By RLI Member Luke Worrell, ALC

Let’s face it, buying or selling land real estate can be terrifying. There have been countless times I have noticed visible anxiety in people as they contemplate a transaction. We live in an era where one “bad apple” can spoil the whole bunch. The news of bad real estate experiences travels fast. The value an Accredited Land Consultant (ALC) can bring when purchasing or selling a property is becoming increasingly clear. Here are four qualities consumers can be sure an ALC has before taking the major step to buy or sell a property.

Trust

This is kind of like hitting a baseball on a tee, but it can’t be said enough. Society focuses on the horror stories from a handful of bad transactions. It can be hard for people to feel a sense of trust from a real estate agent. Agents are sometimes lumped into the over-generalized, cliche of used car salesmen and attorneys (comment not intended for the fantastic attorneys with whom I work!). There are far more honorable agents than bad ones, and that is especially the case within the REALTORS® Land Institute. Someone who has taken the time to obtain the ALC designation learns through education and experience that you are often only as good as your reputation. The backbone of becoming an ALC is being an ethically minded professional with the best interests of the client at the forefront.

Skill

When it comes to selling land, ALCs are required to have a proven track record of experience to help produce the best outcomes in a transaction. ALCs are required to have at least 2 years of experience in land sales and a minimum of 25 land transactions or at least $15 in closed sales. It ensures that the ALC has been in countless situations where they have had to hone their skills in marketing properties and negotiating contracts. Through the National Land Conference, LANDU education programs, Webinars, Roundtables, ALC to ALC networking retreats and the top-notch staff at the national office, ALCs are given the tools to grow. A rookie coming into the major leagues for the first time doesn’t stop practicing, and likewise an ALC doesn’t rest on the three letters of the designation.  We are all a work in progress who uses the tools available to get better every day.

Knowledge

I am not a self-proclaimed intellectual genius by a long shot, but I can tell a client without a shadow of a doubt that I am smarter in my field and better equipped because of my ongoing ALC status. The diversity of knowledge I have obtained through my involvement with the REALTORS® Land Institute is impressive to be honest. That statement has nothing to do with my IQ or ability to retain information; it has everything to do with what is offered to each and every ALC. What about your competitor at John Doe Reality down the street whose staff hasn’t pursued the ALC and LANDU’s education? Do they know about Delaware Statutory Trusts, 1033 like-kind exchanges, Timber REITS, current legislation challenges, natural resource negotiations, etc.? I am confident that an ALC is much better-rounded in knowledge than your typical non-ALC agent. I don’t see any avenue that would lead me to achieving this vast knowledge without being an ALC.

Connections

When I first began attending the National Land Conference, I was green as grass and very new to the real estate game. I remember hearing people talk about the networking and being able to swing all these deals because they were ALCs. To be honest, I thought it was “fluff” and “humble bragging”. Time and experience corrected me.

Earlier in my career, it was my connections through RLI and the network of ALCs helped me close one of the largest land deals I’ve had. It was a large farm that wasn’t even being advertised, but my sellers had mentioned that if the right investor came along with a lease back possibility, they would listen. I made one call. It was a winding road from there, but it got done and only because of RLI and our bond as ALCs. Similarly, I once had a client moving out to Wyoming. I have been to Wyoming a couple times, but my knowledge of Wyoming begins and ends with knowing it is out West and is gorgeous. With that said, I was able to confidently refer him to several ALCs from the Wyoming chapter. Over the years, I’ve connected clients or contacts with ALCs for possible listing consultations in Missouri, Florida, Oklahoma and Texas. This is a people business. Knowing like-minded professionals throughout the country is a huge benefit that not many agents can provide.

These reasons all sound so simple. In some ways, they are. But achieving this level of skill and experience is no simple matter. It takes dedication and continual learning. I shudder to think about how my quality of service would be if I hadn’t made the decision to give it my all as an ALC. Knowing what I know now, I can’t possibly recommend someone buy or sell a property without the help of an ALC.

Contributor Luke Worrell, ALC, Worrell Land Services
Luke Worrell, ALC, is a Broker and Accredited Farm Manager in Jacksonville, IL. He specializes in agricultural real estate and land management in west central Illinois. He is currently serving as the 2024 Immediate Past President of RLI. Luke enjoys all things sports and traveling. He resides in Springfield, IL with his wife Allison and two sons Kale and Benson.