Listing Price In Uncertain Markets

Welcome And Topic Setup

Speaker 1 0:00

The Farmland Exchange, the official podcast of chlhbid.com. Expert insights on buying and selling farmland in Western Canada.

What A Listing Price Really Means

Devon Davidson 0:13

Welcome back to the Farmland Exchange, the official podcast of CLHbid.com, where we provide you with expert insights into the process of buying and selling farmland here in Western Canada. I'm Devon Davidson, your host and digital media strategist for CLHbid.com. If you haven't already, please take a minute to like, rate, and review the podcast on your preferred platform. It really helps us out, and we greatly appreciate it. On today's episode, we're going to be talking about listing price in uncertain markets. One of the most common questions farmland owners ask is simple what should we list our farmland for? And here to help me with that conversation, CEO of CLHbid.com, Roy Carter. Roy, thanks for being here. Thanks. And also our COO, Ryan Lang. Ryan, how are you? You know what? Happy to be here with the team. We're happy to have you here. I guess you know, to start the conversation, Roy, just for some context, maybe we should maybe talk about what is a listing price when selling farmland.

Why Farmland Pricing Is Hard

Roy Carter 1:09

Totally. So a list price is really an ask by the vendor or the vendor's broker. So it'd be similar. You see, in the stock exchange, there's an ask and a bid. It's an ask. So it's a price they put out there. And it could be, you know, put out there by a vendor if there's a private sale. Or you know, probably most often we see a list is a real estate listing. And it's you know posted in conjunction with the realtor. And it's merely it's normally a price that if somebody makes an offer at, it triggers commission. Uh not necessarily is the vendor obligated to sign the offer, but he would be obligated to pay commission if he didn't accept it. Uh but again, yeah, it's just an ask price in most cases when it comes to farmland. Uh, you know, pretty close to a guess in uh in our mind, but uh that's that's what it is in a nutshell. So just to dive a little deeper, how do we arrive at that price?

Devon Davidson 2:10

Is it is it appraisals, is it past sales? What what typically goes into that listing price?

Speaker 1 2:14

Well, I think a lot of it is is looking in the rearview mirror, um, you know, much like appraisals do. Um you know, it's it's like like Roy said, it's it's a best guess, and you're hoping to, you know, get it right. If if uh you get it wrong, either, you know, on the high side you're gonna sit and wait for the you know for the signs to rot off your post there. And then, you know, the other side of that is you get it wrong low. Well, how much money are you potentially leaving on the table, right?

Roy Carter 2:41

Yeah. Totally. I think it's uh it's much harder to arrive at than urban real estate, where there's sort of a liquid market and generic products. Urban real estate would be closer to selling a combine or a pickup than uh you know, farmland and urban real estate. There's nothing in common there. You know, there's nothing generic about it really. Uh the most generic would be kind of open quarters, but often you got a variety of quarters, you've got farmsteads, etc. So, you know, unless the only way um appraisals work is if there's a true comparable and it was true price discovery. Often they're over the kitchen table or whatever. So it's much, much harder on farmland and why you know buyers tend to probably trust it a lot less. In town, you know, you can get a pretty good idea. You know, that duplex sold for this, it's listed similar. You look at 10 of them listed, often there's multiple listings, right? You know, in an RM or a county, there might be two listed and they're totally different, right?

Devon Davidson 3:47

Well, I was gonna ask, does the frequency play a part in that, right? Obviously, you've got a lot more data to work with in a rural or an urban setting or in a in a resale market for used equipment, for example. Right? You've you've just got more data to work with in a thin market where you've only got, like you said, two in one one county that might sell. Is that is that true true reflection of the value of that land?

Roy Carter 4:05

Yeah, it sounds like you took a stats class in university.

Devon Davidson 4:09

One or two of them. Yeah, I actually really enjoy statistics.

Thin Markets And Seller Influence

Roy Carter 4:11

Yeah, that's exactly what it is. You know, and uh there's a whole bunch of problems with list in farmland. Um it it's a guess, but then also um, you know, when it's a realtor, how did that come about? Is it high to get the listing? Was he honest with the owner or was he trying to get a listing and then play the game about oh, the market's softened, you got to accept this? Uh so there's a there's certainly people out there that assume it's overlisted to start with. Uh you know, so it depends upon how that comes about. Generally, you know, the realtor will suggest it, but uh, you know, the owner's got the stroke in the end, and the realtor is afraid of losing a listing. So they might suggest, but if the owner says, no, we're gonna list at this number, I would say it gets listed at that number.

