Defensible Ranch Pricing: How Brokers Value Land When No Comp Is Perfect
Matt and Ryan revisit the session they led for a room full of land professionals at a recent seminar in Billings, Montana, and dig into what makes a ranch price defensible. They walk through why there's no such thing as a perfect comparable and how to handle the hard adjustments: conservation easements, scale, and time between sales. They also cover how turnkey improvements and scarcity earn a premium, and a five-step framework for testing a price against the seller, the buyer, cooperating brokers, and appraisers. They close with a familiar dilemma: what to do when a seller insists on a ranch…
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