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We’ve got big news for the land market! "Sold"

Tracts of land are selling.

No really, they are.  We have been hearing from several advertisers who have sold a tract with acreage in the last month. This news is usually capped with a comment like “The seller got right on the price,” or ” The seller agreed to sell the property at the current market price.”

We know that looking at real estate honestly is hard, especially when it impacts your checkbook.

But we are in for a long haul in a slow market until 2009, 2010, or later. It is essential that we operate our businesses on a mixture of hope and realistic planning.

Land professionals working with land owners need to provide them with professional advise that is based upon current market conditions. To sell land today is not impossible, but it may mean bending desired price to market price. Buyers must be made to feel they are buying at today’s prices.

Land can be sold in this economy, we keep hearing that it is happening. Today’s prices aren’t yesterday’s — this is true in a great or poor land market.  Buyers can’t help hearing that the market price is dropping, and they know when a price is ambitious for the current economy.

Agents, if you want to make a sale today or tomorrow, spend your time carefully educating your sellers so that are as well educated as the buyers.

Corn Image

Image of a corn farm from NY Times Article

A recent article in the New York Times, “Acres of Farmland and Maybe, Profits“, takes a look at many who have invested in farmland and garnered huge profits in the last year or two.
Although the swelling price for corn and soybeans has most of us pinching our pockets, it seems as though those with farm land can’t go wrong. The value of farmland is soaring, and selling for nearly twice as much as it went for  two years ago.

Corn and soybeans are not only used in nearly every food we eat as a country, but also supplement or replace our gasoline as ethanol and biodiesel.  Suitable farm land is not in huge supply, so what there is has seen a sharp increase in sales and values.

The article looks at a few individuals who have been successful investing in land. One is a computer chip specialist who contracts out most of the work on his 105 acre farm and who makes a healthy profit from the yields of his walnut trees as well as a $200,000 increase in the value of the land in a year.

Others are investors who buy land and sell or rent out portions of it. Renting farmland seems to be a smart solution because the investor is able to gather a portion of the profits from the yield and to sell the property when it has accrued value. It also frees the farmer from debt on the land and from loosing everything in a bad crop year.

This article is definitely worth a read because it provided a glimmer of hope in darks times for real estate. Farmers have too long been taken for granted and with a food crisis on the horizon, it is good to see that people are taking an interest in growing again. It is also good to see a sector of the market that has growth and appreciation.

Check it out here:  http://www.nytimes.com/2008/08/17/realestate/commercial/17sqft.html?pagewanted=1&ref=business

Question Mark

When thinking about investing land, there are hundreds of questions you must ask about a property. Many of these you’ve heard before: Is this a good location? Are there utilities available? What kind of zoning and neighborhood? Is there road frontage? This list goes on.

We think that there are four important financial questions you should ask yourself before taking the leap and investing in land.

    1) What is the value of this property in today’s market?
    This is an important question because the person selling you the land may have an idea of what the property is worth, but that may not match up with what you can sell the property for.
    2) Based upon tomorrow’s market, what will this property sell for in 2 or 5 years?
    It is easy to speculate on what tomorrow’s market may be, but be realistic and be practical. Past appreciation rates may not be the same in today’s market.

    3) How much can I pay for this property to get the return I want in 2 or 5 years?
    Again, consider what you will be getting in return for what you are paying. Calculate what you can pay for this piece of land and if you can’t buy the land for that much or less, look to invest somewhere else.
    4) What is the margin of safety in my projections?
    How likely is it that your projected gains from this property are correct? Make sure that you have adequately calculated what you know versus what you believe will happen and give yourself a safety net.

While the value of the property relates to all the traditional questions you must ask, most important in today’s market is the total dollars invested.

Why is this? Because the lessons of the current real estate downturn teach that you can lose a lot of money investing too quickly in land. The most important element of investing land is not to lose any of your capital.

When times are hard in business you truly get a measure of yourself and others.

How you react to difficult situations can shape your history. We keep on hearing from our advertisers that they having a hard time selling land, the whole business is. As a company, we have chosen to react by getting to know our customers better; to listen more and learn more about what we can do as a land advertising website to help our advertisers market their land.

In an effort to meet more of our advertisers and potential advertisers, GaLandForSale.com (Part of SoutheastLandForSale.com) will have a booth at the Georgia Outdoor News’ Outdoor Blast in Macon, GA this weekend. We’ll be in booth 715 across from the truck buck shootout.

Come by the Outdoor Blast this weekend to let us know your thoughts. We want to hear what you have to say!

Georgia Outdoor News Outdoor Blast will take place August 8, 9, and 10.  At the Macon Centreplex, I-16 and Coliseum Drive, Macon, GA.

Get details: http://www.gon.com/page.php?id=151

Look for Lamar Mullis handing out the postcards with a donkey on them.

