In this episode of The American Land Seller Podcast, host Koby Rickertsen sits down with two nationally recognized leaders in land education—Jennifer Janet and Abe Mills—to unpack why ongoing learning isn’t just helpful in our business... it’s essential.
Jennifer Janet, ALC, is a Broker/Owner, an RLI Board Member, and serves on both the Education Committee and Curriculum Task Force. She brings decades of experience, a deep passion for teaching, and a unique perspective from mentoring agents and building a culture of learning in her own office.
Contact Jennifer:
Phone: (573) 768-1268
Website: https://www.jenniferjanetrealtor.com
Abe Mills, ALC, is a transitional land expert from South Carolina with a background in development and construction. He serves on the RLI Board of Directors, the ALC Designation Committee, and several influential committees through the National Association of Realtors. Abe brings a wealth of insight into how education shapes ethics, advocacy, and real-world success in land brokerage.
Contact Abe:
Phone: (864) 404-5424
Website: https://kwland.com/agent/abe-mills
Together, they dive into:
- What it really takes to earn your ALC designation
- Why education gives you a competitive edge
- The biggest gaps in knowledge for today’s land agents
- How being a student of the business can transform your career
Whether you’re just getting started or looking to sharpen your edge, this conversation is full of valuable takeaways you won’t want to miss.
👉 Like, share, and subscribe for more real talk from the top minds in land real estate.
📬 Learn more at: www.americanlandseller.com
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Today on the American Land Seller, we hit on
something that doesn't alwaysget the spotlight.
It deserves Education.
I'm not just talking abouttextbooks and classrooms.
I'm talking about thereal-world, hard-earned wisdom,
the kind that comes from stayingcurious, asking the right
questions and never settling forjust good enough.
And I've got two incredibleguests with me who absolutely
(00:25):
live that mindset.
Jennifer Janet is an accreditedland consultant, a board member
for the Realtors Land Instituteand a driving force on both
their education committee andcurriculum task force.
Jennifer isn't just passionateabout land.
She's passionate about learningland.
From running her own firm inPerryville, missouri, to leading
(00:47):
community education efforts andmentoring agents, she embodies
the idea that knowledge is power, and she is not afraid to share
it.
Abe Mills is a top-producingland broker out of South
Carolina who specializes intransitional land.
Abe's background in buildingand development gives him a
(01:08):
razor sharp edge in identifyingvalue and opportunity.
He's earned his accredited landconsultant designation and also
serves on the Realtors LandInstitute Board of Directors, as
well as their designationcommittee since 2023, and is
deeply involved in ethics andland use policy at the national
level.
(01:28):
When it comes to combiningexperience, advocacy and
education, it brings the fullpackage.
So, whether you're new to landor looking to sharpen your edge.
This episode is for you.
Speaker 2 (01:43):
Welcome to the American Land Seller Podcast
with your host, kobe Rickardson.
Kobe is an accredited landconsultant and multi-state land
broker with High Point LandCompany.
Join us each week as we exploreall things land.
We bring you fresh insights andexpert guests on sales,
marketing, regulations,economics and so much more.
(02:03):
Visit wwwamericanlandsellercomand find us on one of your
favorite podcast platforms.
Speaker 3 (02:12):
Okay, Kobe and our special guests, let's get
started.
Speaker 1 (02:18):
Hey everybody, welcome back to the American
Landseller Great show.
Today we're going to talk abouteducation and the importance of
, if you're in a specialty,understanding what you're
specializing in.
I guess that's a good way toput it right, guys.
I mean, like we have with ustoday as our experts, jennifer
(02:39):
Janet from Missouri and AbeMills from South Carolina.
Welcome you two.
Thank you, so glad to have youhere.
I'm going to start with you,jennifer, because we want to put
the chicken before the egg,even though we don't know
exactly which one came first onthat, but I would say the
education portion of it.
Abe is a little bit more of anexpert on the accreditation
(03:00):
process, so let's start with theeducation portion of it.
You're a huge part of RealtorsLand Institute education as an
instructor, you're on the taskforce for developing the new
curriculum that's coming out,which has been pretty incredible
so far, and you serve on theeducation committee, so, and
you're a board of directorsmember for that organization as
(03:23):
well, so got a couple of bigshots today.
That's great.
Tell us just a little bit aboutwhat got you into your passion
for the education portion of theRealtors Land Institute.
Speaker 3 (03:35):
Well, I really love the Realtors Land Institute.
So that was the first part ofthat piece of the puzzle right.
I really believe in theirmission and how they're helping
professionals distinguishthemselves in the land industry.
But I love to help people and Iwant to see them grow, and if
we aren't growing as a wholeentity, we aren't growing for
the industry.
(03:55):
So that's just really huge tomake sure we're setting that bar
high.
Speaker 1 (04:00):
Yeah, sure, that's I mean, and that's absolutely true
.
Yeah, sure, that's I mean, andthat's absolutely true.
Do you?
So I've kind of seen, sinceI've joined, like it seemed like
(04:23):
when I first joined it was likemaybe one or two accred that
with your packets that you guysare reviewing and kind of just
talk a little bit about just thebasic overview of the process
for getting your accreditationin land.
Speaker 4 (04:36):
Yeah, sure.
So yeah, last year we hit 100,nearly ALCs, which is the record
, you know.
So, yeah, we're being seen moreand more in the industry, you
know, as, as the leaders, and,and uh, and yeah so the um, you
know as far as the packet likewell, do you want me to go
(04:58):
through the?
You know the whole.
Speaker 1 (04:59):
I just got to touch on just kind of um.
You know, know, like where doyou think that the excitement's
coming from?
You know, like that people areare wanting their alc, because I
mean, we're going to go overlater.
It's gotten a lot tougher toget, yeah, yeah I thought it was
tough back when I got it.
Speaker 4 (05:15):
So you know, yeah, I just just in general.
It's more recognized, you knowum, and, and, uh, and and, far
more revered.
So if you know someone is doinga land deal or any type of
transaction like that and theyhave an ALC after their name,
you know you're dealing withsomeone who's professional and
(05:36):
knows what they're doing, andyeah so in regards to the
process.
You know there's a few differentways of getting your ALC, but
the majority of people do itbased on, you know, their
transaction volume, and thenthey do some coursework, do an
(05:57):
exam, and then they put togethera portfolio, which we'll go
into some detail a little lateron on that.
Speaker 1 (06:02):
So yeah, no, I mean, I just think that the the
education process with,especially with ROI.
There are other organizationsout there that you can get
education from.
Colleges.
There are, you know, landclasses at several colleges
around the country.
There's also the appraisers.
(06:23):
They have their ownorganization which a lot of guys
kind of crossover appraisersand farm managers.
But, Jennifer, when we'retalking about our particular
organization and again theundertaking that you guys are
doing, which we'll step intoprobably in the next segment,
but it's just, it's thecurriculum is pretty extensive.
(06:45):
You know it's not like you'retaking a three hour continuing
ed class.
This is like 18 hours, two daysif you're in person, several
weeks if you're doing it online.
You know you've been a part ofthe education on both sides,
learning and teaching.
Explain the process of maybeone class that you teach and
(07:06):
what that looks like.
Speaker 3 (07:08):
Yeah, so you are right, though, Kobe like 104
hours to get your you know toqualify to apply for ALC, that's
huge.
So not a lot of otherdesignations have that, but I
just want to point that out thatI think that's a really big
stride that we make to make surethat we are qualified and
educated appropriately and wewant to make sure it's relevant,
(07:29):
right.
So that's one of the reasons whywe're updating the curriculum
to make sure that ourprofessionals have the most
up-to-date information.
When I teach a two-day, whichis a 16-hour in-person course
that is comprised of me sharingthe information, the material,
but we are talking about casestudies, so we're doing real
life simulations about asituation you may be in and how
(07:50):
to apply this information thatyou are learning in that course.
And, of course, there's a lotof networking going on.
So we're hearing best practicesfrom everyone in the room
around the country, because noteverything's the same in
everyone's marketplace, and Ithink that's a big plus.
You know you mentioned that youcan go to a university and take
these courses, but I think whatyou miss is are those pieces of
(08:13):
all of the professionals in theroom from across the country
bringing insight and bringing intheir tips.
Speaker 1 (08:20):
And the less talking at you and the more talking with
you type of learning experience, which I think yeah, you're
absolutely right there.
It's like we're theprofessionals from around the
world learning from each otherand being guided by the
curriculum, so that's a verygood point.
You know, like when I think Idon't know which of us got ours
(08:42):
first, but it was, I think Abeand I were pretty much right
around the same time a couple ofyears ago Jennifer, you
might've been a little bit moreaggressive and gotten yours
before us, but um, um, but I didlike there's nothing like those
classes, right, abe?
I mean, like I, even the onesonline are very quality, but I
went, I was blessed with theability to go to a couple of
in-person classes and I mean youjust have friends for life
(09:04):
after those two days.
Speaker 4 (09:06):
Yeah, definitely, yeah, yeah.
I'll never forget and I'll makethis short, but I'll never
forget the first time that Iwent into LAN 101.
I flew to Rockwall, Texas, andJustin Osborne and another
fellow ALC was teaching thatcourse and I was actually and
we'll get into this a littlelater, I think, but I was
looking to do the fast track tomy CCIM designation.
(09:29):
So I saw hey, man, I can takesome land courses here, which I
do, a ton of land anyways andthen get this ALC and fast track
.
I didn't realize that fiveminutes later I would have had
an epiphany moment that, hey, Imet my people, like I was
looking, you know, and uh andthat's what it's been like, you
(09:50):
know and and we just left thenational land conference in in
Tucson, arizona.
Speaker 5 (09:56):
I don't even know how many people were there but
there was hundreds, you know,but it feels like a giant family
reunion.
Speaker 4 (10:00):
You know we meet each other and it's like like these
are friends for life and peopleyou can lean on when you need
some information, if you bumpinto something in a certain type
of a transaction you don'tunderstand, it seems like
there's always a light bulb thatgoes off like hey, I know who I
can contact, you know, withinour realms and uh, and they'll
help me with this.
Speaker 1 (10:19):
So yeah, jennifer, I think that's a good point.
That he makes is like the, theconnections, and it is it.
I tell people this like as apitch for people to join all the
time.
It is not a joke.
I can pick up, I can spin thewheel on the find a land
consultant on our website and Icould hit any given one of them
(10:40):
and call them up and ask themabout something and they would
be happy to, for the most part,to help me out.
I mean, is that kind of yourexperience too?
Speaker 3 (10:48):
Absolutely.
Yeah, I mean I call fellow RLImembers, you know, from time to
time and ask them bounce an ideaoff.
I need your perspective on this.
Tell me I'm not out of line orgive me a little tidbit to help
me make this deal work and keepit together.
So I agree with thatwholeheartedly.
I feel like this is one of thesectors in real estate that,
while we're all competitors witheach other, it's not a
(11:09):
cutthroat environment.
We all want to genuinely seeeach other succeed in RLI and
that's where that comes intoplay, where we're willing to
help each other out Again,because we know how raising the
bar makes us all better, keepsus all sharp and then helps
differentiate us from those whoaren't members of RLI.
Speaker 1 (11:28):
All right, Well, and it's almost like just a like.
To me it's crazy because it'severybody's rooting for you,
even if you're competing.
You know like, it's like youknow, dang it.
Well, you know it's almost likehigh school sports.
You know like, ah, we'll getyou next time.
You know, dang it.
Well, you know it's almost likehigh school sports.
You know like, ah, we'll getyou next time.
You know, I'm glad somebody youknow, at least at a certain
caliber you know, won the dealand and uh, and it wasn't to.
