What does true entrepreneurship look like when there's no safety net? Shannon Hart pulls back the curtain on building businesses from scratch, revealing the unsexy but crucial elements that separate those who dream from those who do.

As co-owner and Chief Marketing Officer of High Point Land Company, one of the Midwest's premier land brokerages, Shannon brings a refreshing perspective on growth that prioritizes intention over speed. Her journey from banking to building multiple successful ventures offers a masterclass in strategic patience and psychological insight.

The conversation dives deep into Shannon's transformation of rundown cabins into a thriving luxury vacation rental business that runs on automation. "I had to implement processes and systems and hire employees and managers," she explains, sharing how these same principles now drive High Point's expansion across 13 states with nearly 40 agents. Her background in psychology proves invaluable as she dissects what makes marketing truly effective: "It's not about marketing to a person, it's about who your person is and what they're interested in."

Perhaps most fascinating is Shannon's counterintuitive approach to scaling. While many companies chase rapid growth, High Point deliberately maintains boutique status, focusing on exceptional client experiences that can't be replicated by AI or mass-market competitors. "We could be Keller Williams and just take on anybody... but that's when the personal touch leaves," she notes, explaining why they've chosen quality over quantity.

For anyone feeling pressured to scale quickly or questioning their measured approach to building something sustainable, Shannon's story provides a grounding alternative to the "move fast and break things" mentality. Success isn't always about making noise—sometimes it's about creating systems so solid they speak for themselves.

Ready to build something that lasts? Listen now and discover why boundaries, automations, and clear vision aren't just nice-to-haves but essential tools for entrepreneurial survival.

www.highpointlandcompany.com
www.decorahhighpoint.com

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The path to land ownership is filled with financial hurdles—but what if the real problem isn't the price of land, but how you're trying to finance it?

In this episode of The American Land Seller, we’re joined by Roger Wiese, an agricultural lending specialist with MAC America Ag Financing, who lays out a smarter, more accessible way to fund farmland, ranches, and rural properties. Based in Nebraska’s cattle country, Roger brings a relationship-first approach that flips the traditional bank model on its head.

MAC America operates without the overhead and red tape of brick-and-mortar banks. Instead, their team works directly with Farmer Mac, FSA, and private capital pools to deliver long-term, fixed-rate solutions—often with no prepayment penalties and less friction for the borrower.

In this episode, Roger unpacks:
• Why updating your balance sheet quarterly puts you ahead when the right property hits the market
• How beginning farmers can tap into government-backed financing
• Why refinancing with MAC America can give producers a 30-year runway
• How early preparation helps you strike when opportunity knocks
• What most buyers regret—and how to avoid the same mistake

Roger also shares the emotional side of lending: families discovering financing options they never knew existed, and what happens when someone finally picks up the phone and realizes they can afford the land they’ve dreamed about.

📞 Connect with Roger directly: 402-340-3086 or [email protected]
🌐 Learn more at: https://www.aglandfinance.com

Whether you're buying your first 80 acres or refinancing 8,000, this conversation will change the way you think about land financing.

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The land market is speaking, and David Whitaker is here to translate what it's saying. In this expansive conversation, the renowned Iowa land broker returns to share market insights that go far beyond the headlines.

We begin by tracing the remarkable journey of farmland values since 2020 - from pandemic uncertainty through a 40% price surge fueled by low interest rates and government support, to the challenging 2024 market where auctions often struggled to find active bidders. David reveals how early 2025 has surprisingly brought renewed energy and stronger-than-expected prices, suggesting the wait-and-see period may finally be ending.

The conversation takes fascinating turns through controversial territory, examining Missouri's unprecedented legal move to seize Chinese-owned farmland and the complex balancing act between property rights and national interests. We explore how recreational land values continue defying conventional wisdom in many regions, often outpacing productive farmland prices.

Technology enthusiasts will appreciate our deep dive into practical AI applications transforming land marketing. David provides a master class in using tools like Claude and ChatGPT to create sophisticated "projects" that analyze property data, generate targeted marketing for different buyer personas, and streamline auction workflows. His innovative approach demonstrates how embracing AI can dramatically enhance efficiency without sacrificing the personal touch that defines great land brokerage.

Whether you're actively buying or selling land, or simply fascinated by the intersection of agriculture, technology and market forces, this episode delivers valuable perspectives from someone who lives at that crossroads every day. David's ambitious $100 million sales goal for 2025 reflects the optimism returning to the market - are you positioned to capitalize on it?

Subscribe, share your thoughts, and join us in exploring the ever-evolving world of land sales, where opportunity still abounds for those who know where to look.