We recently came upon a study conducted by the Carsey Institute at the University of New Hampshire dealing with trends across America’s rural communities. We find the study to be a fascinating glimpse at the concerns facing modern rural America and a useful tool in understanding real estate patterns in these areas.

The study provides an interesting look at behaviors in rural locations in four socio-economic groups. These are defined as “Amenity Rich” (generally areas with lots of growth and upwardly mobile-young couples moving in), “Declining Resource-Dependent” (communities with periods of economic decline, with low-skill jobs and smaller populations), “Chronically Poor” (an area with generations of decline and lacking in strong infrastructure) and communities with “both Amenity-driven Growth and Resource-based Decline” (these are areas with a mixture of a weakening economy and the potential for growth).

The study is fairly lengthy, weighing in at a whopping 34 pages, so we encourage you to take a look at it for yourselves, but here are some of the highlights and key points covered.

One of the factors that appear to be affecting rural communities across the board is the movement of younger residents. That is, those areas that are declining, amenity-rich but declining, and chronically poor have little to keep young couples or families looking to raise families. They tend to migrate to the amenity-rich areas that have safe environments and rising property values. This leaves a typically aging community in the other three types of rural communities, and as a result many of the businesses close down and publicly funded projects suffer.

The study found that in declining or poor places, only 1 out of every 5 people moved there in the last five years. Between 73 and 76 percent of those taking the survey in these areas had parents who also grew up in that area. In contrast, almost half of the population in amenity-rich neighborhoods has recently moved there. Only 22 percent of those surveyed in these areas had parents from there.

Interestingly, the majority of those surveyed in all four rural categories own their own homes, although as much as 30 percent of homes in amenity-rich areas were second homes. Those moving into amenity-rich areas cite natural beauty as a factor in their decision to move there, while it seems to be a less important factor for those in other regions.

The study also takes a look at how environmental changes are affecting rural lives (this is more of a concern in amenity and amenity-rich declining areas because they tend to be in geographic locals where weather changes are most strongly felt.). Other questions addressed are those of how members of the community get involved and what factors they consider to be most important to the livelihood of their community.

The study itself sums things up nicely:

“By and large, most respondents felt that quality of life, natural beauty, and family – three traditional strengths of rural life – were the most important reasons to stay. Conversely, opportunities for education, jobs and housing – generally the strong points of cities – were reasons for leaving in all counties but chronically poor areas. (pgs. 24-25)”

The study points out that there is no single solution for the problems presented and that each area of study had huge variations in economic and social interests and backgrounds. But it is important to begin to understand what people consider to be important factors in their lives.

All of the information in this article can be found in the study “Place Matters: Challenges and Opportunities in Four Rural Americas” authored by Lawrence C, Hamilton, Leslie R. Hamilton, Cynthia M. Duncan, and Chris R. Colocousis of the Carsey Institute at the University of New Hampshire.

Download it here: http://www.carseyinstitute.unh.edu/publications/Report_PlaceMatters.pdf

At a time when costs are high and people are cautiously watching how they spend a dollar, maybe it is time to re-evaluate how we are marketing land. When people think about investing their money into anything they are looking for a deal.

Prices for land are dropping in many states, we in the land business know it, and so do those looking for land. So lets redefine land for sale right now as it really is: a land bargain.

Remember, while a bargain can be something gained at a lower price than expected, it is also something which two individuals agree upon and is often mutually beneficial.

Here’s how I define Land Bargain: Land for sale when there is a surplus of sellers and a limited number of buyers and both have something to gain from the exchange.

Let’s start describing the land we are trying to sell as a land bargain and cause interest in buying land now.

As an old-timer, I recall when the most critical step in selling land was actually showing the land. While this remains one of the most important parts of selling land, we have new hurdles to overcome.

We must get the interest of the prospect so that they become engaged even when faced with thousands of options.

With the rise of the Internet age, more and more people begin their land search online. Buyers have raised the level of information they want before they even consider a property.

It is at this moment that you must grab them. If nothing on the property you advertise catches their eye, they are unlikely to pursue it any further.

Words alone are not enough; include photos of your land. And when you chose those pictures consider the quantity and quality of each one. Pictures are not going to sell your property for you, but they will generate interest, and that is all you need to get them to see the land for themselves.

Photography and especially clear, considered images create interest and add value to your advertisement.

We hope you will use this tool to sell your land.

The Georgia House and Senate recently passed the “Georgia Forest Land Protection Act of 2008”, championed by representative Richard Royal and signed by Governor Sonny Perdue. This act (also known as HB 1211) invites private landowners and businesses with land tracts of more than 200 acres to sign a 15- year covenant in which they agree to use their forested land for conservation purposes. The incentive to sign is a sizable tax break.