Devon Davidson 5:01

Well, I was just gonna say it's gonna be problematic, Ryan, that the the seller has so much influence on the final selling price. And and how conversely, you know, when we approach that at CLH bid, um, how is that process a little bit different?

Speaker 1 5:13

Yeah, I mean, like when, you know, when it comes to CLH bid, um, obviously we're an online escalating tender, right? Um we we provide a starting bid which acts as a floor. And then I mean the market knows better than anybody and who's to say where that's gonna go, right? So I mean, really, you know, we have the tools to provide sellers, you know, access to price discovery, obviously having a platform that's integral and transparent in conjunction, you know, with world-class marketing. Um, you know, at the end of the day, you know, this the sky's the limit. And why cap yourself in advance, as with a list, right?

Roy Carter 5:48

Yeah. No, you're dead right, Ryan. You know, going back to you, Deboner, a bit, uh, probably the uh the last person that you should trust to advise you on the price of that land is the guy that owns it. Sure. Uh, you know, it's kind of like the asking the Boston Strangler to straighten your tie. It's probably not a good idea. Uh so you know, from that point of view, that's really what's happening. It's a one-on-one. There's no other players. Yeah. And here you are listening to the guy that holds uh asset, and you're supposed to believe what he tells you. I like that role.

Devon Davidson 6:21

Yeah. I'm gonna use that one. Well, is that is it fair to say that's maybe where the similarities end? Is that the sellers are always gonna have an emotional tie to whatever it is they're selling, whether it's a house in town or or a piece of farmland?

Speaker 1 6:35

Yeah, I mean, you know, there's always gonna be that emotional tie, whether it's uh it's a home, um, you know, your favorite tractor, for example. My dad still, he, you know, he has the Ford TW10. I don't know if he'll ever let go of that, you know. And and the same can be said about, you know, farmland. Um, at the end of the day, everyone at the CLH team um comes from a farming background. So we get it. When when time comes to sell your land and eventually, you know, move on to bigger and brighter things. Um, yeah, it's tough. And we we feel that just as much as our sellers do, right?

Price Discovery Versus Traditional Listing

Roy Carter 7:06

Yeah, totally. I would say, you know, farmers tend to be probably more reasonable on listing, or or fairly reasonable, most of them are. Um, you know, we get we get a a lot of them saying, I don't want more than my land's worth. Uh, you know, you probably wouldn't get that many from many people in town. It would be like, give me what you can get. And if you can shaft that person, I'll take it. Uh but most farmers are, you know, give me what it's worth. But having said that, um, they're farming and they're busy. Uh, they might know rate of grain, uh, rate of gain with their you know, beef and all that, but most of them will say, I don't know what my land's worth if you ask them, which is the right answer, right? Right.

unknown 7:51

Yeah.

Devon Davidson 7:51

Did does list become even more problematic with tighter margins and and softening prices?

Speaker 1 7:57

I think so. I mean, you're just adding, you know, more uncertainty. Um, you know, from the the moment you're trying to decide, you know, where should we list this at? You know, where are we gonna place our dart with regards to list? Um, having all those additional factors, I think, really weigh on you. You're you know, you know, your realtor or or you, the seller, you know, you're you want to get it right at the end of the day. So, you know, yeah, what's happening in the world, all the noise, you know, um, that's definitely gonna impact um your your list price at the end of the day.

Roy Carter 8:30

I always, you know, it's nice to know the direction, even I always kind of compare it to the wind. Uh, you know, you can't really see it, but you know, if you're doing certain things, you better figure out where it's coming from or it's gonna help you. And I, you know, I always remember seeing on the side of a boat, a sailboat, you know, you can't control the wind, but you can't adjust your sails.

Devon Davidson 8:51

Sure.

Roy Carter 8:52

There's a lot to be said for that. And um, you know, I've kind of flown uh all my life until recently, and I'm saying my age here now, but when I started, there was no GPS, no DME, no Lorance. You didn't know if you had a headwind or tailwind. And it was a quite a different game, and that's similar to you know, Liszt right now. You know, Liszt hasn't changed in a hundred years, but yet there is tools out there to make it better. Right. You know, when I was flying in '85, um, going into Dallas Fort Worth, which is the biggest airport in the world size-wise, um, there was a Lockheed uh L1011 going in there, Delta, and on approach and uh fully loaded and hit windshear, and uh it was microblasts, and they were coming in at about 150 knots, stalls at 120, they had about 25 knots on the nose, and it switched to the tail. So all of a sudden you got a 50 knot change. That plane then is going 100, it stalls 120, it hits the ground. Yeah, 128 killed. That doesn't happen anymore because there's tools out there to give it information. There's radar that'll give you microblast information. And we see ourselves as the the better radar. We can give you information on whether you got a tailwind, headwind, what's going on, you know, and to your point, is it more important when you don't know where the wind's coming from or it's maybe backing up? Of course. Yeah, you know, lots of people say we've had 27 years of tailwind, you know, 2,000% increase in land prices.