(11:52):
You know like, you knowsomebody, just because of a
cheaper commission or whateverstandpoint.
Speaker 3 (11:58):
But yeah, I'd rather.
I'd rather know that I got beatout from another land
professional that is dedicatedto their career than, like you
said, someone who just walked inthe door or oh, I sold them a
you know a proper home years ago, or they're my grandma's best
friend you know what I mean anddon't have the qualifications,
because that's going to hurtpossibly, you know, hurt them
(12:19):
possibly in that transaction,just what they don't know.
They don't know, and that'shuge in the land industry.
Speaker 1 (12:25):
Yeah, and it goes back to like my big push this
year because I like I've beensharing this with people but,
like when I was doing my goalsfor 2025, I always try and think
of crazy off the wall stuff,you know, and whiteboard it out
and try and figure out, like youknow, what kind of audacious
things can we possibly come upwith.
This year, and my goal that weended up going with, that we put
(12:49):
into our actual goal sheet, wasI want to pay a hundred
thousand dollars in referrals toresidential or commercial
agents, like I want.
And so then you backboard, youknow, storyboard that back to
how do we get that going.
We have to contact these guysand convince them that this is
the best thing you know.
And so you know, like it's,it's so much to your point is
(13:12):
working with someone that's aprofessional in that area is
just it's it's night and daydifferent from you know, just
finding somebody that'll do itfor the cheapest.
Do you guys agree with that?
Speaker 4 (13:25):
Yeah, yeah, definitely.
We know they're dealing with aprofessional as well On the
other side, right away, and youdon't have to dig very deep if
they have the.
Speaker 1 (13:40):
ALC after their name.
That's true.
I mean I speak highly foreverybody that appears that is a
member of Realtors LandInstitute.
But man, I don't think peoplerealize that, how hard it is and
how much knowledge and it's notjust knowledge.
Right, jennifer, you have tohave land sales under your belt.
(14:02):
You have to show that you cando it.
You have to not only show that,it's not just numbers when you
submit your packet.
I guess we can go over thatlater, but it is.
How did you do it?
What were the challenges?
It's quite the package to puttogether.
I don't know if you canremember that far back.
Speaker 3 (14:23):
The portfolio is a lot of work and people get
really intimidated by thataspect of it because you do have
to write the narrative.
You do have to you know explainwhat you learned and what you
applied, that you've alreadylearned, you know.
So I do think there's a lot ofweight in that aspect of it.
And I feel like a lot of otherdesignations in the real estate
(14:45):
industry are just, you go toclass you don't even have to
take a test, sometimes at theend of the day and you get this
designation or you get thecertification, and that kind of
dumbs down some of thesecertifications and designations
and makes them, I don't want tosay useless, because they do
have value, but I think that itjust works For the public.
(15:05):
They think, oh well, you justwent to a class and you got this
ALC and it's more than that andit's expensive too.
You know I mean that's anotherfacet that we could talk about.
You know you invest a lot backinto your career in order to get
to that level and I thinkthat's a huge, huge statement
there as well.
Speaker 1 (15:25):
Definitely can create just a monetary value right out
the gate, from what it costs toget it, you know to.
And again, I think once youstart going to these classes,
most of us are like excited toyou know, after we're done with
our ALC, if something new popsup, a lot of us will take the
new classes, you know, justbecause we want to want to see
(15:45):
what's out there.
But all right, guys, we'regoing to take a quick break and
we will be right back.
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(16:08):
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All right, we're back here withJennifer Janet from Perryville,
missouri, and Abe Mills.
(16:29):
Do we know where you're from?
In South Carolina.
It's just like everything Iread about you is just South
Carolina.
Speaker 4 (16:35):
Yeah, it's because I come from most of the state.
Speaker 1 (16:38):
I know you do.
Do you live somewhere?
Is there a place you live?
Speaker 4 (16:42):
What's up?
I'm in the upstate, yeah, so wehave, like Reno.
Spartanburg are the two majorthoroughfares there, and I'm
kind of between the both.
I live in Spartanburg Countybut my office is in Greenville.
Speaker 1 (16:56):
And you're just South Carolina, or are you licensed
in other states?
Speaker 4 (16:59):
I'm licensed in North Carolina as well.
Speaker 1 (17:02):
North and South Carolina.
All right, perfect.
I just was laughing about thatearlier.
I was like I don't think itsays anywhere in here where the
guy's actually from.
Maybe he's like the new realtor, van life or something, just
running around in a van, neverknow.
On this segment, because we'regoing to talk about the
(17:28):
education portion of it, becauseI know that RLI is pouring a
lot of time and energy and moneyinto kind of going through
tweaking the classes they wantto.
I think go through all of themin the next five years is the
plan.
It started with the money class, that's what I call it.
Speaker 3 (17:45):
Investment analysis.
Speaker 1 (17:47):
There it is.
That's what I call itInvestment analysis.
There it is.
Yeah, investment analysis,which I had Phil McAnis from
Delaware top that class to meand he is pretty entertaining.
I liked it.
It was online and most peoplehate that class online, but I
learned an awful lot from him.
But that's the one we startedwith because that was going to
(18:10):
be the toughest one.
Correct, I think that was theattitude.
Speaker 3 (18:13):
That's correct, how'd that go.
I think that went extremely well, being the toughest course, you
know.
Get that one out of the way andlet's move on to the others.
That is a three day course, soit's just much more intense,
plus it's all the Excelspreadsheets and the others.
That is a three-day course, soit's just much more intense,
plus it's all the Excelspreadsheets and the formulas,
so that one just required alittle bit more work hands-on.
(18:35):
And we debuted that last fallat mini bootcamp and I feel like
that went well.
We had a few little glitches.
Those are all worked out andthat's back up and running.
So there are a couple othercourses I know we've taken off
the table just because they doneed to be revamped and we're
not going to teach those.
I know, like Timberland, that'soff the table right now until
(18:55):
that one's restructured andupdated.
We're working on Land 101 now.
Speaker 1 (19:02):
Yeah, I think Land 101 is a broad class and I think
it's going to be interesting tosee what, like I know that the
thing I think is really coolwhat they're doing with the task
forces is they've kind of pluckfarmland.
I didn't see that when I tookit, but you know, I think that
(19:32):
we all kind of get that, youknow, if it's not all about us,
it's about everybody else, typeof attitude.
But so it'll be fun to see whatyou guys do with the land 101.
And I think, like the what isthe transitional land?
That's the third one, that'skind of on the top three, the
three required courses, and thenyou'll dig into the rest of
(19:55):
them.
So but that's really cool.
You brought this up mini bootcamp.
Let's kind of explain to peoplewhat boot camp is and then we
can describe mini boot camp.
You've been a part of boot camplike the last several years,
right as an instructor that'scorrect what is uh, boot camp
and uh, and why should peoplecheck into that?
Speaker 3 (20:17):
boot camp is your ability to get all of your
educational courses done at onetime.
That's a little intimidating,right?
That's 10 days of courses andwe rotate around the country, so
a chapter can sponsor thebootcamp in their state.
This year it'll be in Tulsa,oklahoma, and we hope to have
(20:37):
Land 101 done for that debut atthe bootcamp.
Not sure if we'll get it doneor not, but we're working.
And really one of the otheradvantages I see or I saw
personally when I was on thereceiving end of a boot camp was
that I could get it all knockedout at one time and there was a
discount.
So we get a discount if you'rean RLI member and then if you
(21:01):
take all of the courses together, there's another price break
and that was just advantageousto me.
Speaker 1 (21:07):
Yeah, and it's.
I mean, it seems intimidating.
I think it's a couple thousanddollars for the whole thing, but
if you break it down into whatit costs per class, it's pretty.
I mean, it's pretty crazy whatthe cost can be on it.
We talked about that a littlebit in the last segment, what
the cost can be on it.
(21:28):
We talked about that a littlebit in the last segment.
But, um, so, like um, I thinkthat the one of the coolest
things that I've seen in RLI isthese people that go to these
bootcamps.
It's like graduating collegetogether.
It's just an intense week of,and so they're, you know, like,
soon as they hit the conference,they're huddling up and they
all know each other and they,you know, they've been through
(21:48):
something together.
And so, um, Abe, did you dobootcamp or did you do like I
did, and kind of pick and choose?
Speaker 4 (21:56):
Yeah, no, I didn't.
I wanted to do bootcamp, but Igot going when COVID was rolling
.
So it was very difficult andwhenever I saw an in-person
class pop up for Land 101, Iflew and I did most of my
courses.
I traveled to which I highlyrecommend.
I mean, the boot camp is great.
(22:16):
I love the idea, I'm all forthat too.
But if you do have the chanceto fly around and take a course
here and there, you've got tomeet people you may otherwise
not ever meet.
Speaker 2 (22:27):
And they might not even be rli members, a lot of
these courses you know, realtorsor or land professionals show
up to get more education.
Speaker 5 (22:37):
They may not be an rli member.
Speaker 4 (22:38):
They may have just signed up for this and, and you
know, in and to get moreeducation in in that particular
thing.
So I mean I've flown I rememberI went to wyoming and I'm
friends, you know to this day,with some attorneys that were
sitting in a recreational land,class of all things, and I mean
you know.
(22:58):
I don't think they're RLImembers for sure, and yeah, they
just want to get a little bitmore information on the rec side
for what they what they do soso yeah, I highly recommend it
um, of course, you know, andonline's always there too, so
some of us can't do that andthat that's all.
That's great as well, but butthe camaraderie in the, in the
(23:20):
brotherhood or sister that you,that you gain, meeting these
people and their lifelongconnections, um, absolutely yeah
, that's definitely true.
Speaker 1 (23:30):
I remember my Land 101 class, to your point.
I had a lady from Memphis whowas a specialist in affordable
housing and that's what she didas a realtor and as an investor.
She bought blighted buildingsand held on to them until the
city decided that's thedirection they were going to
start spending money.
And then she made a fortune offof it, you know like.
(23:51):
So she was speculating on,she'd hold, she was talking
about buildings that she wouldhold and and pay security to
watch for 15, 20 years, you know, because she knew that
eventually that was going to be,that was going to be a place
where they're going to come.
So I met some crazy interestingpeople and dealing stuff that I
don't ever deal in, but I cansay I think that there's maybe I
(24:12):
don't know about you guys, butthere are a couple of classes.
I think VIT is the best Twothat I came up with.
Like I said, I know people saythat they hate it, but I think
that land investment analysiswas one that you know watching
him do this stuff on the screen,you know going through all the,
all the um formulas andeverything with Excel.
Uh, that was one.
(24:33):
I thought I liked that onebetter.
Um, I guess, I don't know thatI've ever seen it in person.
And then the mapping class Ithought was one that you could
definitely get a lot out of, um,and you know, sitting there
watching the screen.
The rest, I think it's theteachers are fun, they're
entertaining and all theteachers we have.
(24:54):
I think you can talk to that,jennifer.
The teachers are pretty greatand it's not easy to get to be a
teacher.
Speaker 3 (25:01):
Yeah, no, it's not.
And I do want to point out oneof the other advantages to
in-person is that sometimes theinstructors kind of let the
class lead the way a little bit.
So while we're on a particularsubject matter, so for instance,
when I was teachingtransitional land a couple of
years ago, we actually went outon a site that one of the
(25:25):
students had listed and we wentout there as a whole after we
got done that day and helpedthem analyze the property look
for the highs, the lows, whatsome limitations were.
I was going to hold it backfrom, you know, maybe converting
into a different use, and Ithink that was so valuable to
(25:45):
everyone as a whole.
So sometimes you just getlittle other opportunities that
pop up and I'm an instructor whoruns with that Like, if the
opportunity is there, let's godo it, if everyone's on board.
