#42 - Inside the Marketing Machine at National Land Realty

 Featuring Mac Christian, Chief Marketing Officer

How do you support over 400 land agents across 43 states—with just six marketing team members? In this episode of The American Land Seller, Mac Christian, CMO of National Land Realty, breaks down the real systems, strategies, and struggles behind one of America’s largest land brokerage marketing operations.

You’ll learn:

• How National Land Realty builds consistent branding across the country
• Why trust and relationships beat logos in rural real estate
• What it takes to support agents with collateral, lead gen, and digital campaigns
• How podcasting and storytelling help land agents grow their presence
• Why Mac got his real estate license—and what he learned from it

Whether you're a land broker, real estate marketer, or someone curious about how large brokerages operate behind the scenes, this episode offers practical insight and refreshing honesty.

Mac shares what’s working, what’s broken, and what every land professional should know about building a brand in the land business.

👉 Visit https://www.nationalland.com to learn more about National Land Realty

👉 Visit https://www.nationalland.com/blog/category/podcast/ to listen to Mac on the National Land Realty Podcast which is also found on Spotify and Apple Podcast and other places podcasts are available. IT REALLY IS GREAT!

 👉 For more episodes, visit https://www.americanlandseller.com

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Episode Transcript

Speaker 1 (00:01):
Today on the American Land Seller, we're going to
find out what it's really liketo run marketing for one of the
biggest land brokerages in thecountry.
Matt Christian is the ChiefMarketing Officer at National
Land Realty, a 400 plus agentpowerhouse with reach in 46
states.
But he's not just building anational brand.

(00:24):
He's also training local agentsto win in their own backyards.
In this episode, we talk aboutwhat it's like to leave
marketing in a juggernaut likeNational Land, how to balance
global strategy with grassrootsagent success, why land-based
podcasts are attracting the mostinteresting characters, and how

(00:50):
Mac's recent jump into gettinghis Idaho real estate license
gives him a little more respectfor the agents he works with
every single day.
We swap podcast stories,marketing lessons and a few hot
takes on what actually works andwhat doesn't when you're trying
to stand out in today's landworld, whether you're a solo
broker or part of a large team.
This one's packed with insightyou're guaranteed to take

(01:12):
something away from.

Speaker 2 (01:14):
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.

(01:34):
Visit wwwamericanlandsellercomand find us on one of your
favorite podcast platforms.
Okay, kobe and our specialguests, let's get started.

Speaker 1 (01:47):
All right, we are back with Mac Christian from
National Land Realty.
Mac, how are you today?

Speaker 3 (01:57):
I am doing very well, thank you.

Speaker 1 (01:59):
Mac, this is kind of exciting for me.
I am a huge fan of yours, myfriend, I listen to your podcast
all the time, and so it's kindof an honor to have you on here
to talk about what it's like tobe the marketing like the
director of marketing for a realestate juggernaut like National

(02:20):
Land Realty.
So what is it like to be thedirector of marketing for a big
time name like National LandRealty?

Speaker 3 (02:28):
It's very cool.
It's an industry I didn'texpect to find myself in.
Earlier in my career I started,you know, I did work enterprise
level tech and I've done agencywork and it's just that I've
always tried to get myself intothe outdoors world.
It's just kind of it's my lifeand roundabout, found a way

(02:50):
through here and got on boardwith National Land.
It's got a really, reallyterrific culture.
Is the big thing that?
I'm a culture zealot and sogetting on board with National
Land and then the scale ofthings that we get to operate
with.
We've got a ton of agents, tonof offices.
There's a lot to juggle there'sit's never a dull day and I

(03:11):
have it.
I have.
I get a lot of credit that I amnot due because I mean like I,
you know, like I work as chiefmarketing officer and I've got
to.
Yeah, I get my name out therebecause I do our podcast and
stuff.
Yeah, I get my name out therebecause I do our podcast and
stuff.
But it's that everyone who doesthe actual things is under me
and I get the sort of credit forwhat they do and that I don't

(03:33):
like that.
But it's, it's a really coolthing.
It's a really cool team.
Everything from our operationsteam to our technology team all
collaborates.
Our CEO, ronnie Richardson, isalways in and out of talking
with us and it's just, it's a,it's kind of a family it's.
It's a cool, it's fun.

Speaker 1 (03:49):
Yeah, you guys.
I mean like your marketing teamis pretty impressive.
I mean they, you guys, arealways like what's the next
thing?
I mean you can just tell and,and what you're putting out
there as a product, how manypeople do you have working for
you?
We?

Speaker 3 (04:05):
have.
You're going to make me count.
I hate math.
No, it's part of what I.
No, we have, total is six Nowwe have.
So we I call it the skeletoncrew Anything, anything that you
operate with in real estate,you're always going to be it's
juggling dollars, and so weoperate a skeleton crew.

(04:28):
We have we have very siloedroles.
Everyone owns their division ofthe house.
Um, whatever duties you have,you're in charge of those.
I I'm very much not amicromanager.
I've worked under my.
The whole opportunity of leadinga team is the ability to do the
things that I've always hatedand take them away and do the
things I've always wanted to doand give it to my team, and so I

(04:49):
give them ownership.
Uh, my goal when I I've kind ofI've hired all of them and
trained all of them, um, and nowand now that my director is is
an absolute marketing monster,she does a lot of the training
now instead of me, which isreally cool.
I like that, but it leaves melooking for things to do, um, so
, yeah, no, it's it's uh,there's a copywriter designer,

(05:12):
uh, digital marketer, uh, crmspecialist director and a social
media specialist, uh, that wework with and um, it's just, uh,
it's it there.
Each one of them executes theirtasks very, very, very well.
Our copywriter too.
He keeps us in task.
You talked about the new mediastuff where we're kind of
staying on top of the news cycle.
We have regular meetings weekly, monthly where we bounce ideas

(05:38):
and then we do morning scrums toestablish like what's the
headline?
We better be talking about this, and so we always kind of have
that stuff going on.

Speaker 1 (05:46):
Yeah, that is like I think that's what you guys do
like exceptionally well is thatyou are talking about what is
like what is relevant, um, whichis fascinating, because I think
a lot of us in this industry weget so caught up in like what

(06:07):
you know, like I don't know, themundane day-to-day stuff that
we forget about the fact that weare impacting the industry,
where we need to be the voice inthe industry, and so like what,
like I know that's a collectivething from from your group, but
but I think that kind of is oneof those things is, is that one
of the reasons why they broughtyou on is is kind of like
somebody has to have that pulseright, like somebody has to keep

(06:30):
their pulse on what's going onin the world and and what do we
need to be paying attention to?

Speaker 3 (06:35):
Yeah, well, so the model of how National Land was
built was to be able to let letagents in the field do what they
do, which is working withbuyers and sellers of land right
, like that's what they do, andregardless of specialty, we want
to get them in the field asmuch as possible to do their job

(06:55):
, and so they built the premiseof the company off of taking as
much as we can off of theirplate that takes away from the
buying and selling of land right?
So can we do lead gen?
Can we do collateral production?
Can we?
Because about half of what myteam does is supporting agents.
So I need a listingpresentation, I need something
like that.

