What Makes Auction Ideal for Highway Land Sales

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What Makes Auction Ideal for Highway Land Sales

Buyers Are Looking for Land Like Yours — They Just Don’t Know How to Reach You.

In rural areas, there are trucking companies, investors, and developers actively searching for highway-access land. The challenge they face isn’t demand — it’s access.

The demand for new privately developed truck storage yards is real and growing. The U.S. trucking industry continues to face a nationwide shortage of safe, legal truck parking. Currently only about 1 parking space exists for every 11 truck drivers nationwide, a gap that’s ranked as one of the industry’s most critical concerns.

Land parcels of 2-40 acres are ideal for storage yards provided they are located within 1-mile of rural highway access. Small yards of 2-5 acres are common while larger fleet yards may require up to 40 acres.

Yard operators and investors are aggressively searching for strategic yard locations, access points, and acreage that fit their needs. At the same time, many landowners who might consider selling simply aren’t easy to track down as they may think.

These buyers look at your land differently than they did just five years ago. Trucking companies need yards now. Storage operators need more yard space. Investors want corridor property. Developers and neighbors look for strategic control.

Marketing your property at auction creates urgency among this specific and competitive buyer pool. Traditional listings often miss this audience because realtors tend to list your land and wait for residential or broad commercial audiences to come to them.

The result? Trucking companies, yard operators, investors and developers have no way of knowing the land they urgently need is for sale. It simply isn’t marketed to them.

It’s a disconnect in the market… and a missed opportunity for landowners like you who may not realize that motivated buyers already see potential — even if you haven’t thought about selling.

If you own land near a highway or major route, you may be holding something more valuable than you realize. Your risk isn’t lack of value. It’s unknowingly missing an opportunity, underselling by marketing to the least profitable audience(s), or waiting too long and missing a strong market window. Land auctions solve these problems for landowners and buyers.

Why Auction Works for Highway-Adjacent Land

Auction brings all serious buyers to the table at the same time. Instead of guessing at a list price or negotiating with one buyer behind closed doors, the market speaks openly and competitively. Auction offers:

  • Clear sale timeline
  • No drawn-out negotiations
  • Competitive bidding from multiple buyer types
  • Ability to sell in parcels, combinations, or as a whole
  • True market-driven price discovery

Trucking companies, yard operators, investors and developers tend to move with urgency. They value certainty, defined timelines, and clean transactions. Auction delivers all three, matches their mindset and creates momentum sellers simply can’t get with a realtor.

Through auction, the sale date is known. Terms are clear. Decisions are made without prolonged negotiations or stalled contingencies. For sellers, that means less holding time and fewer unknowns.

Parcel flexibility further strengthens results. Through auction, land can be offered in individual tracts, combinations, or as a whole. This opens the door to smaller operators and larger buyers at the same time, increasing competition without forcing the seller into a single outcome.

Zoning flexibility, often seen as a hurdle in traditional listings, can become an advantage in auction. Buyers who understand local regulations are willing to bid based on opportunity, not speculation. Sellers avoid overpromising future use and let the market price the potential honestly.

Experience Matters

CJ Auctions has deep experience selling land where agriculture, logistics, and investment demand overlap. We focus on clarity, preparation, and disciplined execution that gives buyers confidence and sellers strong results.

You’ve worked hard to build and hold your land. When the time comes, the sale method should work just as hard for you.

What’s Your Property Worth?

If you’ve ever wondered what your land might bring in today’s market — or whether auction could unlock more value than a traditional listing — it costs nothing to have a conversation.

📞 Call Eric or Ronn to learn what’s possible.

Rancher with grandson enjoying the view

From Legacy Ranch to Auction Success

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How to Transition Your Operation Gracefully and Profitably

After years—often generations—of running cattle, maintaining fences, and stewarding land, deciding to sell a ranch is rarely just a business move. It’s personal. The land holds family history, hard work, and identity. That’s why the transition deserves more than a simple listing. It requires a process that respects the past while positioning the property for its strongest possible market result.

