#46 - Building a People-First Land Company with Brian Reynolds

Leadership, culture, recruiting, and the future of land brokerage.

Episode Description:
 What does it really take to build a strong land company in today’s market?

In this episode of The American Land Seller, Brittany Murphy sits down with Brian Reynolds of Ironhorse Land Company to talk leadership, recruiting, company culture, and what separates long-term professionals from short-term salespeople.

Brian shares his perspective on building relationships, helping agents grow the right way, and creating a company culture centered around trust, accountability, and real-world experience.

The conversation dives into:
 • Building Ironhorse Land Company
 • Recruiting and mentoring agents
 • Leadership in rural real estate
 • The future of land brokerage
 • Why relationships still matter in business
 • Challenges facing today’s land professionals

Whether you are a landowner, agent, investor, or simply passionate about rural America and land ownership, this episode offers practical insight from someone working in the trenches every day.

Listen, subscribe, and share with someone in the land business.

Website:
 Ironhorse Land Company

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2.   Facebook
3.   LinkedIn

Transcript

Meet Brian Reynolds

SPEAKER_02 0:08

Today on the American Landseller, we hear from a member of the Ironhorse team. Brittany sits down with Brian Reynolds, founding partner at Ironhorse Land Company, and its chief people officer. Brian is a multi-state land broker licensed across Nebraska, Kansas, and South Dakota, and is the managing broker for Ironhorse in the state of Kansas. Brian has been in the trenches of land sales, not just managing from the sidelines. What makes Brian different is that he is not just focused on the field, he's focused on our people, recruiting the right agents, building the right culture, and making sure we're not just growing, but growing in the right direction. If you're an agent thinking about where you fit long term, or a landowner wondering what kind of team you're actually hiring, this conversation matters. Let's see what these two have for us today.

SPEAKER_01 1:00

Welcome to the American Land Seller Podcast, with your hosts, Kobe Rickardson and Brittany Murphy. Kobe is an accredited land consultant and the CEO managing broker of Ironhorse Land Company, a multi-state land brokerage specializing in farm, ranch, recreational, and development items across the heartland. Brittany is the chief marketing officer of Ironhorse, bringing top-level marketing strategy, brand development, and creative execution built specifically for the land business. Each week, we bring you real-world insight and expert conversations on land sales, marketing, regulations, economics, and the trends shaping the land market across America.

SPEAKER_05 1:48

Okay, Kylie, and our special guests, let's get started. Hey everyone, welcome back to the American Land Seller Podcast. Today we are joined with our partner and Kansas broker, Brian Reynolds from McCook, Nebraska. Brian is licensed in South Dakota, Kansas, and Nebraska. Thank you so much for joining us today, Brian.

SPEAKER_03 2:12

Thanks for having me, Brittany.

SPEAKER_05 2:14

How are you doing today?

SPEAKER_03 2:15

Great. Yourself?

SPEAKER_05 2:16

Pretty good. I'm enjoying this beautiful weather.

SPEAKER_03 2:18

It has been awesome.

SPEAKER_05 2:20

Yes.

How Land Shaped His Start

SPEAKER_05 2:21

So we're just going to kick right off into it and kind of get into your origin story. Where did land first enter your life?

SPEAKER_03 2:28

Um, I would say as a little kid, you know, I've always been enjoyed the outdoors and being out, you know, just everything that it comes with it, you know, with the livestock and and outdoor activities.

SPEAKER_05 2:38

And you're still running livestock today, right?

SPEAKER_03 2:41

Uh no, I just actually s sold my cows, so I I don't have any right at the moment. But I've had um cows for the last 15, 20 years.

SPEAKER_05 2:50

So impressive. That is a commitment, that is for sure. I guess that's not necessarily conducive to also owning a land business and running cattle all the time.

SPEAKER_03 3:00

Yeah, yeah, it gets a little bit tough in the wintertime trying to juggle, you know, and keep them fed and check them and stuff like that.

SPEAKER_05 3:08

Absolutely. So what would you say at what point did you decide that being a land broker could be your career?