(07:16):
So we run a lot of stuff likethat.
So we try to support as much aswe can and also generate new
business for them.
And the one thing that we alwayshear from our agents and it's
this tug of war right, like whenI came on board, it was kind of
a dogfight and we've been ableto communicate with each other
enough to where we've got a goodunderstanding, but it's always
this tug of war of I don't havetime to do things like run my

(07:38):
social media, or I don't havetime to run my email Like
anybody in the field, right?
Like any agent in the field,that's it right.
I don't have time to hop onFacebook and tell them what I
did today, like that's the thing.

Speaker 1 (07:52):
Or you're at 7.30, eight o'clock at night and be
like dang.
I forgot to do it all Exactly,yeah, yeah.
I forgot all about it.
Yeah, yeah, I get you.

Speaker 3 (08:02):
I joke about it, but it's like, because I'm kind of
in, it is like it's like it'sthe field of ADD, right.
Like it's like we all get suckedinto our thing that we're
interested in.
We run around and we're likeagents are talkers and they're
communicators and they go outand they work with people in the
field.
Half the time you don't havecell phone reception so you
couldn't post anyways.
And so it's this balancing actof like can I get the material

(08:24):
into the agent's hand to where,hey, if you didn't do anything,
take any pictures today, can youpost what we did as news or and
it's sort of like.
Can we give you the material tobuild a social media following?
Can we help you run your emailand the hard part is we can't do
those things for agents but wecan give them the material for
them to do it faster.
And, like you know, if I didn'ttake a picture today, can I

(08:47):
pull something from home officeand post that.
That's.
That's kind of what it's builtwe.
We built it on sales enablement, which is a weird marketing
jargon that nobody wants tolearn anyways basically means
I'll give you the tools to doyour job.
I can't do your job for you.

Speaker 1 (09:03):
No, that's empowering your agents.
I think what's fascinating withwhat National Land does is you
guys have taken principles thata ton of residential companies
have been doing for and I'm nottrying to insult you, but I know

(09:23):
.

Speaker 3 (09:25):
I see where you're headed.
You can call me Remax here in asecond.

Speaker 1 (09:32):
No, no, but you've taken principles though that,
like a lot of the you know, likethe big time successful you
know residential companies havedone and you've said you know
what we can take some of thegood business practices that
they've done, we can improve onthem and maybe you know, hand

(09:54):
this kind of similar stuff toour guys.
You know, and and again, likeI've talked to you know, to your
leadership, you know, throughpassing through the, you know
industry things and I know theirgoal was at least at one point,
and I think it continues to bewe're going to be the top tech
people.
We're going to be the top, youknow.
I think technology land companyat one point was their goal,

(10:18):
right.

Speaker 3 (10:19):
Yeah, yeah, there's a .
There's a heavy, heavy focus onour, on our technology team.
A heavy, heavy focus on our, onour technology team.
Um, we've got, uh, tyler VanMeteren is our, is our uh, cto
over there.
Um, he's, he's a monster.
His team is monstrous.
They're terrific.
They do all kinds of weird.

(10:40):
The hard part with marketing,the hard part with technology,
is none of this stuff is sexy,right, and none of it gets in
front of agents.
So half the time, agents in thefield are like what the heck do
you guys do?
And it's like well, I workedall day on things you'll never
see, and it's, and it's reallythat like it's, it's numerical,
it's.
We're working on databasesbehind the scenes to like, okay,
how do we manage propertiesbetter with you know our
property management system andwe, we build a lot of things

(11:01):
behind the scenes.
We have our LandTour 360technology was one of the first
things they did.
That's a super cool thing thatwe've done and continue to do,
you know we.
And then there's other thingslike integrations with CRM
systems and how can we automatethings, and so our tech team
does a ton of our heavy lifting.
Again, it's where it's like Isort of get to dance and sing

(11:23):
songs in front of people, andour technology is doing this
heavy lifting behind the scenes,and sometimes I'll get credit
for some of that stuff.

Speaker 1 (11:30):
It's like no, it's not me Going back to the
marketing aspect of that, though.
I mean it just helps your guys.
It makes it a lot easier forthem to have that online
presence, that social mediapresence, by creating that um
for your, by your team and bythe tech team, by creating that

(11:52):
easy way for them to you knowplug and play type of thing I
would guess you know, like the,the social media, um, put the
images where they need to be andthe branding is all wraps right
around that, and then you justthrow it right out there on your
social media, and then that isthe sexy part of it, right, yeah
that is that's.

Speaker 3 (12:11):
That's the part that's so visible, right it's.
What's funny is for every imagethat goes in there, there's
huge process that goes behind itwith like 15 steps and it's
like a project management systemand like building out that
system is the really excitingpart of marketing, like.
But it's stuff that like, ifyou're not in marketing, this is
the most uncool thing you'veever heard in your life.
Snooze button immediately.

(12:31):
But when you put it alltogether and like the person
comes in, they put in a request,they get something cool at the
end and like and they thank youfor it, you're like there we go,
that's the one, that's the one.
Yeah, it's, it's, it's, it's.
It's a large technology processdriven process that we, that we
do and again, not me, my teamexecutes perfectly nearly every

(12:55):
time there's really and there's.
I always encourage my team tomake mistakes, because that's
sort of our way is like I wantyou to go around and break
things and then we find what webroke and then you fix it and
because of that, they kind ofthey kind of don't break things,
which is kind of freaks me outa little bit.

Speaker 1 (13:10):
But building it so good.

Speaker 3 (13:15):
I don't know, I wouldn't credit myself that far.
They're executing very well.
So it's no, it's just a coolthing.
I like the company, I like theculture.
It's yeah.

Speaker 1 (13:24):
Yeah, and again, like we we have similar, like we
have our marketing team andstuff like that to make us look
good.
And you know, like that that'sjust I mean, that is that is an
important part of of ourcompanies, is just the you know,
you guys that are that arebuilding that stuff and making
making our lives as agents andas brokers way easier.

(13:46):
But if you don't mind, mac,we're going to take a quick
break and we'll be right back.
The American land sellerpodcast is brought to you in
part by land hubcom.
Join us today and experiencethe expertise of LandHub's land
marketing professionals.

(14:06):
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
marketing looks like.
Landhubcom where your landjourneyubcom, where your land
journey begins.
All right, we're back here withmac christian from national

(14:29):
land realty.
Mac, we were just talking duringthe break.
You know, um, I think that, um,it's interesting.
Um, you were telling mesomething that you, you know,
like, I think I think aboutsubconsciously, but I never
really said it out loud.
But you know, like there's two,two things that you're having

(14:51):
to focus on.
You know, like you have thatglobal brand right, or that
national brand that you'repushing out there, that you, you
know that's where you have.
Like the color has to be likeexactly the same hue and the you
know they're not quite johndeere green and yellow, but you
know, like whatever, and then ohyou called it, you called it

(15:12):
you called us out.

