Properties

Dan Murphy, ALC M4 Ranch Group

Dillon Muth Peoples Company

Hallie Myhre Ranch & Resort Realty

Sean O'Grady, ALC Whitetail Properties

Josh Ongley, ALC

Whitetail Properties

Justin Osborn, ALC

The Wells Group

Bob Osborne American Legacy Land Company

Michael Oswalt, ALC Small Town

Hunting Properties

Robert Pahmiyer, ALC KW Land - TDR Real Estate Group

Clay Patrick, ALC Crosby & Associates

Chris Peacock, ALC

Halderman Real Estate Services

Jakeb Pennington

Whitetail Properties

Hadley Perkins

Clift Land Brokers

Calvin Perryman, ALC

Farm & Forest Brokers

Hannah Pfister

Pfister Land Company

Rob Pfister, ALC

Pfister Land Company

Clayton Pilgrim, ALC

Century 21 Farm and Ranch

Harvey Properties

Chris Polfus, ALC

Whitetail Properties

Mike Poor, ALC

Whitetail Properties

Walker Powell, ALC

Homeland Properties

Dustin Prievo

Whitetail Properties

Steve Purviance, ALC

Whitetail Properties

Max Ramsey, ALC

Mock Ranches

John Reburn

Peoples Company

Chad Reifschneider

Hertz Real Estate

Services, Inc.

Brent Reneau, ALC

Whitetail Properties

Todd Renfrew, ALC

California Outdoor Properties

Brian Reynolds

Ironhorse Land Company

Luke Rice

Southeastern Land Group

Ben Richardson

Whitetail Properties

Koby Rickertsen, ALC

Ironhorse Land Company

Jan Ringeling, ALC

Moody Holdings

Frank Roberts, ALC

REMAX LandmarkFrank Roberts Team

Hunter Robison

SmallTown Hunting Properties and Real Estate

Erica Rodman, ALC

Woodland Real Estate

William Rollins, ALC

LSI Companies

Skye Root, ALC

Root Agricultural Advisory

Kim Ross

UCRE Altaterra

Realty & Auction

Kristen Ross

UCRE Altaterra

Realty & Auction

Eric Sarff

Peoples Company

Dean Saunders, ALC

Saunders Real Estate

Trent Saunders, ALC

Saunders Real Estate

Joette Schalla, ALC

Fay Ranches Inc.

Dakota Schaumburg

Hertz Real Estate Services

Sara Hageman Schenck, ALC

Hageman Realty

Jason Schendt, ALC

Whitetail Properties

Eric Schlutz, ALC

Ruhl Farm & Land

Kyle Schultz, ALC

Whitetail Properties

Dave Schutt

Whitetail Properties

Mark Schweigert

Tall Tines Trophy Properties

Steele Schwonke

Arrowhead Land Company

Jared Scobee

Whitetail Properties

Brandon Scott

Whitetail Properties

Branif Scott

Fay Ranches

Tyler Sellens, ALC

Whitetail Properties

Jake Sickels

Peoples Company

Elliott Siefert

Hertz Real Estate Services, Inc.

Riley Sieren

Peoples Company

Gary Silvernell

Farm & Forest Brokers

Braden Smith

SmallTown Hunting Properties & Real Estate

Chris Smith, ALC

Hertz Real Estate Services

Spencer Smith, ALC

Saunders Real Estate

Tom Smith, ALC

Tom Smith Land and Homes

Travis Smock Peoples Company

Sheldon Snyder, ALC

Clift Land Brokers

Robert Stalberger, ALC

Whitetail Properties

Dent Stallworth

Southeastern Land Group

Jeramy Stephens, ALC

National Land Realty

Nick Stout

Tall Tines Trophy Properties

Michael Strahan, ALC Eshenbaugh Land Company

Elizabeth Strom Peoples Company

Tommy Jr Stroud, ALC

National Land Realty

Tobias Stutzman, ALC

Stutzman Realty & Auction LLC

Aaron Sutton National Land Realty

Raborn Taylor III, ALC

George F Willis, Realty

Brandon Tessau Peoples Company

Bryan Thompson Whitetail Properties

Jerrod A. Trainer, ALC

Jerrod A Trainer & Associates

Ford True

Smalltown Hunting

Megan Turnipseed, ALC

Keller Williams Lone Star

Eric Turpen, ALC

Clift Land Brokers

Jimmy Underwood, ALC

Mossy Oak Properties Land & Farm Realty

Brian W. Utecht, ALC

Whitetail Properties

Brock W. Utecht

Whitetail Properties

Paul Vaicunas

Whitetail Properties

Matt Vegter, ALC

Hertz Real Estate Services, Inc.

Jim Vidamour, ALC Fay Ranches

Randolph Voller VCR Limited

James Walker, ALC

Whitetail Properties

Luke Wallace, ALC

Whitetail Properties

Russ Walters

Farm & Forest Brokers

Alec Wardenburg

National Land Realty

Carrie Warren

McGraw Realtors

Brian Watts, ALC

Southeastern Land Group

Chris Weaver, ALC

Whitetail Properties

C. Brent Wellings

Schrader Real Estate & Auction Co.

Ben Wellons, ALC

Wellons Real Estate

David Whitaker, ALC

Whitaker Marketing

Zeb White

Whitetail Properties

Tommy Wiles

# 1 Properties

Chad Wilkinson

Whitetail Properties

Eric Wilkinson, ALC

Hertz Real Estate Services

Mark Williams

Whitetail Properties

Morgan Willis

Mock Ranches

Tyler Woody, ALC Eshenbaugh Land Company

Luke Worrell, ALC

Worrell Land Services

Duane Wright, ALC Collier and Associates Land Division

Douglas R. Yegge Peoples Company

Derek Yelton

Whitetail Properties

Matt Young, ALC

Whitetail Properties

Jason Zabka

Hertz Farm

Management, Inc.

