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Land 101: Fundamentals of Land Brokerage

In this introduction to the specialty, students learn the basics of land brokerage, such as: the various types of land; the land brokerage process; the importance of the 1031 tax-deferred exchange and how to use it; how to determine market value; what property rights and restrictions are involved; subdivisions and assemblage. The environmental and regulatory issues that land brokers must know and be ready to deal with are also stressed. *This course is required to attain the ALC designation.
 

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Agricultural Land Brokerage and Marketing

Agricultural investment land in the United States is an estimated trillion-dollar market. To help students tap it, this in-depth course will explain: market forces that impact the value of agricultural land; importance of soils and how they determine the highest and best use of the land; why land is an investment that attracts investors from around the world; how to analyze income potential and estimate probable selling prices and costs; and how to market properties through online, print and electronic media, and RLI marketing sessions.
 

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Land Development

In this course, students learn how to analyze, subdivide and market tracts of land to determine: maximum 1 allowable density, optimum configuration, and the market demand for sites and subdivided lots, with and without in-place infrastructure. Other aspects are also addressed, such as: how to obtain entitlement, permitting and financing. Students will also learn how to create marketing and promotional plans.
 

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Site Selection

To determine what sites would best suit a particular company, land professionals need to be able to expertly analyze sites to determine their best use. This course helps them learn the principals of demographic growth trends and to project demand for development land. Students receive at least ten new sources of site information and the contact information for hundreds of retailers. They can use this knowledge and these practical resources immediately to find the best sites for clients—and increase income.
 

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Land Investment Analysis

Land for investment is big business. In this course, students learn to determine relevant cash flows for origination (purchase/acquisition), operation (rents, income and partial sales) and liquidation (sale/disposition). Other skills taught are: time value of money techniques to analyze cash flows; traditional indicators (ratios, cap rates, cash-on-cash) for investment analysis and alternative investment analysis as a way to select the most appropriate 2 acquisition technique. Students are provided spreadsheet templates for analyzing case studies. Note: Students are required to bring a portable computer to the class sessions. *An investment analysis course is required to attain the ALC designation.
 

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Creative Land Planning

Obstacles in a transaction can sometimes seem so insurmountable that success looks all but impossible. In this course, students discover how to turn those constraints into opportunities—and profits. They learn how to determine the optimum use for sites and to develop a model plan. Also taught are skills to work effectively with governmental zoning and planning boards and neighborhood groups to build consensus. By the end of the course, students will understand a project from the builder’s and developer’s points of view, and how to better work with them as well. Students will also learn about "neo-traditional" and the impact design has on profitability.
 

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Transitional Land

Land in transition is everywhere: agricultural land is being converted into recreational uses and urban brownfields into commercial and residential uses, just to name a few. This course helps land professionals analyze options and determine the optimum use of a property by learning about financial aspects; physical considerations; and governmental, legal and 3 economic factors that impact land in transition. Upon completion of the course, students will be able to package transitional land for sale and develop a plan that addresses market segmentation, seller counseling and property marketing.
 

TAX COURSES
Either of these courses fulfills the ALC designation tax course requirement.  

Tax Deferred 1031 Exchanges

Internal Revenue Code Section 1031 like-kind exchange is one of the most useful tools for helping clients sell appreciated business, farm and investment real estate. In this course, students learn how one property can be sold and a replacement property purchased without incurring any federal income taxes on the sale. Federal tax rules are closely reviewed so students can recognize exchange situations and learn how to explain to clients the tax-saving benefits of the 1031 exchange. Also addressed are delayed exchanges and how the installment sale of relinquished property may qualify in a transaction to acquire replacement property.

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