2017 Land Markets Survey

Land Market Survey
National Association of REALTORS®
REALTORS® Land Institute
Released January 2018

The U.S. Land Market Survey is an annual survey
conducted by the National Association of REALTORS®
(NAR) Research Group for the REALTORS® Land
Institute (RLI). The findings from this Report can be
cited with the proper attribution to NAR and the RLI.
National Association of REALTORS® Research Group
Lawrence Yun, Ph.D. Senior Vice President & Chief
Economist
George Ratiu, MA, Managing Director, Housing and
Commercial Research
Gay Cororaton, MS, Research Economist
Aubrie Kobernus, MBA, RCE, Chief Executive Officer
Jessa Friedrich, MBA, Marketing Manager

President’s Message
“As the 2018 National President of the
REALTORS® Land Institute (RLI), “The
Voice of Land,” I am proud to release
this results of our 2017 Land Markets
Survey to the industry. Every year, in
partnership with the National
Association of REALTORS® (NAR)
Research Group, RLI conducts and
publishes this survey for the benefit of
landowners and land real estate
professionals across the industry to use
as a resource.”
- Jimmy Settle, ALC
2018 RLI National President

About the Survey
Objective
 To gather information about land transactions
among land real estate professionals during the
reference period of October 2016–September
2017 and on their outlook for the period October
2017–September 2018.
Timeframe
 NAR and RLI conducted the online survey from
October 9–November 20, 2017.
Participants
 807 respondents (614 in the October 2016
survey), 568 of which closed a land transaction.

Regional Distribution
of Respondents
32
53
81
31 30
68
119
131
142
114
3 2 1
*807 respondents (RLI and non-RLI)

Professional Membership
of Respondents
47.2%
80.1%
6.9%
0.8%
3.6%
0.4% 1.0%
21.1%
RLI NAR CCIM SIOR AFSMRA NAIOP ULI Other

Survey Highlights
 Stronger economic growth, sustained growth in housing
demand and residential construction, and stable
commodity prices in 2017 after a three-year decline
underpinned a stronger land market during the period
October 2016–September 2017.
 On average, respondents reported a 4% gain in the
dollar volume of U.S. land sales between October
2016‒September 2017 from the prior 12-month period
(2% in the October 2016 survey).
 Sales for all types of land increased, led by
residential land sales which rose 5% and
commercial land which increased 4%.
 Sales of agricultural irrigated and non-irrigated
land each rose by 2%, a turnaround from the sales
decline respondents reported in the October 2016
survey. With flat commodity prices, the growth was
modest compared to residential and commercial
land sales.

Survey Highlights
Continued…
 On average, U.S. land prices (in dollars per
acre) rose at a faster pace of 3% from
September 2016 to September 2017 (1% in the
October 2016 survey).
 Prices rose across all land types, led by
residential land at 5% and commercial and
greenfield development land at 4%.
 The price per acre of agricultural irrigated
land sold rose 2%, while the price of
agricultural non-irrigated land sold rose
1%, a rebound from the price decline
respondents reported in the October 2016
survey.

Survey Highlights
Continued…
 On average, respondents expect U.S. land sales
volumes to increase at a healthy pace of 3%
between October 2017‒September 2018 from
the October 2016‒September 2017 period.
 Timber, residential, and greenfield
development land are expected to
post the strongest growth rates at
3%.
 Respondents expect an increase in
transactions for all types of land, with the
strongest pace in residential at 4% and
recreational, commercial, greenfield
development, and timber, each at 3%.

Survey Highlights
Continued…
 On average, respondents expect U.S. land prices
(in dollars per acre) to increase at a sustained
pace of 3% from September 2017 to September
2018.
 Prices are expected to increase across all
land types, led by residential and commercial
land, each at 4%.
 Prices of agricultural land are expected to
post a modest growth of 1%.