Devon Davidson 10:29

Yeah.

Emotion Anchoring And Farmer Mindset

Roy Carter 10:29

But some are starting to feel it die, and some, you know, recently there's a realtor in Saskatchewan um that likes to go on social media and he's saying, yeah, no, he's you know, licked his finger and stuck it out, and there's a 30% decrease in land prices. Well, who's gonna believe that? Um, but you know, with that information, can it hurt sellers? Of course. Sure. But, you know, we only act for sellers. That's crazy from a seller's point of view to be telling people that, um, unless you really believe it. We don't see that at all. Yeah. Um, so uh, you know, sorry about the long story, but we think if there's better tools out there, use them and uh maybe you don't hit the ground, right?

Devon Davidson 11:14

Well, there's there's two things I want to follow up on there. And the first one is um you sort of alluded to it, but farmers tend to think more long term, right? So just because there's a 30% decrease, apparently, in the past year, does that make mean that anyone's gonna be selling farmland based on that? They're probably gonna wait for that price to come back up, right? They they kind of get anchored to the top price, is is what psychology would tell you, right?

Speaker 1 11:35

Yeah, you know, I've I've always said and been on the mindset, you know, time in market is better than trying to time the market. Um, you know, with regards to farmers and farming, um, like you said, farmers do have that outlook that, you know, I'm gonna hold this for the next 30, 50 years, maybe even 100 years, depending on what their secession plans look like. Yeah. Um, you know, do they have kids that are coming up, moving into farming and things like that? So I mean, a lot of these short-term um factors that come into play, you know, that's you know, different things going on in the world. Yeah, I think farmers are really good at putting that aside, you know, to a certain degree. Yeah. And um, you know, at the end of the day, if if there's value there and they see that, they'll they'll continue to buy.

Roy Carter 12:18

I I agree with you there, Ryan. We don't think for a second there's a 30% pullback. I mean, and it the market doesn't work that way. Yeah, you know, if you follow FCC numbers, it's uh it was up seven a year before, it's not back 30 now. Uh there's maybe you know a change, all right. Uh, but uh, you know, sailors they prefer a headwind than than no wind. Uh, so from that point of view, I think you get different sellers. Um, uh, you know, we get a lot of um baby boomers that got it inherited. If they feel there's a bit of a change in the wind and maybe this wind is is died off, they tend to be, you know, let's unload, we can buy a cottage. Sure. Uh Carney's going to change tax. The old true solid farmer, you know, he's the guy that didn't sell at canola at 22 and he didn't sell at 18, but he might sell at 12. He he always thinks it's coming back. So I mean, I don't think it's happening, but if this market's backing up, the real true farmer might ride it down. Yeah. I mean, there's some people say the ride up is the stairs, the ride down is the elevator with land. Right. And the reason for that, on the way up, there's so many factors that kind of restrict its its movement. You know, and we know over the last 10 years, we've gone into markets and and moved it by, you know, 70, 100% in in one sale. But uh generally that never happens with the listing because it's listings are based upon rearview mirror. So it's based upon what it sold for before. So inherently there's a drag. And there tends to be a lot of over-the-counter, over-the-kitchen table deals, and people are not uh greedy, you know. It's kind of like all I want from my land is what Joe got last year or the year before.

Devon Davidson 14:12

Yeah.

Uncertainty And The Wind Analogy

Roy Carter 14:12

So there's quite a drag there uh on the way up. So yeah, maybe 27 years up. You know, I'm not being a pessimist, but it might be a bit of an elevator ride down if it is there. Sure. Um, be just because and who might be in it? The real solid old farmers that uh that stand in there, maybe, you know, I don't know, but uh, yeah.