Speaker 3 (15:14):
Uh, that was like when I came on board, there was
like a bunch of people that werelike you know, it looks like
john deere, like is that notcool to you?
Like it's there, we haveshifted the scheme a little bit
to highlight white a little moreand uh, but yeah, it's, we got
the green and yellow you know, Ihad to, I had to do that.

Speaker 1 (15:32):
I mean, I, I, uh, I, I we have like a really fun
pastel colors.
So you know, like the neonblues, and yeah, yes, we're,
we're, we have, we have, uh, wehave our own color, color fun.
But um, no, um.
But what I was trying to say isgoing back into it though, like

(15:53):
how, teaching your agents that,how do we get that local
connection?
You know, because that's thereality is, is you and I both
know people deal with people,right?
The brand is a tool.
I mean that's honestly I've.
I had my own company, I sold it, I, I this is my you know
second company that I've beenwith since I sold my company and

(16:16):
so I look at it simply as thebrand is a tool, right Um?
and so and so I'm the thatconnection for my company and in
my region.
Um talk about how you'reencouraging your guys and how,
what, what national land isdoing like locally in some
places to kind of promote thatbrand and and marketing yeah,

(16:38):
and that's that is the.

Speaker 3 (16:40):
That is the ever-present dynamic of real
estate marketing.
Or in the land industry.
I've been a part of twocompanies I've had the privilege
of working with Land Leader andnow I'm with National Land
Realty, and the same dynamicsexist there.
And I talk to other marketersand it exists, I think, in every
company.
And it's this dynamic of agentsare in the field and they want

(17:04):
to know that their company isknown of and, uh, you know, the
company is trying to get outthere and do the thing.
But also, marketing costs money.
So then it's this dynamic oflike okay, yes, I could be on
every billboard and TV set inyour state.
What are you willing to drop inthe marketing fee wise?
And they're like well, I don'twant to give you any extra money
, I just want to be on all theTVs.
And I was like sorry, that cost.
So it's this balancing act ofand if I'm an agent in the field

(17:28):
, I'm asking the same questions.
It's just that I'm on the otherside of it now and I've got to
answer those questions.
And so the big one is, you know, agents are constantly talking
to us about like you know, Italked to this person today and
they'd never heard of nationalland realty.
It's like okay, well, like,let's, let's dive into that
conversation a little bit.
And the.
The harsh truth is what you justsaid is that people do business

(17:50):
with people like in the examplethat's really easy to use is
everyone follows elon musk,especially in the last 48 hours.
Everyone follows elon muskbecause he lightened the place
on fire, but having a week,isn't he having a week?
He's having it.
It's a.
The hot tea is getting spilled.
Um, but let's take that dynamic.
Everybody is following that andI and like let's take social

(18:13):
media for an example, but not asingle one of us has ever
probably followed tesla, andthat's the prime example of the.
And then let's take it on theother part.
Elon Musk gets political andthat falls out of favor with
certain parts of the populationand it collapses.
The brand.
Now, what had more power?

(18:35):
The brand itself or the person?
100% the person.
That guy just did somethingweird and people didn't like it
and his brand collapsed.
Just did something weird andpeople didn't like it and his
brand collapsed.
And so the brand power.
Now let's not take away frombranding right, like, branding
matters, people knowing of anorganization really matters and
everybody wants to get to thatplace.

(18:56):
But when it comes down to it,it's like when somebody says I
haven't heard of your company, alot of the times that means who
are you?
Like I've never they're.
They're trying to be polite andnot say who the heck are you,
bob?
Like I've never heard of you.
Man, like am I going to dobusiness with you?
And so it's like I've neverheard of your company and it's
an unfamiliarity thing.
There is that, and especially inour industry right, we're

(19:18):
talking rural communities Like Idon't, I come from small town
Idaho.
And it's like I moved away fora few years and went back home
and I got the line of like youweren't from here anymore.
It's like, oh my gosh, I grewup here.
Are you serious?
You've got to have that low, itdoesn't matter your brand.
Like you've got to know thepeople, you've got to be in
front of them.
There's that personal side andso from our point in in, from

(19:41):
marketing capacity, it's like wehustle and flow to get
everything we can in front ofpeople, but there is a cost
limitation and it's like if, ifagents are willing to put in,
you know, above and beyond, wecan manage it, but nobody wants
to, because that's the money youfeed your family with.
And there's this constantbalancing act that is going on
between Mark and, and it's evenmore so because agents have no

(20:03):
idea what we do, like we are theweird monkeys behind the screen
that like well, okay, like whyhaven't you made me popular in
my area, dude?
You're sitting on your laptopall day.
Why haven't you done this?
And it's completelyunderstandable, right, but at
the same time, there is thisthing going on behind the scenes
and it is marketing on anational level, and it's like I
can't be everywhere at once.
I have no idea what's going onin Missouri, you know.

(20:26):
So it's like it's the, it's.
It is a constant push, pull andit's and it's the best part is
having a team that cares, causethen you want to do those things
, but yeah, it's, it's hard.

Speaker 1 (20:39):
Well and to your point, like if you're in Idaho
trying to help an agent inMissouri, you can actually hurt
them if you start.
You know, like I've seen thatbefore where you know, like with
Remax, I thought it was funnybecause, like I had a, I had a
one of the guys that competedagainst me, like you know, remax

(21:01):
would have a palm tree andsomething I was going to say,
like is this the Rockyax wouldhave a palm tree and something.

Speaker 3 (21:04):
when we were I was going to say, like is this the
Rocky Mountains?
I live in Missouri.

Speaker 1 (21:08):
And so it was always like this little twerp
20-year-old agent with anothercompany.
That was always like.
I don't remember palm treesbeing in Nebraska, kobe, you
know on my social media and I'mlike I will squash you, son.

Speaker 3 (21:22):
And it's even worse in rural communities because
it's like people are very in.
In rural america people arevery protective, because they
should be right, because peoplecome in from out of town and
what they're used to is someonetaking advantage of them, of
some big talking person comingin and selling them on something
they don't need and they go infor it and one of their
relatives got ripped off orsomething and they're leery and

(21:45):
and like that's common, theyshould be, and so being able to
market on a familiar level I had.
I had contracted an agency atone point with another company
that, um, they used a bunch ofpictures of deer and they're
like, oh, we got deer on there.
Like no, that's ireland dude,that's a red deer.
Like what?
There's what?
What is that?
Like that, let's just pretendthis didn't happen.

(22:06):
Don't ever do that again.

Speaker 1 (22:08):
Or or the track that is not a tractor we have in this
country.
You know we're not.
That's not the kind of tractorwe have in the United States.
You're going to have to.
One is from Japan.
Most, most farmers are going tofigure that out real quick that
they've never seen that at a,at a state fair no, it's not it.

Speaker 3 (22:31):
So yeah, to your point.
And I've had, like you know, Iconsidered myself pretty savvy,
my I I get like a hillbillydiscount because I grew up in a
small town and, like my teamdidn't a lot most Most of my
team because they're marketers.
Right, they're not, they're notoutdoors types.
I've integrated them into theoutdoor lifestyle, but a lot of
them look to me to answer things.
But uh, you know, we have, wehave Germans, jeremy Stevens

(22:54):
over there in Arkansas.
He's blown me up a couple oftimes.
It is like this is not a rowcrop.
We have Mac and like help meout, yeah.