Survey Highlights
Continued…
 Regions 7,8,9,and 10 accounted for 68% of U.S. land
sales between October 2016‒September 2017.
 In addition to residential land sales, most land
transactions were:
 Region 1: commercial, timber
 Region 2: recreational, timber
 Region 3: agricultural non-irrigated, recreational
 Region 4: good mix of types of land
 Region 5: commercial
 Region 8: ranch, recreational
 Region 9: recreational, timber, commercial
 Region 10: recreational, agricultural non-
irrigated, commercial

Survey Highlights
Continued…
 On average, respondents sold made 5 sales each
on residential and recreational land, 4 sales each
on agricultural non-irrigated and timber land, and 3
sales each on commercial and ranch land during
October 2016–September 2017. Sales were
modest on agricultural irrigated land, where
respondents reported about 2 sales on average.
 Individuals/family buyers accounted for 61% of
U.S. land buyers and 76% of U.S. land sellers.
 Amid flat commodity prices, expansion farmers
accounted for 1% of land buyers, down from the
12% share reported in the October 2016 survey.
 Investors accounted for 25% of U.S. land buyers
and 12% of U.S. land sellers, indicating strong
investor demand.
 Foreign buyers accounted for 1% of U.S. land
buyers and 2% of U.S. land sellers.

Survey Highlights
Continued…
 U.S. lands for sale were typically sold within 95 days,
slightly more quickly than the 100 days in the prior 12-
month period.
 Commercial land sold more quickly during October
2016-September 2017 at 200 days (180 days in the
October 2016 survey), while residential land sold at
the same duration of 120 days.
 Amid weak commodity prices, agricultural irrigated
land stayed on the market longer at 60 days, up from
30 days in the prior 12-month period.
 Agricultural non-irrigated land sold most quickly at 45
days.
 The acreage of U.S. land sold was typically 58 acres. The
smallest land acreage sold were of residential lands,
which were typically 4 acres, and commercial lands, which
were typically 5 acres.

Survey Highlights
Continued…
 Land purchases were financed by equity (cash) in
44% of transactions. Land purchased through a
1031 exchange accounted for 12%. The
widespread use of equity(cash) indicates the lack
of land financing, an issue reported by some
respondents.
 Local and regional banks accounted for 60% of
land financing .
 Mineral rights were conveyed in 61% of U.S. lands
sold, with higher intensity in Regions 7, 9, and 10.

Survey Highlights
Continued…
 Respondents reported facing land issues related to
federal regulations, financing, state, local, and other
issues (e.g., economy, commodity prices,
easement/access, water rights, zoning, etc.).
 42% reported that zoning regulations have tightened in
the past five years; in Regions 1,2,3, and 5, at least
half of respondents reported stricter zoning regulations.
 52% reported that residential land has become less
available in the past five years.
 According to respondents, low commodity prices,
tighter zoning, lack of land financing, and lack of good
land database were issues that adversely impacted
land transactions.

Market Conditions & Outlook
for U.S. Land Sales

Stronger Economic Growth
in 2016–2017
-10.0
-8.0
-6.0
-4.0
-2.0
0.0
2.0
4.0
6.0
Economic growth recovered in 2016 after faltering in 2015. Sustained growth bolsters demand for
resources, including land. Source: Bureau of Economic Analysis, downloaded from Haver Analytics.

Continued Recovery in
Housing Demand and
Residential Construction
0
50
100
150
200
250
20121
20122
20123
20124
20131
20132
20133
20134
20141
20142
20143
20144
20151
20152
20153
20154
20161
20162
20163
20164
20171
20172
20173
U.S. Northeast Midwest South West

Flat Commodity Prices in
2016 Q4–2017 Q3
0.00
100.00
200.00
300.00
400.00
500.00
600.00
700.00
200003
200010
200105
200112
200207
200302
200309
200404
200411
200506
200601
200608
200703
200710
200805
200812
200907
201002
201009
201104
201111
201206
201301
201308
201403
201410
201505
201512
201607
201702
201709
S&P GSCI Livestock Nearby Index (Jan-2-70=100)
S&P GSCI Grains Index (Jan-5-70=100)
S&P GSCI All Cattle Index (Index)
Commodity prices stabilized in late 2016 through 2017 after declining in 2014. Stable (and rising)
commodity prices have a positive effect on the demand for agricultural land. Source: Standard &
Poor's, downloaded from Haver Analytics.

