Dennis Prussman Real Estate & Land

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Dennis Prussman Real Estate & Land Land, rural real estate, auctions, marketing and lessons learned from more than 16 years in the business. Sharing what I've learned. Learning from others.

Dennis' background includes 30 plus years of Internet marketing with a focus on real estate advertising. During this period he has developed relationships with buyers and sellers from across the country. His advanced targeted advertising formula is meant to reach local, regional, and nationwide owners/operators and investors. Dennis believes when selling a farm, large or small, you have one opportunity to maximize it's full potential. For this reason, it's important to reach-out to as many buyer prospects as possible.

10/14/2026

Most real estate agents start marketing a property too soon.

I recently interviewed Linda Anderson, who's been selling real estate for more than 40 years in Oklahoma and Texas.

One thing she shared really caught my attention.

Before Linda decides how to market a property, she wants to understand the land and answer one important question.

WHO IS THE BUYER?

Think about it. A farmer looking to expand his operation, a hunting enthusiast, and someone looking for a place to build a home are three very different buyers.

So why would we market to all three the same way?

Linda's advice is a great reminder that effective marketing starts long before the first advertisement.

Thank you, Linda Anderson, with United Country / H-5 Auction & Realty, for sharing your experience and perspective.

Know who you're trying to reach before deciding how you're going to reach them.

James Rinehart has spent more than 35 years selling ranch and recreational properties in Wyoming.I asked James what he l...
10/14/2026

James Rinehart has spent more than 35 years selling ranch and recreational properties in Wyoming.

I asked James what he looks for today that a less experienced land agent might overlook.

His first answer was simple.

Access.

“What is the approach like, road condition and is it legal access? That is so overlooked out west.”

James said some of the ranches he works with are 30 miles from town, so he also pays attention to what those 30 miles look like. The scenery. The surrounding area. The immediate neighborhood.

“People can live anywhere today, so the neighborhood has become more important than it once was.”

What Makes Land Special?

I also asked James what experience has taught him about recognizing a truly special property when comparable sales and price per acre don't necessarily tell the whole story.

He said there may be very few good comparable sales for a truly special property.

For James, that makes knowing the land and the surrounding area especially important.

“One has to be out on the ground and learn what is private land and what is public.”

He said he's amazed by the number of brokers and buyers who can stand in an area surrounded by trees, water and views and still have to ask:

“Who owns that?”

His advice is to learn the geography of the area, including the ownership patterns.

That can help an agent understand whether a property is truly rare.

After answering my questions, James sent me another email because he wanted to add something to this point.

He used a 68-acre Wyoming property, Pelton Creek Ranch, as an example.

“You can always add a home, cabin, barn or remodel, but what you can't manufacture is 68 acres, protected by open space/public lands never to be developed, extraordinary privacy, and that relationship to the landscape.”

I thought that was a great way of explaining something land agents sometimes struggle to put a value on.

Don't Be Afraid to Ask for Help

James was equally direct when I asked what an agent should do if they get an opportunity to list land outside their normal experience.

His answer was that they shouldn't take the listing alone unless they have an experienced co-listing agent or a strong mentor helping them.

“It's great they want to learn, but have somebody help you.”

Later, when I asked for the one piece of advice he'd give other agents, he came back to the same subject:

“If you haven't done one before, don't get commission greedy and be sure to ask for help.”

That's one of the strongest teaching points James shared.

There's nothing wrong with learning a new part of the business. James's point is that you don't have to learn it alone.

“Everybody's Baby Is Prettier”

James laughed when I asked about sellers who believe their property is worth considerably more than the market suggests.

He said sellers often look online, find properties they believe aren't as nice as theirs and naturally have a strong attachment to their own property.

James shows them comparable sales when they're available and explains why something they've identified as a comparable may not actually be one.

Then he gives them his opinion of the price.

Sometimes they don't take it.

James said he's seen the same property end up with a third broker three years later and finally sell for less than the price he originally recommended.

He also hears sellers say:

“I can always come down.”

His response is based on what he's seen happen.

Coming down later can sometimes mean dropping the price farther than would have been necessary if it had been priced correctly in the beginning.

James also pointed out that pricing doesn't only move in one direction. He's had success raising the price on properties that were receiving a lot of activity.

Know Your Listing

James had another piece of advice for agents that doesn't require 35 years of experience to put into practice:

“Please learn your property listing better than the seller.”

He wants agents to be able to answer most questions about their listing without relying on, “Let me get back to you.”

He acknowledged there will always be times when an agent needs to find an answer.

But his point was clear.

Know what you're selling.

And James still believes in something increasingly easy to avoid.

Pick up the phone and talk to people.

If a seller prefers texting or email, James respects that. But he believes voice communication can be better and that land, farm and ranch properties require a lot of personal communication.

One Free Day in Wyoming

I ended with a question that had nothing to do with real estate.

If James had one free day in Wyoming with absolutely nothing on his schedule, where would I find him?

“In the Snowy Range above Laramie exploring the Medicine Bow National Forest.”

Hiking. Fishing. Scouting for wildlife or big game.

