Koby Rickertsen

The Sky Is Not Falling: Why the Land Market Feels Better Than It Sounds Koby Rickertsen Land Specialist & Broker NE, CO, SD, KS, OK, MO, WI, AR, WY This article can also be found HERE on Realtors Land Institute.     If you were to gauge the future of the land market solely by scrolling through social media or tuning into "expert" economic commentary, you might think you're standing at the edge of a cliff. Phrases like "market correction," "economic uncertainty," and "rising interest rates" are tossed around like confetti, minus the celebration. And yes, there's no shortage of caution flags being waved, especially as we head into 2025 and 2026. Tariffs, shifting government policy, and geopolitical instability fuel a narrative of hesitation. But here's the thing: what's being said and felt, especially by those who eat, sleep, and breathe land transactions, aren't always the same. I just got back from the National Land Conference, and let me tell you, the tone in the room was anything but doomsday. I had conversations with some of the top land brokers in the country. These people who have seen multiple market cycles and know the difference between smoke and fire. And what I found was not fear or uncertainty but optimism, quiet confidence, and even talk of record-setting years. So, what gives? Let's start with what most people misunderstand, or perhaps under-understand, about land values. The common assumption is that land is only worth what it's currently used for: farmland is priced based on yield, recreational land on hunting access, and development land on comps from the last subdivision. But if you stop there, you're missing the whole story, and more importantly, so are your buyers. Land doesn't sit still. It evolves, and thanks to an ever-growing toolbox of programs and incentives, land can carry a value that extends far beyond corn yield or road frontage. Conservation Easements, Carbon Credits, and Creative Capital In the past five years, there's been a quiet revolution in how land can produce value, particularly through conservation programs, carbon credit markets, wetland mitigation banking, and state-level tax credits. What this means for landowners and investors is that value isn't just measured by what can be planted, grazed, or built; it's also measured by what's preserved, protected, or left untouched. Carbon credit markets, for example, are gaining traction. An investor who understands these programs can buy a piece of ground and monetize its carbon sequestration potential without ever touching a row crop. Add in conservation easements that provide substantial tax benefits in exchange for development restrictions, and suddenly, that "middle of nowhere" ranch starts looking like a retirement plan. These programs aren't theoretical; they're active, functioning, and attracting a new class of investors. These aren't the same buyers we saw 15 years ago. We're seeing more institutional interest, more high-net-worth individuals looking to diversify out of volatile equities, and more landowners thinking strategically, not just sentimentally. And here's the kicker: the average person watching the nightly news has no idea this world exists. Land Is Local, and So Is Confidence Another reason for the disconnect between the headlines and what land professionals are seeing on the ground is simple: land is local. You can't outsource it, digitize it, or move it overseas. Each property has its own microeconomy, and what's happening in eastern Iowa may have minimal bearing on western Nebraska. But what is consistent across the country right now is interest. That interest may look different depending on the region. In some states, there is development pressure from expanding metros. For others, it's a rush to secure irrigated ground before water regulations tighten. In the Rockies and upper Midwest, out-of-state buyers might be looking for legacy recreational properties. But across the board, phones are still ringing. Offers are still coming in, and closings are still happening. And those of us working on these deals every day? We feel that momentum. We're not guessing and we're not speculating. We're helping people make moves, and we're watching the data follow. It's Not 2008, and That Matters Let's address the elephant in the feedlot: fear of a correction. Yes, land values have seen sharp appreciation in the past few years. And yes, it's healthy to ask if those values are sustainable. But here's the difference between now and 2008, the last time we saw broad-based real estate panic: back then, it wasn't land or even real estate itself that caused the collapse. It was the way real estate was being financed. In 2008, bad banking practices, subprime mortgages, predatory lending, over-leveraging, and risky loan structures created a house of cards. People were buying properties they couldn't afford with money that didn't really exist. When the music stopped, it all came crashing down. Fast-forward to today, that's not what we're seeing in the land market. The majority of land transactions now are supported by real money. We're seeing cash buyers, 50% down buyers, and folks using strategic tools like 1031 exchanges and conservation programs, not maxed-out loans or inflated appraisals propped up by speculative frenzy. Land has always been a fundamentally low-risk investment. It doesn't go out of style, doesn't depreciate like machinery, and doesn't vanish like paper assets in a volatile market. That's one reason we're still seeing a surprising number of cash buyers in the market, especially among seasoned investors and multigenerational landowners who view land not just as an investment, but as a wealth preservation tool. And today, those buyers aren't just banking on crop income or development potential. They're capitalizing on various programs that make land even more financially attractive. Conservation easements can generate substantial tax benefits. Carbon credit markets are creating annual returns without the need to develop or subdivide. And, of course, the almighty 1031 