So we did that and then headedout for dinner, you know, after
that was completed.
So, yeah, not that virtual isbad.
I think that it's a great way toconnect people and if you're on
(26:06):
a time crunch and you want toget your ALC done or, like Abe
said, if you're just wanting topop in and learn more about a
particular subject matter, thenthat's definitely the way to go.
And you don't have to be an RLImember.
And sometimes you take a courseabout land or you're wanting to
just maybe learn a little bitmore or find out if this would
(26:28):
be a great new area to startfocusing your real estate on.
And you take the course and yourealize, hey, this isn't for me
and I feel like that then givesa really high level of
appreciation for those that arespecializing in land and gives a
referral opportunities andhelps people understand that we
do have to stay in our lane.
You know, as a realtor we arebound by the code of ethics.
We should practice in the areasthat we can specialize in
(26:52):
Article 11.
Yep Just gives opportunitiesfor people to sometimes realize
it's just not for them.
Speaker 1 (26:58):
Yeah, I like your point there.
And to your point like it'sjust like Abe's story, right, he
came into it because he went toit.
For you know, I don't know ifwe talked about that on or off
this, the podcast, but I'm gonnaspoil it if we didn't.
Um, you know you went to youruh.
You know what you're trying toget, your ccim.
You know you didn't care aboutthe rli or anything, you just
(27:21):
saw a class, this class.
You know there's, there's a wayto uh to workIM by getting your
LLC maybe first.
And so you went to a class andfell in love with it and I
forgot about CCIM.
Speaker 4 (27:34):
Yeah.
I didn't forget about CCIM, butyou know, I had this newfound
love for where I realized where.
I belonged.
Speaker 5 (27:44):
You know, and some people.
Speaker 4 (27:45):
I've actually had a girl that came, took a land on
the course and she, she saidafter the course, you know I'm
petrified of land.
Speaker 1 (27:53):
now I realize that you, that this is really a
specialty thing, and you know,she, she literally sends me our
land listings you know so, soyeah, so yeah, Well, that's one
thing, like, just on my own I'mworking on maybe two or three,
just smaller classes, that wecan get continuing ed for some
(28:14):
states and then just go teachresidential agents, offer it to.
You know the different MLSs,different boards, and say, hey,
we'll come teach this, and sothe people that are interested
in it, we can show them the way,we can give them the path on
how do you get more educationinto it, how do you become more,
more grounded in this, in thisthing, and the people that don't
know what they don't know.
(28:35):
Maybe you realize that, hey,I'm really great at marketing
and selling.
You know houses, but this is alittle bit more intimidating
than I ever thought it was,because it's real easy to go,
look at a lot and say, well,there's no house on it.
How confusing can this be?
You know when, if you market itwrong and sell a property
without you know water to it orpower to it and you know in a
(28:56):
price where it should have, thatyou know and you don't
understand what you're doing,you can get yourself into a lot
of trouble.
Let's take another break and wewill be right back.
Speaker 5 (29:07):
Land isn't just dirt, it's and we will be right back.
(29:32):
Where do you even start?
Who can you trust to guide you?
For too long, land transactionshave been treated like a simple
exchange Numbers on a paper, asignature on a line.
But it's more than that.
At High Point Land Company, wedon't just list land, we walk it
, we learn its story and we findthe right buyer who understands
its worth.
(29:52):
You are not just another deal,you are the steward of something
bigger and we're here to helpyou navigate every step of the
way.
When it's time to sell, whenit's time to buy.
(30:13):
We're here Because land is morethan just land.
It's your legacy.
Speaker 1 (30:36):
All right, we're back here with Abe and Jennifer Guys
.
Thank you, If I don't remember.
Thank you so much for takingyour time to do this.
This is important stuff, I think, and so we need to know about
what's out there as far aseducation in order to specialize
(30:57):
, and so I really appreciate youjoining me today.
Before we go on to accreditedland consultant designation,
jennifer, let's talk just realquick about virtual roundtables.
This is something a couple ofyears ago that RLA Education
Committee came up with, and itis really quite a neat deal for
(31:19):
professionals to jump into, Ithink it's an hour right 60
minutes.
It's a panel discussion.
Tell us about what's next onthat and the success that we've
had with that.
Speaker 3 (31:32):
Yeah.
So this is an opportunity tocollaborate with your peers
virtually, and in the past we'vehad conservation easements
covered, equine properties, landestate planning.
Now we're going to have ournext one.
Will be creating value for ourclients, and it's just a great
way to continue to learn fromother people in our industry,
(31:54):
find out ways that we canimprove our business and that's
part of our RLI membership, sothat's free for us.
And then we also have webinarsthat are done virtually as well,
and again, another opportunityjust for us to grow, create
value, which obviously thenpours over into our clients.
We've got an upcoming webinar,I think at the end of this month
(32:16):
, also the Land Market StudyingReport for 2024.
So that's just another way thatour ally is pouring back into us
as professionals and makingsure that we're top of the top.
Speaker 1 (32:30):
Well, I think like we're going to get digging right
now to accredited landconsultant designation.
How do you get it?
Why it's important, all thatstuff.
But you know, I think it'simportant to remember that once
you get that, it's not over.
This is a constantly changingbusiness that you know, like
we're.
We just had an administrationchange that transport like I'm
(32:50):
on the government affairscommittee, like I I've never
seen that group in like the lastseveral years just twiddle
their thumbs because it was likewell, we're waiting to see what
the new administration saysabout waters of the us and we're
really kind of excited aboutthe National Conservation
Easement Bill that we're goingto have.
(33:11):
But it's just, it was a, youknow, like waters of the US has
been a big challenge and now itlooks like it's going to be a
lot simpler than it was.
But the constant learning, theconstant education that we have
to have, I think RLI is justoutright nailing it every you
know, every step of the way.
Speaker 3 (33:33):
So absolutely, and if you can't get your ALC right
now, that's OK, you know, stilljoin RLI and come out and learn
and grow your business In themeantime.
Obviously, the ALC is the bestthing that we want everyone to
be able to accomplish throughtheir membership with RLI, but
there's still a lot of value, soI don't want to diminish that
in any way or discourage peoplefrom joining RLI.
(33:56):
If they're in a market that maytake them a while to earn the
ALC designation Still a greatplace to be.
Speaker 1 (34:03):
Wow, and you know like I'm going to throw out one
of our alumnus from the podcasthere, but Casey mock, I mean
heck, he's been one of thefeatured speakers at the
convention.
You know, at the conventionevery year and just this year
finally got his ALC.
You know because because he hadthe opportunity to finish the
(34:23):
classes and get it, but he wasnot in a hurry.
You know because he's alreadypart of the family and so
everybody gave him a lot of guffabout it, but it took him quite
a while, but he finally got it.
And so again, if you work on itjust a little bit at a time,
you're going to get there.
All right, abe, now it's timeto pick your brain.
(34:47):
I will say that the the onlyreview that I heard from talking
to my classmates from my classlast year that I taught on site
selection.
Their favorite part of it wasthe Abe Mills show at the end,
where he came on and talked forabout 45 minutes about how to
get your ALC and answerquestions.
That was that was prettyawesome of you to do that and,
(35:08):
jennifer, if you're teachingonline classes, I highly
recommend you have him or one ofthe committee members come on
and talk about how to get theaccreditation, because that was
definitely, I mean, I think youfinally hung up on this because
you have to go somewhere,probably just like I've got to
go.
Guys, I'm sorry, email me yourquestions and I'll try and help
you out.
That was an amazing part thatwe added to my class.
(35:32):
I know my guys reallyappreciated it.
I think we got like seven fromthat class that ended up getting
their ALC this last week.
Speaker 4 (35:42):
Their portfolios are put together.
Speaker 3 (35:43):
nice, I will say it was really great this year at
the National Land Conference tosee you know students that I've
helped or written a letter ofrecommendation for cross the
stage.
So that was just kind of a neatthing this year.
Speaker 1 (36:01):
Some of those guys have been working on it for
quite a while too like WarrenWilliams and some of those guys
like.
Casey Mock.
That was kind of fun to seethem, but that's the trouble
with doing the online classes,because everybody knew who I was
.
I have 30-some on there.
I don't remember they don'tlook the same or if they don't
have their camera on or what, sothat was kind of crazy.
(36:24):
But it was great to see allthose guys get their ALC.
And it's still like 0.00, 0.002something percent of the
realtors in the world are ALCs.
So if you every once in a while, catch Gary Hubble, he has that
math right ready right away.
So, yeah, all right, hey, whatdo we got to do?
I want to get my ALC.
(36:46):
What's the where do I start?
We got the application kind ofdown.
Now what?
Yeah?
Speaker 4 (36:54):
So there, there are several pathways to the ALC, so
it's not always and I want topoint this out it's not always
just just realtors, that thatget there.
You know, accredited landconsultant designation.
We have land specialists indifferent sectors, or you know
within the land arena that areaccredited land consultants, and
(37:15):
for good reason, because we areland professionals and we want
the cream of the crop involved.
You know, and um so you, youknow, you might have, you know,
someone who is an auctioneer,you know, or something like that
, that you know that has theiraccreditation.
So yeah, but you know, the mainthing is that there's the
(37:39):
education portion of it andthere's a volume portion of it
and then, after you meet thevolume requirements, which I'll
go over here, you know brieflyin a minute, but then you submit
, you know, to take your examand once you've taken your exam
and passed that, then you submityour portfolio.
(37:59):
And your portfolio justconsists of the volume that
you're using to, you know, inyour portfolio, providing you're
going the realtor route, youknow, in regards to the
portfolio, and then we've addedleases too, so we've added a few
things and there's some changesthat have been daunting.
(38:20):
I get calls almost weekly frompeople that have questions in
regards to their ALC.
And they're like why did youguys up the limits and you know
different things like that andbecause we're evolving.
You know, the industry isevolving and as it's evolving,
you know prices across the boardhave gone up, so we raised, you
(38:42):
know, our bar from $10 millionworth of volume up to $15
million worth of volume.
And a lot of people freak out,but we've not gone away with a
25 transaction rule, which is,if you don't meet the $15
million of required volume, youcan submit 25 separate
transactions in the landfillthat have happened over the past
(39:04):
five years, and you can go thatroute.
Speaker 3 (39:08):
So, honestly, we saw one, not too long ago and I
think their total volume was inthe hundreds of thousands it
didn't even cross the millionbar because they live in an area
where land is cheap.
Speaker 4 (39:20):
They sell a few small lots here and there.
Speaker 3 (39:23):
They might have a $1,500 sale but it's still a
land transaction when we look atthat.
Speaker 5 (39:29):
So, and then the other thing is the fast track
Fast track we fast track for notjust CCIM, but there's like
SIOR, there's CRE AFM you knowthere's a lot of you know
different organizations thatwere willing to fast
Speaker 4 (39:48):
track and a lot of the fast tracks if you qualify
for a fast track you don't getaway from the volume
requirements and things likethat, but they do alleviate some
of the classwork that you haveto do.
Speaker 1 (40:03):
So if you qualify under fast track, which you can
find all the information righton IRLIlandcom if you qualify
for that FastTrack like youdon't have to take.
Speaker 4 (40:13):
Land 101, you don't have to take Land Investment
Analysis or no no no, I'm sorry,you have to take Land 101, you
have to take Land InvestmentAnalysis and you have to take
land 111,.
You have to take landinvestment analysis and you have
to take transitional landunless you're a CCIM.
If you're a CCIM, that's theonly one.
Speaker 5 (40:31):
There's a little caveat there, you don't have to
take the land investmentanalysis.
Speaker 4 (40:37):
You can take a different course, one of the
specialty courses.