Average Change in U.S.
Dollar Sales Volume
-1%
0%
1%
2% 2%
1%
2%
4%
5%
1%
2%
2% 2%
1%
3%
3%
1%
3%
4%
5%
1%
4%
Oct 2016 Survey Oct 2017 Survey
Average Percent Change in the Dollar Volume of U.S. Land Sold from October 2016‒September
2017 Compared to Dollar Volume from October 2015‒September 2016. Residential and commercial
land posted the strongest gains in sales. Agricultural sales rose in 2017 after falling in 2016.

Average Change in Price of
U.S. Land Sold
-1% -2%
1%
1% 1% 1%
2%
3%
5%
-3%
1%
2%
1%
1%
3% 2%
2%
4% 4%
5%
2%
3%
Average Percent Change in the Dollar Price Per Acre of U.S. Land Sold in September 2017
Compared to September 2016. Residential, commercial, and greenfield development land
posted the strongest change in price per acre of land sold.

Expected Change in Dollar
Volume of U.S. Land Sales in
Next 12 Months
2% 2%
1%
3%
3%
1%
3%
4%
5%
1%
4%
2% 2%
3%
2%
4%
1%
3%
3%
4%
2%
3%
Average Change in Dollar Sales in Past 12 Months
Average Expected Change in Dollar Sales in Next 12 Months
Average Expected Change in the Dollar Volume of U.S. Land Sales from October 2017–September 2018
Compared to Dollar Volume in October 2016–September 2017. Respondents expect the dollar volume to
increase three percent by September 2018, about the same rate as the change in dollar volume during
October 2016–September 2017, with strong gains in residential, recreational, and commercial land sales.

Expected Change in Price of
U.S. Land Sold
2%
1%
1%
3% 2%
2%
4% 4%
5%
2%
3%
1% 1%
2% 2%
3%
2%
3%
4%
4%
2%
3%
Average Price Change in Past 12 Months Expected Price Change in Next 12 Months
Average Expected Change in the Price of U.S. Land (in Dollars Per Acre) by September 2018 Compared
to Prices in September 2017. Respondents expect prices to increase three percent by September 2018,
about the same rate from September 2016 to September 2017, with strong gains in residential,
commercial, and greenfield development land.

Characteristics of
U.S. Land Sales

Distribution of U.S. Land
Sales
3%
5%
8%
5%
3%
8%
16%
18% 18%
16%
Region1
Region2
Region3
Region4
Region5
Region6
Region7
Region8
Region9
Region10
The distribution of land sales is based on respondents who reported that their primary region of
business is in the United States. Regions 7,8,9,and 10 accounted for 68 percent of U.S. land sales.

Type of U.S. Land Sales
6.3%
14.4%
9.5%
0.3%
2.6%
8.7%
20.6%
27.5%
11.8%
1.2%
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
Percentage Distribution of Land Sales Among Members with Primary Business in the United States.
Residential and recreational land sales accounted for 48 percent of U.S. land sales.

Type of U.S. Land Sales
Among All Respondents and
RLI Members
6.1%
13.6%
7.0%
0.3%
2.8%
9.3%
19.9%
28.9%
10.7%
1.2%
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
All Respondents RLI Members
Percentage Distribution of Land Sales Among Members with Primary Business in the United States. There
is no stark difference between all respondents and only RLI Member respondents regarding the
distribution of their land sales.

Types of U.S. Land Sold by
Region
Land Sales Among Members with Primary Business in the United States During October 2016-September
2017. The estimates for Regions 1, 4, and 5 are based on less than 30 observations.