Across Oklahoma, Texas, Kansas, and Arkansas, more ranch families are turning to auction as a way to stay in control of the outcome. When handled correctly, auction creates transparency, fairness, and true price discovery—all within a defined timeline. More importantly, it allows families to move forward without lingering uncertainty.

Drawing on decades of experience guiding multi-generation landowners, CJ Auctions’ Eric Johnson and Ronn Cunningham have helped families navigate this moment with clarity and confidence.

Start with Clarity, Not Paperwork

Before numbers, maps, or timelines come into play, the most important question is simple: What does the next chapter need to look like?

Some families are planning for retirement. Others are simplifying an estate, resolving shared ownership, or preparing land for the next generation in a different form. Eric and Ronn begin with a straightforward planning conversation—often with multiple family members present—to identify priorities such as timing, fairness among heirs, operational continuity, or maximizing value.

Every successful ranch sale begins with clarity that becomes the foundation for every decision that follows. Are you:

  • Passing assets to heirs?
  • Transitioning away from day-to-day operations?
  • Liquidating land to simplify an estate?
  • Preparing for retirement or relocation?

Eric and Ronn often begin with a family-style planning meeting, helping landowners articulate top priorities: speed, transparency, fairness among siblings, maximizing price, or honoring a parent’s wishes. This becomes the “mission” that guides the entire process.

Understanding Your Ranch Through a Buyer’s Eyes

A strong auction starts with an honest, professional evaluation. Buyers bid with confidence when they clearly understand what they’re buying and how the ranch performs in the real world.

Key considerations often include grazing capacity, water availability, fencing, handling facilities, access, improvements, and any existing leases or mineral interests. Rather than simply listing features, CJ Auctions focuses on documenting how the ranch works—because that’s what serious buyers care about.

Clear presentation reduces risk, increases trust, and drives stronger bidding.

With decades in ranch auctions across Oklahoma, Texas, Kansas, and Arkansas, Eric and Ronn understand how to document and present these elements in ways that increase buyer confidence and bidding intensity.

Parceling That Expands Your Buyer Pool

One of the greatest advantages of auction is flexibility. A ranch doesn’t have to be sold only one way. Auction gives you the powerful ability to offer land in parcels, combinations, or as a whole. This opens the door to neighboring ranchers, expanding operators, investors, and lifestyle buyers—all competing at the same event.

CJ Auctions often recommends parcel structures such as:

  • Working-ranch parcel (home, barns, corrals)
  • Grazing parcels divided by fencing or access
  • Recreational or timber parcels for lifestyle buyers
  • Investment parcels with future development potential

This approach consistently generates more competitive bidding while allowing families to sell the entire ranch in one coordinated event.

Thoughtful Terms That Respect Family Needs

Selling doesn’t have to mean disruption. Many ranch families want time to transition operations or maintain continuity during the change.

Auction terms can accommodate those realities. Lease-backs, extended possession, or rights of first refusal are often used to ease the process. When structured correctly, these terms protect family interests while still appealing to serious buyers.

Eric and Ronn are known for building transactions that work not just on paper, but in real life. Terms can be structured to respect family needs, reduce stress, and maintain harmony among heirs.

Marketing That Honors Your Story—and Attracts Serious Buyers

A ranch auction is more than a transaction; it’s the passing of a legacy. CJ Auctions uses a blend of professional photography, accurate mapping, and targeted outreach ensure the property reaches buyers who understand its value.

CJ Auctions combines national exposure with direct, market-specific outreach—bringing the right people to the table and giving them the information they need to bid confidently. The result is marketing that honors the land while creating real momentum. Your ranch is presented with dignity, clarity, and professionalism—while also capturing the attention of high-capacity bidders.

Why Ranch Families Trust CJ Auctions

Over the years, Eric Johnson and Ronn Cunningham have guided the sale of tens of thousands of acres of ranch and farm land. Clients consistently cite their steady approach, clear communication, and ability to manage complex family dynamics.

They don’t oversell. They don’t rush decisions. And they don’t lose sight of what matters most to the people who built the land’s value in the first place. Their work produces top-tier results precisely because it is rooted in experience, empathy, and a commitment to preserving each family’s legacy.