But you don't have to take theother courses if you're
fast-tracked and yeah, so thenyou put together your portfolio
and you submit it, and thenusually there's people within
(41:00):
RLI, who look at it before iteven comes to our committee, so
they may point out some obviouserrors and send it back to you
and you know, tell you what youneed, but if not, it'll come to
us.
We review the application andthen if we have any questions,
need further explanations orjust simply don't agree with one
(41:22):
of your or more of yourtransactions, then we send it
back.
Speaker 1 (41:25):
Yeah, I mean just to make people feel a little bit
better.
What portion of your packets doyou get that you kind of send
back for clarification or foryou know, we didn't like this.
We need you to fix this type ofthing.
Speaker 4 (41:38):
Yeah, so a lot of if that happens, it's usually in
the narratives and usually it'sbecause people don't explain
themselves or we don't reallynitpick volumes in the 51% rule.
(41:58):
Let's say you had a house on 20acres that you sold and you
feel that the acre, the 20 acres, was worth more than 51% of the
home value.
Speaker 2 (42:15):
If it's an absolute mansion on 20 acres and whatever
we may look at it and say yeah,I think you're skirting the
rules here, you know.
Speaker 5 (42:23):
But if it's just you know, a shanty on 20 acres or
whatever.
Speaker 4 (42:25):
We can agree that, you know.
Yeah, I think you're skirtingthe rules here, but if it's just
a shanty on 20 acres orwhatever, we can agree that,
well, I'll agree that's a landtransaction.
Some of that we've seen a littlebit of kickback with people
trying to make numbers look likesomething they're not, and then
the other would just be.
It's usually just clarificationwithin the transaction, like,
(42:45):
hey, you, can you give us alittle further clarification on
on this or that, and where theydidn't go in any detail and
we're all in this industry, soyou can't really pull wool over
our eyes you know um and this iswhat we do every day, all of us
, you know so.
Speaker 2 (43:02):
So yeah, don't try to hide something.
Speaker 5 (43:05):
Just be out in the open with it, you know that's
key.
Speaker 1 (43:10):
I think when I submitted mine I tried to like
there were cabins at the lakethat I considered recreational
properties, and I got sent backa nice message saying that that
was not acceptable, because theyou know, but my feeling was is
it didn't matter what was onthere, the land was worth more.
Because the you know, but I myfeeling was is it didn't matter
what was on there, the land wasworth more than the house.
But that you know when.
(43:31):
I you know I get it Then.
Then where do you stop withthat?
Airbnbs are technicallyinvestment properties and you
know, and so, um, but uh, yeah,it's.
It's a fascinating process,it's not.
It's definitely takes a while,you know.
(43:59):
So if you're in a big rush,that accreditation is not going
to be like at home, withdiversity or something like that
, where you can, you know,finish your class today and get
your accreditation at the end ofyour process.
You know it was quite a.
You know it was different backwhen even I did it.
You know, I think A when youdid it it was a little different
.
They've got some pluses andsome minuses, I would say, you
know, because lots you couldn'thave, you can have more lots or
a certain percentage ofdevelopment, whereas before we
(44:21):
couldn't, we could maybe havetwo lots out of a development,
and so that's changed.
What do you remember aboutgetting your ALC?
That stuck with you the most?
Speaker 3 (44:34):
I think what stuck with me the most was that
realization that this was mypassion.
Like I said, this is where Ilike, kind of like Abe said,
like this is where I want to be,this is where I want to move my
business, um, but just that,yeah, I could do it.
(44:57):
You know, um, for me that wasjust a big accomplishment and I
was super proud of that and Ijust have held that at such a
high.
I don't want a high coveted,but you know, I mean that's one
of the reasons why we have theALC process in place and that
there's a small percentage Right, because we don't want to
dilute this, we don't want towater this down and we want to
make sure that everyone who isearning that designation is
(45:21):
truly earning it and we're notthrowing it around like prairie
candy.
That designation is trulyearning it and we're not
throwing it around like paradecandy.
So I think I just I felt veryaccomplished and just proud that
I took that step and jumped ina very last minute.
When I signed up, for it wasLand U back.
When I took it and did that, mykiddos were little and leaving
for, you know, 10 and a halfdays was a huge feat for me as a
(45:46):
mom, but also for my husband,who's going to be back home
holding everything down and allthe other grandparents that
helped out along the way andjust stepping away from your
business.
That was intimidating, like howam I going to keep my business
moving forward while I'm here ina classroom?
I mean our courses.
We had one that went till 1030at night, I think, and boom, we
were back up and in there againat 8am the next morning.
(46:07):
So it's an intense week, butthat was just.
It was just a great feeling toknow that I, that I got it and I
earned it.
Speaker 1 (46:17):
Yeah, that's awesome when, when you were doing yours
back, you know what.
What was your big takeaway oryour big other than the fact
that the first class was likehey, I just changed my entire
business model over over onetext, Texas class, but kind of
like what was the big takeawayfrom the whole process when you
(46:40):
did your Z?
Speaker 4 (46:42):
Yeah, I mean my, my biggest thing was just the
connections.
Honestly, Like I realize, Imade lifelong connections.
And honestly the designationand I just had this conversation
with someone you know, when wewere at the National Land
Conference.
But he said I'm all done witheverything, I just have to
(47:03):
submit my portfolio and I saidsubmit your portfolio because, I
can promise you, thisdesignation changed the
trajectory of my career and he'slike how can you say that?
I'm in Colorado and I'msurrounded by all these guys and
you know, like I said, you dothings differently.
There's plenty of land inColorado for number one, so you
(47:26):
know there's plenty to go around.
And I said but you know, pickyour passion in.
Speaker 5 (47:32):
whatever you're doing , pick your passion.
Speaker 4 (47:34):
I don't care, you know where you belong in this.
You know as you go along theway, in regards to what type of
land that you're going to offerand how you're going to do it.
But I can tell you with honestyI got a phone call last year
and it was one of the biggestlandholders in the state of
South Carolina and I didn't knowit at the time.
Speaker 3 (47:56):
but this guy asked me to come out and take a look at
this one piece of property.
Speaker 4 (48:01):
And I went out and I looked at this piece of property
and I said well, I'm going tobe honest with you.
But I went out and I looked atthis piece of property and I
said well, I'm going to behonest with you.
I am a land professional andthis piece of property was.
Speaker 2 (48:10):
This was just a little mobile home and I said
look, I will market your mobilehome.
Speaker 4 (48:15):
I will do the best I can, but I can promise you that
I am not a land, I'm not amobile home pro, I'm a land pro,
but I will do my best to marketyour property.
Speaker 5 (48:26):
I'm not saying I can't so anyways the guy didn't
use me, but he obviously didsome homework after he saw an
accredited land consultant, youknow whatever, and he was
looking around whatever and hecalled me back and he said I
want to tell you that we're oneof the biggest landholders in
the state and we are actuallylooking to dissolve our company.
Speaker 4 (48:49):
And we want you to list all the land, because we
looked at you know, getting thisdesignation truly changed the
trajectory of my life and it is,you know, it's continuing and
I'm sure Jennifer and Kobe, youcan both say the same thing in
regards to your businesses Likeit really truly has changed and,
yeah, I really encourageeveryone that's going through it
(49:11):
to just go for it.
Speaker 5 (49:13):
It's not.
Speaker 4 (49:14):
If you're in the landfill, it's not that hard to
put 25 transactions on your beltin five years, or hit the 15
million mark nowadays.
So, go for it, work your waythrough it and you'll soon find
out why it's worth, you know,bearing that badge.
Speaker 3 (49:31):
Absolutely.
I'm happy they added theNational Land Conference to one
of the criterias.
With that that is cool.
Because I feel like that issuch a good piece to just our
networking and and getting toknow everybody on a different
level.
Speaker 1 (49:49):
Yeah, If you go to the national light conference
and don't get anything out of it, you didn't do it right, Like
that's for sure, Cause I meanit's it's very well run, I think
, and I'm not really a bigconference guy, but it's very
well run and it's not a waste ofanybody's time.
It's short, sweet to the pointand you got a lot of info out of
it.
(50:10):
And the fact that I think youknow, like one of the things
that I think RLI and the ALChave really opened my eyes to is
the fact that you know there'sother solutions to a common
problem.
You know, like I may look atsomething and think my buyer is
a farmer, or you know, or youknow a producer, because I'm in
(50:34):
an area where that's what we dowe farm, we raise corn, soybeans
, cows, and so I may look atthat property and I may see that
this is a pasture and it'sworth X amount of money.
But when I take the tools thatRLI has shown me and I put that,
you know, put it into landtrust, which I've learned about
(50:55):
through RLI or you know all theother stuff, it's incredible how
we can find different valuesfor the same piece of property
if we just broaden our scale ofwhat this can be used for, and
so that's been pretty amazingfor me.
But, guys, thank you so muchfor being on here and taking
(51:21):
part in this.
It's been a lot of fun.
Speaker 3 (51:30):
Anything in closing that you want to add before we
go?
Yeah, I'm going to add that thebootcamp starts on May 28th and
ends June 5th with the lastcourse that day.
Sign-ups and registration willopen April 1st, which is just a
couple of days away.
They do tend to sell out, so ifyou have any desire to further
(51:50):
your education with RLI, thiswould be the time I'll say that
if you have any questions aboutthe process you know we briefly
touched on some things and youknow, I'm just thinking.
Speaker 4 (52:04):
there's different parts of different rules and you
know, like you know, no morethan 20% of your transaction can
come from your personal.
You know thing.
Speaker 5 (52:13):
So you might have family and there's a lot of
questions you may have, anddon't hesitate to reach out to
me.
Speaker 4 (52:18):
Like you know, kobe can certainly vouch that.
You know I'll respond to everycall every email.
So you know my end goal is thatyou get your designation and it
changes your life the same asit did our.
You know mine, so I'll help youwith anything that I can in
regards to that.
So you can reach me real quickabemills at kwcom and my phone
(52:46):
number is 864-404-5424.
Jot it down, that's my personalcell number.
You can send me a text message.
Just don't spam me to death.
Speaker 1 (53:00):
Jennifer, how do I get a hold of you?
Speaker 3 (53:03):
Jennifer at 573realtygroupcom, or my cell is
573-768-1268.
I'd be happy to chat with youabout any of the courses or just
RLI in general and how we canhelp make you a better land
professional.
Speaker 1 (53:21):
And I know, like those of you that are listening,
that maybe have something forsale in.
Speaker 5 (53:25):
Missouri or Illinois.
I think, jennifer, you'reworking on Illinois.
You're going to be licensedthere soon, if not now.
Speaker 1 (53:31):
And then Abe North, south Carolina.
This isn't really their day job.
They actually do go sell marketand sell property.
So sure They'd love to hearfrom you and I will put the
contact information, with youguys's permission, in the show
notes and so people can getahold of you.
But thank you guys so much fortaking the time and we will see
(53:54):
you all down the road.
Speaker 2 (53:57):
As we wrap up another episode of the American land
seller podcast.
Thank you for joining us.
Visit wwwamericanlandsellercomand find us on one of your
favorite podcast platforms.
If you would be so kind and youenjoyed today's insights,
please like, subscribe, rate,follow and review us on whatever
app you are listening orwatching on.
(54:17):
Connect with us on social mediafor updates.
Until next week, kobe wishesyou success in your land
endeavors.
God bless you and have a greatweek.
The American Land Seller isbrought to you in part by
LandHubcom.
Speaker 1 (54:32):
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(55:41):
a farm, ranch, recreational oreven investment property.
We provide the expertise andintegrity you can trust.
Looking to buy or sell.
We offer a premier selection ofproperties and a marketing
strategy designed to get youresults.
You maximize your investment.