Eric Zellers, ALC

Ary Land Company

Andrew Zellmer, ALC

Peoples Company

Mark Zimmerman, ALC

Whitetail Properties

LEF Reaches Ambitious $1M Goal During the NLC26 Cowboy Auction

Presented by United Country Real Estate

RLI members and auctioneers Jimmie Dean Coffey, ALC and Shawn Terrell, ALC took the stage once again to lasso bids at the Land Education Foundation Cowboy Auction. The auction took place at the 2026 National Land Conference on Tuesday, March 17, 2026, at 5:30 p.m. CT in San Antonio, TX.

This year's auction raised $137,834. In addition to money raised at auction, LEF received pledges of $125,000 from members' estates. Geoff and Marlie Hurdle pledged $100,000 and Renee Harvey, ALC pledged $25,000. These pledges, along with a previous pledge of $25,000 from the estate of Flo Sayre, ALC, helped LEF achieve its $1M goal.

All auction proceeds benefit the Land Education Foundation (LEF) of RLI. Funds are used to support scholarships for land real estate education and leadership, like the courses provided through RLI's LANDU® education program. In 2025, the Land Education Foundation awarded $9,755 in scholarships to 19 learners to help with their land education, including one member who is part of RLI's Military Transition Program. Member support for the LEF Cowboy Auction makes this possible!

The Cowboy Auction’s sponsor, United Country Real Estate, is the nation’s largest integrated organization of real estate and auction professionals, specializing in real estate throughout small cities and towns of rural America.

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News & Views from Inside the Beltway: RLI Keeps Land at the Forefront of Policy Discussions in DC

by Russell Riggs, RLI Advocacy Liaison

As we move further into 2026, legislative and regulatory activity at the federal and state levels continues to directly affect landowners, land brokers, and rural property investors. The REALTORS® Land Institute remains actively engaged to ensure that land transactions, private property rights, and responsible land stewardship remain at the forefront of policy discussions in Washington, DC.

Property Rights and Regulatory Reform

RLI is monitoring federal and state efforts related to environmental permitting, wetlands jurisdiction, and endangered species regulations. Ongoing implementation and interpretation of federal water policy, especially the Waters of the U.S. (WOTUS) definition in the Clean Water Act, continue to affect agricultural, timber, and development land. RLI advocates for clear, predictable and durable rules that protect natural resources while preserving landowners’ ability to use and transfer their property.

Tax Policy and Capital Gains

Discussions around capital gains treatment, 1031 like-kind exchanges, and estate tax thresholds remain critical to land markets. Like-kind exchanges continue to be a vital tool for reinvestment in rural America, supporting liquidity, conservation and long-term land ownership. RLI is actively engaged with coalition partners and Congressional leaders to ensure these provisions remain intact.

Foreign Ownership of Agricultural Land and National Security

Legislative actions at the state and federal level are advancing restrictions on foreign ownership of agricultural land. While national security concerns are legitimate, RLI continues to emphasize the need for carefully crafted legislation that avoids unintended consequences for legitimate transactions and market stability. RLI also supports enhanced review and monitoring of these transactions through existing regulatory entities.

Energy and Infrastructure Development

Expansion of energy infrastructure—including transmission lines, renewable energy siting, and pipeline development—continues to affect rural landowners. RLI supports balanced policies that provide fair compensation, respect private property rights, and ensure transparent negotiation processes.

The Farm Bill and Working Lands Conservation Programs

The Farm Bill is scheduled to be reauthorized in September 2026. This legislation includes many provisions that keep the agricultural economy viable, as well as agricultural programs that protect working farmlands and water quality. RLI supports voluntary, marketdriven conservation efforts that provide economic opportunity for landowners while protecting productive working lands.

Engagement and Advocacy

RLI encourages members to stay engaged with policymakers at all levels. Grassroots outreach remains one of the most effective tools for protecting private property rights and ensuring land professionals have a seat at the table.

RLI will continue to provide timely updates and opportunities for member engagement as legislative developments unfold.

Russell Riggs is RLI’s Advocacy Liaison for the National Association of REALTORS® and Director of Environmental and Sustainability Policy for NAR. He holds a bachelor’s in political science from Virginia Commonwealth University, a master’s in public policy from Tufts University, and a master’s in public administration from New York University.

THE 2025 LAND MARKET: MODEST GROWTH & PRICE RESILIENCE SHOW STABLE LAND MARKET

by Kat Szymanski, RLI Marketing Manager

In April 2026, the REALTORS® Land Institute (RLI) released the results of the 2025 Land Market Survey conducted in partnership with the National Association of REALTORS® (NAR). There were 453 respondents, of which 91.4% reported land sales in the last 12 months.

Land continues to be a resilient sector of real estate even with inflation, higher interest rates, and oil price shock. Residential land held by U.S. households dipped slightly to $18.9T in 2025 down from $19.0T in 2024. Land is 40% of the total value of household real estate assets, slightly less than in 2024 (42%).

“The job market is soft, though not in recession conditions. The housing market and new home construction remain subdued,” says Dr. Lawrence Yun, NAR’s Chief Economist. “What’s in store for the land market in 2026? The oil price shock has delayed the Federal Reserve decision to cut interest rates, but will the rate cuts still happen later in the year and into 2027.

All the while there appears to be a sizable pent up housing demand that could be released on to the market once the mortgage rates turn lower. Moreover, the demand for data centers to harvest artificial intelligence technology is on the rise, assuring the new growing type for real estate needs.”

“While we are seeing land sales volume return to pre-pandemic levels under inflationary pressure, land values and prices remain strong as demand for land continues. The 3-month outlook from land real estate professionals on both land sales and values is modest but positive,” says RLI 2026 National President Geoff Hurdle, ALC. “I hope landowners and land real estate professionals alike find value in these insights as our industry continues to advance in 2026 and beyond.”

Below are takeaways from the survey results as presented on April 30, 2026, by Dr. Lawrence Yun, Chief Economist for NAR, and Oleh Sorokin, NAR Data Analyst, Commercial Real Estate. A full recording of their presentation is available to RLI members through the Education Portal on rliland.com

THE ECONOMIC ENVIRONMENT

Stock Market | S&P 500 Index (Jan 2000 to Jan 2026)

Source: Standard & Poor’s

Residential Market Forecast Shows No Recession

Is a recession ahead for the US economy?

