2016 LANDU Course Descriptions. Agricultural Land Brokerage and Marketing

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1 2016 LANDU Course Descriptions Agricultural Land Brokerage and Marketing Gain an understanding of the basics of agricultural land brokerage process s well as insights on how to best market these types of properties. This valuable course will allow real estate agents to more competently assist this client segment and close more deals. Expertise to analyze the income potential of agricultural land. Confidence to market agricultural properties to the ultimate potential. Competence to identify the importance of highest and best use of the land based on soil type. Knowledge to understand the market forces impacting the value of agricultural land Land 101: Fundamentals of Land Brokerage 16 Hours This course is the perfect introduction to the land specialty. Whether just entering the land real estate industry or looking to refresh on the basics, attendees will acquire knowledge to more confidently assist clients. This course provides a strong foundation for any real estate professional looking to perform land transactions. Expertise to navigate various environmental, land-use rights and restrictions, and taxation factors associated with land transactions. Confidence to identify, describe, map and value the different types of land real estate. Competence needed to help clients through the 103 tax-deferred exchange process. Knowledge to strategically market and sell properties. Farm Listing Checklist Tools to Estimate Tract Productivity Sample Marketing Package Land Investment Analysis 24 Hours Understanding land investment principles is valuable to any broker/agent as it can assist real estate professionals to take on more clients and close more deals. This knowledge-packed course will have attendees prepare to take on even the toughest land investment transactions. Expertise to calculate various aspects of a properties present value including the internal rate of return, net present value, mortgage payment and more. Confidence to identify the highest and best use of a property as well as acquisition, operation, and disposition costs and equity.

2 Competence needed to help clients through the land investment analysis process. Knowledge to effectively analyze and evaluate data, including highest performance indicators, multipliers and ratios, rate of return, and more. Excel Worksheets with built-in formulas to solve for: o Loan Amount o Annual Interest Rate o Number of Amortization Periods o Periodic Payment Amount o Future Value Real Estate Auctions (used to be The Auction Tool) 8 Hours Discover how to increase revenue by introducing real estate auctions to sellers as a tool for closing a deal on a property. From residential and commercial to agricultural and recreational, auctions can be used to increase the number of closed deals for clients on any type of property listing. Expertise to identify if a seller/property is a good candidate for an auction. Confidence to discuss the direct benefits to the seller of using an auction. Competence needed to help clients through the full process of selling a property using auctions. Knowledge to effectively establish alliances with auction firms. Sample Marketing Package Sample Auction Contract Mastering Real Estate Negotiation Skills (used to be Essentials of Negotiation) 16 Hours Negotiating and communications skills are integral to the success of any real estate practitioner. From land and commercial to residential, mastering these skills will help close deals to optimally increase value for clients. Even for experienced negotiators, this course will help to identify successful strategies based on real world research and application. Expertise on the concepts and theories behind the psychology of bargaining and negotiating needed to close the deal. Confidence to negotiate strategically on their clients behalf. Competence to effectively communicate in both local and cross-cultural, international negotiations.

3 Knowledge of how to handle the legal and ethical issues that can arise during negotiations. Google Earth Mapping for Real Estate (used to be Google Earth for the Land Professional) 16 Hours Advances in technology have opened doors for real estate professionals that can allow them to more efficiently complete job tasks. When it comes to free mapping technology, the power and capabilities of Google Earth Pro can t be beat. Expertise to use Google Earth Pro to visualize land development projects. Confidence to design color-coded, 3-dimensional and thematic maps. Competence to create personalized projects in Google Earth Pro; including the ability to symbolize the properties, add text, attach files, photos, video, and overlay existing project files over the Google Earth terrain. Knowledge to create views that illustrate the surrounding areas from a particular vantage point. This is aspect is particularly helpful to commercial brokers and agents dealing with urban areas or land development that relies upon the views associated with a property. Access to Google Earth Pro International Aspects of Real Estate 16 Hours For clients, purchasing in an unfamiliar market can be daunting, whether they are investing, seeking a vacation property, or are a first generation immigrant. The information available in this class will be an asset that can expand the boarders of any real estate business looking to take on and assist this client segment. Expertise to work with and provide guidance to buyers, sellers, and investors looking to conduct international business. Confidence to represent foreign buyers in the US and to represent US buyers looking to invest abroad in Mexico and Canada with a deep understanding of the laws affecting foreign transactions. Competence to deal with tax issues related to foreign transactions. Knowledge to understand the opportunities available when considering adding foreign buyers on as clients. Introduction to Land Valuation 16 Hours To maximize profits and assist clients, real estate land professionals need a well-rounded understanding of all major aspects of land valuations.