Visitwwwhighpointlandcompanycom today
and experience the difference.
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Highpoint land company a trueleader.
Today on the American Land Seller, we hit on
something that doesn't alwaysget the spotlight.
It deserves Education.
I'm not just talking abouttextbooks and classrooms.
I'm talking about thereal-world, hard-earned wisdom,
the kind that comes from stayingcurious, asking the right
questions and never settling forjust good enough.
And I've got two incredibleguests with me who absolutely
(00:25):
live that mindset.
Jennifer Janet is an accreditedland consultant, a board member
for the Realtors Land Instituteand a driving force on both
their education committee andcurriculum task force.
Jennifer isn't just passionateabout land.
She's passionate about learningland.
From running her own firm inPerryville, missouri, to leading
(00:47):
community education efforts andmentoring agents, she embodies
the idea that knowledge is power, and she is not afraid to share
it.
Abe Mills is a top-producingland broker out of South
Carolina who specializes intransitional land.
Abe's background in buildingand development gives him a
(01:08):
razor sharp edge in identifyingvalue and opportunity.
He's earned his accredited landconsultant designation and also
serves on the Realtors LandInstitute Board of Directors, as
well as their designationcommittee since 2023, and is
deeply involved in ethics andland use policy at the national
level.
(01:28):
When it comes to combiningexperience, advocacy and
education, it brings the fullpackage.
So, whether you're new to landor looking to sharpen your edge.
This episode is for you.
Speaker 2 (01:43):
Welcome to the American Land Seller Podcast
with your host, kobe Rickardson.
Kobe is an accredited landconsultant and multi-state land
broker with High Point LandCompany.
Join us each week as we exploreall things land.
We bring you fresh insights andexpert guests on sales,
marketing, regulations,economics and so much more.
(02:03):
Visit wwwamericanlandsellercomand find us on one of your
favorite podcast platforms.
Speaker 3 (02:12):
Okay, Kobe and our special guests, let's get
started.
Speaker 1 (02:18):
Hey everybody, welcome back to the American
Landseller Great show.
Today we're going to talk abouteducation and the importance of
, if you're in a specialty,understanding what you're
specializing in.
I guess that's a good way toput it right, guys.
I mean, like we have with ustoday as our experts, jennifer
(02:39):
Janet from Missouri and AbeMills from South Carolina.
Welcome you two.
Thank you, so glad to have youhere.
I'm going to start with you,jennifer, because we want to put
the chicken before the egg,even though we don't know
exactly which one came first onthat, but I would say the
education portion of it.
Abe is a little bit more of anexpert on the accreditation
(03:00):
process, so let's start with theeducation portion of it.
You're a huge part of RealtorsLand Institute education as an
instructor, you're on the taskforce for developing the new
curriculum that's coming out,which has been pretty incredible
so far, and you serve on theeducation committee, so, and
you're a board of directorsmember for that organization as
(03:23):
well, so got a couple of bigshots today.
That's great.
Tell us just a little bit aboutwhat got you into your passion
for the education portion of theRealtors Land Institute.
Speaker 3 (03:35):
Well, I really love the Realtors Land Institute.
So that was the first part ofthat piece of the puzzle right.
I really believe in theirmission and how they're helping
professionals distinguishthemselves in the land industry.
But I love to help people and Iwant to see them grow, and if
we aren't growing as a wholeentity, we aren't growing for
the industry.
(03:55):
So that's just really huge tomake sure we're setting that bar
high.
Speaker 1 (04:00):
Yeah, sure, that's I mean, and that's absolutely true
.
Yeah, sure, that's I mean, andthat's absolutely true.
Do you?
So I've kind of seen, sinceI've joined, like it seemed like
(04:23):
when I first joined it was likemaybe one or two accred that
with your packets that you guysare reviewing and kind of just
talk a little bit about just thebasic overview of the process
for getting your accreditationin land.
Speaker 4 (04:36):
Yeah, sure.
So yeah, last year we hit 100,nearly ALCs, which is the record
, you know.
So, yeah, we're being seen moreand more in the industry, you
know, as, as the leaders, and,and uh, and yeah so the um, you
know as far as the packet likewell, do you want me to go
(04:58):
through the?
You know the whole.
Speaker 1 (04:59):
I just got to touch on just kind of um.
You know, know, like where doyou think that the excitement's
coming from?
You know, like that people areare wanting their alc, because I
mean, we're going to go overlater.
It's gotten a lot tougher toget, yeah, yeah I thought it was
tough back when I got it.
Speaker 4 (05:15):
So you know, yeah, I just just in general.
It's more recognized, you knowum, and, and, uh, and and, far
more revered.
So if you know someone is doinga land deal or any type of
transaction like that and theyhave an ALC after their name,
you know you're dealing withsomeone who's professional and
(05:36):
knows what they're doing, andyeah so in regards to the
process.
You know there's a few differentways of getting your ALC, but
the majority of people do itbased on, you know, their
transaction volume, and thenthey do some coursework, do an
(05:57):
exam, and then they put togethera portfolio, which we'll go
into some detail a little lateron on that.
Speaker 1 (06:02):
So yeah, no, I mean, I just think that the the
education process with,especially with ROI.
There are other organizationsout there that you can get
education from.
Colleges.
There are, you know, landclasses at several colleges
around the country.
There's also the appraisers.
(06:23):
They have their ownorganization which a lot of guys
kind of crossover appraisersand farm managers.
But, Jennifer, when we'retalking about our particular
organization and again theundertaking that you guys are
doing, which we'll step intoprobably in the next segment,
but it's just, it's thecurriculum is pretty extensive.
(06:45):
You know it's not like you'retaking a three hour continuing
ed class.
This is like 18 hours, two daysif you're in person, several
weeks if you're doing it online.
You know you've been a part ofthe education on both sides,
learning and teaching.
Explain the process of maybeone class that you teach and
(07:06):
what that looks like.
Speaker 3 (07:08):
Yeah, so you are right, though, Kobe like 104
hours to get your you know toqualify to apply for ALC, that's
huge.
So not a lot of otherdesignations have that, but I
just want to point that out thatI think that's a really big
stride that we make to make surethat we are qualified and
educated appropriately and wewant to make sure it's relevant,
(07:29):
right.
So that's one of the reasons whywe're updating the curriculum
to make sure that ourprofessionals have the most
up-to-date information.
When I teach a two-day, whichis a 16-hour in-person course
that is comprised of me sharingthe information, the material,
but we are talking about casestudies, so we're doing real
life simulations about asituation you may be in and how
(07:50):
to apply this information thatyou are learning in that course.
And, of course, there's a lotof networking going on.
So we're hearing best practicesfrom everyone in the room
around the country, because noteverything's the same in
everyone's marketplace, and Ithink that's a big plus.
You know you mentioned that youcan go to a university and take
these courses, but I think whatyou miss is are those pieces of
(08:13):
all of the professionals in theroom from across the country
bringing insight and bringing intheir tips.
Speaker 1 (08:20):
And the less talking at you and the more talking with
you type of learning experience, which I think yeah, you're
absolutely right there.
It's like we're theprofessionals from around the
world learning from each otherand being guided by the
curriculum, so that's a verygood point.
You know, like when I think Idon't know which of us got ours
(08:42):
first, but it was, I think Abeand I were pretty much right
around the same time a couple ofyears ago Jennifer, you
might've been a little bit moreaggressive and gotten yours
before us, but um, um, but I didlike there's nothing like those
classes, right, abe?
I mean, like I, even the onesonline are very quality, but I
went, I was blessed with theability to go to a couple of
in-person classes and I mean youjust have friends for life
(09:04):
after those two days.
Speaker 4 (09:06):
Yeah, definitely, yeah, yeah.
I'll never forget and I'll makethis short, but I'll never
forget the first time that Iwent into LAN 101.
I flew to Rockwall, Texas, andJustin Osborne and another
fellow ALC was teaching thatcourse and I was actually and
we'll get into this a littlelater, I think, but I was
looking to do the fast track tomy CCIM designation.
(09:29):
So I saw hey, man, I can takesome land courses here, which I
do, a ton of land anyways andthen get this ALC and fast track
.
I didn't realize that fiveminutes later I would have had
an epiphany moment that, hey, Imet my people, like I was
looking, you know, and uh andthat's what it's been like, you
(09:50):
know and and we just left thenational land conference in in
Tucson, arizona.
Speaker 5 (09:56):
I don't even know how many people were there but
there was hundreds, you know,but it feels like a giant family
reunion.
Speaker 4 (10:00):
You know we meet each other and it's like like these
are friends for life and peopleyou can lean on when you need
some information, if you bumpinto something in a certain type
of a transaction you don'tunderstand, it seems like
there's always a light bulb thatgoes off like hey, I know who I
can contact, you know, withinour realms and uh, and they'll
help me with this.
Speaker 1 (10:19):
So yeah, jennifer, I think that's a good point.
That he makes is like the, theconnections, and it is it.
I tell people this like as apitch for people to join all the
time.
It is not a joke.
I can pick up, I can spin thewheel on the find a land
consultant on our website and Icould hit any given one of them
(10:40):
and call them up and ask themabout something and they would
be happy to, for the most part,to help me out.
I mean, is that kind of yourexperience too?
Speaker 3 (10:48):
Absolutely.
Yeah, I mean I call fellow RLImembers, you know, from time to
time and ask them bounce an ideaoff.
I need your perspective on this.
Tell me I'm not out of line orgive me a little tidbit to help
me make this deal work and keepit together.
So I agree with thatwholeheartedly.
I feel like this is one of thesectors in real estate that,
while we're all competitors witheach other, it's not a
(11:09):
cutthroat environment.
We all want to genuinely seeeach other succeed in RLI and
that's where that comes intoplay, where we're willing to
help each other out Again,because we know how raising the
bar makes us all better, keepsus all sharp and then helps
differentiate us from those whoaren't members of RLI.
Speaker 1 (11:28):
All right, Well, and it's almost like just a like.
To me it's crazy because it'severybody's rooting for you,
even if you're competing.
You know like, it's like youknow, dang it.
Well, you know it's almost likehigh school sports.
You know like, ah, we'll getyou next time.
You know, dang it.
Well, you know it's almost likehigh school sports.
You know like, ah, we'll getyou next time.
You know, I'm glad somebody youknow, at least at a certain
caliber you know, won the dealand and uh, and it wasn't to.
(11:52):
You know like, you knowsomebody, just because of a
cheaper commission or whateverstandpoint.
Speaker 3 (11:58):
But yeah, I'd rather.
I'd rather know that I got beatout from another land
professional that is dedicatedto their career than, like you
said, someone who just walked inthe door or oh, I sold them a
you know a proper home years ago, or they're my grandma's best
friend you know what I mean anddon't have the qualifications,
because that's going to hurtpossibly, you know, hurt them
(12:19):
possibly in that transaction,just what they don't know.
They don't know, and that'shuge in the land industry.
Speaker 1 (12:25):
Yeah, and it goes back to like my big push this
year because I like I've beensharing this with people but,
like when I was doing my goalsfor 2025, I always try and think
of crazy off the wall stuff,you know, and whiteboard it out
and try and figure out, like youknow, what kind of audacious
things can we possibly come upwith.
This year, and my goal that weended up going with, that we put
(12:49):
into our actual goal sheet, wasI want to pay a hundred
thousand dollars in referrals toresidential or commercial
agents, like I want.
And so then you backboard, youknow, storyboard that back to
how do we get that going.
We have to contact these guysand convince them that this is
the best thing you know.
And so you know, like it's,it's so much to your point is
(13:12):
working with someone that's aprofessional in that area is
just it's it's night and daydifferent from you know, just
finding somebody that'll do itfor the cheapest.
