Being a great land realtor takes a different skill set than selling houses. In fact, being an exceptional land agent is part real estate professional, part land-use researcher, part marketer, and part problem solver. The biggest difference between land and houses is that a buyer can’t walk and peruse the structure. What you are selling is potential, opportunity, and possibilities.
What makes me an exceptional land agent? Knowing the ropes.
1) You must understand the land you are selling:
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Zoning and permitted uses.
What can and cannot be built.
Property boundaries and surveys.
Access roads and legal easements.
Water availability, wells, and water rights.
Sewer, septic, and utilities.
Flood zones, wetlands, and environmental restrictions.
Soil conditions and topography.
Subdivision and development possibilities.
A great land agent explains both use and potential to buyers.
2) You must know the tools, and research is the most important skill:
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County planning and zoning departments.
County assessor records.
GIS parcel maps.
Recorded deeds and easements.
Comparable land sales.
Building and development requirements.
Buyers/sellers must feel that you know the property inside and out, but a good agent never promises that land is buildable or developable without appropriate verification.
3) You must be exceptional at land valuation:
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Land pricing is different from residential real estate:
Price per acre and price per square foot, and how many sq. ft. to an acre.
Comparable vacant land sales.
Location and accessibility.
Development potential.
Utility availability.
Topography and usable acreage.
Market demand.
Two parcels next to each other can have dramatically different values because of zoning, access, or development restrictions.
4. I distinguish myself be being a marketing expert:
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Great land agents know how to make buyers visualize possibilities.
Professional drone photography.
Aerial parcel maps.
Clearly marked property boundaries.
Video walkthroughs.
Social media marketing.
Utilizing commercial sites for listings.
Detailed property descriptions.
Marketing to builders, investors, developers, and individual buyers