Types of U.S. Land Sold by
Region
 In addition to residential land sales, most land sold were:
 Region 1: commercial, timber
 Region 2: recreational, timber
 Region 3: agricultural-non-irrigated, recreational
 Region 5: commercial
 Region 8: ranch, recreational
 Region 9: recreational, timber, commercial
 Region 10: recreational, agricultural non-irrigated, commercial

Average Number of U.S.
Land Sales Among
Respondents
2.5
4.3
2.5
0.4
2.3
3.3
5.4
5.0
4.2
2.3
0.0
1.0
2.0
3.0
4.0
5.0
6.0
Average Number of Land Sales Among Members with Primary Business in the United States During
October 2016-September 2017. On average, respondents sold more recreational, residential, and non-
irrigated agricultural land, averaging about five sales during the period, with modest sales in
agricultural irrigated and development land.

Type of Buyers of U.S. Land
61%
15%
1%
25%
1% 4%
0%
10%
20%
30%
40%
50%
60%
70%
Jul 2014 Survey Feb 2015 Survey Oct 2015 Survey
Based on the type of the most recent buyer. Multiple responses are allowed so the responses will
not sum up to 100 percent. Individuals/family buyers accounted for 61 percent of U.S. land buyers.

Type of Sellers of U.S. Land
76%
13%
1%
12%
2% 3%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Jul 2014 Survey 2015 Feb Survey Oct 2015 Survey
Based on the type of the most recent seller. Multiple responses are allowed so the responses will not
sum up to 100 percent. Individuals/family sellers accounted for 76 percent of U.S. land sellers.

Median Days on Market of
Land Sold
by Type
30
75
200
150
90
120
85
100
60
45
180
95
140
120
160
95
0
50
100
150
200
250
Oct 2015 Survey Oct 2016 Survey Oct 2017 Survey
Based on the most recent sale of the respondent. Development land and “Other” types of land are not
shown separately due to very small sample size, but the responses are used in calculating the median
days on market of all land sold in the United States. Agricultural land is the quickest type of land to
sell. With flat commodity price, agricultural irrigated land took longer to sell at 60 days.

Median Acreage of U.S. Land
Sold by Type
138 130 119 118
89
57
5 4
58
0
50
100
150
200
250
300
350
July 2014 Survey July 2014 Survey Oct 2015 Survey
Based on the most recent sale of the respondents. Median acreage of development land and “Other”
types of land are not shown separately due to very small sample size, but they are used in the calculation
of the U.S. median acreage.

Financing of U.S. Land Sold
44%
12%
37%
7%
Equity (Cash) Exchange Debt Owner
Land purchases are financed by equity (cash) in 44 percent of transactions. Land purchased through
a 1031 exchange accounted for 12 percent. The use of equity (cash) indicates the difficulty of
obtaining land financing.

Sources of Financing of U.S.
Land Purchased
34%
26%
9%
7% 6%
3%
1% 1% 1% 0% 0% 0%
12%
Local and regional banks accounted for 60 percent of land financing.

Land Sales With Mineral
Rights Conveyed
44%
58%
55%
61%
44%
29%
84%
34%
71%
81%
61%
Region 1 Region 2 Region 3 Region 4 Region 5 Region 6 Region 7 Region 8 Region 9 Region 10 U.S.
Mineral rights were conveyed in 61 percent of U.S. lands sold, with higher intensity in Regions 7, 9, and
10.

Issues Affecting Land
Transactions in the Past Five
Years
Federal, 6%
Financing, 39%
Local, 24%
Other, 25%
State,
6%
Federal Financing Local Other State
Among respondents with primary business in the United States. Respondents reported issues related
to federal regulations, financing, state, local, and other issues. “Other” includes economy,
commodity prices, easement/access, zoning, water rights, “all of the above”, etc.