From Land Management To Brokerage

SPEAKER_03 3:15

Actually, I kind of had a different path. I I worked for a uh land management company um for the state of Nebraska for about nine, ten years, and that transitioned me over into um um doing some land management for another real estate firm. Uh of course, in the state of Nebraska, you needed a uh real estate license to do that. I I kinda at that point kind of decided after doing that for a while that I really my passion was in real estate, not so much the management, even though I I still like the management aspect of it. Um it actually was the right path for me because I learned about what I was selling. Absolutely in in a lot of depth.

SPEAKER_05 3:52

Absolutely. Um how would you say that experience really adds to the way that you operate your business today? That would be different from somebody that doesn't share that experience.

SPEAKER_03 4:06

I I think it just uh it just attention to detail. That's that's probably one of the biggest things that you know that dot your I's and cross your T's and uh to be very methodical about what you're doing.

SPEAKER_05 4:17

Absolutely. So what was your thought when Kobe called you and said, Do you want to start Iron Horse with me?

SPEAKER_03 4:26

Well, I had to give that a lot of thought, actually. I mean not not to uh have a partner with Kobe, that aspect of it. It's just that uh there is a lot that goes into these things and you gotta decide once you make that decision, you you know you're all in.

SPEAKER_05 4:41

A true commitment.

SPEAKER_03 4:42

So it's uh I I slept on that and you know for a long time before I made that commitment. And I mean I'm I'm all in now, but uh it's it's uh I think what people think about starting their own business, I think they think of starting real estate, you know, and selling, they don't think of what outcomes with it, you know.

SPEAKER_05 5:04

Bet you never in a million years thought you'd be looking at a tech stack document trying to sell land.

SPEAKER_04 5:10

No, that's a hundred percent.

SPEAKER_05 5:13

Or employing a girl out of Nashville, Tennessee to help you market it.

SPEAKER_04 5:17

Correct.

SPEAKER_05 5:19

So we're gonna go back a little bit into your career, um, and maybe kind of build back up to where we're at today. What was the first deal that made you feel like this was definitely what you were meant to be doing and would be your long-term career? What made you finally realize, like, okay, I'm for sure doing what I'm meant to be doing?

SPEAKER_03 5:40

I think it's just I I think there's a relationship or two in there that you build, you know, that you know, it's not so much your everyday real estate, it's that person that has no idea what they're doing, and you're trying to help them, you know, move the land, you know. It might be might be the the people that inherited the ground that lost their parents or something that happened and and they're you're trying to help them work through the process because they have no idea, and then they trust in you to you know to help them with that. And I guess that's been one of my biggest drivers is helping people, not this this I'm selling a piece of ground uh, you know, for income. And I think I think uh it's it's uh it's that aspect that I enjoy the most.

SPEAKER_05 6:20

Do you have a particular deal that humbled you?

SPEAKER_03 6:24

You know, I kind of have a different path, I think, in most people on that. Like for my first two years, I was fortunate enough to have people around me that I every transaction that I had, I ran by 'em because I was I was so dead set on I didn't want to screw anything up and I wanted to make sure everybody was happy with every transaction. I had some things that I would do different. You know, uh what the most common people don't realize is you know, you get an instance that you have two people that make a full price offer on a piece of property. And the that kind of situation I found that I would probably handle things a little bit different in certain situations because most people just don't. They just assume that I make a full price offer that I own that piece of property. As we know, the seller ultimately makes that choice. You know, you juggle with trying to make both sides happy. You work for the seller, of course, but I think the biggest thing in in this whole process is you learn to be really transparent with with who whoever you're working for. Lay it all out at the very beginning so that they're not surprised either. You know, no one has that uh, you know, and and they trust you.

SPEAKER_05 7:27

Absolutely. I know you said there's a couple of things that you might have done differently. Is there one particular mistake that has happened in your career that's kind of always in the back of your head that you want to make sure you don't do again or that you can coach another agent through and say, I mean, I've I've been in your shoes and this is probably what I would have done differently.