A Confident Path Forward

Selling a ranch doesn’t have to feel like letting go in the wrong way. With the right strategy, it can be a respectful, efficient, and financially sound transition.

If you’re starting to think about what comes next, the most important step is an early conversation. CJ Auctions is ready to help you plan carefully, avoid common pitfalls, and position your land for a strong, decisive outcome.

Thinking about transitioning your ranch?

Start with a conversation. CJ Auctions is here to guide you every step of the way.

Contact CJ Auctions today.

Preserving Your Family Legacy

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Across America’s heartland, generations of families have built their livelihoods on the land. But as time passes, many family farms and ranches reach a natural turning point — when it’s time to downsize, retire, or pass the operation to the next generation. That transition can be emotional, complex, and filled with tough questions:
How do we ensure fairness among heirs?
How can we protect the land’s value?
How do we honor the legacy built over decades of hard work?

For many families, the answer is found in the auction method of sale.

Auctions Protect the True Market Value of the Land

Unlike traditional listings, an auction invites qualified buyers to compete—driving real market value instead of settling for what one buyer is willing to offer.
In today’s active ag land market, auction ensures the seller never leaves money on the table. Competitive bidding brings transparency and excitement, allowing every bidder the same opportunity, and every seller the confidence that their land sold for its highest achievable price.

A Timely, Controlled Process

Farms and ranches are more than just assets—they’re often the heartbeat of a family’s history. But drawn-out negotiations and uncertain listing periods can add stress during an already emotional transition.
An auction sets the timeline—you choose the date, the terms, and when the property will sell. That certainty helps families plan for retirement, settle estates efficiently, and avoid the fatigue of open-ended listings.

Fairness for Families and Heirs

When multiple family members are involved, auction provides something rare in emotional decisions: objectivity.
The open, competitive process removes favoritism and speculation. Every interested party—family member or outside buyer—has an equal opportunity to bid. The final price is determined transparently by the market, creating peace of mind for heirs and minimizing family conflict.

Legacy Protection Through Professional Stewardship

Choosing to sell at auction isn’t just about profit—it’s about controlling the sale so that you can preserve the land’s story.
An experienced auction firm understands the importance of marketing your property to the right audience: serious farmers, ranchers, investors, and land stewards who appreciate its productivity and heritage.
Through professional presentation, mapping, drone photography, and regional advertising, your land is showcased with the respect and care it deserves—ensuring its next chapter is written by someone who values it as much as you do.

Confidence in Closure

Perhaps most importantly, auctions give sellers certainty.
On auction day, the property sells under terms you approve. The buyer is committed, earnest money is deposited, and closing follows promptly. For landowners who’ve spent a lifetime building equity in their operation, that confidence is invaluable.

Turning Generations of Work into a Lasting Legacy

Selling the family farm or ranch can be one of life’s hardest decisions—but it can also be one of the most meaningful.
By choosing auction, landowners take control of the process, protect family harmony, and ensure that their life’s work is passed on in a way that honors both heritage and value.

At CJ Auctions, we’ve spent decades helping farm and ranch families make that transition with dignity, transparency, and success. Because for us, it’s not just about selling land—it’s about preserving legacies.

Why Institutions Turn to Auction

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When banks, trust companies, or estate managers need to liquidate real estate assets, time and certainty are critical. Traditional listings can drag on for months, with no guarantee of closing. By contrast, auctions create urgency, attract qualified buyers, and define a clear sale date.

At CJ Auctions, we help institutions streamline complex sales while maximizing value, making auctions the preferred solution for:

  • Banks offloading foreclosed or REO properties
  • Trustees managing estate settlements
  • Corporate portfolio dispersals
  • Investment firms seeking rapid liquidity

The Benefits of Institutional Real Estate Auctions

Institutional sellers often face unique challenges—multiple properties, complex ownership, and tight deadlines. Auctions solve these problems by offering:

  • Speed: Sales typically close within 30–45 days.
  • Transparency: Competitive bidding creates a clear, market-driven price.
  • Certainty: Buyers sign contracts on auction day, with deposits secured.
  • Scalability: Sell a single property or multiple assets across a portfolio.