exchange continues to drive activity, allowing investors to defer capital gains while repositioning their portfolios. These aren't theoretical value-adds. These are fundamental tools actively in use, helping land generate returns far beyond the soil's surface. And they're especially attractive in a market where inflation is still lurking, and investors are searching for safe, tangible assets. What I'm Hearing from the Field To get an even clearer picture, I've been doing an exercise lately, just picking up the phone and calling bankers I've never met before. No agenda, just curiosity. I've been asking about how they're feeling about 2025, especially when it comes to interest rates, ag lending, and how renewals are going with their clients. From Nebraska, Kansas, Colorado, and Wyoming, I've heard a consistent story. Row-crop producers? They're having some serious conversations this year. Input costs are high, margins are tight, and there's definitely a little more edge in the air during renewal meetings. But there's also a shared sense of hope, a belief that if we can hang on, a commodity rally in 2025 or 2026 might shift the tides. Cow-calf operations, on the other hand, are thriving. Calf prices are firm, supply is tight, and ranchers are finally seeing some well-earned profitability. As land professionals, this is what we live for: not just listening to the market but listening to the people inside the market. We don't just talk to buyers and sellers; we speak to lenders, appraisers, operators, economists, and neighbors. We're out in the countryside and in the conference rooms, stitching together a much fuller view of what's really going on. Final Thought: Perception vs. Reality It's easy to get caught up in the swirl of national news and social media chatter, significantly when it's amplified by fear. But if there's one thing I've learned from walking land, working with landowners, and staying connected to the best minds in our industry, it's this: Land doesn't care about clickbait. It cares about access, water, soil, location, legacy, and stewardship. It's the most real asset there is. And despite what you may hear, it's still very much in demand. So, as we roll into 2025, take a deep breath. Tune out the noise. And if you're lucky enough to make your living in this space, know that the ground beneath your boots is a lot more stable than the headlines would have you believe.   Do you want to learn more? Are you a farmland realtor looking to refine your marketing strategy? Have insights to share? Let’s discuss it! For more questions regarding land real estate, visit our YouTube Knowledge Center or contact a High Point Land Company Agent today.   Koby Rickertsen is an Accredited Land Consultant (ALC), Multi-State Land Broker, and Senior Real Estate Specialist with High Point Land Company. With deep agricultural roots and a disciplined background in the U.S. Navy Submarine Force, Koby applies a data-driven, results-oriented approach to land transactions, ensuring clients maximize their farmland’s value. Reach out to Koby at 308-529-0067 or email Koby@highpointlandcompany.com.

Marketing Row Crop Farmland in Today’s Digital World Koby Rickertsen Land Specialist & Broker NE, CO, SD, KS, OK, MO, WI, AR, WY This article can also be found HERE on Realtors Land Institute. Remember back in 2023 when farmland prices in the Midwest went through the roof? Strong commodity markets and investors hungry for a piece of the action drove up demand. Marketing row crop farmland in the digital age isn't like selling a condo in the city. It's a whole different ball game that requires strategic digital marketing and industry expertise. In this blog, we'll explore the challenges and opportunities that come with marketing farmland in today's ever-changing agricultural landscape.  Navigating the Complexities of Farmland Transactions  Successfully marketing row crop farmland in the digital age requires understanding market trends, digital platforms, and buyer behavior Market Volatility: Ah, the unpredictable nature of agriculture! Commodity prices, interest rates, weather patterns, global events—they all play a role in the dance of farmland values. As realtors, we need to keep our fingers on the pulse of the market, guiding sellers on the best time to list and using data to inform our pricing and negotiation strategies.  Targeting the Right Buyer Pool: Unlike traditional residential or commercial real estate, farmland transactions require a specialized approach. The buyers in this space often include multi-generational farmers looking to expand their operations, agribusinesses making strategic investments, and individuals seeking long-term agricultural assets. Successfully connecting sellers with the right buyers means understanding their goals and values, utilizing digital marketing tools, and fostering personalized engagement to ensure a smooth and beneficial transaction for all parties involved  Land-Specific Variables: Just like no two snowflakes are alike, no two farmland parcels are identical. Soil fertility, water rights, historical yields, infrastructure—these are the factors that make each property unique. As realtors, we need to paint a vivid picture for potential buyers. We need to provide detailed soil tests, showcase historical yield data, and clearly explain how the land can be used. It's all about building trust and credibility.  Agricultural Technology & Productivity: Let's face it, agriculture is changing faster than ever before. Precision farming, GPS-guided equipment, data-driven land management—these advancements are shaping the future of farming. By staying ahead of the curve, we can effectively market properties and highlight their long-term value.  Generational Shifts & Succession Planning: Many farms are family-owned, and passing the torch from one generation to the next can be a delicate dance. It's not just about the legalities and finances; it's about navigating emotions, family dynamics, and dreams for the future. As realtors, we need to be more than just transaction facilitators; we need to be trusted advisors, guiding families through this complex process with empathy and understanding.  