SPEAKER_03 7:49

Well, I mean, I there's a couple deals, you know, that that I guess that I would do things that I would do different, just like okay, say I had I had uh two kind of goes back to what I said earlier, I had two two f two producers that made the full price offer on the same ground and we were kind of having a more or less bidding a war against it, you know, because they both wanted a bet. I probably would have set them if they would have, you know, set them in the same room and had like their own private auction or did something on the phone because the whole deal is you know it's transparency, you know, because

Relationships Over Transactions

SPEAKER_03 8:20

you know there's always you know people that maybe second guess, you know, that they were getting a better deal, or you know, but it's just it's just like I said, it's just you know, you just have it all out in the open and said, you know, let's get it done today.

SPEAKER_05 8:33

That's a really creative idea. I like that, honestly. Just turn it into a mini auction, and to your point, then nobody feels like, well, did they know this person? Was there something said behind a closed door? Like, I really like that. That really feeds into what we're doing here at Iron Horse, to your point, the whole transparency aspect.

SPEAKER_03 8:54

Yeah. So that, you know, there's you know, there's a situation like that, and then there's some situations with full price offers, you know, and multiple people. And that becomes very can be very sticky situation for, you know, the for the real estate agents to be in, you know, it's it's really key to you make sure everybody knows, you know, this is where we're at, you know, because you know, you're there again, you're working for the seller and you're trying to get the most money for them, but yet you're also be respectful for the first person that made that offer, you know, and say, hey, this is where we're at. You know, it's it's you're juggling a lot of things at one time, but at the end of the, like I said, it's just try to have full transparency.

SPEAKER_05 9:32

Absolutely. All right, we're gonna take a quick commercial break and we will be right back.

SPEAKER_00 9:40

The Land Report. The American Land Seller Podcast is proud to be sponsored by the Land Report. For landowners, investors, and land professionals who want more than headlines, the Land Report goes deeper. Market trends, data-driven insight, and long-form storytelling focused entirely on land. This is not residential real estate news. This is land, big land, working land, legacy land. Visit thelandreport.com and see why it remains the most trusted publication in the land industry. All right, guys, and we're back.

What New Agents Get Wrong

SPEAKER_05 10:18

Brian, where what do you think most young brokers misunderstand about the land industry?

Handling Multiple Offers With Transparency

SPEAKER_03 10:25

Most brokers or agents?

SPEAKER_05 10:27

Both. Let's go with both.

SPEAKER_03 10:29

Well, I think think uh most younger agents don't know what's all involved about being a broker. I mean, first of all, I mean, their responsibilities. Um what it you know, if they're maybe the that broker's a maybe a part owner or two, that you know, like some of the expense and the stuff that the the reason why that they're doing what they're doing, you know, as far as um the splits or something like that. As far as like brokers think I think agents in general think starting out, I think that it's a good way to make a lot of money real quick. And uh it's not that way.

SPEAKER_05 11:06

We actually had a guy, I was very impressed by this. We had an agent come door knock us the other night. Yeah, buying and selling. And it just in today's market, which we'll touch on here in a minute, you kind of have to get kind of go back to the basics, kind of like the pull flyer that we made for you, and really kind of figure out where to find these deals because the market's not near as hot as it was a few years ago.

SPEAKER_03 11:32

Yeah, I I had no intention of ever being a broker when I started out, to be honest with you. You know, it's just like I'm good. It's no, it's fine right here. You know, I don't have to read about anything else and you know, go out your merry way, but but then you also find that that there's a level that you get to where you're like, I'd we'd like also kind of like to be a mentor, you know, to try to because I look at a lot of agents and they don't really have anybody to go to. You know, either they're really small and they just don't have the people, the numbers to bounce it off of, or it kind of gets corporate where I can never get a hold of that person. Um I think uh a little bit of the real estate landscape is changing a little bit where some of the older people that are selling have uh trust probably younger people more than they did. So there's a lot more younger people out there. But I think when I started it was and it's still that way. But things you know, they older people they've done their, you know, paid their dues. And uh and sometimes it's really hard for somebody, say, in their mid-30s, to be selling land and and having that trust. Like it's uh, you know, sometimes you're in the business ten or fifteen years before you get much traction. It's just uh you know, I think some people have that misconception that I'm just gonna jump in here and I'm gonna set the world on fire. It don't happen that way. So it does not And sometimes you can still do it, but you gotta work twice as hard, you know. A person that's been around for 15 years, maybe they maybe they have a little bit more knowledge and then people trust them, and you know, it's it's but it's just you know, stay in the course.

