Issue link: https://viewer.e-digitaledition.com/i/1527944
6 price whatever they want and can still get activity. However, in my area, a lot of buyers are refusing to pay those unrealistic prices, even if it is a property they like. They are more in control and holding off." Brian Utecht and his team rely on a long track record of proven success and a deep understanding of the rural real estate market. "We have our own sales data, pull and understand maps and look at com- parable listings as well as use our own knowledge because we sell so many of these rural and recre- ational properties," said Utecht. "We try to identify a fair market value for our clients at the beginning of the process. Correct pricing is one of the most important things we can do for our clients. You have to be honest and transparent. Sometimes sellers have unrealistic expectations because of what they hear from their neighbors. We know what the market will bear unless there are unique factors allowing it to sell for a higher price." Jason Ziegler knows that quality information and digging into the details leads to the best opportunity for success. "Other real estate agents often take a look at basic assessment values and just add a certain percentage, explained Ziegler. "I begin with evalu- ating the property based on size, location and under- standing the value it offers. Once that's determined, I do a full market analysis, including comparable listings as well as actual sales. We have to know what we are competing against. When we walk through this process with our sellers, most of them understand the benefits of listing at fair market value." CURRENT MARKET CONDITIONS AND WHAT'S AHEAD Jeff Evans, Whitetail Properties CEO and Man- aging Broker, says the strong buyer demand and increasing inventory point to great timing and opportunities for both sellers and buyers, but if you're considering making a move, waiting could lead to changing circumstances. "We have experienced a steady increase of listing inventory company-wide, really throughout this entire year," says Evans. "Thus far, the amount of active buyer's in the market has also stayed strong, which has kept the market competitive for both appropriately priced properties along with premium properties that continue to come to market. The number of cash buyer's continues to remain strong as we have had a considerable amount more of $1 million dollar plus transactions that have closed and are currently pending this year." "We're watching inventory closely. If it continues to rise and the buyer pool would shrink we might begin to find ourselves moving from a seller controlled market into more of a buyer's market. We strive to continue educating seller's about the potential shift in market prices to avoid overpricing the market and running the risk of properties staying on the market for extended periods of time, growing stagnant." "Our auction division continues to experience sig- nificant growth in both recreational and production properties performing well through public auction. There is still high demand for land of all types and an auction sales approach helps determine a real time market value in a specific market, county, or specific area. We feel that time definite sales will continue to be the preferred method of bringing certain types of properties to the market." "Through the end of the year we expect the market to remain strong. In an effort to reduce the infla- tionary environment with the recent 0.5% interest rate reduction, we're optimistic this will make bor- rowing more realistic for buyers and continue to drive demand. Election years are often filled with some uncertainty with policy talks of tax rates, cap- ital gains, and 1031 exchanges always in the conver- sation. It is still a great time to buy and sell land. It is a commodity that has stood the test of time and we believe it will continue to be the cornerstone of wealth and opportunity in America."