Speaker 1 (23:06):
And you get down into like Texas I have row crop here
but you get down into likeTexas and the South and stuff
and they have cotton.
We have never seen that here.

Speaker 3 (23:14):
And exactly from it's .

Speaker 1 (23:16):
it's gotta be a tough , it's gotta be tough to have
that job to market across thisbigger area, as you guys are
Cause you're, are you all 50states now, or?

Speaker 3 (23:25):
43 states, 103 offices at this point, 430, some
agents, yeah, big dogs it's, uh, there's, there's a lot to keep
track of.
You know what it really is iswe have a really organized
filing system to where it's like, okay, these are missouri
photos, these are arkansasphotos.
This is texas photos.
You know there's trying to keeptrack of.
You know there's, this is highfence versus no high fence.

(23:45):
To where it's like, okay, theseare Missouri photos, these are
Arkansas photos, this is Texasphotos.
Trying to keep track of this ishigh fence versus no high fence
.

Speaker 1 (23:51):
I imagine that it is a lot to keep track of.

Speaker 3 (23:56):
I have to fall back on.
I have a monster designer thatmanages it and, again, my
director QA's everything, andthey do a phenomenal job.
We have the processes likeregardless of the person, if you
have a good process, that's notgoing to break, and so you make
sure that you follow theprocess every time like OK, did
I get this approved?
We go through an approvalsystem, make sure we got it

(24:18):
right before we execute stuff.
Every single time, it's when weget crowded and we work too
fast.
Failure happens, and so it'slike whenever anything goes
wrong, it's like okay, were youmoving too fast?
Okay, let's go back to that.

Speaker 1 (24:31):
Let's go back to the process no, that's that, that is
, uh, that is a true statement,though it's always when you're
moving too fast that failurehappens.

Speaker 3 (24:40):
It is it, and and for us especially, like every time
we try to tackle too much orjuggle too many things and you
convince yourself that you, Igot this, I can do, I can handle
.
Well, I can handle that too,and before you know it, it's
like you forgot to tie yourshoes and projects collapse and
somebody's mad yeah.

Speaker 1 (24:57):
So if you were to give a young agent starting out
with national land realty umtysay you're having a mentoring
session with them on marketingwhat's your first advice to them
?
How do you get them out there?
What's your best advice to givethem to get going?

Speaker 3 (25:19):
So my number one and because I do sit down with
agents quite a bit like we havemarketing tools and everybody in
our industry has a marketingtool and everybody has sort of
like I call them their shinything, right, like, oh, we have
this and our competitors don'thave this, and that's what
everybody gets sold on.
It's a TV show, it's a magazine, it's a social media presence,

(25:42):
it's a banner on the highway,whatever it is.
Everybody has their shiny thing.
And if that shiny thing mattersto an agent, the agent signs up
with that company and you know,like half of our industry is
recruiting.
You want good agents for yourcompany that's how your company
grows and new agents when theycome on board especially.
I'll take, for example, uh,someone who's never done real
estate, that's a pretty good one.

(26:03):
The big one is how many peopledo you know in your community?
Sorry, this is going to falldown to your friends, family and
loved ones.
Granny might not buy from you,but she probably knows somebody
who has land that you can talkto.
Or you grew up in that area andpeople remember you from high
school football, or peopleremember you from debate team,

(26:24):
or you were, you know.
You know you cheerleaded foryears and now and now you're
selling land, whatever it is.
Do you have a name?
Can you build a name?
And in the big one it's justshake some dang hands.
It is all.
It's stuff that I can't helpwith.
Like, you either have thathustle or you don't.
You can meet people or not andCo-marketing is huge right, like

(26:44):
market to residential realtorsand see if you can pull them on
board for market to co-marketingcontracts.
If you're trying to get rollingand and meeting landowners, I I
keep on talking about it becauseit's how I ended up getting
half of the areas that I huntedwhen I was in college was like
we would take pie to landowners,like hey, I brought you a pie,

(27:05):
is it okay if I hunt quail?
Like and like I've alwaystalked to them like man, take
somebody a pie no one ever turnsdown pie like and just tell
them you want to get to knowthem and don't try to sell,
because people hate to get soldto.
They want to know they cantrust you.
And like get out there, shakehands and be trusted and talk to
people and then follow up anddon't hassle them and don't sell

(27:28):
to them.
They know what you do.
You don't have to beat themover the head with what you do.
You just need to be known.
And and land is something wherethere's always this confused
like.
We always go to a circle oflike where did the lead come
from and how do they work withyou?
And it's like, okay, like thatmatters a little bit, but we're
not selling.
I don't sell tennis shoes.
I didn't see a discount onGoogle, or I didn't see a

(27:49):
discount on REI's website and gobuy it that day.
It's not a product like that,like the.
The idea is you have to beknown and come to mind when they
decide to move that piece ofland, which means you need to be
trusted and in touch with them,and it's not like you sell land
every other day.
So this is like you need to bethe one that they think of.

(28:10):
Get out and just start meetingpeople, because no one's going
to trust you out of the gate.
Like, you've got to be trustedand build that.

Speaker 1 (28:17):
Yeah, it's like the seven and six rule, Like you
have seven, seven times and thenthey kind of have an idea who
you are and then every sixmonths your face better come
across them, Otherwise they'llforget who you are, type of deal
you know, like that.

Speaker 3 (28:29):
Yeah, I don't know if that's an old rule or a current
rule or not, but it's stillkind of true, right yeah yeah,
and it's not the boiler roomanymore, right, like you're not
going to make a phone call andno one's going to give you their
life savings.
It is like land is the mostvaluable thing they've ever
known.
This is the most valuable thinganybody has in their life.
They're not just going to giveit to you.

(28:50):
Like, you have to like betrusted and be in touch and stay
organized, right.
Like whether it's a CRM systemor a spreadsheet or you got a
notebook with everybody's name.
You got to work your waythrough that, like once a month.
Like cool, I'll reach out, I'lltouch base, religious about it,
like those I don't want to takeaway from my team and myself,
but that stuff matters more thananything we could ever do.

Speaker 1 (29:12):
Yeah Well, and I think what I love what you just
said about like go snuggle up tothe residential agents and
partner with them, like that'sso smart, because you actually
have a product that they don'thave.
You've got the horsepower tomarket and sell land in a way
that they can't do it as well,as you have contacts that are

(29:35):
going to buy and sell housesthat they may not have too.
And so I love that, because alot of people in our industry, I
think, get a little bitarrogant in the sense of they
think that residential market ispretty easy, and I don't think
that at all.

Speaker 3 (29:52):
Oh, residential market is the nastiest.
I would not touch that marketif you paid me double my salary,
just because every one of themis in a dogfight every day and
it's a little similar to land,but there's not many land agents
.
You take a residential marketerin a city or a residential real
estate agent in a city and it'slike I can't even imagine.

(30:14):
I mean cause there's a lot.