This approach helps institutions minimize carrying costs while delivering accountability to stakeholders.

The CJ Auctions 5-Step Process for Institutions

  1. Discovery & Strategy – Assess property value, market conditions, and seller goals.
  2. Marketing Campaign – Target qualified buyers through online platforms, investor networks, and industry channels.
  3. Auction Day – Live and online bidding ensures maximum exposure and fair competition.
  4. Contract Execution – Winning bidders commit immediately with deposits in place.
  5. Closing – Title work and due diligence are streamlined, ensuring on-time closings.

Why Partner with CJ Auctions

With decades of experience in institutional transactions, our team understands the unique requirements of trustees, banks, and corporate sellers. We handle the details—from compliance and marketing to auction execution — so institutional clients can focus on their core responsibilities.

Leading the Way in Rural Land Transactions

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In the real estate auction world, CJ Real Estate continues to set the standard for excellence, helping land buyers find ranch and rural properties while ensuring land sellers achieve the best possible price-per-acre. With the launch of their enhanced website, CJ Real Estate is making waves in the market.

Real estate buyers often face challenges when searching for rural land parcels. “Helping connect rural land sellers and buyers is what we do,” said Eric Johnson, owner of CJ Real Estate. “Constantly improving our process helps us maintain our edge as the industry leader. That’s why we continually invest in world-class technology that makes it easier for buyers to find what they want so that sellers can realize maximum sales price.”

The CJ Real Estate team has a long history of delivering maximum value for property owners and trustees across the south-central plains. John O’Brien of Northern Trust Company shared his experience, “We are absolutely impressed, and our clients are thrilled,” he said, referring to a sale where CJ Real Estate sold 280 acres for 131% above the pre-sale estimate. Recent sales continue to demonstrate the power of auction, with CJ Real Estate achieving record-breaking prices for land across Oklahoma and neighboring states. Marty Powers, owner of an 80-acre farmland in Enid, Oklahoma, remarked, “Results – that’s why I trust CJ Auctions to sell my land. They’ve exceeded my expectations in past sales. Now they’ve brought the highest price-per-acre that anyone can remember for my farmland.”

The impact of CJ Real Estate’s technological advancements is evident. Chris Lowers, President of Grey Partners, reported, “Over the first 90 days, our core website update for CJ Real Estate increased average daily traffic by 852%, reduced the average bounce rate by 59%, and quarterly conversions tripled.”

Eric Johnson added, “In today’s market, where demand for rural land is surging, our streamlined process ensures that sellers get the best possible price for their property. We’re committed to leveraging technology and our expertise to benefit both buyers and sellers.”

About CJ Real Estate

CJ Real Estate specializes in selling ranch and residential real estate across Oklahoma, Texas, Arkansas, Missouri, Kansas, and Colorado. Led by Eric Johnson and Ronn Cunningham, the CJ Real Estate team excels in complex acreage sales, typically dispersing assets in 45 days while outperforming market conditions. What sets CJ Real Estate apart is their commitment to giving sellers more control through unbiased advice and the opportunity to choose the real estate sale method that’s best for them: auction or listing.

Media Contact:
Eric Johnson
1.918.550.8118
Info@CJ-RE.com

Source: Cunningham-Johnson Real Estate

What Rural Land Buyers and Sellers Need to Know About Real Estate Auctions

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Real estate auctions are becoming an increasingly popular method for buying and selling property—especially rural land. Whether you’re a landowner looking for a fast, competitive sale or a buyer searching for value and transparency, understanding the auction process is essential to making informed decisions.

What Is a Real Estate Auction?

A real estate auction is a public sale of property conducted by a licensed auctioneer. It’s a streamlined process used to sell everything from farmland and recreational plots to homes and commercial tracts. Auctions can be held in person, online, or as hybrid events.