SPEAKER_05 13:05

And I would be interested to know how different it is in the Midwest and the Great Plains versus here in the southeast. I I mean I'm a fourth generation realtor, so I had that going for me. But I did take a step back from real estate after my first couple of years because to your point, I was like, this is gonna be easy, it's gonna be a cakewalk, no big deal, and trying to make those deals happen. Now, granted, I started off in residential and quickly figured out that I hated that. Uh when I came back, I came back as a land agent, and those deals here take a lot longer. But I think it's kind of twofold. I never really felt like being a young female really, maybe with other agents, it was an issue, but not with my sellers. But to your point, out in the Midwest and the Great Plains, y'all have a lot more farmland. And so somebody like you who has been there and done that, you've ran your own cattle and you've helped manage these things, obviously has so much more experience and knowledge than some young gun straight out from his real estate license who doesn't have a clue about any of that.

SPEAKER_03 14:10

Yeah. I mean, I mean, you I mean, you you know, you've had life experiences like that too, or you're trying to get something across, and it's a lot easier to to believe in somebody if they've they've they've walked the walk, you know, and you can you can have that conversation with them without you just nodding your head and going, I have no idea what you're talking about.

SPEAKER_05 14:29

Right. Right. In my experience, I would say like it's always worked for me when I just admit that I don't know something, but I'll go figure it out. And when Jake was selling, it was kind of the same thing. We would be talking about cattle, and he'd be like, I don't know anything about that. I'm like, Well, pick up the phone and call Brian. Brian will walk you through it. Like, yeah, at some point you gotta learn. You can't just keep saying, I don't know.

SPEAKER_03 14:48

Well, and I I I mean, I I was talking to uh a gal yesterday who lost her dad, you know, and I said, and asking questions, I said, You can pick the phone up anytime. I said, I said, that's how you learn this process and learn everything. I said, I I still ask people stuff, you know. I try to support myself with a wide variety of people, you know, big cast, uh, you know, it might be uh the the lawyer, the bank, the you know, of people you can pick up the phone and call, you know, and then and the worst thing you can do is say, Well, I'm not gonna bother them and then do something and then make a mistake or forget a step, you know. So it's uh reassures them too. If you just say, Hey, I'm available twenty-four-seven, just give me a call, and they're going, you know, I got somebody in my corner to help me through this process because those you know when you lose a loved one, it's it's a tough process.

SPEAKER_04 15:33

Absolutely.

SPEAKER_03 15:34

You got your mind just as completely turning, you know, mainly in different directions, and you kind of need somebody in your corner to go, hey, with let's just kind of break a little bit.

SPEAKER_05 15:43

You know, the land industry can kind of be cutthroat and it can feel lonely when you don't have the right people in your corner. When would you say you started figuring that out? Like, hey, I need to make sure I'm surrounding myself with the right people here, or is that something that's kind of always been innately who you are?

SPEAKER_03 16:01

I'd say I kind of always knew that, but I would say since going out, you know, venturing my own more, you're you're uh you're looking even for myself, I'm looking more outside what's going on instead of just what's in my little, you know, my little box confinement. And you're just I think I have more communication with other realtors and more people now, you know. And I think it's just reassuring, it's like I'm glad we're doing what we're doing here. And there's a lot of things you learn that you don't want to be doing, you know, or yeah. You know, you're re it's not just say I I know everything. It's just like, well, this is what we don't want to do.

SPEAKER_05 16:36

Right. Right. Stay away from that. So how do we do it differently? I feel like there's been a lot of uh creative thoughts in building this business. So let's talk about the market a little bit.

Today’s Market And Smarter Timelines

SPEAKER_05 16:47

What do you think is different in the market today? Do you see it kind of going more of the auction route or just kind of give us Brian's take on the market?