Speaker 1 (30:18):
Yeah, there are a lot of them and yeah, it's but, and
again it's, there's a lot ofthings that go into marketing
homes.
You know, and a lot ofknowledge you have to have.
You know it's not, but againit's different knowledge that we
have that you know that that wecan be an asset to them as long
as we're going in and tellingthem what kind of an asset we

(30:38):
can be.

Speaker 3 (30:39):
You know referrals for yeah, cause they get land
pickups and, like you've gotresidential agents, they can
look at a marble countertop andthey can tell you what country
it came from, but then you starttalking to them and they don't
even know what a parcel is,right.
So, like it's like water or aneasement or or mineral, like
there are different specialtiesin those areas that you can help

(30:59):
them out with and you know.
Get to know your community,like I always joke around.
Like in a city right, it's your, it's your barbershop and your
style salon.
Right, like that's where thegossip happens.
I grew and I only say thiscause I grew up working in one.
It's my family business.
Like the gossip mill, is thefeed mill right?
Like that's you get to know thefeed mill.

(31:20):
Get to like that's where allthe gossip happens.
You get to know the feed mill,that's where all the gossip
happens?

Speaker 1 (31:25):
Coffee shops, feed mills, scale houses, yeah, all
those places where everybodyhangs out and talks about
whoever didn't show up today.
Yeah, yeah, hey brother, I'mhaving a great time here, but if
we can take a quick break, yougot time for just one more
segment, absolutely yes.
All right, man, I appreciateyou doing this.
We will be right back.

Speaker 4 (31:51):
If you want to be a professional land broker,
there's no other organizationfor you but RLI.
I mean it gives you theeducation, the experience, the
knowledge and the networkingthat help your business succeed.
It sets you apart from anybodyelse.

Speaker 2 (32:00):
Who really knows what the future is going to bring,
but I can guarantee this theland real estate industry is not
going anywhere, and beingassociated with our organization
brings a lot of value to eachindividual broker.

Speaker 1 (32:16):
All right, we're back here with Mac Christian from
National Land Realty.
Mac, you know what?
You're the first National LandRealty person I've had on my
podcast.
I think your guys are snobby,maybe, or something, I think we
are too.

Speaker 3 (32:29):
We're very yeah.

Speaker 1 (32:31):
I'm just kidding.

Speaker 3 (32:35):
We've got more than him.
Yeah, yeah, no.

Speaker 1 (32:39):
I just actually ran into Jeremy down in Oklahoma.
Him and I were both guestteachers for the boot camp this
year for RLI's ALC.
I was going to say it was theALC program.
Yeah, and so he is always such agreat guy to bump into in the

(33:00):
world from Arkansas, jeremyStevens, and so it was fun to
see him.
He did set me up to fail,though, because he has a two-day
class right of transitionalland.
I had a one-day class.
That is normally two days, so Ihad to cram two days of class
into one day, and he had letthem out fairly early the day

(33:22):
before my class, so when I camein there and made them stay all
day, I wasn't very popular, see.

Speaker 3 (33:28):
Jeremy plays dirty.

Speaker 1 (33:29):
Yeah, he was pretty mean and I did have a good time,
though.
That was a great group and I'mlooking forward to those guys
that were in that class gettingtheir ALC.
I think that, man, every time Imeet with these guys that are

(33:50):
coming up in the industry,there's just more and more
incredible people in thefarmland, ranch and land world.

Speaker 3 (33:59):
And everybody that goes and gets their ALC.
That's the one similar.
There's a commonality with that.
They've got that hustle,they've got that.
You know there's that extralittle kick that they're going
to go chase that down because ittakes a good chunk of work.

Speaker 1 (34:13):
Yeah Well, I don't know if you get to hang out with
the RLI people very often.

Speaker 3 (34:18):
And if you don't, they haven't let me in there.

Speaker 1 (34:24):
I recommend, recommend man, go to a national
land conference sometime.
I need to go check that out.
Just go hang out with the, withthem people, because it will
give you such an, it just givesyou such a breath of fresh air
of what the industry really isall about, because they're just
it's just so incredible.
How many people are there tolift each other up.
I mean it's just true.
I mean, yeah, like in livingroom, yeah, we're up against

(34:46):
each other, but other than that,it's how can I help?
How can I help you know, my,you be better?

Speaker 3 (34:54):
How can I help the industry improve, you know, and
so when our industry is a littleweird, like that, right,
because, because even theresidential industry like you
can throw your competitors underthe bus a little easier in the
residential industry.
But it's like if you're in arural community, like this
person is probably your neighbor, that's your competitor and
everybody knows them too, andeverybody knows where they were
last Wednesday, and if youaren't willing to work with that

(35:17):
person, it's not going to bevery fun.
Like there's so muchcollaboration that happens in
our industry.
It's like you have to do that,you have to build each other up.

Speaker 1 (35:26):
Yeah Well, and you like I always laugh because I
came I'm a late bloomer to theindustry.
I had a couple other careersbefore I got here, and so my
thing was is like I made nobones about it, like we got in
the industry to make it better.
Our area it was kind of, in myopinion, it was, you know, like
I don't know.
They think that they're goodpeople, all of them are really

(35:50):
good people that just kind ofgotten in that rut of phoning it
in, you know, and didn't haveto work too hard, and so we
thought there's better ways todo it and so that's why we
started.
And I've always used socialmedia as a way like you don't
know who necessarily is lookingat your social media, but a
hundred percent of yourcompetition is, and so I've
always used that knowledge totalk to them.
Yeah, so when you're out thereyou have a message.

(36:13):
You can subtly tell yourcompetition exactly what you
want them to know.
So we've always used that tomaybe change their minds on some
stuff.
But, uh, no, but let's talk.
Talk about having like a reallyawesome podcast, because you
really do.
Man, I honestly am a huge fan.
I listen to the National LandRealty Podcast driving around.

(36:35):
I mean, what's reallyfascinating is how many cool
agents you guys truly have.
The list keeps going on of whatyou can pull out of your closet
over there and just call anational land agent.
I'd like do they actually listand sell property?
Or are you just thinking ofgetting licenses so you can say

(36:57):
hey, we've got like this NASCARdriver, that's a sells land?

Speaker 3 (37:01):
I, yeah, I think we have uh pretty sure you do.

Speaker 1 (37:06):
I have no doubt.

Speaker 3 (37:08):
At Fish Parker.
I think his family is likeNASCAR I think it's Bass Fishing
or NASCAR Crap, I can'tremember but no, that's super
cool.
We didn't set out with the goalof like having a cool podcast.