Do you guys agree with that?
Speaker 4 (13:25):
Yeah, yeah, definitely.
We know they're dealing with aprofessional as well On the
other side, right away, and youdon't have to dig very deep if
they have the.
Speaker 1 (13:40):
ALC after their name.
That's true.
I mean I speak highly foreverybody that appears that is a
member of Realtors LandInstitute.
But man, I don't think peoplerealize that, how hard it is and
how much knowledge and it's notjust knowledge.
Right, jennifer, you have tohave land sales under your belt.
(14:02):
You have to show that you cando it.
You have to not only show that,it's not just numbers when you
submit your packet.
I guess we can go over thatlater, but it is.
How did you do it?
What were the challenges?
It's quite the package to puttogether.
I don't know if you canremember that far back.
Speaker 3 (14:23):
The portfolio is a lot of work and people get
really intimidated by thataspect of it because you do have
to write the narrative.
You do have to you know explainwhat you learned and what you
applied, that you've alreadylearned, you know.
So I do think there's a lot ofweight in that aspect of it.
And I feel like a lot of otherdesignations in the real estate
(14:45):
industry are just, you go toclass you don't even have to
take a test, sometimes at theend of the day and you get this
designation or you get thecertification, and that kind of
dumbs down some of thesecertifications and designations
and makes them, I don't want tosay useless, because they do
have value, but I think that itjust works For the public.
(15:05):
They think, oh well, you justwent to a class and you got this
ALC and it's more than that andit's expensive too.
You know I mean that's anotherfacet that we could talk about.
You know you invest a lot backinto your career in order to get
to that level and I thinkthat's a huge, huge statement
there as well.
Speaker 1 (15:25):
Definitely can create just a monetary value right out
the gate, from what it costs toget it, you know to.
And again, I think once youstart going to these classes,
most of us are like excited toyou know, after we're done with
our ALC, if something new popsup, a lot of us will take the
new classes, you know, justbecause we want to want to see
(15:45):
what's out there.
But all right, guys, we'regoing to take a quick break and
we will be right back.
The American Land SellerPodcast is brought to you in
part by LandHubcom.
Join us today and experiencethe expertise of LandHub's land
marketing professionals.
Whether you're buying orselling, let us show you the way
(16:08):
in the ever-evolving world ofland transactions.
Visit landhubcom and discoverwhat the future of land
marketing looks like.
Landhubcom, where your landjourney begins.
All right, we're back here withJennifer Janet from Perryville,
missouri, and Abe Mills.
(16:29):
Do we know where you're from?
In South Carolina.
It's just like everything Iread about you is just South
Carolina.
Speaker 4 (16:35):
Yeah, it's because I come from most of the state.
Speaker 1 (16:38):
I know you do.
Do you live somewhere?
Is there a place you live?
Speaker 4 (16:42):
What's up?
I'm in the upstate, yeah, so wehave, like Reno.
Spartanburg are the two majorthoroughfares there, and I'm
kind of between the both.
I live in Spartanburg Countybut my office is in Greenville.
Speaker 1 (16:56):
And you're just South Carolina, or are you licensed
in other states?
Speaker 4 (16:59):
I'm licensed in North Carolina as well.
Speaker 1 (17:02):
North and South Carolina.
All right, perfect.
I just was laughing about thatearlier.
I was like I don't think itsays anywhere in here where the
guy's actually from.
Maybe he's like the new realtor, van life or something, just
running around in a van, neverknow.
On this segment, because we'regoing to talk about the
(17:28):
education portion of it, becauseI know that RLI is pouring a
lot of time and energy and moneyinto kind of going through
tweaking the classes they wantto.
I think go through all of themin the next five years is the
plan.
It started with the money class, that's what I call it.
Speaker 3 (17:45):
Investment analysis.
Speaker 1 (17:47):
There it is.
That's what I call itInvestment analysis.
There it is.
Yeah, investment analysis,which I had Phil McAnis from
Delaware top that class to meand he is pretty entertaining.
I liked it.
It was online and most peoplehate that class online, but I
learned an awful lot from him.
But that's the one we startedwith because that was going to
(18:10):
be the toughest one.
Correct, I think that was theattitude.
Speaker 3 (18:13):
That's correct, how'd that go.
I think that went extremely well, being the toughest course, you
know.
Get that one out of the way andlet's move on to the others.
That is a three day course, soit's just much more intense,
plus it's all the Excelspreadsheets and the others.
That is a three-day course, soit's just much more intense,
plus it's all the Excelspreadsheets and the formulas,
so that one just required alittle bit more work hands-on.
(18:35):
And we debuted that last fallat mini bootcamp and I feel like
that went well.
We had a few little glitches.
Those are all worked out andthat's back up and running.
So there are a couple othercourses I know we've taken off
the table just because they doneed to be revamped and we're
not going to teach those.
I know, like Timberland, that'soff the table right now until
(18:55):
that one's restructured andupdated.
We're working on Land 101 now.
Speaker 1 (19:02):
Yeah, I think Land 101 is a broad class and I think
it's going to be interesting tosee what, like I know that the
thing I think is really coolwhat they're doing with the task
forces is they've kind of pluckfarmland.
I didn't see that when I tookit, but you know, I think that
(19:32):
we all kind of get that, youknow, if it's not all about us,
it's about everybody else, typeof attitude.
But so it'll be fun to see whatyou guys do with the land 101.
And I think, like the what isthe transitional land?
That's the third one, that'skind of on the top three, the
three required courses, and thenyou'll dig into the rest of
(19:55):
them.
So but that's really cool.
You brought this up mini bootcamp.
Let's kind of explain to peoplewhat boot camp is and then we
can describe mini boot camp.
You've been a part of boot camplike the last several years,
right as an instructor that'scorrect what is uh, boot camp
and uh, and why should peoplecheck into that?
Speaker 3 (20:17):
boot camp is your ability to get all of your
educational courses done at onetime.
That's a little intimidating,right?
That's 10 days of courses andwe rotate around the country, so
a chapter can sponsor thebootcamp in their state.
This year it'll be in Tulsa,oklahoma, and we hope to have
(20:37):
Land 101 done for that debut atthe bootcamp.
Not sure if we'll get it doneor not, but we're working.
And really one of the otheradvantages I see or I saw
personally when I was on thereceiving end of a boot camp was
that I could get it all knockedout at one time and there was a
discount.
So we get a discount if you'rean RLI member and then if you
(21:01):
take all of the courses together, there's another price break
and that was just advantageousto me.
Speaker 1 (21:07):
Yeah, and it's.
I mean, it seems intimidating.
I think it's a couple thousanddollars for the whole thing, but
if you break it down into whatit costs per class, it's pretty.
I mean, it's pretty crazy whatthe cost can be on it.
We talked about that a littlebit in the last segment, what
the cost can be on it.
(21:28):
We talked about that a littlebit in the last segment.
But, um, so, like um, I thinkthat the one of the coolest
things that I've seen in RLI isthese people that go to these
bootcamps.
It's like graduating collegetogether.
It's just an intense week of,and so they're, you know, like,
soon as they hit the conference,they're huddling up and they
all know each other and they,you know, they've been through
(21:48):
something together.
And so, um, Abe, did you dobootcamp or did you do like I
did, and kind of pick and choose?
Speaker 4 (21:56):
Yeah, no, I didn't.
I wanted to do bootcamp, but Igot going when COVID was rolling
.
So it was very difficult andwhenever I saw an in-person
class pop up for Land 101, Iflew and I did most of my
courses.
I traveled to which I highlyrecommend.
I mean, the boot camp is great.
(22:16):
I love the idea, I'm all forthat too.
But if you do have the chanceto fly around and take a course
here and there, you've got tomeet people you may otherwise
not ever meet.
Speaker 2 (22:27):
And they might not even be rli members, a lot of
these courses you know, realtorsor or land professionals show
up to get more education.
Speaker 5 (22:37):
They may not be an rli member.
Speaker 4 (22:38):
They may have just signed up for this and, and you
know, in and to get moreeducation in in that particular
thing.
So I mean I've flown I rememberI went to wyoming and I'm
friends, you know to this day,with some attorneys that were
sitting in a recreational land,class of all things, and I mean
you know.
(22:58):
I don't think they're RLImembers for sure, and yeah, they
just want to get a little bitmore information on the rec side
for what they what they do soso yeah, I highly recommend it
um, of course, you know, andonline's always there too, so
some of us can't do that andthat that's all.
That's great as well, but butthe camaraderie in the, in the
(23:20):
brotherhood or sister that you,that you gain, meeting these
people and their lifelongconnections, um, absolutely yeah
, that's definitely true.
Speaker 1 (23:30):
I remember my Land 101 class, to your point.
I had a lady from Memphis whowas a specialist in affordable
housing and that's what she didas a realtor and as an investor.
She bought blighted buildingsand held on to them until the
city decided that's thedirection they were going to
start spending money.
And then she made a fortune offof it, you know like.
(23:51):
So she was speculating on,she'd hold, she was talking
about buildings that she wouldhold and and pay security to
watch for 15, 20 years, you know, because she knew that
eventually that was going to be,that was going to be a place
where they're going to come.
So I met some crazy interestingpeople and dealing stuff that I
don't ever deal in, but I cansay I think that there's maybe I
(24:12):
don't know about you guys, butthere are a couple of classes.
I think VIT is the best Twothat I came up with.
Like I said, I know people saythat they hate it, but I think
that land investment analysiswas one that you know watching
him do this stuff on the screen,you know going through all the,
all the um formulas andeverything with Excel.
Uh, that was one.
(24:33):
I thought I liked that onebetter.
Um, I guess, I don't know thatI've ever seen it in person.
And then the mapping class Ithought was one that you could
definitely get a lot out of, um,and you know, sitting there
watching the screen.
The rest, I think it's theteachers are fun, they're
entertaining and all theteachers we have.
(24:54):
I think you can talk to that,jennifer.
The teachers are pretty greatand it's not easy to get to be a
teacher.
Speaker 3 (25:01):
Yeah, no, it's not.
And I do want to point out oneof the other advantages to
in-person is that sometimes theinstructors kind of let the
class lead the way a little bit.
So while we're on a particularsubject matter, so for instance,
when I was teachingtransitional land a couple of
years ago, we actually went outon a site that one of the
(25:25):
students had listed and we wentout there as a whole after we
got done that day and helpedthem analyze the property look
for the highs, the lows, whatsome limitations were.
I was going to hold it backfrom, you know, maybe converting
into a different use, and Ithink that was so valuable to
(25:45):
everyone as a whole.
So sometimes you just getlittle other opportunities that
pop up and I'm an instructor whoruns with that Like, if the
opportunity is there, let's godo it, if everyone's on board.
So we did that and then headedout for dinner, you know, after
that was completed.
So, yeah, not that virtual isbad.
I think that it's a great way toconnect people and if you're on
(26:06):
a time crunch and you want toget your ALC done or, like Abe
said, if you're just wanting topop in and learn more about a
particular subject matter, thenthat's definitely the way to go.
And you don't have to be an RLImember.
And sometimes you take a courseabout land or you're wanting to
just maybe learn a little bitmore or find out if this would
(26:28):
be a great new area to startfocusing your real estate on.
And you take the course and yourealize, hey, this isn't for me
and I feel like that then givesa really high level of
appreciation for those that arespecializing in land and gives a
referral opportunities andhelps people understand that we
do have to stay in our lane.
You know, as a realtor we arebound by the code of ethics.
We should practice in the areasthat we can specialize in
(26:52):
Article 11.
Yep Just gives opportunitiesfor people to sometimes realize
it's just not for them.
Speaker 1 (26:58):
Yeah, I like your point there.