SPEAKER_03 16:56

I think you you need to do your homework of what you're selling and what area you're at, you know. Um it you know, it's maybe not just what's going on in Nebraska, say what part of Nebraska, um, who's the neighbors, you know, what's you know, there's a lot of there's tension to detail right now because I think it was 2023 March we had six dollar corn and uh it's been down ever since. So you know, these guys got three year three years in a row that they've been fighting these markets and uh things are pretty tight. And uh I mean there's guys that are making you know money on a cattle right now, but the the the inputs are still high. In my eyes, there's a lot of pro I mean, there's property that's just that's a no-brainer slam dunk auction yet. I mean, that's just but there's a lot of things now that we need to step back and say, hey, maybe a private treaty is the way to go. But maybe this property's still a good property, but maybe we need a longer marketing window, you know. So I think I guess for myself, sometimes you see um other companies sometimes that it's easy to build, we can just, you know, run you in like cattle and you know, and let's just keep doing what we're doing. I see things starting to slow up a little bit, and especially different communities that I think um a longer marketing window is is uh it's it's a good better fit for some things. There again, you're working for the client, you know, the seller, we need to say, hey, but what you know, what what are we doing? You know, what's your goals? Uh do you need to have this sold by a certain day, you know, for your family, or can we put this off? What time of year is it? You know, uh is it springtime? Or maybe not everybody's looking right now. Can we wait till fall?

SPEAKER_05 18:30

You know, there's a lot of things that come into play, but um, are your sellers receiving these conversations well or are there still sellers who think it's still the COVID market and want to see it move fast and heavy?

SPEAKER_03 18:46

I think I think most of the people just enjoy the conversation of like, hey, I just got a whole bunch of options. Now I have something to go back to my family with.

SPEAKER_04 18:54

Right.

SPEAKER_03 18:54

You know, and then maybe we need maybe they want to have a convert sit-down conversation, you know, and everything. Or maybe they just need it kind of spelled, you know, wrote out for 'em. Hey, there's option A, B, C, and you know, where do we want to go from here? What's our timeline? What's our expectations? You know, how much do we want to have you get for the property? But I think uh, and there again, you know, be open and transparent up from the get-go that way. There they don't have any surprises either, you know.

SPEAKER_05 19:20

All right, guys, and we're gonna take a quick commercial break here.

SPEAKER_00 19:24

The American Land Seller Podcast is proud to be sponsored by Ironhorse Land Company. At Ironhorse, land is not a side business, it is all we do. From farms and ranches to recreational and development properties, our team brings deep land expertise, boots on the ground experience, and high-quality marketing to every listing. Whether you own land today or are planning for the future, Ironhorse Land Company helps landowners make confident, informed decisions. Visit Ironhorse Landcompany.com to learn more.

SPEAKER_05 20:00

And we're

Ethics As A Non-Negotiable

SPEAKER_05 20:01

back. Brian, what do you think is the biggest non-negotiable in your business?

SPEAKER_03 20:05

You know, I'm just doing what's right. I've been in those situations, I'm sure everybody's been in them situations where, hey, why don't you just tell me what so and so bid and I'll bump it up? You know, you know, there's situations like that. It's like now we're you know, there is no amount of money available here that we're gonna, you know, um we're gonna change the uh my my morals, my philosophy just for you, you know. It's uh it's uh just doing things right, you know, and uh that's not negotiable, really. So yeah.

SPEAKER_05 20:36

My one of my first brokers, I've only had three in my entire life. So my second one, she'd would tell us you have to be able to lay your head down at night. So if that needs to be your guiding compass when you're having conversations, whether that's with the seller, a buyer, another agent, you need to make sure you can lay your head down at night. And if you can't, then you're doing it wrong. And that just really stuck with me. I'm a very the truth matters to me. I really can't even tell like a white lie to save my life. So that wasn't hard for me to do, but I really that just really stuck with me. And it's interesting to look at other people's businesses sometimes, especially when you're working with them, and be like, there's no way you can lay your head down at night. And if you can, there's something very wrong with you.

SPEAKER_03 21:19

Yeah, I have just the littlest things that sometimes keep me up that wouldn't bother most people, just because man, this one person is not happy, you know, it drives me nuts.

SPEAKER_05 21:29

And she told me that one time too. I went into her office after I had left. I was working for my dad, and she said, Brittany, you're the only one worrying about these things. She's like, You have to stop.

SPEAKER_03 21:41

Yeah. They that's you know, it's true. They said they can't make everybody happy. You know, you try to make everybody happy part of the time, a part of the people part of the time.