(37:29):
I talk about it.
On the podcast, a lot is.
I saw it as a good way togenerate content that we could.
It would give my copywriter afaster time to create content by
running interviews, becauseit's anybody in marketing If you
ever listen to Gary Vaynerchukis a real popular guy.
He always talks about hub andspoke models for marketing.
And so we wanted to set that upand we use the podcast as a

(37:53):
content driver.
And so when I wanted to set up,it's like we got to do a
podcast, a quick way to getcontent.
It's valuable content, we canshare that content and that's
great.
And then it was like, okay,who's going to do it?
So I went around it like CEOshould do it, and the CEO was
like, nah, never, okay, well,president, you should do it.
Nope, and I went to brokers and, um, at the end of the day it

(38:15):
was one of those like, if itneeds to get done, I'm just
going to do it.
And so I ended up being a halfI think half the agents at
National Land think that I justdo the podcast and that's all I
do and I phone it in as soon asI do the episodes.
But yeah, it's really fun andright now the way we manage is
my content guy.
He'll run keyword research andfind out what new topics are out

(38:38):
there and he will chasesomebody down and he just throws
them in my schedule and I haveall these reviews and half the
time I forget who they are inthe first place and I don't know
what company they are and Igotta refresh my.
So we're moving at a really fastpace now, um, but then it's
also like agents.
You know, like um, there was anagent just the other day that,
uh, that I found out they hadsome I can't remember what the

(38:59):
background is at this point, butthey had some kind of of unique
background and I think it waswith, uh, with timber stands or
something like that, or timberanalysis, and I was like, hey,
get this guy.
I like trees and you know Iwant to.
I want cause for me.
I'm pretty curious and so if Ifind some weird fact about what
they're doing, it's like I wantto learn about that.
So let's get them on.
Um yeah, no, I thank you.

(39:21):
That's, that's really cool, andand likewise your, your podcast
is phenomenal too.

Speaker 1 (39:25):
so, um yeah, that's, I got some mutual love, man yeah
, no, I think like it seems likeand I, you know, like doing
this podcast, I I have to likesome of the stuff though that
you go through.
You are so raw with what you doand it's like I can kind of
chuckle and appreciate, likewhen you were transitioning into

(39:48):
the way you do your intros andstuff like that, you know, and
like just kind of the like bearwith me stuff and it's like you
just take everybody with youthrough it and it's just like so
fun and and again, like that.
I mean I think that's whatmakes it just, it's it just
makes it real to everybody isjust the fact that you're not

(40:10):
trying to.
You know, like National Land isa big deal in our industry.
Right there, they are ajuggernaut and there's nothing
you know.
Say whatever you want to, it'sit's the truth.
They've they've worked hard,they've got great agents, they,
they've done all the, the, thethings and and you could go a

(40:33):
different way with that podcast.
You really could.
You could have a hugeproduction.
You could hire probably somepersonality to come in and do it
and you could, you know.
But I just love the fact that Ithink it's probably more
effective the way that you do it.
It's just have.
Have your guys come on talkabout real things that are going
on in in your company, and youknow and I, and that's, I think,

(40:56):
why I enjoy it.
I think if you were to do itthe other way, I probably would
not listen to it.

Speaker 3 (41:00):
Honestly, just, you know, know well, and it's to get
other, because nobody wants tolisten to me for now, if I can
get somebody else to like be thethe highlight, that's.
That's the sweet spot.
Um, and that's what it is like.
Originally it was to highlight,the original intent was to
highlight our agents and andthen we realized we could get

(41:24):
access through our audience toget in touch with people that
maybe our agents want to hearfrom, and that's where we've got
these guests from, like likebow hunter magazine or or we we
talked to former mac withjackson and let me tell you,
going from talking timber standsto a world famous economist,
and I've got to do the mentalgymnastics of like, how do I not

(41:44):
sound like a fool in the next10 minutes?
That part's real fun.

Speaker 1 (41:50):
Yeah, I love those episodes when you do that,
because that guy is extremely.

Speaker 3 (41:54):
He's so smart oh my gosh.

Speaker 1 (41:58):
You like tee that up pretty good, because you make it
known that you're, like thisguy's way smarter than I am.
Yeah.

Speaker 3 (42:09):
I'm never going to try to pretend to be something.
I'm not because it's like, okay, here's the deal, I'm gonna sit
in the back seat and thisperson is really smart.

Speaker 1 (42:13):
But you like, you figured out how to get him on.
Like what?
Do you have him on quarterly orsomething.
Yes, yeah that's awesome andthat's good.
Like again, that's a goodreport.
I think I actually share thoseout, like through my podcast
page or something, just because,like, that's just cool
information to have.

Speaker 3 (42:29):
It is, it's so, and then, like that's where it's
like, do I, do we think it'svaluable, like okay, cool, let's
get that in front of peoplethat might think that's
interesting.
Um, he's yeah, those and I'm sograteful that we got guests
like that.
Those are really cool momentsto be able to do stuff like that
.
I feel really privileged.

Speaker 1 (42:47):
Yeah, that is one of them.
That's pretty neat.
What was one that reallysurprised you?
What was an episode that youdid that was just like you kind
of thought, this is probablymaybe just going to be an
average one, and then it waslike, wow, that was pretty cool.

Speaker 3 (43:07):
You know one that's really fun is actually one of
our agents.
Um, it was like the second orthird podcast I ever did, so
I've gone back and listened toit and I'm terrible, but like I
listened to myself, it's likethat's cool, mac, how many times
can you say um in one sentence?
That's, that was great.

(43:33):
So, and it's just, I can'tstand hearing my voice anyways.
Like it makes me crazy.
Like every time I hear it it'slike, oh my God, there's, they
should remove me.
Background was he worked withChevron and Texco and all these
big oil companies and we broughthim on to talk about mineral
rights and I'm sitting there inthe back of my head thinking how
interesting is this topic?
And to this day, it is theheaviest downloaded episode

(43:56):
we've ever done and it's noteven close with anything else.
There's, I think, over athousand downloads now or
something like that on this oneepisode and it's just him
talking about the rights thatyou have in your property and
the rights that you might nothave.
That one did surprise mebecause it was like it totally
blew up.
It was very, very cool to dothat.

(44:17):
Uh, there's we.
We get like we get some weirdones on there once in a while
and I'm saying weird cause it'snot really what you would think
of Like we just we just did onewith, um, uh, 830 essay, 831,
admin, or something like that.
If you go back, I don't know offthe top of my head what exactly
the name of the company was,but it's the name of the tax

(44:38):
code that they actually workwith is where you can set up
your own insurance program, andit's like well, what's that do
with?
Well, every single agent innational land is a business,
like every real estate agent inthe world is a 1099 worker,
right?
Well, okay, there are somecompanies that do salary and
you're not 1099.
But for the most part,everybody is.
And you have your own businessand half of the agents that we

(44:59):
have run their own farms andhave their own operations and
other side businesses, right?
So we got this company on thattalked about how to use the tax
code to create your owninsurance program to cover the
things that your insurancedoesn't cover, those kinds of
ones.
Like I go in like, oh no, thisis, I don't know how this is
going to fit and would just doit anyways.
And you get done and you'relike okay, that was actually a

(45:20):
tremendous amount of value.
That was very cool.
Um, so there's stuff like that.
Uh, even even your tax code one, 80 stuff.
I didn't understand it at firstand they had Alec being on
there for just a little bit andI'm like, oh my gosh, this dude
just blew my mind.
You know there's, those onesare fun too.