Zoning Regulation Changes
in the Past Five Years
5% 6%
14%
8%
3% 1% 4% 3%
67%
50%
59%
47%
57%
37%
29%
38% 36%
49%
42%
30% 13%
16%
21%
45%
49%
34% 43%
24%
33%
33%
10%
22%
37%
7% 8%
23% 26%
19% 23% 21%
Region 1 Region 2 Region 3 Region 4 Region 5 Region 6 Region 7 Region 8 Region 9 Region 10 U.S.
Eased in the past five years More difficult in past five years
No opinion Other
Stayed about the same in the past five years

Availability of Residential
Land
27%
21%
19%
28%
4%
29%
23%
17%
26%
5%
Less available
closer to city
centers and more
available in
suburban or
exurban areas
Less available in all
areas
More available in
all areas
No opinion Other
Among respondents with primary business in the United States, 52 percent reported that land has become
less available compared to five years ago. an increase from the 48 percent share in the October 2016
survey.

Where Respondents Listed
Land for Sale
78%
51%
12% 11%
6% 3% 3% 2%
28%
Percent of respondents who reported these responses. Multiple responses allowed, so the
percentages won’t sum to 100 percent.

Where Respondents Access
Land Market Statistics and
Prices
76%
44% 43%
26%
21%
19% 17%
MLS Local
Appraiser(s)
Courthouse/
courthouse
research
companies
REALTORS®
Property
Resource (RPR)
Lands of
America
Loopnet Other
Percent of respondents who reported these responses. Multiple responses allowed, so the percentages
won’t sum to 100 percent.

Issues Reported By
Respondents
◦ Land financing is almost non-existent.
◦ Land in our area is difficult to sell if there are no utilities on the
property such as city services, wells, and septic. The cost to install
these items often stop a buyer from proceeding.
◦ Low commodity prices have drive agriculture land price down.
◦ Land sales has increased due to low inventory of homes on market.
Buyers are looking for land to build the house of their dreams.
◦ In our area, it is very difficult to find buyers for land. Sellers want more
money than land is valued at, buyers don't have the funds, and land is
not appraising where the sellers want to sell.
◦ Water rights is the biggest issue facing the West and Pacific
Northwest.
◦ Land has many environmental challenges.
◦ Appraisal values of commercial and entry level residential are still
holding back development. If builders could make money on entry
level housing, land market would be stronger, especially in tertiary
markets in Florida
◦ Cities now are enacting onerous regulations.
◦ The issue of 1031 exchanges potentially going away has increasingly
become a concern for buyers/sellers.
◦ An RLI –owned database of land sales would be a valuable asset to
create.

Technical Appendix
This graph compares the distribution of the sample of respondents based on their self-identified region
(“sample”) to the distribution of 1,260 RLI members by state provided by the REALTORS® Land Institute
(‘’population”).
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
Distribution of October 2017 Survey Respondents*
Survey Respondents
*807 respondents (RLI and non-RLI members)

 The REALTORS® Land Institute, “The Voice of Land,” provides the
expertise, camaraderie, and resources that are the foundation for all land
real estate professionals to become the best in the business. The RLI
continually strives to maintain its status as the acknowledged leader for all
matters pertaining to the land real estate profession is the essential
membership organization for the extraordinary real estate professionals
who broker, lease, sell, develop, and manage our most precious resource:
the land.
 The NATIONAL ASSOCIATION of REALTORS®, “The Voice for Real
Estate,” is America’s largest trade association, representing over 1 million
members, including NAR’s institutes, societies, and councils, involved in
all aspects of the real estate industry.
 The NATIONAL ASSOCIATION of REALTORS® Research Group collects
and disseminates timely, accurate, and comprehensive real estate data
and to conduct economic analysis in order to inform and engage
members, consumers, policy makers, and the media in a professional and
accessible manner.
430 N. Michigan Avenue
Chicago, IL 60611
United States
Phone: 800-441-5263
http://www.rliland.com/
NATIONAL ASSOCIATION of
REALTORS®
500 New Jersey Avenue, NW
Washington, DC 20001
Phone: 202-383-1000
https://www.nar.realtor/

2017 Land Markets Survey

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