4 Expertise to effectively use soil surveys, GIS, and spreadsheets to calculate agricultural land values. Confidence to implement the agricultural and valuation processes. Competence to collect data, identify types of properties, and use best practices for appraisals. Knowledge to understand the fundamentals of land valuation to confidently assist clients. Excel spreadsheets to use for future land valuation projects Taking this course will not make you a Certified Appraiser. It will give you the basic knowledge of land valuation, and provide you a better understanding when working with a Certified Appraiser. Real Estate Mapping Technologies & Techniques (used to be Mapping & Practical Navigation) 16 Hours Gain confidence in your abilities with relevant navigational insights and skills to effectively locate, traverse, list, and market land parcels. Using basic land navigation skills and technologies like compasses, Global Positioning Systems (GPS), and the latest mapping software will help real estate professionals to grow business and better meet client needs. Expertise to work efficiently with mapping programs like ESRI, Google Earth Pro and MapRight. Confidence to know what kind of maps should be made for a property and how to accurately draw them out. Competence to effectively use maps to optimally market a property. Knowledge to find a property using private and government sources, use navigation programs in the field, and utilize data collected in the field to enhance your marketing maps. Marketing Strategies for Real Estate Professionals 16 Hours Think like a marketing expert! Confidently market your real estate business with these marketing tactics. This course is tailored to meet the needs of all real estate professionals looking to build their business and conduct more transactions by leveraging the power of marketing to its potential. Expertise to strategically define business and marketing goals. Confidence to develop an integrated marketing plan utilizing public relations, advertising, promotions, networking, social media and website content. Competence to effectively develop and grow their business brand. Knowledge to understand the strategies appropriate for attracting sellers and buyers.

5 SWOT Analysis worksheet Marketing Strategy for Your Business worksheets Sample Marketing Plans Mineral, Oil and Property Rights 16 Hours Gain the ability to take on new clients by acquiring the education needed to adequately conduct transactions that include mineral and oil rights. Whether an experienced land professional looking to brush up on old skills or a commercial/residential agent looking to expand their business to take on new clients, this course is a worthwhile investment with a big ROI. Expertise to assess the different types of ownership, conveyances and title transfers. Confidence to take on new clients with mineral, oil and/or gas located on their property. Competence to navigate the state and federal laws governing oil and gas ownership and development. Knowledge to assess the nature and protection of interests in oil and gas. Ability to identify oil and gas issues that may cause problems down the road for clients, ranging from drilling sites to water usage to surface damage. Web Links to each State s specific laws and regulations Strategic Planning for Your Real Estate Business (used to be Strategic Planning for Your Business) 16 Hours The ability to effectively strategize is a skill highly valued in leaders and one that is essential to the success of any real estate agent or land professional. The ability to develop operational business strategies and, then, implement those business strategies sets successful agents apart from the rest. This course provides a step-by-step guide and various worksheets to help agents hit the ground running. Expertise to build strategic business plan for next year, for five years, or for twenty years. Confidence to develop and implement strategic goals in line with business plans. Competence to strategically bring your business to the next level and increase revenue. Knowledge to implement an effective strategic planning practice. Sample business plans from other companies An expert-reviewed Business Strategy to grow your business

6 Tax Deferred 1031 Exchanges 16 Hours Discover how a property can be sold and a replacement property purchased without incurring any federal income taxes on the sale. Gain and impress clients with a working knowledge on how to save them money when conducting transactions as well tax deferred options to increase income or adapt to the needs of their changing lifestyle. Expertise to evaluate and recognize situations where a 1031 exchange could be used to the client s advantage. Confidence to assist clients that would benefit from using a 1031 exchange. Competence to discuss 1031 exchange rules and structures with the clients tax advisors. Knowledge to simply explain to clients the tax-saving benefits of 1031 exchanges. Summary of Key Court Cases relating to 1031 Exchanges. Timberland Real Estate Transactions (used to be Timberland) 16 Hours Everything needed to successfully conduct timberland transactions is included in this course. Whether a seasoned land professional or a commercial/residential agent looking to expand their business by taking on new clients, this timberland course is a worthwhile investment. Expertise to understand the different factors that affect timber and timberland values. Confidence to assist clients by explaining how timberland investments compare to other alternative investments. Competence to value and determine the best way to market a timberland property. Knowledge to advise clients on the tax advantages, timberland investment strategies, and reasons for reforestation of a property. Tools Received: Sample Timber Contract Present Value Table Taking this course will not make you a Certified Forester. It will give you the basic knowledge of timber, and provide you a better understanding when working with a Certified Forester. Transitional Land Real Estate Transactions (used to be Transitional Land) 16 Hours

7 Opportunities are arising for real estate agents as more and more agricultural land is being adapted for recreational uses and urban brownfields are being converted for commercial and residential uses. This is an essential course for land and commercial agents looking to gain a better understanding of both sides of a transitional land transaction. Expertise to analyze options and determine the highest and best use of a property. Confidence to develop an effective marketing campaign to sell these types of properties. Competence to estimate the market value of a transitional land property. Knowledge to understand the financial aspects, physical considerations, governmental, legal and economic factors that impact transitional land. Excel Spreadsheets with formulas to calculate mortgage Formulas to discounting the time value of money

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