Choosing a real estate agent ranks right up there with the biggest decisions you make when buying or selling property. Pick the right one, and the transaction goes smoothly. Pick the wrong one and you deal with missed deadlines, poor advice, and thousands of dollars left on the table.
The stakes change depending on what you are selling or buying. A standard home sale in town follows a predictable process. An inherited farm split between three siblings who cannot agree on anything? That takes someone who knows what they are doing. Land sales, farm transitions, and estate property do not fit the usual playbook.
What a Real Estate Agent Actually Does
A real estate agent handles the nuts and bolts of property transactions. They list your property with professional photos and marketing. They screen potential buyers and schedule showings. They present offers, negotiate terms, and manage the closing process. Good agents save you time by knowing what paperwork to file, which deadlines matter, and how to keep deals from falling apart.
The difference between a general agent and one with niche expertise matters more than most people realize. An agent who sells suburban homes all day does not automatically know how to price 200 acres of tillable ground or navigate probate court for an inherited property. Land sales require knowledge of soil quality, water rights, zoning restrictions, and agricultural income potential.
What to Look For
Experience With Your Property Type
Ask how many properties similar to yours they have sold in the past two years. An agent who has closed 50 residential deals may have never touched a land sale or farm transaction. Vague answers like “I can handle anything” signal that they have not done it before.
Local Market Knowledge
They should know recent sale prices, current market trends, and what buyers in your area actually want. For land and farms, this means understanding local zoning laws, crop history, and land values by soil type. An agent from the next county over who does not know your local market will price your property wrong.
Strong Communication
Your agent should respond within a few hours, not a few days. They should explain what is happening at each step without making you chase them down for updates. If they ghost you during the interview process, they will ghost you during the sale.
Client Reviews That Check Out
Look for patterns in online reviews. One bad review happens to everyone. Ten reviews complaining about the same issues mean running in the other direction. Ask for references from recent clients with situations similar to yours and actually call them.
Questions to Ask Before Hiring
- How many clients with properties like mine have you represented in the past year?
Listen for specific numbers, not generalizations. An agent who has sold three farms knows farms. An agent who mentions they “love working with land” but has never done it will fumble your sale. - What is your valuation strategy for my property?
For land and farms, they should account for soil quality, tillable versus pasture acres, water access, and mineral rights. Residential agents often miss these factors and price property wrong by tens of thousands of dollars. - How do you communicate with clients?
Find out if they handle showings themselves or send an assistant. Ask how quickly they respond to calls and texts. Agents who cannot give straight answers to these questions will frustrate you for months. - Can you provide references from recent similar transactions?
If they hesitate or make excuses, that tells you something. Good agents have happy clients who gladly vouch for them.
Red Flags That Mean Walk Away
- Takes days to return calls or sends confusing emails.
- Cannot answer basic questions about your property type or local market.
- Pressures you to list immediately or discourages getting a second opinion.
- Refuses to share references or past sale results.
- History of representing both buyer and seller in the same transaction (dual agency over 10% of deals).
Farms and Inherited Property Need Different Expertise
Most real estate agents have never dealt with the complications that come with farms and inherited property. These transactions involve estate tax exposure, multiple heirs with different goals, probate court requirements, land appraisals, and farm income projections. An agent who lists residential homes has no framework for handling these issues.
Inheritance Property Challenges
Three siblings inheriting a farm rarely agree on whether to sell, who gets what, or how to split proceeds. Probate court adds deadlines and documentation requirements that delay closings if not handled properly. The wrong agent makes these situations worse by missing court dates or failing to communicate with all parties involved.
Land Valuation Is Completely Different
Residential agents use comparable home sales in the area. Farm and land sales require understanding tillable acreage, crop history, soil types, water rights, hunting potential, and future development possibilities. Price a farm wrong and it sits on the market for months or sells for far less than it should.
Coordination With Attorneys and CPAs
Farm families often need help structuring sales to minimize tax exposure, timing transactions to align with estate plans, and finding buyers who want to continue farming rather than develop the land. This requires agents who regularly work with estate attorneys, accountants, and land appraisers. Most residential agents have never done this.
What High Point Land Company Brings to Farm and Land Sales
High Point Land Company works with farm families and landowners throughout the Midwest who need more than a standard real estate agent. We handle the situations other agents avoid, like inherited property with multiple heirs, farm succession planning, land sales requiring coordination with estate attorneys and CPAs, and probate court transactions. Our team knows how to value land based on soil quality and crop history, not just recent home sales in town.
We connect serious buyers with quality farmland and recreational property through live auctions, sealed bids, and traditional listings. When you work with us, you get professional land appraisals, help navigating multi-heir situations, and straight answers about what your property is worth. Contact us for a consultation about farms, inherited property, or land anywhere in the Midwest.