DAVID WHITAKER 
BROKER | AUCTIONEER

Licensed in Iowa, Minnesota, and Nebraska
Email:  [email protected]

Mobile: (515)-460-8585

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Planning to sell your farmland but dreading the tax bill? The 1031 exchange might be your golden ticket to preserving wealth and unlocking passive income, and in this episode of The American Land Seller, we’re breaking down how it works with Heath Bandars of Clark Wealth Strategies.

Whether you’re navigating retirement, succession planning, or just looking to shift from active farming to hands-free income, this conversation is a must-listen. Heath, an Exchange Liaison and CE-certified 1031 educator, unpacks this government-sanctioned tax-deferral strategy that’s helped landowners reinvest and build wealth since 1921.

💰 What’s inside:

• How a $10M farmland sale turned into $50K/month in passive income
• The 45-day and 180-day rules every seller must know
• Why Delaware Statutory Trusts (DSTs) are becoming a go-to option
• What land agents should be doing right now to help clients plan smarter
• The critical role of qualified intermediaries—and how to avoid mistakes

Heath also explains Clark Wealth Strategies’ fiduciary, client-first approach—no cookie-cutter options, just personalized solutions built around your goals.

📈 Whether you're a landowner thinking about selling or a broker wanting to better serve clients, this episode could change the way you think about equity, retirement, and long-term financial security.

📞 Connect with Heath Bandars, 1031 Exchange Liaison
Website: www.clarkwealthstrategies.com
Email: [email protected]
Phone: 402.504.3531 

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What truly separates a land professional from someone who merely holds a real estate license? The answer could be worth hundreds of thousands of dollars to landowners, buyers, and agents alike.

In this episode of The American Land Seller, we’re joined by Lou Jewell, Accredited Land Consultant and host of the pioneering podcast "Let's Talk Land", the longest-running land-focused show in the country. With decades of boots-on-the-ground experience and a deep love for rural real estate, Lou pulls no punches in this candid conversation about why land deserves a specialist.

💡 We unpack:

• Why real estate education barely scratches the surface when it comes to land
• How Lou helped get land brokerage recognized in the NAR Code of Ethics
• Farm Credit financing options that can save buyers thousands
• The dangers of treating land like just another residential listing
• Why landowners should demand more from their agents

Whether you're a landowner thinking of selling, a buyer trying to make a smart investment, or an agent ready to level up your business—this episode is a must-listen. Lou’s final words remind us why land isn’t just real estate—it’s the basis of all wealth.

🎧 Subscribe, share, and leave a review please

📞 Connect with Lou Jewell, ALC
Website: www.loujewell.com
Email: [email protected]
Phone: (336) 669-1405

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Conservation easements are one of the most powerful—but misunderstood—tools available to landowners today. They protect property, preserve family legacies, and offer significant tax benefits at both the federal and state level.

In this episode of The American Land Seller Podcast, host Koby Rickertsen is joined by Jody Barbour of Conservation Tax Credit Transfer (CTCT) to break down how these voluntary legal agreements work, who they’re for, and how they can generate immediate financial returns without giving up ownership or land use.

👉 Learn how landowners across the country are using conservation easements to:
• Maintain full use of their land for farming, ranching, and building
• Qualify for federal tax deductions that carry forward for up to 15 years
• Tap into transferable state tax credits in states like Colorado and Virginia
• Reduce estate value and simplify family succession planning
• Establish building envelopes and maintain future flexibility
• Access bipartisan legislation aimed at national tax credit programs

We also bust the biggest myths—like the idea that the government takes over your land—and spotlight real success stories. If you’re a landowner, broker, attorney, or advisor looking for smart ways to protect and profit from your land, this episode is packed with insight.

📞 For personalized info, reach Jody at 303-988-1700 or [email protected]
🌐 Learn more: https://taxtransfer.com

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Beneath your boots lies an untapped tax advantage that could be worth hundreds of dollars per acre. In this eye-opening conversation with Alec Bean and Carly Pavlinek—known as the Soil Tax Guys—we uncover the powerful financial benefits of IRS Section 180, a little-discussed provision allowing substantial tax deductions based on soil fertility.

This isn't new legislation—it's been hiding in plain sight since the 1960s. Agricultural landowners can potentially claim deductions averaging $500 per acre (with some properties exceeding $2,500!) by conducting proper soil testing immediately after purchase but before applying any fertilizer. The process identifies excess nutrients compared to university standards, turning what most consider just dirt into a valuable tax asset.

The window for claiming this deduction is remarkably narrow, which explains why it remains underutilized despite its significant potential. As Alec explains from his agronomist perspective, "Once they apply fertilizer, we've had this happen where they forgot and applied fertilizer, and we're like, 'Okay, you missed the opportunity.'" The testing itself costs just $10/acre, with additional reporting fees only if the soil qualifies for meaningful deductions.