While a stock market correction in the spring of 2026 brought heightened concern of a recession, by the end of April, the stock market reached a record high. According to Dr. Yun, when the stock market is at an all-time high, no recession is ahead.

Additionally, there is currently a large amount of capital flowing into AI which means more demand for data centers, and increased demand for land to build the data centers. This is an opportunity for RLI members.

Interest Rates and Consumer Confidence

Oil Production in U.S. Source: U.S. Energy Information Administration

Consumer Sentiment (Overall Index) Source: University of Michigan

In the 1970s oil crisis, mortgage rates skyrocketed to 18%. Will we see that again? No. According to Dr. Yun, it's doubtful that mortgage rates will reach 7% in this economic environment because the US is more energy independent than the 1970s. This will keep the mortgage rate from climbing dramatically.

On the flip side, consumer sentiment is low. Today's economy is much better than 2008 and 2010, though negative consumer sentiment would suggest otherwise. This could be more a reflection of the political divide, rather than a reflection of the state of the economy.

Second quarter GDP expectation is positive according to the Atlanta Federal Reserve. We are not seeing any recessionary conditions according to the GDP. However, due to low confidence in the economy, consumers are defaulting on consumer debt car loans, student loan debt, credit card debt.

The oil price shock has delayed the Federal Reserve’s decision to cut interest rates for now. If the oil price shock dissipates perhaps there will be a rate cut later this year or into 2027.

Median Home Price in the US (2020 Q1 to 2025 Q1)

Source: NAR

Real Estate Net Worth is at a Record High

Source: Federal Reserve

The Housing Market

Housing wealth is at an all-time high as the housing shortage continues to cause home prices to surge. According to the Federal Reserve, household equity in real estate in the U.S. has grown from $7T in 2020 Q1 to an estimated $34T in 2025 Q4.

Lack of inventory continues to drive up home prices. All 50 states saw double-digit home price gains from 2020 Q1 to 2025 Q4. The highest price gains are in Maine (81.9%) and New Hampshire (76.4%).

The Job Market

While there are approximately 6.3M more jobs today than in pre-COVID highs, the job market is soft due to a slowdown in jobs added with gains circling near zero in recent months. The decline in jobs comes from private layoffs as well as government cutbacks.

When considering long-term job growth trends, the news is more positive. There are some “superstars” among states for double digit job gains since pre-COVID: Idaho (13.2%), Utah (13.1%), Nevada (12.1%), Texas (11.2%), and Florida (10.5%). These are states where there has been significant homebuilding activity.

5-Year Home Price Gains Since COVID (2020 Q1 to 2025 Q4)

Source: Federal Reserve

THE 2025 LAND MARKET

Reported land sales increased by 0.8% in 2025, only slightly more than in 2024 (0.7%), with ranch and industrial land posting the strongest sales volume growth of 1.1%. This continues a trend of modest sales increases compared to the peak sales increases reported in 2021 (4.8%). This modest growth isn’t surprising to land professionals. Land sales growth is mostly in line with the 3-month expectations of REALTORS®, while 2025 land price increases beat their 3-month expectations.

Land returns to balanced market after COVID highs

Source: 2025 Land Market Survey

Land prices remain steady with all land categories showing price increases of 0.8% or more with ranch land posting the strongest price growth of 2.2% followed closely by industrial land and recreational land at 1.9%. Timber and ranch land prices grew more than before the pandemic.

By type of land, the most popular land types sold were agricultural (33%), recreational (30%) and residential (20%).

All Land Categories Show Price Gains of 0.8% or More

Source: 2025 Land Market Survey

HIGHLIGHTS OF REGIONAL LAND MARKETS

Region 1

(CT, MA, ME, NH, NY, RI, VT)

Top Performing Land Categories: Recreation and Ranch

Region 2

(DE, MD, MI, NJ, OH, PA, WV)

Top Performing Land Categories: Development and Recreation

Region 3

(MN, ND, SD, WI)

Top Performing Land Categories: All categories saw decreases with recreation and ranch seeing the least decline in YOY sales

Region 4

(AK, ID, MT, OR, WA)

Top Performing Land Categories: Agricultural, irrigated and Recreation

Region 5 (CA, HI, NV)

Top Performing Land Categories: Timber and Agricultural, non-irrigated

Region 6

(AZ, CO, NM, UT, WY)

Top Performing Land Categories: Development (raw land) with Timber and Commercial tied for second highest increases

Region 7

(IA, IL, IN, KS, MO, NE)

Top Performing Land Categories: Development (raw land) and Residential

Region 8 (OK, TX)

Top Performing Land Categories: All categories saw decreases with ranch and recreational land seeing the least decline in YOY sales

Region 9

(AL, AR, KY, LA, MS, TN)

Top Performing Land Categories: Residential and Development (both raw land and developed land)

Region 10

(FL, GA, NC, SC, VA)

Top Performing Land Categories: Commercial and Residential

Hottest Markets

Regions 10 and 9 were the markets with the highest increase in land sales with top increases of 3.9% and 2.4% respectively. Also, the biggest land market was Region 7 (22% of land sales), followed by Region 10 (19%). Regions 10, 8, 7 and 9 account for 73% of all land sales in the US. Four states account for over 35% of land sales in the US. The states with the largest share of land sales were Texas (13.9%), Colorado (7.9%), Iowa (7.2%) and Georgia (6.3%) accounting for over the third of all land transactions nationwide.

Top Performing Categories by Region (percent change in sales YOY)

Among all regions, Region 10 and Region 9 stood out as the only regions with positive changes in year-over-year land sales across all categories of land types sold. Region 1 saw some of the highest increases in YOY sales with a 10% increase in recreational land sales and a 7.5% increase in ranch sales.