Speaker 1 (45:37):
Well, and actually like that one 80 stuff I think
you guys had, was it Alec orsomebody else was on like a year
or so ago?
Yeah, it was Alec, yeah, yeah,so you had Alec on and that's
the first time I heard about it.
Yes, I actually heard aboutthat, researched it and then

(45:57):
started, started using that inmy business from your podcast
right Before I you know, and soI mean I guess that's you know,
like I'm not national land,right?

Speaker 3 (46:05):
So I never heard.
I didn't even know it was athing.
When he came on I thought itwas a borderline scam, I right.
So like he came on talkingabout tax code 180 and I'm
sitting there like OK, how fastis somebody going to get audited
when they do this, man, becausethis, this sounds like, how

(46:26):
fast is this going to be an irsthing?
And and then you learn about itand it's not, and and it's this
really cool, like now, it'slike how could you do an ag
piece without that?

Speaker 1 (46:34):
you know that's well, yeah, it's just like well, and
then again it's just like.
Goes back to how all thesepeople creating this value that
we can bring to our clients andsay like you know, like, how can
you say like a pasture is onlyworth $800 an acre when you can
add three, four or $500 of valuewith?

Speaker 3 (46:55):
just that.
In some cases thousands peracre.
You know like that's no, thatwas.

Speaker 1 (47:02):
That's pretty insane.
No, no, you, I will say, um, I,I I will tell everybody that
listens to this one If you havenot heard your podcast.
There are some really, reallycool stories that your agents
and that you have had on therethat I think you had in a guy
that from I think it wasTennessee or something that was
uh, um, I think he was somethingto do with the big bakery or

(47:26):
something that one of youragents like wasn't, or no, it
was the, the restaurant chain.
Am I wrong there?

Speaker 3 (47:35):
I'm trying to think there was a gentleman that did
restaurants.
He was a newer agent.

Speaker 1 (47:40):
He took all the restaurants and put them all in
the same spot.
Right, yes, like Uberrestaurants or whatever it was.
It was I can't remember hisname now newer agents all the
restaurants and put them all inthe same spot.
Right for the yes, like uberrestaurants or whatever.
It was something it was.

Speaker 3 (47:47):
I can't remember his name now.
Um, he just started.
He was a brand new agent and hecame on and talked about
restaurant.
I'm like, is this gonna be?
Actually you, you queued one upfor me too is, um, we had an
agent.
He'll probably throw somethingat me because I'm gonna.
I'm gonna say that I was scaredhe was going to be really boring
at first.
It was, but it was like we DrewDrew Allen, I think he was a

(48:11):
quail scientist and and I'm andI'm like so we start getting
into like the GI tracts of quailand stuff and and like I'm
recording it and I'm like, oh,my gosh, is this going to be?
What is this going to be?
Cause I didn't know at first.
I'm fascinated by this stuff,but that doesn't mean everybody
else is going to be.
So I'm kind of diving in.
I think it's cool, but in theback of my head I'm like is this
, is this going to?

(48:31):
How's this?
We got done and it was likethis really cool episode.
But going in it was I, we'vejust learned to dive in and, um,
you, I, I have yet to do onewhere I'm like that was terrible
.
Now, if it's if it's terrible,it's usually on my side of

(48:53):
things.
People that I'm talking to areusually pretty good.

Speaker 1 (48:56):
Yeah, no, there's that that.
That is the actual truth.
I, I the first couple of them,like it was, the production
value was pretty rough.
It was a definite learningcurve in mind, you know, like as
I'm getting trying to getfigured out how to do it.

Speaker 3 (49:11):
But uh, then you're faster than me, cause there's
like 10 that I'll never listento again.

Speaker 1 (49:18):
The first one we ever did was like one of my best
friends, my wife and I, you knowlike did it and uh, it's still
like one of my best friends.
My wife and I, you know likedid it and uh, it's still like
one of the favorites out there.
Just because it's just goofyand yeah, yeah, and nobody like
I've I've threatened to take itdown before and like people are
like don't you dare, that's just, that's history right there.
You gotta leave number one'sgotta stay out there.

(49:38):
So oh, yeah, definitely so Ijust wanna.
I do want to mention, though, uh, that you got your real estate
license like a year or two ago,right?

Speaker 3 (49:49):
It's like a year and a half.

Speaker 1 (49:50):
Yeah.

Speaker 3 (49:51):
Yeah, somewhere in there.

Speaker 1 (49:52):
Cause I remember like listening to you and you were
like, I think at one point youthought this was going to be a
pretty easy process.
Um, you thought we were.
We were a little simpler folkthan we really are.

Speaker 3 (50:03):
I think at one point, I got to put my foot in my
mouth.
Historically, I've tested verywell, I study pretty well.
I've passed the Series 7, whichis like the advanced investment
license.
I've done the Series 66.
One time I was licensed forinsurance, I'd done the series

(50:25):
66.
And one time I was licensed forinsurance, I'd done my MBA
program Right and, and and youknow, hammer, that I'd pulled a
four point in my MBA program.
Now, granted, I didn't have alife and I didn't sleep and I
didn't see my kids and my wifefor like two years, but I got a
four point and, like you know, Idid those things.
So I'm going into real estatelike, oh, I might go to the

(50:48):
classes, I'm gonna take the testand be fine, and I got, I
started getting smoked, itstarted working me over, um, it
was.
It was not the easiest thingthat I've done, um, so it was,
uh, that was.
I did that originally because Iwanted to.
I didn't.
I would I should have, ifanybody from if susan, if you're
listening would I should have.
If anybody from, if Susan, ifyou're listening to this, I
should have got this onto mycompensation package, right, but

(51:08):
, um, no, I did it in my sparetime.
Uh, I wanted to go through whatour agents go through and what
everybody in the field has to gothrough and and go through the
licensing and have to keep uplicensing and stuff.
Originally I was thinking I wasgoing to run a side hustle and
sell some land, because it'slike you know, I do the thing
and I work for the company Ishould have, I should do the
business and I don't have time.

(51:29):
I work, I work nine, you know,eight to five every day.
Half the time it's eight toseven.
Anyways, when I clock out it islike I'm off into the
wilderness with my family andI'm shooting bows and catching
fish and hunting and hiking andstuff.
So I don't want to impose onthat, so I don't do it.
I marketing is good enough, butyeah, the real estate exam and
pass and all that, I I'll stillthrow some referrals, I'll do

(51:52):
some business if it falls in mylap, but it hasn't yet.

Speaker 1 (51:55):
Yeah, no, I, I am proud of you.
That was.
I remember you going throughthat process, listening to your
podcast, and you were talkingabout it and and so I, I have
got my license in 10 States now.
So, oh my gosh, so I'm I'm notreal bright cause I'm just a

(52:15):
glutton for punishment, but butyou got that hustle obviously.
Oh my gosh, after you get one,it's not.
It's not as hard as you think.
I don't know if I agree withthat.
That test sucks, obviously.
Oh my gosh, after you get one,it's not as hard as you think.
I don't know if I agree withthat.
That test sucks.
You just have to do the stateone for each of the tests.
You don't have to do thenational one over and over again

(52:36):
.
Thank goodness.