Types of Real Estate Auctions

  1. Absolute Auction – The property is sold to the highest bidder regardless of price, ensuring a sale.
  2. Reserve Auction – A minimum acceptable price is set. The property only sells if bidding meets or exceeds this amount.
  3. Foreclosure Auction – Typically held by lenders when an owner defaults on a mortgage. These are often “as-is” sales.

Why Buyers Choose Auctions

  • Competitive Pricing – Properties may sell below market value.
  • Speed and Simplicity – Auctions close faster than traditional listings.
  • Transparency – All bids are public, ensuring a fair and open process.

What Sellers Gain from Auctions

  • Certainty – Fixed auction dates create urgency and eliminate long listing periods.
  • Control – Sellers set the terms and conditions of sale.
  • Market Exposure – Auction marketing campaigns attract qualified buyers ready to act.

“We’ve found that auctions are one of the most efficient ways to bring serious buyers and motivated sellers together—especially in rural markets where traditional listings can stall. The process cuts through the noise and delivers results.”
— Ronn Cunningham, Owner of CJ Real Estate Auctions

Key Considerations for Buyers

  • Do Your Homework – Research property details, title issues, and comparable land sales.
  • Secure Financing – Many auctions require proof of funds or pre-approval to bid.
  • Inspect Early – Properties are typically sold as-is, so take advantage of open houses or inspection periods.
  • Know the Rules – Understand the specific auction terms, deposit requirements, and closing timelines.

Tips for Successful Bidding

  • Attend Auctions First as an Observer – Get a feel for the pace and strategy.
  • Set a Firm Budget – Don’t get caught up in competitive bidding without limits.
  • Arrive Early and Ask Questions – Clarify any uncertainties before the auction begins.

Thinking About Selling?

If you’re a rural landowner considering a sale, an auction may offer the speed, exposure, and financial return you’re looking for. Working with a trusted auction firm ensures the right buyers see your property—and bid with confidence.

Want to Learn More? Reach out to Eric johnson or Ronn Cunningham at (918) 550-8118 or Info@CJ-Auctions.com

Source: Cunningham-Johnson Real Estate Auctions

Setting an Auction Reserve Price That Drives Top Dollar

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Selling land at auction is a highly effective way to ensure you get a fair market value – or better. Auction creates the market for rural real estate and offers a transparent and efficient process to connect you to potential buyers. However, an important part of preparing for this process is setting your reserve price—the minimum amount you’re willing to accept for your land.

The reserve price is a critical benchmark that protects your financial interests while also ensuring your real property is attractive to bidders. Setting this price requires careful planning and consideration. Read on to learn how to determine the right reserve price for your land.

What is a Reserve Price?

Before diving into how to set it, it’s important to fully understand what a reserve price is. The reserve price is the minimum bid that the seller is willing to accept for their property at auction. If bidding doesn’t reach the reserve, the land will not be sold, giving the seller control over the ultimate outcome of the sale.

Unlike an ‘absolute’ or ‘no reserve’ where the property sells to the highest bidder regardless of price, having a reserve price in place ensures that your land won’t sell below your minimum price.

Why Setting the Right Reserve Price Matters

Setting the right reserve price for your land is a balancing act. An auction reserve that’s too high is likely to scare off potential buyers, dampen bidding activity and possibly result in no sale. A high reserve often creates the perception that the property is overpriced or that the seller is unlikely to accept any bid, which discourages people from participating in the auction. Setting the reserve price too low might leave money on the table, failing to maximize the value of your land. It’s essential to find the sweet spot that ensures competitive bidding while protecting your financial goals.

By setting the reserve price strategically, you create an atmosphere of excitement and opportunity, attract the largest potential buyer pool, entice people to engage in bidding wars and drive up your final sale price. Collaborating with experienced auctioneers helps you strike the balance between attracting interest and optimizing the value of your land. They will help you assess market conditions, analyze comparable sales data, and guide you in determining a reserve price that aligns with your goals and resonates with potential buyers’ expectations and capacities. With the right reserve price, you enhance the chances of getting top dollar.