A REPORT ON NATIONAL FARMLAND VALUES

From our partner, Acres

This year, RLI and NAR worked in partnership with Acres to provide members with more in-depth data on what’s happening in agricultural land markets across the U.S.

Aaron Shew, PhD of Acres presented the results of their National Land Values Report at NLC26 in San Antonio and during an April webinar with the National Association of REALTORS®. Additional contributors from Acres include Dr. Bradley Wilson, Dylan Saettele, Dr. Colson Tester, and Drew Lipke.

At right is a high-level look at national trends in transactions, sales volume, and per acre price. For more data on farmland values by region and crop type, view the full report: rliland.com/resources/land-market-survey

National Trends: Land Transactions and Sales Volume

Land sales show high seasonality with Q4/Q1 typically higher in volume. The low inflation period during the pandemic led to peak sales trends in 2021–2022.

Inflationary pressure pushed a reset and dropped overall transaction movements in 2024 below peak years.

Overall, transaction trends seem to be holding steady in 2025, suggesting land markets are stabilizing under new macroeconomic conditions.

National Price per Acre Trends

Despite the last few years of inflationary pressure driving overall sales trends lower, land values have held steady.

High inflation and relatively low interest rates drove an intense upward increase in land values nationwide in 2020–2022.

As interest rates increased, we have seen land values stabilize around $7,200 per acre at the end of 2025.

CONCLUSION

The land market remains resilient with positive, moderate growth in both volume and prices. Broader economic signs indicate that there is a low chance of a recession, though consumer sentiment is more pessimistic.

“When diesel and fertilizer go up, it impacts what a buyer’s willing to pay for dirt,” Hurdle says. “That said, land has held its value through one of the roughest stretches I’ve seen, and I don’t see that changing.”

The Mark of Excellence

In ranching, a brand is more than a mark of ownership. It is a visible promise of reputation, stewardship, and trust. In land brokerage, the Accredited Land Consultant designation serves a similar purpose: it signals education, experience, ethical commitment, and specialized knowledge in one of real estate’s most complex sectors.

In ranching, a brand tells a story before a word is ever spoken.

Burned into hide with precision and care, a cattle brand represents ownership, heritage, accountability, and reputation. It is recognized across pastures, sale barns, neighbor fences, and generations. A respected brand can carry meaning well beyond the animal it marks. It reflects the people behind it: how they steward the land, how they care for livestock, how they conduct business, and how they honor their word.

The same principle applies in land real estate.

In a marketplace where ranch, farm, recreational, timber, transitional, and conservation-minded properties can involve water rights, grazing leases, mineral interests, easements, tax considerations, operational infrastructure, wildlife habitat, and generational family decisions, buyers and sellers are not simply choosing a real estate agent. They are choosing a professional reputation.

That is why branding matters. Not branding as a logo, slogan, or advertising exercise, but branding as the visible expression of trust, experience, and standards.

For land professionals, few marks carry more meaning than the Accredited Land Consultant designation.

A brand is a promise made visible

For ranchers, branding cattle has always served practical purposes. It establishes ownership, discourages theft, identifies livestock in mixed herds, and connects an animal to the operation behind it. But over time, a good brand becomes more than identification. It becomes shorthand for quality.

Buyers come to know what certain brands represent: honest dealings, proper care, good genetics, good grass, reliable management, and a reputation built one season at a time.

In land brokerage, a professional brand works the same way. A landowner considering the sale of a multi-generational ranch, or a buyer evaluating a complex agricultural or recreational property, wants to know who is standing behind the advice. They want to know whether the broker understands more than price per acre. They want to know whether that broker understands the land itself.

That includes production capacity, access, water, soils, improvements, wildlife, conservation values, local relationships, market exposure, buyer qualification, negotiation strategy, and the emotional weight that often comes with land ownership.

A strong professional brand communicates that experience before the first meeting. It gives clients a reason to trust that they are working with someone who knows the land business in a deeper, more specialized way.

The ALC designation as a mark of professional excellence

The Accredited Land Consultant designation is one of the clearest examples of branding with substance behind it.

To the public, three letters after a name may look simple. To those inside the REALTORS® Land Institute community, ALC represents education, transaction experience, peer accountability, and commitment to professional growth. It is not a marketing label someone gives themselves. It is earned.

That distinction matters.

Land brokerage is a specialty. The sale of a ranch, farm, timber tract, development parcel, or recreational property can require a very different body of knowledge than residential or general commercial real estate. The ALC designation helps identify professionals who have invested in the education, experience, and ethical foundation necessary to serve clients in that specialized arena.

In that sense, ALC functions much like a respected ranch brand. It tells the market: there is a standard behind this name.

It also tells fellow land professionals something important. It signals that the designee has chosen to be part of a network built around shared knowledge, high standards, and a commitment to advancing the land industry. For clients, that network can become a meaningful advantage. For brokers, it creates relationships, referrals, education, and accountability that strengthen the profession as a whole.

The ALC designation helps identify professionals who have invested in the education, experience, and ethical foundation necessary to serve clients in that specialized arena...ALC functions much like a respected ranch brand. It tells the market: there is a standard behind this name.

Recognition and trust are earned over time

A cattle brand does not become respected overnight. Its meaning is built through repetition: the quality of the herd, the reliability of the rancher, the way business is conducted, and the reputation carried from one transaction to the next.

The same is true for a brokerage company and for an individual land professional.

At Mason & Morse Ranch Company, their brand is rooted in a history that dates back to 1961 and in a simple operating belief: “Live it to Know it®” . That philosophy is more than a tagline. It reflects the idea that ranch and land brokerage should be practiced by people who understand land not only as an asset, but as a working resource, a family legacy, a conservation responsibility, and a way of life.

For me, that perspective began in Nebraska, where I grew up around agriculture and where my family continues to farm corn and soybeans. Land was not an abstract investment. It was home, work, opportunity, stewardship, and responsibility. That background shaped the way I think about land value, land ownership, and the people and communities who depend on both. Rural land is not one market. It is a set of local markets tied together by national capital, lifestyle demand, agricultural productivity, and scarcity.