What's particularly fascinating is how strategic landowners are leveraging these deductions to fund additional acquisitions. One client has implemented a "wash, rinse, repeat" approach—buying farmland, claiming soil fertility deductions, using the tax savings toward another purchase, and starting again. For farmland sellers, proactive soil testing can become a powerful marketing advantage, demonstrating both soil health and potential tax benefits to prospective buyers.

Whether you're a landowner, investor, or agricultural professional, understanding this provision could dramatically impact your financial strategy. Ready to see if your soil could be worth more on your tax return than you ever imagined? The ground beneath your feet might just be your most overlooked asset.

For more info and to reach Alec and Karly: https://asmlabs.net/irs-180/

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In this episode of The American Land Seller Podcast, host Koby Rickertsen sits down with two nationally recognized leaders in land education—Jennifer Janet and Abe Mills—to unpack why ongoing learning isn’t just helpful in our business... it’s essential.

Jennifer Janet, ALC, is a Broker/Owner, an RLI Board Member, and serves on both the Education Committee and Curriculum Task Force. She brings decades of experience, a deep passion for teaching, and a unique perspective from mentoring agents and building a culture of learning in her own office.

Contact Jennifer:
Phone:  (573) 768-1268
Website:  https://www.jenniferjanetrealtor.com

Abe Mills, ALC, is a transitional land expert from South Carolina with a background in development and construction. He serves on the RLI Board of Directors, the ALC Designation Committee, and several influential committees through the National Association of Realtors. Abe brings a wealth of insight into how education shapes ethics, advocacy, and real-world success in land brokerage.

Contact Abe:
Phone:  (864) 404-5424
Website:  https://kwland.com/agent/abe-mills

Together, they dive into:

• What it really takes to earn your ALC designation
• Why education gives you a competitive edge
• The biggest gaps in knowledge for today’s land agents
• How being a student of the business can transform your career

Whether you’re just getting started or looking to sharpen your edge, this conversation is full of valuable takeaways you won’t want to miss.

👉 Like, share, and subscribe for more real talk from the top minds in land real estate.
 📬 Learn more at: www.americanlandseller.com 

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In this episode of The American Land Seller Podcast, we sit down with Troy Stafford, CPA and Land Specialist with High Point Land Company, to unpack the financial side of land transactions—specifically 1031 exchanges, capital gains, and common tax pitfalls. With a background that blends boots-on-the-ground ag experience and high-level financial leadership, Troy brings clarity to one of the most misunderstood areas of land sales.

We break down the basics of how 1031 exchanges work, what types of land qualify, timing requirements, and when this strategy might not be the right fit. Plus, we dive into common misunderstandings in row crop sales, and what both agents and landowners need to consider before listing or buying.

Whether you're a landowner, investor, or real estate professional, this episode offers practical, real-world guidance to help you make smarter, more informed decisions when it comes to rural property and tax strategy.

 📞 Contact Troy Stafford
  High Point Land Company
 📧 Email: [email protected]
 📞 Phone: (507) 259-3047
 🌐 Website: https://www.highpointlandcompany.com

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In this episode of The American Land Seller, we sit down with Sam Bowers, a seasoned land expert, Accredited Land Consultant (ALC), and the immediate past president of the National Realtors Land Institute. With over 35 years in real estate and a lifetime of experience in agriculture, Sam has a wealth of knowledge about land brokerage, market trends, and rural property investment.

Sam’s journey in real estate began in 1988, leading him to earn his broker’s license in 1991 and later found Bowers and Burns Real Estate Company in 2003. He’s a past president of the Georgia Chapter of RLI, a lifetime Million Dollar Club member, and a multi-year APEX award winner since 2021. His leadership has shaped the land industry at both the state and national levels.

Beyond real estate, Sam is an influential figure in his community, having served as President of the Coweta County Farm Bureau, the Coweta Cattlemen’s Association, and on the Coweta County Board of Zoning Appeals. His expertise spans land management, market valuations, and rural property investment strategies.

In this episode, we’ll explore:
 ✅ Sam’s journey from farming to land brokerage
 ✅ The evolving land market in Georgia and beyond
 ✅ Key insights for land buyers, sellers, and investors
 ✅ The impact of leadership in organizations like the Realtors Land Institute

If you're interested in land sales, investment strategies, and expert insights from one of the industry's best, this is an episode you won’t want to miss!

🔔 Subscribe for more expert interviews and land market insights!
📩 Connect with Sam at: www.bowersandburns.com

📢 Find us at: www.americanlandseller.com 
 

#AmericanLandSeller #SamBowers #LandBrokerage #LandInvestment #RuralRealEstate #RealtorsLandInstitute #LandConsultant #GeorgiaRealEstate #FarmAndRanch #AcreageForSale #LandManagement #LandOwnership #InvestInLand #AgricultureRealEstate #RealEstatePodcast

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