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Buying LandSelling Land

How to Become a Land Broker or Real Estate Agent

March 16, 2023

Land is a valuable asset, and buying or selling land is a significant decision that requires careful consideration. In many cases, individuals or businesses require the services of a licensed broker or real estate professional who specializes in land sales to facilitate the transaction.

In this article, we will explore the role and responsibilities of land brokers and why they are essential in the land buying and selling process. Along the way, we’ll help you understand what it takes to become a successful land broker and keep your customers satisfied.

What is a Land Broker?

A land broker is a licensed professional who specializes in the buying and selling of land. They act as intermediaries between buyers and sellers and provide a range of services to facilitate a successful transaction. Land brokers are experts in land valuation, marketing, negotiation, and legal compliance. They work with a wide range of clients, including individuals, businesses, developers, and investors, to help them make informed decisions about land transactions.

Some land brokers may specialize in specific types of land, such as agricultural, commercial, or residential land. A good land broker should have strong communication skills, be knowledgeable about the local real estate market, and have a network of potential buyers and sellers. They should also be transparent about their fees and commissions and be able to provide references from satisfied clients.

What does a Land Broker Do?

A land broker plays a critical role in the land buying and selling process. Their main objective is to help clients buy or sell land in a way that is both efficient and financially advantageous. Here are some of the key responsibilities of a land broker:

  1. Conducting a market analysis of the property: A land broker will conduct a market analysis to determine the fair market value of the property. This helps ensure that the land is priced competitively and attracts potential buyers.
  2. Valuation of the land: Land brokers use their expertise to value the land based on its location, size, topography, soil quality, natural resources, zoning, and other relevant factors
  3. Marketing and advertising the land to potential buyers: A land broker will create a marketing plan to attract potential buyers as well as create advertising collateral such as images, descriptions, videos, and maps. These marketing and advertising components should articulate the value of the property clearly and to as wide of a relevant audience as possible to bring the most competition for the land.
  4. Negotiating the terms of the sale or purchase: A land broker will negotiate the terms of the sale or purchase on behalf of their client. This includes the purchase price and any contingencies or conditions of the sale.
  5. Facilitating the transaction and closing the deal: Working with both parties to ensure a smooth and timely transaction is a large part of being a good land broker. This includes coordinating with attorneys, title companies, and other professionals to ensure all necessary paperwork is completed and that the transaction is legally compliant.
  6. Ensuring legal compliance: A land broker will ensure that the transaction is legally compliant with all relevant laws and regulations. They will also ensure that all necessary permits and inspections are obtained.

Overall, a land broker is a valuable resource for anyone looking to buy or sell land. They have the knowledge and expertise to ensure that the transaction is successful, financially advantageous, and legally compliant.

What Are The Qualities of a Successful Land Broker?

A successful land broker possesses certain qualities that make them effective in their role. Here are some key qualities to master when trying to become a successful land broker or land real estate agent.