Later, while studying agricultural business and economics at the University of Nebraska, I worked with the University’s Agricultural Economics Department on land value research. That experience reinforced something every experienced land broker knows: land value is never just one number. It is shaped by productivity, location, water, soils, improvements, access, stewardship, income potential, recreation uses and the story behind the property and its ownership.

That is one reason the ALC designation matters. It encourages land professionals to keep sharpening their knowledge and to approach the business of selling land as a discipline, not a commodity.

Differentiation in a crowded market

Historically, cattle brands helped differentiate one rancher’s livestock from another’s. That clarity mattered when herds mixed, when animals went to market, and when ownership needed to be proven.

In today’s real estate marketplace, differentiation is just as important.

Consumers are surrounded by advertising, listing portals, social media content, and broad real estate claims. Many agents can market property. Fewer specialize in land. Fewer still can demonstrate advanced education, proven land transaction experience, and a professional network focused specifically on rural, agricultural, recreational, and transitional land.

That is where ALC becomes valuable as a public-facing mark. It gives landowners and buyers a reason to ask better questions:

» Does this broker specialize in land?

» Does this broker understand the operational, legal, financial, and stewardship issues involved?

» Has this broker invested in advanced land education?

» Is this broker connected to a national network of serious land professionals?

» Is there a standard behind the name?

Those questions matter because land transactions are rarely simple. The right professional can help a client understand not only what a property is worth, but why it is worth that amount, who the likely buyer may be, how the property should be positioned, and what issues should be addressed before going to market.

“[Branding] reflects the people behind it: how they steward the land, how they care for livestock, how they conduct business, and how they honor their word. The same principle applies in land real estate.”

REVIEWER

Koby Rickertsen, ALC

Name of Tool/Service: Google NotebookLM

Business Value: Clarify complex topics, organize ideas. You can pull insights from a variety of documents, summarize, and draw connections between them.

Favorite Features: Research and “thinking partner” based on sources you provide

Where to Find More Information: https://notebooklm.google/

Cost: Free to try; upgrades available depending on Google One plan level

Quote: “NotebookLM has quietly become one of the more useful tools in my workflow. I can load in meeting notes, contracts, articles, training material, podcasts, and operational documents, then quickly pull insights, summaries, and connections from all of it. In a business where we are constantly absorbing information from multiple directions, it helps me stay organized and think clearer without losing the human side of decision making.”

Name of tool/service: Canva

Abilities: Design/marketing materials

Business Value: Create polished, professional designs quickly. Great for social media graphics, recruiting pieces, presentations.

Favorite Features: Design templates, brand toolkit, magic resize.

Where to Find More Information: https://www.canva.com/

Cost: Free accounts available; Canva Pro is $144/year

Quote: “Canva has become one of those practical everyday tools that keeps marketing moving. From recruiting pieces and social graphics to presentations and property materials, it allows our team to create polished content quickly without getting bogged down in the technical side of design.”

REVIEWER

Robert Brooks

Name of Tool/Service: Land id

Business Value: Land id gives me a quick, visual understanding of a property—boundaries, topography, access, and surrounding features—all in one place. It also consolidates key county assessor data like legal descriptions, parcel IDs, well permit information, zoning, and more, which saves time and keeps everything organized. It helps me evaluate land faster, communicate more clearly with clients, and ultimately market properties more effectively.

Favorite Features:

» Property boundary and parcel overlays

» Map layers (topography, ownership, hunting units, etc.)

» 3D mapping that allows me to dive into a property and understand topography, access, and overall layout before ever stepping foot on it

» Comparable sales data (comps)

» Printable CMA reports for clients

» Consolidated county data (legal descriptions, parcel IDs, well permits, zoning, etc.)

» Easy sharing with clients via links

» Mobile functionality when I’m out on properties

What to Be Aware Of: Some of the data layers aren’t always 100% accurate and should be verified, especially for things like boundaries, access, or county records. It’s a great tool, but not a replacement for surveys or full due diligence.

Where to Find More Information: https://land.id

Cost: Subscription-based with different tiers depending on features

Quote: “Land id is something I use almost daily. It helps me break down a property quickly and explain it to clients in a way that actually makes sense. The 3D feature is huge for understanding how a property actually lays—especially from a hunting and access standpoint— and the addition of comps and printable CMAs makes it even more valuable when it comes to pricing and presenting properties.”

REVIEWER

Cary Farrington

Name of Tool/Service: Starlink Mini

Business Value: As a land broker serving rural Georgia, reliable internet access is critical. The Starlink Mini provides dependable high-speed internet in areas where cellular coverage is weak or inconsistent, allowing me to access contracts, maps, aerial imagery, property records, and other business-critical information from virtually anywhere.

Favorite Features:

» Portable and compact design

» Fast setup and easy vehicle installation

» Reliable internet access in remote rural areas

» Ability to work from the field without depending on cell service

» Supports laptops, tablets, and mobile devices simultaneously

REVIEWER

Jerrod Trainer, ALC

Name of Tool/Service: ChatGPT & Crexi Pro

Business Value: ChatGPT and Crexi Pro have become two valuable technology tools in my brokerage. While they serve different purposes, they complement one another extremely well. Crexi Pro helps me identify opportunities, gather property and ownership data, market listings, and generate leads, while ChatGPT helps me organize information, create marketing materials, improve operational efficiency, and develop systems and processes within my business. Together, these tools allow me to spend less time on repetitive administrative tasks and more time serving clients, winning listings, prospecting, and closing transactions.

