9 Tips to Get Started in Real Estate
Every successful land agent started where you are: with curiosity, a love for the outdoors, and a desire to build a legacy. Whether you are brand new to real estate or changing from another sector, land real estate can feel like stepping into a whole new world. Unlike residential or commercial real estate, land deals come with their own language, pace, and set of challenges. It also comes with some great perks, bigger opportunities, lasting client relationships, and making the outdoors your office space.
These tips, as well as advice from National Land Realty’s agents below, are here to guide you and remind you: you don’t have to be an expert to get started – just someone willing to learn and put in the work.
1. Narrow Your Focus Early
Land comes in many forms: hunting land, farmland, timber, recreational, development, and more. Trying to be an expert in everything right out of the gate can slow you down. Learn the differences, and pick 1-2 types to focus on first. You will build confidence faster and become the ‘go-to’ person for that niche. Sellers want a specialist who understands the unique value of their land, not an agent who just wants to gain a listing.
2. Invest in Education
National Land Realty hosts a new agent training program designed to not only get you acclimated to our technology and platforms but also to help create good habits and a strong foundation in land sales. Outside of the ongoing educational webinars that our Departments host every month, take land-specific courses offered by the REALTORS® Land Institute (RLI), read articles, and subscribe to land market news. Knowledge is your best closing tool. Through RLI, agents can also obtain various designations, such as becoming an Accredited Land Consultant (ALC).
Nick Ardis, our Land Professional in South Carolina, shared the benefits of RLI and obtaining his ALC – “I completed my ALC designation through RLI in the Summer of 2024. The camaraderie and knowledge I gained while attending Land-U in Greensboro, NC, have far transcended the classroom. I often reach out to other agents, spanning across the country, [outside of National Land Realty], from this coursework in order to relay clients’ needs, troubleshoot issues, and discuss our different opinions on topics that are relevant to both of us. Iron sharpens iron.”
3. Learn to Read the Land
It’s not just about acreage and price point. Learn to evaluate: Soil quality, topography, access points, timber value, water rights, or zoning and use restrictions. Understanding the “why” behind the data gives you an edge. You’ll help buyers make informed decisions, help sellers understand the ways that they can market their property, and set yourself apart as a true land expert, not just another agent with a plat map!
4. Don’t Just Build a Network…Build Trust
No, I’m not talking about creating social media pages and posting that you have now joined National Land Realty, and ‘Be sure to like and follow my page!’ You can build your network by attending expos, shaking hands with local ag lenders, and sponsoring your kid’s sports team.
Take advice from one of our Land Professionals in OK and KS, Dillon Smith, who says, “I still do lunch-and-learn sessions with local ag lenders, and they’ve been a great way to connect with both professionals and landowners in the community. Being younger in this industry definitely came with some challenges, but I’ve found that showing up consistently, being honest when I don’t know something, and staying rooted in my own farming background has helped me build real trust. Relationships in this space take time, but if you lead with authenticity, data, and follow-through, people notice!”
5. Lean on Your Brokerage
Don’t try to go at it alone. National Land Realty has a strong support team and mentorship culture – use it! Ask questions, shadow experienced agents, and jump into training sessions.
“When starting in land real estate, it was crucial for me to lean on the guys in my office, watching the things they did day in and day out that made them successful. One thing I greatly enjoyed was riding along with them and hearing how they talk to clients when they got phone calls, seeing how they spoke to landowners at meetings, and seeing the things they looked at when walking a new piece of land. I have taken several things from all the agents I work with and put my own twist on those tactics that fit my personality and the way I conduct business. Selling land is not easy, and leaning on the guys in your office and our network across the county can be a huge help when getting started,” stated SC Land Professional Anders Land.
6. Understand the Buyer Mindset
Land buyers don’t always think like traditional homebuyers and are often motivated by vision, not just value. People buy land for what it could be – a future home, a weekend getaway, a legacy investment. Paint the picture with strong visuals, maps, and good storytelling!
When you understand your land buyer’s mindset and motivation, whether that pertains to generational ownership, investment value, development opportunities, or hunting or farming potential, you can ask your buyer better questions, anticipate objections and speak to what matters most, and educate them on things that they may not know to ask.
When you understand the buyer mindset, you’re no longer just an ‘agent’ to your buyer – you become their advisor.
7. Build Your Brand & Be Mindful of the Impact of Social Media
While National Land Realty’s brand offers support and has had proven success with selling a client’s property, landowners don’t just hire a company; they hire you. It’s more than a logo or a color scheme; it’s your reputation, your voice, and your values.
MO Land Professional, Zach Schermer, adds, “The best thing about social media marketing is that it’s FREE. I would say the most important thing to focus on with social media content is providing information or value to the audience, not just ‘for sale’ and ‘sold’ posts. People want to see more content about you personally and things that you are interested in. A good social media strategy, in my opinion, would be to post a good mix of value – adding content around real estate, personal content you feel comfortable sharing (i.e. hunting pictures, golfing with friends, gardening), and post your listings in video format as this gains a lot more traction on social platforms.”
8. Your Clients Are Your Cover Letter
“In the land business, where trust and expertise play a huge role in decision-making, Google Reviews act as social proof that builds your credibility with new prospects. Positive reviews from past clients help establish your reputation, showcase your local knowledge, and often serve as the deciding factor when someone is choosing who to work with in a niche market like land real estate,” stated FL Land Broker, Justus Koester.
In real estate, especially in land, trust is everything. Getting reviews from previous clients helps build trust before you ever shake someone’s hand or pick up the phone. Aside from that, your clients help you build credibility and differentiate you from other agents in the area.
9. Be Patient – But Be Active
Land deals aren’t always fast, but they are scalable. Deals are larger, clients are loyal, and relationships matter. Work your pipeline, stay consistent, and the results will follow. One way National Land Realty’s agents use to get their foot in the door with landowners is through our Direct Mail Campaign, which can come with a lot of benefits as well as a ton of follow-up, but consistency always pays off.
Take it from our TX Land Broker, Wayne Dunson, who said, “I had a landowner call me after sending out a standard buyer letter. He wanted way over market price and had it listed with another brokerage at the time. We had a nice conversation, and he ended up reaching out to me when his listing expired. We met, and I toured the property with a potential buyer. I couldn’t get the two sides together, but we stayed in contact. 3 years after our initial contact and many calls in between, I finally listed and sold the property in a week. Remember to be available as a resource and be persistent. I knew this particular owner wanted to sell, and it was just a matter of time before motivation increased enough for us to make a deal happen!”
Becoming a land real estate agent takes more than a license. It takes knowledge, persistence, and a strong foundation. From understanding the tract of land that you are walking on to building relationships and creating a brand, we hope these tips help you develop into a top-tier land agent.
At National Land Realty, we give you the tools, training, and support you need to turn potential into performance. The land industry is full of opportunity, and with us, you don’t have to chase it alone. If you’re ready to get started, reach out to us today!