Modern Marketing Strategies for Farmland Sales  In today's digital age, we need to embrace cutting-edge marketing techniques to showcase farmland's true potential:  Visual Storytelling: Showcasing Land with High-Quality Media Aerial Photography & Videography: Remember the days when we had to rely on grainy satellite images? Now, we can capture stunning aerial footage with drones, showcasing the property's boundaries, topography, and infrastructure in glorious high-definition. We can even capture seasonal imagery to highlight the land's productivity throughout the year. (Image Alt Text: Aerial view of a thriving cornfield in Nebraska, bathed in the golden light of sunset) 360° Virtual Tours: Let's face it, not everyone has the time or resources to travel to every property. With 360° virtual tours, we can bring the farm to the buyer, allowing them to explore every nook and cranny from the comfort of their own home. It's an immersive experience that can spark excitement and drive purchase intent. Digital Marketing: Reaching the Right Audience Targeted Online Advertising: Google Ads, social media targeting—these are powerful tools for reaching the right buyers. By refining our targeting based on location, interests, and agricultural investment preferences, we can ensure our message reaches the people who matter most. Social Media & Content Marketing: Social media isn't just for sharing cat videos and vacation pics. It's a powerful platform for engaging potential buyers with valuable content. We can share insights on farmland trends, land management tips, and investment opportunities. By actively participating in agricultural online communities, we can build trust and establish ourselves as thought leaders in the industry. SEO-Optimized Listings: In the vast digital landscape, we need to make sure our listings stand out. Detailed descriptions, high-quality images, interactive maps, downloadable brochures—these are the elements that attract buyers and drive conversions. And let's not forget about mobile optimization. After all, many farmers and investors are accessing information on their smartphones while they're on the go. Staying Ahead of the Curve: Knowledge as a Competitive Edge Embracing Agricultural Technology: The world of agriculture is constantly evolving, and we need to keep pace. By staying informed about precision agriculture, remote sensing, and farm management software, we can effectively communicate the value of these technologies to buyers. Networking with Experts: Building relationships with farmers, lenders, and agribusinesses is crucial for generating leads and staying informed about market trends. Attending farm bureau meetings, agricultural expos, and real estate conferences can help us expand our network and stay ahead of the curve. Continuous Learning and Professional Development: In the dynamic world of farmland real estate, knowledge is power. The Accredited Land Consultant (ALC) designation, offered by the Realtors Land Institute (RLI), is a testament to our expertise in land valuation, market analysis, and transaction management. It's a badge of honor that sets us apart from the competition and attracts high-value clients. As ALC designees, we have access to a network of land specialists, continuing education opportunities, and valuable resources that help us stay at the forefront of the industry. The Rise of Sustainable & Regenerative Agriculture  Today's consumers are increasingly conscious of where their food comes from and how it's produced. They're seeking out sustainably-grown products, and that demand is trickling down to the farmland market. Buyers are looking for land that's suitable for organic farming, no-till cultivation, and rotational grazing. As realtors, we can highlight these attributes and connect buyers with government programs, certifications, and local organizations that support sustainable agriculture.  Farmland as a Long-Term Investment  Farmland isn't just a place to grow crops; it's a valuable asset with the potential for long-term appreciation and stable income. In an uncertain economy, investors are turning to farmland as a safe haven, a hedge against inflation and volatility. When marketing to investors, we can emphasize the potential for cash rent income, conservation easement opportunities, and tax advantages.  Building Relationships & Engaging with the Agricultural Community  In the farmland real estate game, relationships are everything. Building strong connections with local farmers, lenders, and agribusinesses can help us generate leads, gain valuable insights, and enhance our credibility. Attending farm bureau meetings, sponsoring agricultural events, and volunteering with local organizations are all great ways to foster trust and build our brand within the community. Conclusion: Leveraging Expertise for Farmland Sales Success  Marketing farmland is more than just listing acreage; rather, it's about understanding the land, the people, and the ever-evolving agricultural landscape. By embracing technology, digital marketing, visual storytelling, and industry expertise, we can effectively connect farmers with the land they need to thrive while also securing long-term success in this rewarding niche. Do you want to learn more? Are you a farmland realtor looking to refine your marketing strategy? Have insights to share? Let's discuss it! For more questions regarding land real estate, visit our YouTube Knowledge Center or contact a High Point Land Company Agent today.   About the Author  Koby Rickertsen is an Accredited Land Consultant (ALC), Multi-State Land Broker, and Senior Real Estate Specialist with High Point Land Company. With deep agricultural roots and a disciplined background in the U.S. Navy Submarine Force, Koby applies a data-driven, results-oriented approach to land transactions, ensuring clients maximize their farmland's value. Reach out to Koby at 308-529-0067 or email Koby@highpointlandcompany.com.