Favorite Features of ChatGPT:

» Creates marketing flyers, brochures, and promotional materials

» Assists with market analysis reports and client presentations

» Improves property listing descriptions and marketing copy

» Helps create prospecting letters and direct mail campaigns

» Organizes and exports property ownership data into usable formats

» Develops templates, workflows, and standard operating procedures

» Assists with research, website development, and business planning

» Generates professional-quality images and graphics

Favorite Features of Crexi Pro:

» Comprehensive property ownership and prospecting database

» Access to owner, property, loan, and sales information

» Enhanced listing exposure and marketing reach

» Qualified lead generation tools

» Market analytics and trend data

» Contact list creation and management

» Email marketing campaign capabilities

» Deal management and pipeline tracking

» Monthly prospecting credits for phone numbers and email data

What to Be Aware Of: The upfront hardware cost is higher than traditional mobile hotspots, and performance can occasionally be affected by heavy tree cover. It also requires a power source, which may require some planning depending on your setup.

Where to Find More Information: https://www.starlink.com/mini

Cost: Approximately $500 for hardware and my specific setup in my truck, plus monthly service plans that vary based on usage and region.

Quote: “I installed a Starlink Mini on my truck in mid-2025, and it has been a game changer for my business. Working in rural Georgia and Alabama, there are plenty of places where cellular service is slow or unreliable, but Starlink gives me the ability to pull contracts, maps, property information, and other critical data from the field without missing a beat. It has effectively turned my truck into a mobile office.”

What

to

Be Aware

Of: ChatGPT is most effective when users invest time learning how to communicate with it and build repeatable workflows. Like any tool, the value you receive is largely dependent on the effort you put into learning it. Crexi Pro's prospecting features utilize a credit-based system for phone numbers and email information, so users should understand how credits are consumed and budget accordingly. Both platforms have a learning curve, but the return on investment can be substantial once they become part of your daily workflow.

Where to Find More Information:

ChatGPT: https://chatgpt.com

Crexi Pro: https://www.crexi.com/pro

Cost: ChatGPT Plus currently starts at approximately $20 per month. Crexi Pro pricing varies by subscription level and market, with prospecting credits included as part of the subscription.

Quote: “As a land and commercial broker, I am constantly looking for ways to become more efficient and create better experiences for my clients. Crexi Pro has been a great tool for prospecting, researching ownership information, and generating new business opportunities. ChatGPT has helped me streamline everything from market analysis reports and listing descriptions to marketing materials and internal business processes. What I appreciate most is that these tools save time. The more I use them, the more valuable they become. They haven't replaced the work that I do—they've simply allowed me to do it faster, more consistently, and at a higher level.”

An updated, online resource from the RLI Future Leaders Committee is coming in 2026 with more technology suggestions. RLI members also have exclusive access to discounts on partner services and tools made specifically for land professionals. RLI members can login to rliland.com/MAP to view exclusive partner offers and discounts through the Member Advantage Program (MAP).

Why Volunteering in Our Industry Isn’t Optional— Why Volunteering in Our Industry Isn’t Optional—

a

It’s a It’s

Catalyst Catalyst

By Abe Mills, ALC

Early in my career, I used to think volunteering in our industry was something you did once you had “made it.” Something for later on—when you had more time, more experience, or fewer deals to chase. I couldn’t have been more wrong. What I’ve learned over time is this: volunteering isn’t something you do at the end of your career, it’s something that helps shape it. Getting involved with organizations like REALTORS® Land Institute, the National Association of REALTORS®, your state association, your local board, even for local charities is one of the most impactful decisions you can make—not just for the industry, but for your own growth as a professional, a leader, and ultimately, your business.

One of the biggest benefits of volunteering is simple, instead of being on the menu, you literally get a seat at the table. In real estate, especially in the land business, decisions are constantly being made that affect how we operate. Policy changes, education standards, ethics, and advocacy all directly impact how we do business every day. When you volunteer, you’re not just hearing about those changes after the fact, you’re part of the conversation. You’re in the room (or on the call) with some of the best in the business, working through real issues and helping shape outcomes. And the best part is your voice actually matters. Instead of reacting to the industry, you’re helping lead it. There’s also a level of growth that comes from volunteering that you simply don’t get from closing deals alone. You learn how to work through complex discussions, hear and respect different viewpoints, lead conversations, and build consensus. You start thinking beyond your own market and begin to understand the bigger picture of where our industry is headed. For me, serving on committees, especially within professional standards, has made me a better communicator, a stronger problem solver, and a more thoughtful broker. That perspective carries over directly into how you serve your clients. And beyond the skill set, you gain confidence—confidence in your voice, your perspective, and your ability to step into leadership roles.

We all know this is a relationship business, but the relationships built through volunteering are different. When you’re working alongside someone—serving on a committee, solving real issues, contributing to something bigger—you build a level of trust that doesn’t happen in passing conversations. These are people who get to know how you think, how you operate, and how you show up. Some of the strongest relationships I’ve built in this business have come directly from volunteering, and naturally, those relationships lead to referrals, partnerships, and opportunities that wouldn’t exist otherwise. Now, if you go into volunteering expecting immediate deals, that’s not how it works—but there is absolutely a return. Over time, you build a reputation as someone who cares about the industry, shows up consistently, and is willing to contribute. That kind of credibility is hard to replicate any other way. In my own business, I’ve seen the impact show up in stronger connections, better referral networks, and opportunities that come from simply being involved and present. It’s not always direct, but it is very real.

“Looking back, getting involved has been one of the most impactful decisions I’ve made. It’s opened doors I didn’t even know existed, connected me with people who have challenged and elevated me, and given me opportunities to lead and contribute far beyond my own business.”

One thing I hear often is, “I wouldn’t even know how to get involved.” The truth is, it’s a lot easier than most people think. Every year, NAR, RLI, your state association, and your local board send out emails asking for volunteers to serve on committees. When those emails come through—go for it. Don’t overthink it, don’t assume you’re not ready, and don’t wait for someone to ask you personally. Just raise your hand. Apply for something that sounds interesting to you, even if you’re not exactly sure what it entails. If it caught your attention, chances are you’ll enjoy it and get something out of it. There are opportunities at every level, from local to state to national through RLI and NAR, and the key is simply taking that first step. At some point, you realize this industry has given you a lot—opportunity, relationships, growth, and a career. Volunteering is a way to give something back. It’s a chance to help shape the future of the profession, support others coming up behind you, and strengthen the standards we all rely on. For me, being able to have a voice in an industry I care deeply about and contribute in a meaningful way has been one of the most rewarding parts of my career.