There is no maximum acreage for qualification, so long as you are an owner of forest or timberland. By signing the covenant the landowner agrees to maintain his or her land for conservation use as outlined in Section 2 of the bill:

(i) The promotion, preservation, or management of wildlife habitat;
(ii) Carbon sequestration in accordance with the Georgia Carbon Sequestration Registry;
(iii) Mitigation and conservation banking that results in restoration or conservation of wetlands and other natural resources; or
(iv) The production and maintenance of ecosystem products and services such as, but not limited to, clean air and water. (Section 2, Line 16-22. HB 1211)

In fact, if one-half or more of this land is used for conservation and the rest is responsibly managed, then the whole tract is considered to qualify.

Owners who breach the covenant must pay at most three times their taxes back depending on how many years into the covenant the breach occurs. However, if the owners are notified that they have breached the covenant and correct their ways within 30 days, they are eligible to continue receiving tax breaks.

The bill seems to be important for at least two reasons, the first is that timber and forestland owners will not have to face the prospect of giving up their land because the taxes are too high. The second is that businesses and individuals are given an incentive to convert their land into a conservation easement.

According to the Georgia Forestry Association’s Capitol Forestry Report, the only major resistance to the bill is from the Association of County Commissioners of Georgia. The main fear there seems to be that the general population will resent the fact that large tract owners are rewarded with tax breaks for owning land they cannot afford.

We, here in the office, are pretty excited about what this bill means. We hope that people will not be afraid to buy or invest in timberland. Not only does owning large land and converting it into a conservation easement mean that the owner has great tax breaks, but it means that we all will have more sources for clean air and water and protected habitats for wildlife.

What do you think about this bill? Let us know.

The sources for this article include:

“Governor Perdue Signs Historic Land Conservation Legislation” Georgia Forestry Today May/ June 2008

Pearson, Chip. “Notes from the Georgia Senate: Important Initiatives Become State Law” DawsonTimes.com May 12, 2008 http://www.dawsontimes.com/news30534/notes-from-the-georgia-senate-important-initiative.shtml

Georgia Forest Land Protection Act of 2008” Georgia Forestry Association Capitol Forestry Report. Feb. 29, 2008. Access it here:
http://www.google.com/url?sa=t&ct=res&cd=7&url=http%3A%2F%2Fwww.gfagrow.org%2FUploadedFiles%2FCFR%252008-02-29.pdf&ei=KbxaSKDiHo7aefKguM8O&usg=AFQjCNHWIcWmB2iBH4WaB-1yMTA9wOeTJg&sig2=1nqy8ziyehTPo3hlmSxEOQ

House Bill 1211 (AS PASSED HOUSE AND SENATE)” Georgia General Assembly. Access it here:
http://www.legis.state.ga.us/legis/2007_08/fulltext/hb1211.htm

Today I had a conversation with a land trader active in the Central Georgia Land Market. He said that he is holding on to what he now owns. Waiting to see how the market turns out.

As we talked, the conversation turned to recreational land. I told him I think this seems like a pretty good time to be buying recreational land.

He said, “You know, I think you’re right. Somebody out there is going to find a bargain.”

This was the first time I heard someone active in the land business saying what I believe — that this really is the time to start buying recreational land. You can find not only the ideal land, but find it at the ideal price.

So get started, start talking with real-estate agents and with owners of land, they may be ready to sell you that dream tract with lots of acreage, fishing pools and deer abundant. The land is yours for the asking. Start talking.

(Please share your thoughts with us on this article or any previously posted. We want to hear what you have to say.)

Don’t catch a falling knife. This expression is commonly used as a caution to avoid buying stock that is dropping in price. Land market professionals of all kinds have been experiencing this sensation as prices continue to drop and buyers are scarce.


So what is a committed land professional to do?


The first step is to realize that, as in the stock market, not every aspect of the business is a falling knife. There are still areas of opportunity in the land business.


Two areas of great opportunity are Recreational Land and Foreclosures. Let’s take a look at each of these.


Recreational Land: This is the best time in the last ten years to buy that recreational tract, especially the ideal hunting tract. Buyers have the market to themselves for price and selection. Everyone, it seems, who missed selling their land during the great land price run-up is now openly marketing their land.


If you have been thinking about looking for the ideal tract of land to hunt, fish or farm on, this is a great time to go for it. The options are vast and the price is low. Now is the time to buy.

Foreclosed Land: The wave of land foreclosures is building steam. Foreclosed land must be sold – once at the foreclosure and again by the lender if they own the property.


Every land pro should be active in this growing category of available land. Get to know your bankers and land lenders. My experience has been if you find a good land investment, the money will follow.


The next step is to realize that falling knifes can be avoided. Determine the areas that are most likely to continue to drop in price and avoid them for now. Don’t spend your money here until they bottom out or stabilize. Watch out for trends where, even in the last few months, prices have dropped significantly. Search for areas that have maintained an average price, even if it is low, for several months.


It is a buyers market for land investments or to purchase land for recreational use. You were an expert on the market when prices were rising, so become an expert on the market of dropped prices. Your expertise is valuable to investors, so sell it.


Stop looking back at the way prices were, and begin to embrace the new climate. We wish you good luck.

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