Speaker 3 (52:38):
Yeah, actually, two houses down from me is a
whitetail agent that runs myterritory and he just happened
to move next to me in Boise andI kept on seeing his truck go by
and I went to hassle him and heended up being somebody.
He also listened to the podLike you're, mac, we're chitchat

(53:01):
here and there now, but he's asuper awesome guy.
But I was talking to himthrough the test and he's like
what you mean to tell me youcan't pass that test?
I'm like no, it's small, itbeat me up right now.
It was like a nonstop.
He'd drive by, making fun of me.

Speaker 1 (53:15):
Yeah, the only one that I struggled with was Kansas
, and my joke to the Kansaspeople was I had to finally dumb
myself down to go take the testbecause it's coming at it too
smart.
I like that approach.
I like that approach.
They don't.
They thought I was just.
I.
Actually I thought I don't.
I think what it was was I justassumed I knew enough when I

(53:38):
went and took it and I finallyhad to actually go study and
take it.
But for a couple of times Iwent to take it.
I thought, man, how hard can itbe?
And it was fairly difficult.
Oh, it's not hard, huh, it wasa little harder than it should
have been, I think.
But uh, no, it was.
But now, yeah, it's, it's ait's a fun gig though.

Speaker 3 (53:57):
But yeah, I think you might have the most licenses of
anybody I've talked to I uh,there's a few people out there,
I think jeff.

Speaker 1 (54:05):
Uh, oh, jeff post from people's company has 20
some.
I think he's there.
Yeah, he's there.
Uh, I think that's his job,though.
He's like their compliancebroker, so like, okay, he does
for a living.
Is you make sure that they therules are followed for them?

Speaker 3 (54:25):
I'm trying to think.
There's a couple of hours thatare like five or six states.
I don't know of anybody rocking10.

Speaker 1 (54:32):
Well, yeah, you guys just got Joel King too, didn't
you?
Yes?

Speaker 3 (54:37):
He just went through boot camp I actually don't know
how many he's licensed in.
I talk to him, I do the um, themarketing onboard, and then our
crm system onboarding and likeI feel so bad because everybody
gets fed with a fire hose and Iknow that there's so because
half of what I'm talking aboutis software and it's like I I
just watched three eyes rollinto the back of somebody's head

(54:59):
like there's everybody'sfalling asleep during my stuff.
Um, um, you know, cause nobodywants to listen to software but
the.
So he just went through that.
Um, yeah, he's, it seems like asuper cool guy.

Speaker 1 (55:11):
Yeah, he was my first class in RLI.
He taught um, he taughtrecreational properties.

Speaker 3 (55:19):
Yeah, he's kind of a monster in the industry, so it's
like it's super cool to havehim on board.

Speaker 1 (55:24):
He is awesome.
I really dig that guy.

Speaker 3 (55:27):
He is awesome, which is a reminder I need to get him
on the podcast.

Speaker 1 (55:29):
Yeah, there you go.
You better get him on there.
He's very smart.
Well, brother, I think I'vetaken way more of your time than
you've been very generous todaywith me.
I have appreciated it and had agreat time, and uh, um, so I uh

(55:49):
, how do uh?
I'll probably just put yourcompany's website and, uh, just
the main phone number foranybody wants to get in touch
with you guys.
Um, we did do.

Speaker 3 (55:56):
I don't want to have you promote us too much.

Speaker 1 (56:00):
No, I, I don't have any problem with that, no, we
just did.
Actually, our two companies didthis massive auction project
together in Texas.
It was really a fun projectwhere we had a huge tract of
land that we Is that with Weems?
I think so.
Yeah.

(56:20):
The Delta auction that we Ithink we're still working on
together.
So it was a lot of fun, and soI think that's the way success
looks like in the future of ourbusiness is taking all the
horsepower we can and putting ittogether and seeing what we can
do for our clients.
And I know that client was in adifficult situation and I think

(56:44):
they're happy with everybody.

Speaker 3 (56:47):
so so, yeah, yeah, I and I, I I cannot thank you
enough for throwing the it's,because I feel like everybody in
our industry kind of like weall know each other, everybody
collaborates together.
But there's also this kind oflike everyone kind of sits back
on the other opposite corner ofthe room and kind of glares at
each other, like there's, itjust depends because everyone's
real competitive, and so I'm,I'm really, I'm really happy you

(57:09):
reached out.
This is very, very cool.
I, I, I didn't you never knowif anybody's actually listening,
right.
So I was like, okay, that's,that's really you know, you know
who we are, because I havebounced around and listened to
yours as well and run throughthat.
So it's like kind of a mutualadmiration thing.
And I was like, wow, okay, yeah, I'd love to be on that.

Speaker 1 (57:38):
Yeah, like I said, I can't tell you how many times
I've shared your stuff out.
I know several agents fromNational Land.
I actually looked really,really hard at your company when
I was getting ready to switchUm.
At the time it just wasn't agreat fit for me, so yeah yeah,
but um had had a different ideaof what I was wanting to do at
the time.
So, but, um, but yeah, no,nothing, nothing against them.
It was.
I love Logan, they were, and uh, ronnie, I think they're.

(58:02):
I have nothing but great thingsto say about him If you go
through Ronnie and he didn'tsell you on the company man, you
definitely had a, you knew whatyou were looking for, because
that guy yeah, and of courseAaron Graham is kind of a big
deal in Nebraska too.

Speaker 3 (58:19):
Yes, yes.

Speaker 1 (58:21):
Yep Talked to him and everybody and it was just um,
it was I.
The first time I talked to him,um, I had an opportunity to
help start a company that didn'tI just didn't fit real good
with.
And then the second time aroundit was um, just not a good fit
again.

Speaker 3 (58:36):
So yeah, that's the unique part about our industry
is is every, every person's anindividual and they have to be
very selective when they go to acompany, because you're jumping
into a culture and you'rejumping into a dynamic and it's
got to be the fit for you.
Just because it's really bigdoesn't mean it's for you, and
just because it's really smalldoesn't mean you shouldn't do it
.
Um, so it's like everyone's gotto take their fit.

(58:57):
Of course, you know all of uswant to say that our company is
the best, but I best.

Speaker 1 (58:59):
but I mean the truth of it is you have to be really
selective and and and do that,so, um, well, and I think, I
think that the the thing I willsay is is what you can say about
character is is it's notnecessarily always when you win.
It's.
You learn more about characterwhen you lose.
And I can say that lauren andlogan um were awesome, you know,

(59:22):
and still, to this day, areawesome to me.
So every time I see him andtalk to him, so I I think you
guys are great.

Speaker 3 (59:31):
So Yep, and there was infinite knowledge in that
statement you just made.
That's a yes.

Speaker 1 (59:37):
All right, brother.
Well, thanks again for yourtime and we will see you all
down the road.

Speaker 2 (59:44):
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.

(01:00:05):
Connect with us on social mediafor updates.
Until next week.
Kobe wishes you success in yourland endeavors.
God bless you and have a greatweek.

Speaker 1 (01:00:15):
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