“When you volunteer, you’re not just hearing about those changes after the fact, you’re part of the conversation. You’re in the room (or on the call) with some of the best in the business, working through real issues and helping shape outcomes. And the best part is your voice actually matters. Instead of reacting to the industry, you’re helping lead it.”

Looking back, getting involved has been one of the most impactful decisions I’ve made. It’s opened doors I didn’t even know existed, connected me with people who have challenged and elevated me, and given me opportunities to lead and contribute far beyond my own business. If you’re even considering it, my advice is simple—do it. Don’t wait until things slow down or until you feel completely ready. Volunteering isn’t something that takes away from your business—it’s something that strengthens it, while growing you in ways you probably don’t expect yet.

Abe Mills, ALC, is the 2026 Vice President of REALTORS® Land Institute, a Commercial Director with Keller Williams Greenville Upstate, a licensed broker in North Carolina and South Carolina. An active member of the REALTORS® Land Institute and National Association of REALTORS® Abe is a recipient of an APEX Award for real estate volume in 2025, he has served on multiple committees at the local, state, and national levels. Abe is a leader who is truly passionate about land brokerage, property rights, and advancing the industry.

THE RLI CREW

Aubrie Kobernus, CEO

Geoff Hurdle, ALC, 2026 President Matt Davis, ALC, 2026 President-Elect Abe Mills, ALC, 2026 Vice President Dan Murphy, ALC, 2026 Immediate Past President Megan Turnipseed, ALC, 2026 At-Large Director

In April, the REALTORS® Land Institute Executive Team, along with CEO Aubrie Kobernus and At-Large Director Megan Turnipseed, ALC, traveled to Argentina to explore real estate and agricultural opportunities and assess future global engagement.

Megan was the spark that ignited the idea of RLI making the exploratory trip when she offered to introduce leaders to her connections in South America. She was an integral part of making this happen.

Through meetings with attorneys, title experts, and valuation professionals in Buenos Aires to ranch tours with agricultural producers and investors in Córdoba, it was clear that the region brings opportunity for RLI and its members as South American agriculture and real estate markets evolve.

“Argentina remains one of the world’s major beef, grain, and row crop producers, and there is clearly renewed optimism surrounding the future of its agricultural economy,” said Dan Murphy, ALC.

Beyond Argentina, opportunities exist in the greater “MERCOSUR”—an economic and political bloc that includes Argentina, Bolivia, Brazil, Paraguay, and Uruguay as full members.

The trip marks the beginning of what promises to be an exciting entry into international opportunities for RLI and its members. The group returned with optimism for the future and an appreciation for how a shared love of land transcends culture and language.

“Argentina remains one of the world’s major beef, grain, and row crop producers, and there is clearly renewed optimism surrounding the future of its agricultural economy,” said Dan Murphy, ALC.

The Timeline

» Saturday – The team trickled into Buenos Aires and launched the trip with dinner at an Argentine steakhouse.

» Sunday – A day of cultural immersion began by touring stunning churches and the world-renowned Teatro Colón opera house. It included an authentic asado lunch, exploring the street markets at Plaza de Mayo, and ended with unforgettable gelato before calling it an early night in preparation for Monday.

» Monday – The RLI crew hit the road to the charming Gaucho town of San Antonio de Areco where they strolled cobblestone streets, shopped local vendors, peeked into an art class, and had a traditional Argentine lunch. An afternoon farm tour brought firsthand insight into Argentina’s agricultural economy, crop production, and future growth potential.

» Tuesday – The day kicked off by learning about the legal process of buying and selling land in Argentina from real estate attorneys. After that, RE/MAX Argentina welcomed the group to explore the possibilities of RLI expanding to South America. Later, title attorneys and a valuation specialist educated the group on foreign investment opportunities and how transactions differ there.

» Tuesday evening – The group boarded a flight to Córdoba and drove two hours north to a breathtaking polo ranch, where they were welcomed by gracious hosts and treated to a delicious steak dinner, followed by a fireside evening with great conversation.

“What stood out most from the trip was realizing that the real opportunity in international land business isn’t simply selling property across borders—it’s becoming a trusted bridge between people, markets, and ideas. Throughout the experience, I found myself connecting professionals from the U.S. and South America, translating opportunities between industries and cultures, and helping create the trust needed for meaningful collaboration. It also became clear that there’s a growing demand for relationship-driven education around global land investment, especially from professionals looking for credible guides rather than hype. The future of land business may still rely on local expertise, but the relationships driving it are becoming increasingly global.” — Megan Turnipseed, ALC

» Wednesday/Thursday – An RLI trip wouldn’t be complete with outdoor sport. The crew got to experience dove hunting in lush farmland with many laughs, a traditional lunch in the field, an afternoon hunt, and a peaceful evening back at the ranch.

» Friday – Meetings with the leadership team of Invernea, an impressive cattle fund, and then with leaders from Adecoagro, a major producer of dairy and agricultural products and a client connection through Matt Davis. After a little shopping, it was time for the group to head back to the airport for the overnight trip home.