That sounds like a pretty good day to me.

Connect with James Rinehart

Mason & Morse Ranch Company
Laramie, Wyoming
Ranch, Farm & Recreational Properties

James Rinehart profile: https://www.ranchland.com/all-brokers/james-rinehart

Instagram: https://www.instagram.com/j.rinehart.wyoranchbroker/

About Agent Success

I've spent more than 16 years in real estate, and some of the best things I've learned have come from other agents.

Agent Success is where I share stories, ideas and lessons from experienced real estate professionals around the country. I'm interested in what they've figured out, what experience has taught them and what the rest of us can learn from it.

Dennis Prussman.

The buyers thought they were calling you.A recent study involving 862 recent or prospective homebuyers examined what hap...
10/12/2026

The buyers thought they were calling you.

A recent study involving 862 recent or prospective homebuyers examined what happens when people use Zillow's "Contact Agent" or "Request a Tour" buttons.

Among participants shown Zillow's standard contact interface, 99.7% couldn't correctly explain who would actually contact them.

Even when given multiple-choice answers, 90.5% still got it wrong.

Think about that.

A buyer finds a property online. They study the photos, read the description, and decide they'd like more information.

They click a button to contact an agent.

But many apparently believe they're contacting the agent representing the property, when that isn't necessarily the case.

Here's what bothers me about that.

Real estate agents spend years building their businesses. They invest in marketing, earn listings, establish relationships, and work hard to become someone buyers and sellers trust.

Then a consumer visits a website, clicks a button, and the introduction may go to an entirely different agent who is unfamiliar with the property.

Now, I understand how online lead generation works. There's nothing inherently wrong with agents paying for advertising or opportunities to connect with buyers.

But I do think there's something worth questioning when consumers don't understand who they're contacting.

And it raises an even bigger question.

Have real estate agents become so dependent on third-party platforms that we've surrendered control of the most important part of our business?

The relationship.

I've spent a lot of years in real estate, and the longer I'm in this business, the more convinced I become that the most valuable thing an agent can build isn't a database full of names.

It's a reputation that causes people to seek you out by name.

There's a big difference between a consumer asking to speak with an agent, and asking to speak with you.

One is an opportunity somebody can sell you. The other is a relationship you've earned.

I'm not suggesting agents abandon online leads. I'm suggesting we think carefully about how much of our future business depends on someone else controlling the introduction.

Here's my question for experienced agents:

Are we building businesses that consumers recognize and trust, or are we becoming increasingly dependent on platforms that decide which agent gets the next phone call?

I'd be interested in hearing your perspective.

Agent Success Series | Lessons From the Business

Source: Yoram (Jerry) Wind, Wharton School, "Does Zillow Deceive Homebuyers? Evidence from a Controlled Experiment." The 99.7% finding reflects open-ended responses under the study's standard-interface conditions, not all Zillow users.

https://papers.ssrn.com/sol3/papers.cfm?abstract_id=6140990

Chuck Bellatti had spent 28 years in sales and management before getting into real estate.But it was a little boy standi...
10/07/2026

Chuck Bellatti had spent 28 years in sales and management before getting into real estate.

But it was a little boy standing inside an $85,000 house in Bartlesville, Oklahoma, who taught him what selling real estate could actually mean.

The boy's father was a retiring 20-year Army veteran. After closing, the family invited Chuck over to toast their new home. Their three sons hadn't seen the house yet, and when they arrived, they took off exploring and claiming their bedrooms.

The youngest stopped, walked over to Chuck and hugged him.

"Hey, Mister, thanks for getting us this house."

Then his mother told Chuck something he has never forgotten.
It was the first time in her sons' lives they were moving into a home knowing they wouldn't have to leave.

That was Chuck's first real estate closing.

I was able to connect with Chuck recently after coming across his background. Today he's an Accredited Land Consultant and land broker in Oklahoma, but before real estate he spent nearly three decades in the graphic arts industry, eventually becoming a vice president of sales.

I originally reached out because I wanted to ask him what 28 years in another sales profession had taught him about selling land.

His answers took me somewhere better.

"In real estate, it's personal."

I asked Chuck what carried over from those 28 years.
"Old fashioned grit and resilience backed by boldness and integrity."

He had always believed that if he took care of the client and the company, eventually he would benefit too.

That part translated well.

But Chuck quickly discovered something his previous career hadn't prepared him for.

Before real estate, he dealt largely with corporate budgets.
Now he was dealing with people's lives.

"I quickly realized that sellers typically called because of the 3 D's: death, divorce or debt."

We talk a lot in real estate about leads, listings, conversion rates and transactions. But on the other end of that listing appointment may be a family dealing with one of the most difficult periods of their lives.

Chuck came to see his responsibility differently.

"My first assignment was to bring peace to painful or volatile situations and ultimately execute to relieve their stress."

His years around ranching and agriculture have only reinforced that.

Every property is different. Every operation is different. And behind both is somebody's investment, work and history.

Chuck summed it up in nine words:

"Land is the business. People are the priority. Trust is everything."