Speaker 1 14:34

I uh I'm sorry, Devon. I'd say another thing, you know, that that CLH Bid is good at is breaking down psychological barriers too. Right. You know, you take Saskatchewan, for example, where a lot of guys use, you know, multiples of SAM to determine value. Well, I know that we've sold some land, you know, over the last 10 years here where we've come into a region, say land saying at or land selling at 1.5 times salmon, and it's not uncommon for us to come in and you know, maybe we move that bar to two times salmon where everyone's like, well, you know, that's that doesn't seem reasonable. But um, you know, with uh price discovery and and once you know values there on our platform, I mean, guys will continue to bid and and sometimes those things are achievable, right? And we can break those those barriers down.

Devon Davidson 15:18

Yeah, that's a really good segue to a couple of things I wanted to ask about. So one is going back to your point, Roy, about the radar and having the tools to sort of detect the wind and where it's going. Uh, in an uncertain market, how important is it that we have a tool like price discovery on the CLS bid platform to show that you're only one bid behind that person or one bit ahead, right? Like it the the farmers see the value there, they know that what they're bidding is what it's worth because they're only one bit ahead of the person behind them. Does that make sense? Like in an uncertain market, is that how important is that?

Speaker 1 15:49

I think it's huge personally. I mean, if if if you know buyers don't have that confidence there, um, I mean, they'll they'll never buy said parcel on our platform. I mean, pricing is a hundred percent transparent. And as I mentioned earlier, we do have that starting. But as soon as someone places that first bid, it just reaffirms to everyone else that that value is there and they'll continue to bid.

Roy Carter 16:09

Yeah. Totally, Ryan. They want something external. You know, and this is kind of uh if you talk to ophthalmologists, there's you know, medical studies that were all afraid of the dark to a certain extent. Right. And what happens is if you give less data to the brain, it starts acting up and it doesn't like it. Yeah, and uh, so that's really less data is not good. And, you know, I kind of uh compare these people that don't know the market, you know, and you got murky waters, or especially if it's backing up. You can go to say Kell Lake and in the Okanagan, and you could be there, you know, standing and uh on the rock face. And if the water is crystal clear and you can see the bottom and you're all by yourself or with your family, you probably tell them to jump. You got enough information that nobody's gonna get hurt. But you go to Skaha Lake and it's been windy and you look down and it's murky, and then at a sign that's fallen over, and the sign says 20 feet deep and it's fallen over. There's a newer sign that's fallen over and it says 15 feet deep, and then there's a sign that says 10 feet now and it says jump, and you can't see anything. You're probably not going to do it. Uh, you want more information, right? And that's the whole deal. So then from a regional point of view, you can kind of call out to the guy up on the hill and say, is it safe to jump? Well, that guy might be watching or wanting enjoying the splatters, right? So be careful on where you get it from. But if you go regional and get a group on there and they'll start, oh yeah, the water was here. I jumped last year. Once they start jumping, everybody starts jumping. Right. And you know why they jump? Not because they've tested the water, they jump because the other guy jumped. Right. And that's CLH bid. You know, once the bids come in, they bid because somebody else gives them affirmation, it's okay. Yeah, they don't need to go down and measure the bottom of that. Uh, the best affirmation is somebody else jumping, right?

Devon Davidson 18:10

So is that one of the single best benefits of the platform? Is that you're you're provided with real-time data on the value of something that you want, as opposed to the price of something last year that could be a little bit different, right?

Headline Price Drops And Reality Check

Roy Carter 18:24

Yeah, I mean, it's one of our benefits. Obviously, our big benefit we see is we're a law firm, and we uh you know provide multi-layers of advice, whether it be tax, contract, all that. But without price discovery, you're back to the old school listing or tender, which is the guy standing by himself on the rock cliff over murky water. Yeah. Um, and that's not a fun deal. Uh so yeah, we definitely, when you put all our layers together without the world-class marketing and price discovery, um, that's what really bring brings it all together.

Devon Davidson 19:00

I wanted to go back to your point about um the realtor and the and the the drop in prices. Has CLH seen anything like that across Western Canada? Well, like what are we seeing right now through the the first part of 2026?

Speaker 1 19:11

Well, you know, from we can speak to you know what we've sold here through Q1. Sure. Um, in my opinion, Roy would probably agree, um, you know, prices have been strong still. Um, you know, even on some of the marginal land that uh we've sold here recently, um, guys still have confidence that value is there. Um they show up on sale day, whether that's our marketing or platform or a combination of both. I mean, we'll st we're still bringing people to the table. Um, and the market's figuring out, you know, where that value lies. And and from what we can see, I wouldn't say there's been uh any hesitancy yet um in some of our sales.