SPEAKER_05 21:49

So but know that you're doing your best and then keep pushing forward, right?

SPEAKER_03 21:53

Right.

SPEAKER_05 21:54

What do you have any principles that ground you when things get messy? Have you ever been a part of a business? messy deal.

SPEAKER_03 22:01

You know, I don't know. SC, but this really complicated. I mean if she stay in this business long enough, it doesn't matter how many times you go through everything to write. There's things that just pop up because you know a lot of times you're dealing with people that have no idea what they just inherited or what they're taking over and you try to go through everything. But there's always, you know, these these uh things will come across and you go, that's a fun reminder, I didn't need to go through my checklist. You know, it's just and and it's also really a good thing is if you're surrounded by and if you think that might be a complicated situation you're in, it's good to share it with your colleagues and let them look at a contract or look at things because it's uh you know everybody wants a good product and everybody wants to be invited back to the table. So the best thing you can do is be thorough.

SPEAKER_05 22:50

Absolutely.

The Culture Behind High Standards

SPEAKER_05 22:52

What does operating at the highest level in land look like to you? What is operating at the iron standard look like to you?

SPEAKER_03 22:59

I uh that's kind of twofold for me. I can look at it for myself or look at it as a company for myself it's it's you know it's it's getting a listing and it's uh and it's doing it in an efficient manner or I can you know we can get it kicked out. We can get some good advertising, you know, we can make the process smooth for our clients and uh and at the end of the you know get what they you know what they kind of meet their expectations and then at the end of the day they're very happy, you know. You know, but as a company, you know, to have a you know have an agent that goes, I'm dang happy to be here. You know, they treat me good. They let me have my input um I listen to you know any ideas and you know I think so to me, you know, that's just as rewarding as anything that I'm doing, you know, to have other people successful. You know, they can you know they're able to take care of their families. They're able to have input you know it's just uh I mean that's kind of my thought.

SPEAKER_05 23:51

I completely agree. Tell people all the time I enjoy talking to you and Joel and whoever else and kind of getting like I know marketing isn't necessarily y'all's thing, especially not from a visual identity standpoint, but I always love getting y'all's feedback because it challenges me to think differently. And if I were just left to my own like it's only going to be so good for so long or it might be just okay when you make a comment and I'm like, you know what? Yeah, let me go mess around with some things and then it comes back that much better. Um I do love that about what we're building here at Iron Horse.

SPEAKER_03 24:25

I think a lot of companies say we want your input, but at the end of the day they don't they don't no it's it's uh it's kind of a feel good thing for you for a little bit. I think that's and you see it a lot with any a lot of businesses that without everybody's input you don't have the best product. You can have the smartest guy kind of running the show but he doesn't know at all. And and if you if the people you have around you aren't good enough for input then you should have hired him in the first place.

SPEAKER_05 24:52

Right. As just a reflection on you because companies just like to play the numbers games.

SPEAKER_04 24:58

Well it's just true.

SPEAKER_05 24:59

And one thing you know about Iron Horse and that I'll touch on is like we don't throw the word family around and I like that. Like I do feel like we're a family but it's not like this constant like yay we're one big happy family idea. I think we've all heard that enough from previous brokerages and I always say like yeah maybe a dysfunctional you can choose your friends you can't choose your family and I feel like we've all chosen each other we all get along well and it's not some fake kumbaya story over here.

SPEAKER_03 25:29

I got I got kind of soured on that a little bit too that and team that word where I just despised it because it's you know it's just overused it's not it's there's no authenticity to it.

SPEAKER_05 25:42

So when I'm having these recruiting phone calls with guys I'm like I'm not gonna sit here and tell you we're family. Like I'm not it's a business at the end of the day but we do like each other we do get along and everybody can come and collaborate together. I don't know I think it's more of a healthy friendship than a dysfunctional family.

SPEAKER_03 26:01

Yeah yeah I yeah I just yeah team is is like I said another big one that it's like we're the you know our team our team you know and it's kind of weird to me because I feel like a lot of people get into real estate to not necessarily be a team.

SPEAKER_05 26:17

It's a lot of independent operators so trying to force people who aren't necessarily the best at being on a team I don't know. It's great to have a big company behind you especially one that actually has their systems and processes in place but Kobe and I had to talk about that yesterday about how teams are kind of weird in the industry.

