Getting Listings as a Raw Land Agent

[John Lewis]

I am an agent who is new to the business. Just recently started at a land brokerage that specializes in agricultural land. I am running into a unique problem where I can find potential buyers of raw land and agriculture in particular but they will not sign a right to represent because they are sophisticated enough to purchase direct. "If you get a listing as a seller, feel free to text it to me." is a common phrase I hear. I will find out that they aren't kidding around because applications like propstream will show them as having $40 million or more in equity across many properties in more cases than you would believe. Cold calling has proven very effective at building a buyers list of high net worth individuals but nobody wants to sell anything. Its bizarre!!

What are good strategies to get listings as a seller agent for Raw Land? I am open to a lot but I want to make sure I am on the right track and do not light money on fire so to speak. So far I have focused on trying to get listings for active farms as turnkey sales but maybe vacant land is easier to get listings with as a seller agent?

I have met with other agents at my brokerage and they don't even do mail campaigns or anything like that because response rates for Agricultural Land are typically low according to them. They have gotten away with doing everything word of mouth which does not sound efficient to me.

I go back and forth between Minneapolis-St. Paul and Rochester, Minnesota but could do a larger area even across state lines into Iowa or Wisconsin if I needed to but I think I need to at least get one local listing first.

[Marcus Auerbach]

Agri is not my expertise, but what you describe is very much like commercial works in Milwaukee. Most of the big stuff never gets listed online. In a way it is the most original form of brokerage, it's literally all about networking. You have to become the guy how is known for knowing deals.

I don't think mailers are a complete waste of time, especially if you have a defined audience, but I built my following online, particularly with a YouTube channel talking about Milwaukee Real Estate. It has evolved more into an economic news channel and people who call me have often followed it for years and there is no pitching necessary.

I would keep it within an hour radius, there should be enough business to go around. Maybe you can find out how many transactions per year and by how many agents. Its also critical to know all the other agents and exchange deals with them. We have started posting a buyer ISO list, so agents as well as sellers come to us with deals.