  1. Strong communication skills: A good land broker should have excellent communication skills, both verbal and written. They should be able to clearly explain complex information, negotiate effectively, and keep clients informed throughout the transaction. Regular communication on marketing and advertising metrics is integral to ensuring emotions remain low and decisions are being made using measurable data. For this reason, National Land Realty brokers and land professionals keep their clients up to date with automated marketing reports every two or 4 weeks, whichever they choose. This allows the broker to stay in contact without having to miss important time with all of their responsibilities and business development opportunities.
  2. Expertise in Marketing and Advertising: If you want to compete for the best listings as a land broker or land real estate agent, you must ensure that your listings are receiving national marketing and advertising exposure. While a national presence is important to find as many prospective buyers as possible, your advertising must clearly articulate the value of a property through a computer screen. Because of this, National Land Realty land professionals receive support from a team of marketing professionals who syndicate their listings to all major land listing aggregators. Additionally, NLR has developed a proprietary land touring technology that allows online shoppers to see all aspects of a property from every angle. This not only helps buyers see a property, but it also helps our brokers and land professionals stand out from the competition when competing for a listing. In addition to pulling the right shoppers to your listings, you must be skilled at pushing your listings out to the right market who may not be “shopping”. It is important to understand how to effectively reach those individuals who may be interested in your property through direct mail, email, telephone, and even social media. Your brokerage should understand how to obtain contact information for these markets of people using public records and GIS technology at the least.
  3. Knowledge of the local real estate market: A good land broker should have a deep understanding of the local real estate market, including trends, zoning laws, and land use regulations. As part of a suite of services, National Land Realty land brokers and land professionals have access to the most recent and detailed local market data available so that they can help their clients best understand local market conditions.
  4. Expertise in land valuation: Having the ability to accurately assess the value of land based on a variety of factors like size, location, and topography is a necessary skill for any land broker. For this reason, National Land brokers and land professionals have access to a proprietary database of land sales and values as well as reporting software that allows them to easily create price opinions that will not only be accurate but easy for a landowner to understand.
  5. Good negotiation skills: A good land broker should be skilled in negotiation and able to advocate for their client’s interests while also finding common ground with the other party.
  6. Excellent Network-Building: It’s important to cultivate a strong network of potential buyers and sellers, as well as relationships with other professionals in the industry, such as attorneys, surveyors, foresters, and appraisers. At National Land Realty, our land professionals also market their listings to other land brokerages as heavily as they do to the marketplace. Our marketing team has developed a database of over 10,000 land professionals who receive new listing updates each week. In addition, National Land Realty has developed a database of preferred service providers that can assist landowners in all areas of the country. Lastly, it’s important to develop a trusted network of Land Brokers and Land real estate agents to capitalize on referral and co-listing opportunities. The team of 400 agents and brokers at National Land Realty regularly collaborate across states to give everyone more earning potential.
  7. Attention to detail: Land brokers should be highly organized to ensure that all necessary paperwork and legal requirements are completed accurately and on time. Most land brokers are the “chief cook and bottle washer” but at National Land Realty, our brokers and land professionals have a support team of over 30 marketing, administration, and GIS professionals that help them to stay on top of timelines important to their deals.
  8. Professionalism: A good land broker should be professional in all aspects of their work, including their appearance, demeanor, and communication style. When you arrive at a listing appointment, you are being interviewed for a job and you should treat it as such. All National Land Realty land professionals have access to an extensive database of up-to-date listing presentations, marketing collateral, and reporting that helps you look like a consummate professional.
become a land broker

How Much is a Land Broker’s Salary?

Typically, land brokers do not receive a salary, unless they pay it to themselves via their sales commissions. The compensation of a land broker can vary depending on several factors, including their level of experience, location, and the size and scope of the transactions they handle. Land Brokers can receive annual compensation in the millions of dollars, especially those who handle large transactions or specialize in high-value properties.

It is important to note that becoming a successful land broker takes time, effort, and a commitment to ongoing learning and development. Building a strong reputation and network of clients can take several years, but the rewards can be substantial in terms of both financial compensation and job satisfaction. While many land real estate agents focus on their splits, it is wise to focus on your net compensation, not just your commission split.

In conclusion, becoming a land broker requires a combination of education, training, and experience. A college degree in a related field, such as real estate or business, can be helpful but is not always required. However, obtaining a real estate license is mandatory to work as a land broker or land real estate agent in all states. In addition to education and licensing, gaining experience in the real estate industry through internships or entry-level positions can be a valuable stepping stone to becoming a land broker. Look for a brokerage that offers onboarding and continued training so that you hit the ground running.

Becoming a successful land broker also requires certain qualities such as strong communication skills, a deep understanding of the local real estate market, and expertise in land valuation, marketing, negotiation, and legal compliance. While the process of becoming a land broker may take time and effort, the rewards can be substantial.

Land brokers play a crucial role in facilitating transactions for clients who are buying or selling land. They help ensure that the transaction is successful, financially advantageous, and legally compliant. By following the steps outlined in this article, aspiring land brokers can start their journey toward a rewarding career in the real estate industry. As with any profession, hard work, dedication, and a commitment to ongoing learning and development are key to success.

About the Author
Logan Eaton, Executive Vice President of Sales at National Land Realty, has experience in land brokerage across the southeast. He was born in Charleston, SC, and raised in Atlanta, GA, Logan is a true Southerner. He attended the University of Kentucky before transferring to the University of Georgia where he obtained his Real Estate degree from the Terry School of Business. During his time at UGA he was a member of the Real Estate Society as well as a leader in HEROs, a nonprofit club. From 2012-2015 Logan established NLR's office in Atlanta where he represented landowners and buyers in Northern GA. He holds a Principal Broker's license for the state of GA and is also licensed in SC. He has been involved in land transactions in several states and works to support the over 400 agents and brokers at National Land Realty. In 2016 Logan became the EVP of Sales for the company and has been working to build NLR into the nation's largest land brokerage firm. Logan enjoys traveling across the southeast for college football/basketball games, relaxing at Lake Oconee in GA and spending time with his wife Maddie, their sons, Henry and Charlie, and their Golden Retriever, Dill.