SPEAKER_03 26:36

I think it's very very important that your company's structured right. Absolutely because if it's not structured properly and you have too many agents it becomes um toxic eternal and uh it just comes every man for themselves kind of atmosphere. And uh we don't you know we don't want that. You know you should be able to collaborate with your you know the closest person to you and and work together and make things work not not just you know holding all your cards to your chest all the time. You know? And so yeah it's like I said it's important how how we how we do things and people understand that as they come on board too you know like you know we're we want everybody to be successful just not this person or that person you know right absolutely well I'm gonna wrap this up with one final question and this is kind of unique to me probably different from how Kobe would do it.

Work Ethic Lessons From Home

SPEAKER_05 27:30

But what is one thing that you have learned from your fiance Janae that you've applied to your business in one way or the other question, right? Or I'm sure there's been a conversation at some point where you're like, you know what Janae I need you're right. I I need to take a page out of your notebook.

SPEAKER_03 27:50

Well I tell you it's pretty true because I'm I've waited enough years to know this, but they say the one that's most important decisions you'll ever make in your life is is who you choose your partner. So but I think she's a very hard worker and sometimes you know we can all get in that kind of law and uh you gotta re remind it hey re energized. Yeah. You know, she she's up at four thirty every morning working and she goes to bed at night and nine o'clock every night and she's you know she's she has a lot on her plate too.

SPEAKER_05 28:25

So it's just like you know sometimes it's yeah you just gotta look over and go, you know, get your butt in gear, you know I love asking these questions because you did exactly what Kobe did and y'all both lit up when you start talking about your partners and I just think that's so cool. Like we're sitting here having this you know business conversation but I think what I'm back to the what makes this business is the relationships and that's the relationships that we have at home and how that supports our business as well. So

Final Thanks And How To Support

SPEAKER_05 28:54

very cool. Well Brian thank you for being on with us today.

SPEAKER_03 28:57

Do you have any final thoughts or just yeah thanks for having me on and thanks for all you do for us and it's we could never we can never say enough good things about you. Thank you. I enjoyed like you said at the beginning of this I would have never guessed I'd be working with the marketing lady from Tennessee and and that's that's heading out of the park. I worked with a lot of them a lot of marketing people but the thing is that everybody didn't take that position of the person they had serious enough. It's a huge part of what the company is you know that's identity that's just something that's people see every day. I mean not everybody sees me every day but they see what you're doing every day. And uh it's like I said I I've seen seen that disregarded as uh it's not a big deal too many times that people are underappreciated and uh that's not the case with you.

SPEAKER_05 29:48

We really appreciate you so appreciate that very much Brian well guys thank you for listening to the American Land Seller podcast if you enjoyed this episode share it with somebody in the land business somebody who's thinking about getting into the land business make sure you like share and subscribe new conversations are released every week with the brokers investors and professionals shaping the future of American land.

SPEAKER_01 30:11

Until next time see you guys later as we wrap up another episode of the American Landseller Podcast thank you for spending part of your week with us for more episodes resources and updates visit www.americanlandseller.com and be sure to find us on your favorite podcast platform. If you found value in today's conversation please like subscribe follow rate and review the show on whatever app you are listening or watching on it helps more landowners and land professionals find the podcast. You can also connect with us on social media for updates, new episodes and behind the scenes content. Until next week Kobe and Britney which choose to get in all your land endeavors God bless you and have a great day.

SPEAKER_00 31:04

The American Landseller podcast is brought to you in part by the Land Report. The Land Report is the premier publication covering land ownership land markets and the people shaping the future of land in America from farmland and ranches to timber, conservation and legacy properties, the Land Report delivers deep reporting, trusted insights and long-form storytelling focused entirely on land. Learn more at thelandreport. We are also proud to be sponsored by Ironhorse Land Company, a multi-state land brokerage specializing in farm, ranch, recreational and development land across the heartland. Built by land professionals, Iron Horse Land Company sets the iron standard through high quality marketing, real world land expertise, and a boots on the ground approach that puts landowners first. To learn more visit Ironhorse Landcompany dot coming out of the way, and we're