After 28 years in another industry, Chuck suddenly understood that what he was doing now was different.

For years he had helped produce annual reports, marketing collateral and direct mail.

His description of that old work made me laugh.

"A Pretty landfill."

"I knew that real estate was far more significant than creating a pretty landfill. It changed me."

So what does 28 years in sales teach a real estate agent?

Plenty.

But Chuck's answers suggest that what happened during the years before real estate may be only half the story.

The other half is what real estate taught him afterward.

I asked him what advice he would give other agents today.

"Do everything you can to educate and equip yourself to differentiate yourself from your competition. There's an agent on every corner; what makes you different?"

Chuck certainly brought something different with him when he entered the business.

But I learned one more thing about him that may explain where some of his perspective comes from.

I asked him a completely unrelated question.

If he could have dinner with anyone, living or dead, who would it be?

He chose his maternal great-grandfather, Roy E. Cobbs.

Roy grew up in a house with a dirt floor and educated himself. He became the owner of a dry goods store and president of a bank. After a falling out with that bank, he started another one across the street, which Chuck says still operates today as Arvest Bank in Nowata.

Roy also acquired oil and gas interests that continue producing revenue for his heirs.

And in 1930, he assembled a ranch of more than 6,500 acres.

Nearly a century later, Chuck is its steward.

When Chuck told me why he'd choose him for that dinner, he ended with four words.

"That's quite a legacy."

It is.

And after getting to know a little more about Chuck Bellatti, I suspect he understands better than most that what we leave behind can be worth considerably more than the transaction that created it.

Connect with Chuck Bellatti, ALC
Broker Associate / Agent
Arrowhead Land Company
Oklahoma
https://arrowheadlandcompany.com/chuck-bellatti/

10/05/2026

Fall and winter are prime land-selling months, particularly for quality farms offered at auction.

A great auction takes time.

Our team like to allow 30 to 45 days before the auction for an all-out marketing campaign. That gives us time to prepare the property, build the advertising, reach all potential buyers and create as much attention as possible before bidding begins.

Then we generally allow another 30 to 45 days from auction day to closing.

That means if your goal is to sell your farm and have the transaction closed before 2027, the ideal window is already here.

You don't have to have everything figured out before calling us. In fact, we'd rather have the conversation early.

If you're on the fence, we can look at the farm, talk about value, discuss whether auction or traditional listing makes the most sense, and put together a timeline.

The auction may only last a few days. The work that creates a successful auction starts long before the bidding begins.

https://premierlandsales.com

10/05/2026

What's the one thing about your land no appraisal could ever put a value on?

Not 400,000. About 400.Think about that the next time you see five of them standing in a soybean field.A hundred years a...
10/04/2026

Not 400,000. About 400.

Think about that the next time you see five of them standing in a soybean field.

A hundred years ago, seeing one in Missouri was something to talk about.

According to the Missouri Department of Conservation, by 1925 Missouri's entire white-tailed deer population had fallen to an estimated 400 animals. Some historical accounts put the number at just 395.

That's roughly one deer for every 175 square miles of Missouri.

MDC has even written that people would travel for miles just hoping to see a deer track.

It hadn't always been that way.

Whitetails were once abundant across Missouri. But settlement changed the landscape. Forests were cut, land was cleared and grazed, and unregulated hunting and commercial market hunting took an enormous toll.

By 1910, deer had essentially disappeared from most of the state.

Small populations survived mainly in parts of the Ozarks, the Mississippi lowlands and a few isolated areas.

Missouri had actually passed its first deer law all the way back in 1841, but early restrictions were difficult to enforce.

Eventually, the approach changed.

Hunting was closed. Refuges were established. Enforcement improved.

And Missouri started moving deer.

Deer from surviving Missouri populations were trapped and relocated. Deer were also brought in from states including Michigan, Wisconsin and Minnesota to help establish new populations.

The land was part of the recovery too.

Habitat was protected and improved. Wildfires and overgrazing were better controlled. Landowners became part of the effort.
Slowly, the deer came back.

By 1944, Missouri's estimated herd had grown to about 15,000 animals.

That year Missouri held its first modern deer season.

It lasted just two days.

Only bucks could be taken, and hunting was allowed in just 20 southern Missouri counties.

According to MDC records, 7,557 hunters participated.

They harvested 583 deer.

Compare that with Missouri today.

University of Missouri Extension estimates the state now has around 1.4 million deer. Missouri's current deer management plan says nearly half a million people hunt deer in the state, making millions of hunting trips each year.

From about 400 deer to more than a million.

That's quite a comeback.

But there's something about this story I like even more than the numbers.

Today we talk about food plots, trail cameras, mature bucks, hunting pressure and what makes one hunting property better than another.

A hundred years ago, Missourians had a much simpler problem.

They just wanted the deer back.

And the deer standing in your field tonight are a pretty remarkable reminder of how much Missouri's land and wildlife have changed in just a few generations.

Sources: Missouri Department of Conservation historical records and Missouri White-Tailed Deer Management Plan 2025–2034; University of Missouri Extension; historical research on Missouri's white-tailed deer restoration program.

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