Steps to Set a Reserve Price

First, understand your land’s market value.  The starting point for setting your reserve price is knowing the fair market value of your land. This depends on several factors, including location, condition, acreage, soil quality, zoning, water rights, accessibility, potential uses and neighboring properties.

Experienced land auctioneers understand local markets and can offer insight into how your property fits into buyer demand. They’ll assess your land’s unique qualities and analyze recent sales of similar properties to understand what buyers are currently paying for land with comparable features.

Take these steps to become comfortable setting your reserve price:

  1. Consider your financial goals. Think about what you need to achieve financially from the sale. Ask yourself questions such as: What is the lowest price I’m comfortable accepting? Does this sale have specific financial obligations tied to it (e.g., paying off a loan, reinvestment goals)? Establishing these benchmarks can help guide your reserve price decision.
  2. Evaluate unique selling points. Does your property have features that will drive up demand? Examples might include prime soil for farming, abundant water access, or existing fencing ideal for cattle grazing. Highlighting these features during the auction can impact bidder interest, potentially influencing your reserve price.
  3. Assess current market conditions. The agricultural and real estate markets can fluctuate based on broader economic and environmental factors. For example: Are land values in your region trending upward or downward? Is there high demand for farmland or development land in the area? Staying informed about supply and demand dynamics can help you gauge whether to set a more aggressive or conservative reserve price.
  4. Factor in costs and liabilities. Keep in mind the costs associated with selling your land, as this might influence your reserve price. These costs can include auctioneer fees, legal fees, title searches, and paying off any outstanding property tax or liens. If the land has maintenance requirements (e.g., erosion control, invasive plant removal), you may need to incorporate these factors into your reserve.
  5. Be Open to expert advice. While you might have an idea of what you want from the sale, it’s always wise to listen to professionals. Auctioneers, land agents, and appraisers are well-versed in local market trends and bidder behavior. They can help refine your expectations, ensuring you set a reserve price that strikes the right balance.

Common Mistakes to Avoid When Setting a Reserve Price

  1. Setting the reserve too high. An overly ambitious reserve price might prevent bidders from entering the auction, leaving you with no offers at all. Remember, the goal is to generate competitive bidding that pushes the final sale price upward.
  2. Forgetting to factor in market trends. Failing to account for current market demand (or saturation) may leave your reserve price out of sync with potential buyers’ expectations and capacities.
  3. Not Revealing the reserve strategically. While it’s common for the reserve price to remain private, some sellers and auctioneers choose to hint at its range to encourage bidding activity. Discuss with your auctioneer the best strategy for your specific situation.

Key Takeaways

Setting the reserve price for your land is a crucial step that requires careful planning and collaboration with experts. By understanding your land’s value, staying informed on market conditions, and aligning the reserve with your financial goals, you can maximize the chances of a successful sale.

If you need guidance through the process, partner with a trusted auction company like CJ Real Estate auction. Eric and Ronn will help you make data-driven decisions and secure the best outcome for your property.

5 Common Real Estate Auction Bidding Mistakes to Avoid

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5 Common Real Estate Auction Bidding Mistakes to Avoid

Bidding on real estate, whether a ranch, farmland, or an investment property, can be both exciting and challenging. However, this process often comes with pitfalls that can cost you financially and emotionally if you’re not prepared. Whether you’re a first-time buyer or an experienced real estate investor, avoiding these common mistakes can make all the difference in securing a winning bid and ensuring a successful investment.

1. Failing to Research the Property Thoroughly

One of the most significant mistakes buyers make is placing bids without doing proper research. Each property comes with its unique details and challenges, such as zoning regulations, water access, soil quality, and existing structures. For farmland and ranch buyers, these factors can significantly affect the property’s value and long-term viability.

How to Avoid This Mistake:

  • Visit the property multiple times.
  • Get a professional inspection.
  • Review property records, including ownership history and any liens.
  • Check for any environmental concerns.

By knowing exactly what you’re bidding on, you’ll be more confident in making an informed decision.

2. Setting Unrealistic Expectations

Many buyers enter the bidding phase with unrealistic goals—either expecting to snag the property at an impossibly low price or assuming it will meet all their ideal criteria without compromise. This mindset can lead to frustration and missed opportunities.