“My time in Argentina reinforced just how much untapped opportunity exists across the region. The combination of incredibly fertile farmland, world-class cattle operations, and a shifting political climate focused more on economic growth and investment could create a transformational period for foreign capital and land development. What stood out most was the scale of the opportunity, there is tremendous potential for global investors, agricultural operators, and land professionals willing to build relationships and engage in these emerging markets early.” — Abe Mills, ALC

“This wasn’t just a tour of farms and ranches. It was the beginning of what I hope will be meaningful relationships with Argentine leaders, brokers, and investors. I returned convinced that RLI members who engage early and authentically will find tremendous opportunity as Argentina’s agricultural economy enters what could be a transformational chapter. This trip to Argentina was a powerful reminder of why relationships and boots-onthe-ground insight are irreplaceable in the land business. We encountered a nation blessed with some of the world’s most fertile soils, cattle genetics, and resilient, hardworking producers. The striking contrast between Argentina’s vast untapped potential and the rising costs and compressed margins back home in the U.S. was, to say at the least, shocking. And the empanadas... life-changing!”— Geoff Hurdle, ALC

“Our recent trip to Argentina was an incredible reminder of why relationships and firsthand market knowledge matter so much in the land business. We saw a country with tremendous agricultural resources, hardworking people, and a government openly pushing toward growth, investment, and expanded production to encourage additional outside investment and long-term capital into the country’s agricultural economy. This trip represented something bigger for RLI. We were not simply touring ranches and farms—we were building relationships with agricultural leaders, landowners, brokers, attorneys, and investors.

I came home grateful for the experience, the friendships, and the conversations about where the future of land and agriculture may be headed.” — Dan Murphy, ALC

“The opportunity for RLI in MERCOSUR is immense. The region’s land professionals are generally fragmented and seem to be looking for insight on policies, procedures and best practices that can be implemented as their markets formalize. Additionally, there are opportunities for investment and capital flow both directions. Many landowners in the region have already invested in the US and continued investment is likely. For our clients in the US and Internationally, MERCOSUR presents an opportunity to invest in a growing economy. If the countries continue on their paths of rolling back burdensome tax, policy and regulatory regimes, the investment opportunity and wealth creation could be substantial.”— Matt Davis, ALC

“Argentina is a beautiful country with so much potential! Our trip highlighted the tremendous opportunity for RLI to help professionalize the industry across Latin America, as well as foster cross border investment and global growth in land real estate and agriculture. The relationships built and insights gained make it clear that this is just the beginning of a promising and impactful international future.”

— Aubrie Kobernus, CEO

Closing

In the end, the trip became about far more than growing RLI membership or learning the process of land sales in Argentina. It became about building new relationships, facilitating trust, and opening doors to opportunities through collaboration and a shared love of land.

My Land Story

From the Medical Field to the Land Business

By Adam Hester, ALC, SmallTown Hunting Properties & Real Estate

In this space we continue to share an RLI member’s personal story of what land has meant to their family over the years, decades, and (in some cases) centuries. Enjoy!

If you had asked me back in 2009 what I would be doing today, land brokerage would not have been on the list. I graduated with a degree in kinesiology and went straight to work in the medical field at Mississippi’s largest orthopedic clinic as a casting technician. It was steady work, and I later moved into an assistant role for a foot and ankle surgeon. That experience sharpened my attention to detail and taught me how to work with people in high-pressure situations. I enjoyed it, but over time something started to shift.

In the spring of 2016, my wife and I welcomed our first daughter. Like many people, that moment changed how I saw everything: time, priorities, and what the future would look like—it all came into focus. I realized I wanted something different. I still wanted to work with people, but I did not want to spend my career inside four walls. I wanted more freedom, more ownership, and something I could build.

Fast forward a few weeks; in a casual conversation, someone mentioned selling land. It was not an “aha” moment, but it stuck with me. The more I researched it, the more it made sense. Land brokerage is not just about selling property. It is about relationships, understanding people’s goals, and helping them make important decisions. It checked a lot of boxes for me.

My wife and I had several honest conversations. We knew it would not be easy giving up comfort and a steady paycheck for something with no guarantees. Still, we believed it was the right move. In October of 2016, I turned in my three-month notice, and on January 1, 2017, I started my real estate career. We had a six-month-old at home, and my wife carried us financially while I got started. We had enough savings to cover us for about a year. Looking back, it was a big leap of faith.

I started with a local brokerage in Mississippi, focusing on land. The first year was tough—learning everything at once, from finding deals to talking to clients to marketing property and closing business. I did not have a strong first year in sales, but I was taught to build inventory. If I could get listings, the rest would follow. That approach paid off. In year two, things started to click, and the business picked up. It taught me a lesson I still carry today: this business rewards consistency. If you show up, do the work, and stay patient, it will come together.

In the summer of 2022, another opportunity came along when a colleague and I were approached by the folks of the television program Small Town Hunting. They had built a strong brand through media, and their idea was to build a nationwide real estate brokerage. The vision was simple—build it with good people and market it at a high level. It sounded great, but it also meant stepping out of comfort again. Starting something from scratch always carries risk. After several conversations, we decided to move forward.

SmallTown Hunting Properties & Real Estate was officially launched in August 2022. We started in a small office with one desk and two chairs. From the beginning, the focus was on building the right team and putting systems in place that would support growth. We didn't want to grow too fast; we just wanted to grow…the right way. Today, we have more than 100 agents and brokers across 12 states. It has been incredible to watch how quickly we have grown.

I still enjoy being involved in sales, but my role now includes operations. As the chief operating officer, I spend much of my time building and improving systems that keep things running smoothly. I like structure, processes, and figuring out how to make things work better; I have always been wired that way. Strong systems create consistency for our company and lead to better results for our clients.

What I enjoy most about land brokerage is the people. Every deal is different. Every property is different. Every client has a reason behind what they are doing, whether buying, selling, investing, or holding land for the next generation. Being part of that process is something I take seriously. The land business is ever-changing, which is part of what makes it interesting. There is always something to learn and another opportunity ahead. But at its core, it is still about relationships, trust, and doing what you say you will do. That is what built my career, and that is what we continue to build on at SmallTown.

I am grateful for the journey and for the people who have been part of it. I am especially thankful for my wife of 16 years, Gail, and our daughters, Adelyn and Avery. It all started with a simple idea and has grown into something we never expected. And we are just getting started.

Adam Hester is COO of SmallTown Hunting Properties & Real Estate in Flora, MS. He earned his Accredited Land Consultant (ALC) designation in 2023, was voted the RLI Mississippi Land Realtor of the Year in 2024 and is currently a LANDU® Instructor for Recreational Land Real Estate at the REALTORS® Land Institute.

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