Roy Carter 19:45

No, I agree, Ryan. It's similar to what you said, Devon. These guys are long-term solid buyers, and they're buying for their kids, their grandkids, they're doing equity takeout, you know, over 50% don't put any cash in. It's based upon their big lift. So yeah, it's maybe averaging down, whatever, but you know, they're they're not easily spooked. They're solid, you know, it's big business nowadays. Yeah. And the businessmen uh or the investors in farmland, which is not to the degree that it's kind of made out to be that, you know, Western Canada is being bought up by investors. Yeah, you know, there there is some there. Um, they of course don't know, you know, CLI and uh, you know, productivity and that. Um, that's why they don't, they're not jumping if they're the only one on the cliff. Right. Um, they want price discovery. And uh they assume everybody else, when they jump, they're locals, they know it. And you know, they're that's why those investors are in there too. And they'll tell you that they won't buy on an appraisal or they won't buy on a list because there's no reason to trust it, right?

Devon Davidson 20:56

I was gonna ask you about that because it's something that's it came up at crop production again, comes up most trade shows, is is that um that idea that all the farmland's being bought up by investors like like a manette or like uh Bill Gates, or so it maybe you guys could speak a little bit to is it just neighbors? Because that was my impression, too, is a lot of it's it's local buyers.

Speaker 1 21:15

Yeah, I mean, I can tell you what I've heard, and you you know, I do feel a lot of call from uh potential interested sellers, and you know, one of their questions is that you know, you know, is it China? You know, everyone everyone thinks it's it's the Chinese that's buying land and driving the price of land up. Yeah, but uh, you know, in a lot of cases, no, it's not. Um obviously there's um you know foreign ownership rules through Manitoba, Saskatchewan, Alberta. Yeah, uh BC is a little bit different, of course. But um, you know, if we had to generalize it, really it's it's the bigger farmers that uh continue to drive price. They're always looking to expand and and take on more acreage. And, you know, and a lot of times they they have the equity to do so. So I mean that's where I think, you know, a lot of this uh this increase in value is being driven from.

Roy Carter 21:59

Oh, totally. And the big solid players, they're not showy. You know, they're not on the front page of the Western producer or whatever. You know, they're real, right? Um, you know, they don't have an office on 8th Street in Saskatoon or whatever. Yeah. Their office is in the shop. Uh yeah, they're the real deal, right?

Devon Davidson 22:18

Does price discovery work better with a larger market base, or can it work just as well in a small regional market?

Speaker 1 22:25

No, I I mean, you know, price discovery works regardless of the size of the market. Um, as long as you can bring those interested parties um, you know, to the table, um, which which we obviously do through our aggressive marketing campaigns that we do. I mean, the key is having people there, right? As long as you have people there, um, they'll drive price discovery and and they'll figure out at the end of the day where value lies.

Breaking Psychological Price Barriers

Roy Carter 22:49

Totally. I, you know, think getting out of regional and being across western Canada certainly helps because you bring in uh it the borders are gone now. You you know, I was talking to a guy yesterday, he's looking at selling land at Pinoca um to buy, you know, cattle land in Saskatchewan where you can buy five five to one quarters, right? Five there for everyone there. So um you need to get out of the province. You know, there used to be it'd be kind of in your RM or your newspaper. Right. I agree with Ryan. It works in any scale, but I think if you go out, it's a game changer. Yeah. Where you start getting these people, they don't see borders anymore. And even at these cattle prices, you know, they'll they just move cattle. They don't care if they're crossing the border or crossing two borders. Right. Uh, if they got to move 700 miles and uh take the liners, they'll go. Uh, so that means getting it out there, yeah, totally.

Speaker 1 23:46

And that's where marketing and reach, you know, yeah, is is very important, I think, with with regards to any sale.

Devon Davidson 23:51

Well, and I think that's what separates us from a lot of regional realtors or local realtors, you know, other law firms, if they're doing tender or something like that, we're we're really it's the reach and the frequency that our team can provide here. Yeah, I totally agree with you, Devon. Okay, so with land, there are there's a lot of unique factors that can affect its value, but there's also a lot of external factors, Roy. So things like um, if it's a larger assemblage, the the neighbors, the demographic of the neighbors in the area, um how productive that land has been within the last couple years. Uh for these external factors, uh, is that harder to guess in advance when a market is uncertain? Like, is do you have less certainty around those things?