How to Avoid This Mistake:

  • Research comparable sales in the area to get a realistic sense of market values.
  • Define your non-negotiables but be prepared to compromise on secondary wants.
  • Set a clear budget and stick to it.
  • While aiming high is great, balancing aspirations with reality will help you stay grounded.

3. Overlooking the Cost of Ownership

Placing a winning bid is just the start of your financial commitment. Many buyers focus solely on securing the property without considering the ongoing costs of ownership, such as maintenance, property taxes, insurance, and operational expenses for farms or ranches.

How to Avoid This Mistake:

  • List all potential expenses, such as upkeep for fences, barns, irrigation systems, and equipment if it’s farmland.
  • Factor in unexpected costs, such as repairs or market fluctuations in crop prices for agricultural property.
  • Discuss your financial capacity with a realtor or financial advisor before making a bid.
  • By understanding the full scope of ownership costs, you can avoid financial surprises further down the road.

4. Getting Emotionally Attached

It’s easy to fall in love with a property, especially a beautiful ranch or a piece of farmland with breathtaking views. However, letting your emotions guide your bidding decisions can lead to overpaying or making unwise compromises.

How to Avoid This Mistake:

  • Approach the bidding process as a business transaction.
  • Set a strict maximum bid amount and stick to it, no matter how much you want the property.
  • Work with a trusted real estate agent who can help keep emotions in check during negotiations.
  • Remember, there will always be other opportunities, and it’s better to walk away than to regret an emotional, overinflated purchase.

5. Failing to Prepare Financing in Advance

Walking into a bidding situation without your finances in order can lead to delays and even cause you to lose the property to a more prepared buyer. Sellers prioritize buyers who have their financing ready to ensure a quick, smooth transaction.

How to Avoid This Mistake:

  • Get pre-approved by a lender to understand your borrowing capacity.
  • Have proof of funds ready, particularly if you’re making a cash offer.
  • Understand the terms of your financing, including interest rates and repayment timelines.
  • Being financially prepared signals to the seller that you’re serious and can speed up the closing process.

Closing Thought

Investing in real estate, especially farmland, ranches, or other large properties, is a rewarding but complex process. By avoiding these five common mistakes, you can make smarter, more informed decisions while bidding on the property of your dreams. Whether you’re a rancher expanding your operations, a real estate investor looking for the next opportunity, or a farmer buying your first field, preparation and mindfulness are key.

If you’re ready to take the next step, work with a trusted real estate agent or consultant who specializes in the type of properties you’re interested in. With the right guidance, you’ll be well-positioned to bid strategically and secure a winning deal.

Looking to Sell Your Land? CJ Real Estate is Here to Assist

At CJ Real Estate, we specialize in selling ranch, residential, and commercial land. Whether you’re looking to sell quickly through a high-value auction or prefer to list and wait for the perfect buyer, our experienced team delivers tailored solutions and a track record of success. When you need results, trust the proven expertise of CJ Real Estate.

2025 Land Value Expectations

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2025 Land Value Expectations: What Ranchers, Landowners, and Investors Need to Know

As we head into the new year Landowners, ranchers, farmers, and investors alike are focused on the latest value projections. The good news? Stability continues to define the market, providing confidence for stakeholders navigating this competitive space.

Land values and buyer interest remained robust in 2024, despite challenges posed by lower commodity prices and a slower economy. Experts predict this strength will not only be maintained but could see modest growth as broader economic conditions improve due to lower interest rates, lack of supply ad excellent incomes over the past three years.

Market Insights from Industry Experts

“It’s always tough to predict land sales on a given day,” says Ronn Cunningham of CJ Auctions. “Our 2024 sales consistently exceeded seller expectations. Other brokers reported inconsistent results. I expect to see land prices stabilize with modest improvement as the economy continues to improve post-election.”

This perspective aligns with broader market trends. Land pricing volatility from 2021-2023 calmed down in 2024 with high-quality agricultural land commanding consistently strong values. Average price-pre-acre for raw land or lower quality ag land has fallen slightly. This moderation highlights the market’s resilience, particularly in regions like Oklahoma and Kansas, where demand remains high.