And to your point like it'sjust like Abe's story, right, he
came into it because he went toit.
For you know, I don't know ifwe talked about that on or off
this, the podcast, but I'm gonnaspoil it if we didn't.
Um, you know you went to youruh.
You know what you're trying toget, your ccim.
You know you didn't care aboutthe rli or anything, you just
(27:21):
saw a class, this class.
You know there's, there's a wayto uh to workIM by getting your
LLC maybe first.
And so you went to a class andfell in love with it and I
forgot about CCIM.
Speaker 4 (27:34):
Yeah.
I didn't forget about CCIM, butyou know, I had this newfound
love for where I realized where.
I belonged.
Speaker 5 (27:44):
You know, and some people.
Speaker 4 (27:45):
I've actually had a girl that came, took a land on
the course and she, she saidafter the course, you know I'm
petrified of land.
Speaker 1 (27:53):
now I realize that you, that this is really a
specialty thing, and you know,she, she literally sends me our
land listings you know so, soyeah, so yeah, Well, that's one
thing, like, just on my own I'mworking on maybe two or three,
just smaller classes, that wecan get continuing ed for some
(28:14):
states and then just go teachresidential agents, offer it to.
You know the different MLSs,different boards, and say, hey,
we'll come teach this, and sothe people that are interested
in it, we can show them the way,we can give them the path on
how do you get more educationinto it, how do you become more,
more grounded in this, in thisthing, and the people that don't
know what they don't know.
(28:35):
Maybe you realize that, hey,I'm really great at marketing
and selling.
You know houses, but this is alittle bit more intimidating
than I ever thought it was,because it's real easy to go,
look at a lot and say, well,there's no house on it.
How confusing can this be?
You know when, if you market itwrong and sell a property
without you know water to it orpower to it and you know in a
(28:56):
price where it should have, thatyou know and you don't
understand what you're doing,you can get yourself into a lot
of trouble.
Let's take another break and wewill be right back.
Speaker 5 (29:07):
Land isn't just dirt, it's and we will be right back.
(29:32):
Where do you even start?
Who can you trust to guide you?
For too long, land transactionshave been treated like a simple
exchange Numbers on a paper, asignature on a line.
But it's more than that.
At High Point Land Company, wedon't just list land, we walk it
, we learn its story and we findthe right buyer who understands
its worth.
(29:52):
You are not just another deal,you are the steward of something
bigger and we're here to helpyou navigate every step of the
way.
When it's time to sell, whenit's time to buy.
(30:13):
We're here Because land is morethan just land.
It's your legacy.
Speaker 1 (30:36):
All right, we're back here with Abe and Jennifer Guys
.
Thank you, If I don't remember.
Thank you so much for takingyour time to do this.
This is important stuff, I think, and so we need to know about
what's out there as far aseducation in order to specialize
(30:57):
, and so I really appreciate youjoining me today.
Before we go on to accreditedland consultant designation,
jennifer, let's talk just realquick about virtual roundtables.
This is something a couple ofyears ago that RLA Education
Committee came up with, and itis really quite a neat deal for
(31:19):
professionals to jump into, Ithink it's an hour right 60
minutes.
It's a panel discussion.
Tell us about what's next onthat and the success that we've
had with that.
Speaker 3 (31:32):
Yeah.
So this is an opportunity tocollaborate with your peers
virtually, and in the past we'vehad conservation easements
covered, equine properties, landestate planning.
Now we're going to have ournext one.
Will be creating value for ourclients, and it's just a great
way to continue to learn fromother people in our industry,
(31:54):
find out ways that we canimprove our business and that's
part of our RLI membership, sothat's free for us.
And then we also have webinarsthat are done virtually as well,
and again, another opportunityjust for us to grow, create
value, which obviously thenpours over into our clients.
We've got an upcoming webinar,I think at the end of this month
(32:16):
, also the Land Market StudyingReport for 2024.
So that's just another way thatour ally is pouring back into us
as professionals and makingsure that we're top of the top.
Speaker 1 (32:30):
Well, I think like we're going to get digging right
now to accredited landconsultant designation.
How do you get it?
Why it's important, all thatstuff.
But you know, I think it'simportant to remember that once
you get that, it's not over.
This is a constantly changingbusiness that you know, like
we're.
We just had an administrationchange that transport like I'm
(32:50):
on the government affairscommittee, like I I've never
seen that group in like the lastseveral years just twiddle
their thumbs because it was likewell, we're waiting to see what
the new administration saysabout waters of the us and we're
really kind of excited aboutthe National Conservation
Easement Bill that we're goingto have.
(33:11):
But it's just, it was a, youknow, like waters of the US has
been a big challenge and now itlooks like it's going to be a
lot simpler than it was.
But the constant learning, theconstant education that we have
to have, I think RLI is justoutright nailing it every you
know, every step of the way.
Speaker 3 (33:33):
So absolutely, and if you can't get your ALC right
now, that's OK, you know, stilljoin RLI and come out and learn
and grow your business In themeantime.
Obviously, the ALC is the bestthing that we want everyone to
be able to accomplish throughtheir membership with RLI, but
there's still a lot of value, soI don't want to diminish that
in any way or discourage peoplefrom joining RLI.
(33:56):
If they're in a market that maytake them a while to earn the
ALC designation Still a greatplace to be.
Speaker 1 (34:03):
Wow, and you know like I'm going to throw out one
of our alumnus from the podcasthere, but Casey mock, I mean
heck, he's been one of thefeatured speakers at the
convention.
You know, at the conventionevery year and just this year
finally got his ALC.
You know because because he hadthe opportunity to finish the
(34:23):
classes and get it, but he wasnot in a hurry.
You know because he's alreadypart of the family and so
everybody gave him a lot of guffabout it, but it took him quite
a while, but he finally got it.
And so again, if you work on itjust a little bit at a time,
you're going to get there.
All right, abe, now it's timeto pick your brain.
(34:47):
I will say that the the onlyreview that I heard from talking
to my classmates from my classlast year that I taught on site
selection.
Their favorite part of it wasthe Abe Mills show at the end,
where he came on and talked forabout 45 minutes about how to
get your ALC and answerquestions.
That was that was prettyawesome of you to do that and,
(35:08):
jennifer, if you're teachingonline classes, I highly
recommend you have him or one ofthe committee members come on
and talk about how to get theaccreditation, because that was
definitely, I mean, I think youfinally hung up on this because
you have to go somewhere,probably just like I've got to
go.
Guys, I'm sorry, email me yourquestions and I'll try and help
you out.
That was an amazing part thatwe added to my class.
(35:32):
I know my guys reallyappreciated it.
I think we got like seven fromthat class that ended up getting
their ALC this last week.
Speaker 4 (35:42):
Their portfolios are put together.
Speaker 3 (35:43):
nice, I will say it was really great this year at
the National Land Conference tosee you know students that I've
helped or written a letter ofrecommendation for cross the
stage.
So that was just kind of a neatthing this year.
Speaker 1 (36:01):
Some of those guys have been working on it for
quite a while too like WarrenWilliams and some of those guys
like.
Casey Mock.
That was kind of fun to seethem, but that's the trouble
with doing the online classes,because everybody knew who I was
.
I have 30-some on there.
I don't remember they don'tlook the same or if they don't
have their camera on or what, sothat was kind of crazy.
(36:24):
But it was great to see allthose guys get their ALC.
And it's still like 0.00, 0.002something percent of the
realtors in the world are ALCs.
So if you every once in a while, catch Gary Hubble, he has that
math right ready right away.
So, yeah, all right, hey, whatdo we got to do?
I want to get my ALC.
(36:46):
What's the where do I start?
We got the application kind ofdown.
Now what?
Yeah?
Speaker 4 (36:54):
So there, there are several pathways to the ALC, so
it's not always and I want topoint this out it's not always
just just realtors, that thatget there.
You know, accredited landconsultant designation.
We have land specialists indifferent sectors, or you know
within the land arena that areaccredited land consultants, and
(37:15):
for good reason, because we areland professionals and we want
the cream of the crop involved.
You know, and um so you, youknow, you might have, you know,
someone who is an auctioneer,you know, or something like that
, that you know that has theiraccreditation.
So yeah, but you know, the mainthing is that there's the
(37:39):
education portion of it andthere's a volume portion of it
and then, after you meet thevolume requirements, which I'll
go over here, you know brieflyin a minute, but then you submit
, you know, to take your examand once you've taken your exam
and passed that, then you submityour portfolio.
(37:59):
And your portfolio justconsists of the volume that
you're using to, you know, inyour portfolio, providing you're
going the realtor route, youknow, in regards to the
portfolio, and then we've addedleases too, so we've added a few
things and there's some changesthat have been daunting.
(38:20):
I get calls almost weekly frompeople that have questions in
regards to their ALC.
And they're like why did youguys up the limits and you know
different things like that andbecause we're evolving.
You know, the industry isevolving and as it's evolving,
you know prices across the boardhave gone up, so we raised, you
(38:42):
know, our bar from $10 millionworth of volume up to $15
million worth of volume.
And a lot of people freak out,but we've not gone away with a
25 transaction rule, which is,if you don't meet the $15
million of required volume, youcan submit 25 separate
transactions in the landfillthat have happened over the past
(39:04):
five years, and you can go thatroute.
Speaker 3 (39:08):
So, honestly, we saw one, not too long ago and I
think their total volume was inthe hundreds of thousands it
didn't even cross the millionbar because they live in an area
where land is cheap.
Speaker 4 (39:20):
They sell a few small lots here and there.
Speaker 3 (39:23):
They might have a $1,500 sale but it's still a
land transaction when we look atthat.
Speaker 5 (39:29):
So, and then the other thing is the fast track
Fast track we fast track for notjust CCIM, but there's like
SIOR, there's CRE AFM you knowthere's a lot of you know
different organizations thatwere willing to fast
Speaker 4 (39:48):
track and a lot of the fast tracks if you qualify
for a fast track you don't getaway from the volume
requirements and things likethat, but they do alleviate some
of the classwork that you haveto do.
Speaker 1 (40:03):
So if you qualify under fast track, which you can
find all the information righton IRLIlandcom if you qualify
for that FastTrack like youdon't have to take.
Speaker 4 (40:13):
Land 101, you don't have to take Land Investment
Analysis or no no no, I'm sorry,you have to take Land 101, you
have to take Land InvestmentAnalysis and you have to take
land 111,.
You have to take landinvestment analysis and you have
to take transitional landunless you're a CCIM.
If you're a CCIM, that's theonly one.
Speaker 5 (40:31):
There's a little caveat there, you don't have to
take the land investmentanalysis.
Speaker 4 (40:37):
You can take a different course, one of the
specialty courses.
But you don't have to take theother courses if you're
fast-tracked and yeah, so thenyou put together your portfolio
and you submit it, and thenusually there's people within
(41:00):
RLI, who look at it before iteven comes to our committee, so
they may point out some obviouserrors and send it back to you
and you know, tell you what youneed, but if not, it'll come to
us.
We review the application andthen if we have any questions,
need further explanations orjust simply don't agree with one
(41:22):
of your or more of yourtransactions, then we send it
back.
Speaker 1 (41:25):
Yeah, I mean just to make people feel a little bit
better.
What portion of your packets doyou get that you kind of send
back for clarification or foryou know, we didn't like this.
We need you to fix this type ofthing.
Speaker 4 (41:38):
Yeah, so a lot of if that happens, it's usually in
the narratives and usually it'sbecause people don't explain
themselves or we don't reallynitpick volumes in the 51% rule.
(41:58):
Let's say you had a house on 20acres that you sold and you
feel that the acre, the 20 acres, was worth more than 51% of the
home value.