Roy Carter 24:27

Yeah, you know, that's a good question. They're really hard to ascertain, and uh there's nobody smarter than the market. Of course. But there's so many, uh, that's the problem with appraisals on farmland. Uh, they don't take into account all the external factors that may well be a bigger factor than the quality of that land, about who's on the buy around there, who's expanding past crops, even the economy. You know, if the oil patch is hot in an area in Saskatchewan, it'll affect the land prices, farmland. These guys can go work off farm and you know buy an extra quarter. So there's no way to bring those in. Uh, my hunch is if the wind's pulling back, uh, the lift for all those external things is probably less too. Uh, so it's even more important to have the the right radar on it to pick up the microblast, right? Yeah.

Speaker 1 25:21

I think in a soft market or or a hot market, you you never know how those external variables are gonna impact a sale. And I mean, that's where lists and appraisals often get it wrong, right?

Devon Davidson 25:32

Oh, totally. Just because of the value that the neighbor may place on that land, right? That that's that's something you just can't calculate with an appraisal. Exactly.

Speaker 1 25:38

Yeah, yeah.

Why Transparency Builds Buyer Confidence

Roy Carter 25:38

And good point there, Ryan. Like uh tender to a lawyer is no better than list. Uh, it again is, you know, it's not an ask, it's a bid, but it's uh it's a wild guess. And uh, you know, again, the these guys cannot stand if they had to go to the A and W in Yorkton and be made fun of that they bid too much. Uh so they all go home and don't sleep and shave 50,000 or 100 off their bid. And uh, you know, again, it's uh there's a lot goes into it, but there's no science. Uh, so yeah, it's like a hundred years ago again, and there's better stuff out there. There's there's new equipment and devices out there to get it right, right? Yeah, yeah, for sure.

Devon Davidson 26:22

Uh farmers tend to be positive, and and they would tell you from experience that every storm runs out of rain, right? But how does that affect their mentality when the market starts backing up?

Speaker 1 26:32

You know, farmers are always optimistic. Um, what I would say is they probably approach things a lot more cautiously. Um, you know, with regards to buying, um, you know, they're probably going to talk more with with their neighbors and try to get a sense or a feel. But at the same token, you know, if if land's being sold on our site, I mean, with like Roy mentioned earlier, with that that price affirmation being there and on display, I mean, that really can resonate with a lot of people. You know, it confirms even even in a soft market or a down market, it's like, okay, that value's there. You know what? You know what? Uh, you know, I'll continue to bid, say, for example, or you know, I'll I'll engage and be interested, I'll go get financing, um, things like that.

Roy Carter 27:16

So um I think it very it'll vary between whether you're a Gen Z millennial or whatever.

Devon Davidson 27:25

Sure.

Roy Carter 27:25

You know, these these young farmers uh they don't know that prices can back up, right? It's just like it's up every day, it's good, life's good. Uh whereas, you know, the older guys through the 80s, they everybody pretty much worried about losing their house. Yeah. Uh 25% interest. So uh they're a much more hardy at a pullback, and they know the sun comes up. Uh, you know, the the younger guys that have loaded up debt uh might have a little um more sleepless nights uh and wonder, you know, they've never seen this before, right? Yeah. Whereas I think the more older farmers, they've had some rockier roads.

Devon Davidson 28:05

Okay. I think that's all we have for today, guys.

Roy Carter 28:09

Anything else you want to cover before we No, just at the end, hopefully we don't we're not uh we don't work for a funeral home here. I mean, uh we don't see we don't see what some realtors are suggesting. Yeah. And we, you know, sometimes, you know, their problem is they work for buyers too, half the time, right? So um, you know, and I mean, I'm not there's lots of good realtors, but um they can talk one day for the seller and one day for the buyer, and you know, we only act for the seller. We see, you know, use price discovery, use proper marketing, yeah, uh, get it right. And uh there's lots of uh buyers out there, and also there's lots of dry powder for your land, right?

Devon Davidson 28:51

Yeah. Okay. Well, with that, guys, we'll uh we'll wrap it up. Uh thanks. Thanks for being here, guys. Thanks very much. That's gonna do it for another edition of the Farmland Exchange. Thanks for tuning in. We really do appreciate the support. If you haven't already, please take a minute to go and leave a five-star review on your preferred podcast platform of choice. It really helps us out, as I had mentioned at the top of the show. If uh there's any topics you'd like us to cover, um, or if you are yourself interested in selling farmland and want to have a discussion with us, send us an email at infoCLHbid.com or give us a call at 866-263-7480. That's gonna do it for now. Thanks for tuning in. I hope this was a positive exchange for you. Take care.