Buying or selling land is different from your typical house transaction. You need an agent who knows what they are talking about when it comes to soil types, CRP contracts, and local market trends. Most residential agents can tell you about granite countertops and school districts, but ask them about corn suitability ratings or drainage patterns, and you will get blank stares.
Land deals involve substantial financial transactions and specialized expertise. High Point Land Company works specifically with land transactions across Missouri, Iowa, Wisconsin, Minnesota, and surrounding areas. We live in these communities and understand what makes each market special.
Land Sales Need Different Expertise
Most people think selling property is selling property, but land deals operate in a completely different world from residential real estate. A residential agent might know how to stage a kitchen or price a three-bedroom ranch, but put them in front of 160 acres of cropland with varying soil types and they are lost.
Land values depend on factors like corn suitability ratings, drainage patterns, access to grain elevators, and local crop leasing rates. An agent needs to understand how Conservation Reserve Program payments affect long-term value and what buyers are willing to pay for hunting rights versus tillable acres. They should know the difference between CSR2 ratings in northern Iowa versus southwestern Missouri, and how those numbers translate to per-acre values.
What to Look for in a Real Estate Agent
Check their licensing first. Every state maintains public records, allowing you to verify that an agent is adequately licensed and has no issues on their record. But you also need someone with real experience selling land, not houses with a few acres attached.
Look for agents who know your local area inside and out. They should understand why certain counties command higher prices and be able to explain soil maps effectively without hesitation. Ask to see their recent land sales and get references from past clients who had similar transactions.
Questions to ask when choosing a real estate agent:
- How many land listings have you sold in this state in the past 12 months?
- Do you specialize in farmland, timberland, or recreational properties?
- Can I speak with past clients who had similar land transactions?
- How do you market rural land listings to reach both local and national buyers?
- What is your average days on market for properties similar to mine?
- How do you determine pricing for land with varying soil types and uses?
Buyer’s Agents vs. Seller’s Agents in Land Deals
When you are selling land, you want an agent who works exclusively for your interests. A seller’s agent markets your property aggressively, negotiates the highest possible price, and handles all the details from listing to closing. They earn their commission by getting you the best deal possible.
Buyers also benefit from having a dedicated agent. A buyer’s agent helps identify properties that meet your specific criteria, whether that is high-quality tillable ground for a 1031 exchange or recreational land with good hunting potential. They know about off-market opportunities and can negotiate on your behalf when you find the right property.
Dual agency occurs when one agent represents both the buyer and the seller in the same transaction. While legal in most states, this creates apparent conflicts of interest. How can someone negotiate the highest price for the seller while also securing the best deal for the buyer? In land transactions involving hundreds of thousands or millions of dollars, you want someone fighting exclusively for your side of the table.
Red Flags to Watch Out For
| Red Flags | What Good Agents Say |
| “Land sells itself.” | “Marketing is critical for the right buyers.” |
| Uses house sales as comparisons | “I look at actual land sales data.” |
| No recent land listings | “Here are my recent closings.” |
| Makes unrealistic promises | “Based on the market, here’s what to expect.” |
| Cannot explain soil ratings | “Let me show you what these numbers mean.” |
| Rushes your decision | “Take time to think this through.” |
| Does not know local buyers | “I work with farmers and investors in this area.” |
The Importance of Local Market Knowledge
Land prices vary a lot even within the same state. Top Iowa ground might sell for $12,000 per acre, while similar productivity in Missouri brings $8,000. These differences stem from local demand, grain markets, and regional farming practices.
Good agents understand how CRP contracts affect values and can explain what existing conservation programs mean for buyers. They know the local farmers who might want to expand and the investors looking for good cap rate opportunities. This knowledge helps price your property right and find the right buyers quickly.
Why High Point Land Company Is a Trusted Choice?
High Point Land Company is dedicated solely to land sales throughout the Midwest. Our land agents possess strong farming backgrounds and hands-on agricultural experience, equipping them to guide both buyers and sellers effectively. Over the years, we have sold everything from small hunting tracts to large farm operations, including Iowa farms for sale and Iowa hunting land for sale. We know precisely what different types of buyers are searching for and how to reach them.
We promote properties using professional drone videos, detailed mapping, and focused outreach to local farmers as well as national investors. Our clients often share how smooth the process felt and how the results went beyond their expectations. When you partner with High Point, you work with experienced land agents who use their connections and proven strategies to make sure your property reaches the right buyers.