Speaker 2 (42:15):
If it's an absolute mansion on 20 acres and whatever
we may look at it and say yeah,I think you're skirting the
rules here, you know.
Speaker 5 (42:23):
But if it's just you know, a shanty on 20 acres or
whatever.
Speaker 4 (42:25):
We can agree that, you know.
Yeah, I think you're skirtingthe rules here, but if it's just
a shanty on 20 acres orwhatever, we can agree that,
well, I'll agree that's a landtransaction.
Some of that we've seen a littlebit of kickback with people
trying to make numbers look likesomething they're not, and then
the other would just be.
It's usually just clarificationwithin the transaction, like,
(42:45):
hey, you, can you give us alittle further clarification on
on this or that, and where theydidn't go in any detail and
we're all in this industry, soyou can't really pull wool over
our eyes you know um and this iswhat we do every day, all of us
, you know so.
Speaker 2 (43:02):
So yeah, don't try to hide something.
Speaker 5 (43:05):
Just be out in the open with it, you know that's
key.
Speaker 1 (43:10):
I think when I submitted mine I tried to like
there were cabins at the lakethat I considered recreational
properties, and I got sent backa nice message saying that that
was not acceptable, because theyou know, but my feeling was is
it didn't matter what was onthere, the land was worth more.
Because the you know, but I myfeeling was is it didn't matter
what was on there, the land wasworth more than the house.
But that you know when.
(43:31):
I you know I get it Then.
Then where do you stop withthat?
Airbnbs are technicallyinvestment properties and you
know, and so, um, but uh, yeah,it's.
It's a fascinating process,it's not.
It's definitely takes a while,you know.
(43:59):
So if you're in a big rush,that accreditation is not going
to be like at home, withdiversity or something like that
, where you can, you know,finish your class today and get
your accreditation at the end ofyour process.
You know it was quite a.
You know it was different backwhen even I did it.
You know, I think A when youdid it it was a little different
.
They've got some pluses andsome minuses, I would say, you
know, because lots you couldn'thave, you can have more lots or
a certain percentage ofdevelopment, whereas before we
(44:21):
couldn't, we could maybe havetwo lots out of a development,
and so that's changed.
What do you remember aboutgetting your ALC?
That stuck with you the most?
Speaker 3 (44:34):
I think what stuck with me the most was that
realization that this was mypassion.
Like I said, this is where Ilike, kind of like Abe said,
like this is where I want to be,this is where I want to move my
business, um, but just that,yeah, I could do it.
(44:57):
You know, um, for me that wasjust a big accomplishment and I
was super proud of that and Ijust have held that at such a
high.
I don't want a high coveted,but you know, I mean that's one
of the reasons why we have theALC process in place and that
there's a small percentage Right, because we don't want to
dilute this, we don't want towater this down and we want to
make sure that everyone who isearning that designation is
(45:21):
truly earning it and we're notthrowing it around like prairie
candy.
That designation is trulyearning it and we're not
throwing it around like paradecandy.
So I think I just I felt veryaccomplished and just proud that
I took that step and jumped ina very last minute.
When I signed up, for it wasLand U back.
When I took it and did that, mykiddos were little and leaving
for, you know, 10 and a halfdays was a huge feat for me as a
(45:46):
mom, but also for my husband,who's going to be back home
holding everything down and allthe other grandparents that
helped out along the way andjust stepping away from your
business.
That was intimidating, like howam I going to keep my business
moving forward while I'm here ina classroom?
I mean our courses.
We had one that went till 1030at night, I think, and boom, we
were back up and in there againat 8am the next morning.
(46:07):
So it's an intense week, butthat was just.
It was just a great feeling toknow that I, that I got it and I
earned it.
Speaker 1 (46:17):
Yeah, that's awesome when, when you were doing yours
back, you know what.
What was your big takeaway oryour big other than the fact
that the first class was likehey, I just changed my entire
business model over over onetext, Texas class, but kind of
like what was the big takeawayfrom the whole process when you
(46:40):
did your Z?
Speaker 4 (46:42):
Yeah, I mean my, my biggest thing was just the
connections.
Honestly, Like I realize, Imade lifelong connections.
And honestly the designationand I just had this conversation
with someone you know, when wewere at the National Land
Conference.
But he said I'm all done witheverything, I just have to
(47:03):
submit my portfolio and I saidsubmit your portfolio because, I
can promise you, thisdesignation changed the
trajectory of my career and he'slike how can you say that?
I'm in Colorado and I'msurrounded by all these guys and
you know, like I said, you dothings differently.
There's plenty of land inColorado for number one, so you
(47:26):
know there's plenty to go around.
And I said but you know, pickyour passion in.
Speaker 5 (47:32):
whatever you're doing , pick your passion.
Speaker 4 (47:34):
I don't care, you know where you belong in this.
You know as you go along theway, in regards to what type of
land that you're going to offerand how you're going to do it.
But I can tell you with honestyI got a phone call last year
and it was one of the biggestlandholders in the state of
South Carolina and I didn't knowit at the time.
Speaker 3 (47:56):
but this guy asked me to come out and take a look at
this one piece of property.
Speaker 4 (48:01):
And I went out and I looked at this piece of property
and I said well, I'm going tobe honest with you.
But I went out and I looked atthis piece of property and I
said well, I'm going to behonest with you.
I am a land professional andthis piece of property was.
Speaker 2 (48:10):
This was just a little mobile home and I said
look, I will market your mobilehome.
Speaker 4 (48:15):
I will do the best I can, but I can promise you that
I am not a land, I'm not amobile home pro, I'm a land pro,
but I will do my best to marketyour property.
Speaker 5 (48:26):
I'm not saying I can't so anyways the guy didn't
use me, but he obviously didsome homework after he saw an
accredited land consultant, youknow whatever, and he was
looking around whatever and hecalled me back and he said I
want to tell you that we're oneof the biggest landholders in
the state and we are actuallylooking to dissolve our company.
Speaker 4 (48:49):
And we want you to list all the land, because we
looked at you know, getting thisdesignation truly changed the
trajectory of my life and it is,you know, it's continuing and
I'm sure Jennifer and Kobe, youcan both say the same thing in
regards to your businesses Likeit really truly has changed and,
yeah, I really encourageeveryone that's going through it
(49:11):
to just go for it.
Speaker 5 (49:13):
It's not.
Speaker 4 (49:14):
If you're in the landfill, it's not that hard to
put 25 transactions on your beltin five years, or hit the 15
million mark nowadays.
So, go for it, work your waythrough it and you'll soon find
out why it's worth, you know,bearing that badge.
Speaker 3 (49:31):
Absolutely.
I'm happy they added theNational Land Conference to one
of the criterias.
With that that is cool.
Because I feel like that issuch a good piece to just our
networking and and getting toknow everybody on a different
level.
Speaker 1 (49:49):
Yeah, If you go to the national light conference
and don't get anything out of it, you didn't do it right, Like
that's for sure, Cause I meanit's it's very well run, I think
, and I'm not really a bigconference guy, but it's very
well run and it's not a waste ofanybody's time.
It's short, sweet to the pointand you got a lot of info out of
it.
(50:10):
And the fact that I think youknow, like one of the things
that I think RLI and the ALChave really opened my eyes to is
the fact that you know there'sother solutions to a common
problem.
You know, like I may look atsomething and think my buyer is
a farmer, or you know, or youknow a producer, because I'm in
(50:34):
an area where that's what we dowe farm, we raise corn, soybeans
, cows, and so I may look atthat property and I may see that
this is a pasture and it'sworth X amount of money.
But when I take the tools thatRLI has shown me and I put that,
you know, put it into landtrust, which I've learned about
(50:55):
through RLI or you know all theother stuff, it's incredible how
we can find different valuesfor the same piece of property
if we just broaden our scale ofwhat this can be used for, and
so that's been pretty amazingfor me.
But, guys, thank you so muchfor being on here and taking
(51:21):
part in this.
It's been a lot of fun.
Speaker 3 (51:30):
Anything in closing that you want to add before we
go?
Yeah, I'm going to add that thebootcamp starts on May 28th and
ends June 5th with the lastcourse that day.
Sign-ups and registration willopen April 1st, which is just a
couple of days away.
They do tend to sell out, so ifyou have any desire to further
(51:50):
your education with RLI, thiswould be the time I'll say that
if you have any questions aboutthe process you know we briefly
touched on some things and youknow, I'm just thinking.
Speaker 4 (52:04):
there's different parts of different rules and you
know, like you know, no morethan 20% of your transaction can
come from your personal.
You know thing.
Speaker 5 (52:13):
So you might have family and there's a lot of
questions you may have, anddon't hesitate to reach out to
me.
Speaker 4 (52:18):
Like you know, kobe can certainly vouch that.
You know I'll respond to everycall every email.
So you know my end goal is thatyou get your designation and it
changes your life the same asit did our.
You know mine, so I'll help youwith anything that I can in
regards to that.
So you can reach me real quickabemills at kwcom and my phone
(52:46):
number is 864-404-5424.
Jot it down, that's my personalcell number.
You can send me a text message.
Just don't spam me to death.
Speaker 1 (53:00):
Jennifer, how do I get a hold of you?
Speaker 3 (53:03):
Jennifer at 573realtygroupcom, or my cell is
573-768-1268.
I'd be happy to chat with youabout any of the courses or just
RLI in general and how we canhelp make you a better land
professional.
Speaker 1 (53:21):
And I know, like those of you that are listening,
that maybe have something forsale in.
Speaker 5 (53:25):
Missouri or Illinois.
I think, jennifer, you'reworking on Illinois.
You're going to be licensedthere soon, if not now.
Speaker 1 (53:31):
And then Abe North, south Carolina.
This isn't really their day job.
They actually do go sell marketand sell property.
So sure They'd love to hearfrom you and I will put the
contact information, with youguys's permission, in the show
notes and so people can getahold of you.
But thank you guys so much fortaking the time and we will see
(53:54):
you all down the road.
Speaker 2 (53:57):
As we wrap up another episode of the American land
seller podcast.
Thank you for joining us.
Visit wwwamericanlandsellercomand find us on one of your
favorite podcast platforms.
If you would be so kind and youenjoyed today's insights,
please like, subscribe, rate,follow and review us on whatever
app you are listening orwatching on.
(54:17):
Connect with us on social mediafor updates.
Until next week, kobe wishesyou success in your land
endeavors.
God bless you and have a greatweek.
The American Land Seller isbrought to you in part by
LandHubcom.
Speaker 1 (54:32):
Are you in the market for the perfect piece of land?
Look no further than LandHubcom, your solution to the biggest
challenges facing land buyersand sellers.
Today, at LandHub, we'rerevolutionizing land
transactions by effectivelyconnecting buyers and sellers.
Today, at LandHub, we'rerevolutionizing land
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Say goodbye to the struggle offinding or marketing land for
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We understand the power of newmedia marketing, leveraging
(54:55):
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Join us today and experiencethe expertise of LandHub's land
marketing professionals.
Whether you're buying orselling, let us show you the way
in the ever-evolving world ofland transactions.
Visit LandHubcom and discoverwhat the future of land
(55:17):
marketing looks like.
LandHubcom, where your landjourney begins, and High Point
Land Company.
When it comes to buying andselling land, high Point Land
Company sets the standards forexcellence across the Midwest
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Our expert land specialistsbring unmatched market knowledge
and a personal touch to everysingle transaction, whether it's
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a farm, ranch, recreational oreven investment property.
We provide the expertise andintegrity you can trust.
Looking to buy or sell.
We offer a premier selection ofproperties and a marketing
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You maximize your investment.
Visitwwwhighpointlandcompanycom today
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(56:01):
Highpoint land company a trueleader.
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