Declining Supply Meets Strong Buyer Demand

One notable trend in recent years has been a reduction in the overall number of properties for sale. Over the past three years, listings have dropped by 22%. Despite the tighter supply, demand continues to thrive, driven by both cattle and crop producers as well as institutional investors increasingly recognizing the value of agricultural land.

High-quality family farms and ranches have emerged as enduring favorites in the buyer landscape. These properties are not only maintaining their value but, in some cases, are poised to see modest increases as competition remains healthy.

Standout Regional Value Growth

Regional markets tell a particularly compelling story. Oklahoma and Kansas pastureland values shone bright in 2024, and that momentum is expected to carry through 2025. Nationally, pastureland values grew by 5.2% on average last year, but Oklahoma and Kansas outpaced the trend, achieving an impressive 9% average annual value growth across the south-central region.

Additionally, cash rental rates further boosted landowner returns. Oklahoma led the nation with a remarkable 10% increase in cropland cash rental rates in 2024, further cementing its position as a leader in the agricultural land market.

Key Takeaways for 2025

For those involved in or considering entering the ag land market, here are the main points to know:

  • Expect Less Volatility: Despite economic fluctuations, the agricultural land market remains stable, with modest improvements expected into 2025.
  • High-Quality Land Holds Strong: Properties with strong agricultural value, such as family farms and ranches, are maintaining high demand and value.
  • Regional Bright Spots: Oklahoma and Kansas continue to lead the way in terms of growth and strong returns in both land value and cash rental rates.
  • Supply Challenges Persist: With fewer listings on the market, opportunities for land acquisition are becoming increasingly competitive.

Looking Ahead

The 2025 market outlook offers optimism for ranchers, landowners, and investors. Stability coupled with continued regional growth suggests strong opportunities for those looking to invest in high-quality properties or maximize value from existing holdings.

Whether you’re actively participating in the market or simply keeping an eye on trends, staying informed has never been more critical. By understanding the forces shaping the land market, you’ll be better positioned to make savvy decisions in the year ahead.

Thinking of Selling Your Land?  CJ Real Estate Can Help

We are real estate experts specializing in ranch, residential and commercial land sales. Whether you need to diversify assets quickly for top-dollar via auction or are prepared to list and wait for a buyer to come to you, the CJ Real Estate team provides comprehensive solutions and proven sales performance. When results matter, choose CJ Real Estate.

Ranch real estate auction

Step-By-Step Real Estate Auction Guide

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A Step-By-Step Guide to the Real Estate Auction Process

Navigating the real estate market can be a complex endeavor, but choosing to sell your property through an auction can streamline the process and potentially yield excellent results. Auctions offer an efficient, transparent way to sell real estate, ensuring your property is presented to a competitive pool of potential buyers.

Real estate auctions work because they create urgency. An auction date and time motivates potential buyers to act. The process is truly hands-off for sellers. And, sellers to dictate when, where and how the sale will happen.

“Once they (CJ Auctions) came in, it all just happened so quickly and so professionally. We were just kind of left with our mouth open because we didn’t expect it to go so smoothly and so quickly. And they took care of everything. All I had to do was show up at closing. I will be forever grateful for what they did for our family.”

 – Kary Warren, Lamb Ranch Trustee.

Property owners benefit from selling real estate at auction because they can minimize carrying costs, eliminate risks associated with pre-sale inspections and know when their property will sell. Additionally, there is no need for extensive repairs or upgrades because property offered at auction is typically sold ‘as is, where is’ meaning that bidders are offering to buy the property in the condition it is in on sale day. There are no sale contingencies and no negotiating.

Competition assures that owners are getting the best price for real estate at auction. At auction you get competing offers all at once. Each bid is simply an offer to purchase. The sales price is determined by competing bids that go up, not down.

Here’s a comprehensive guide to understanding the auction process from start to finish.

Discovery – Initial Consultation

Your auction journey begins with an on-site visit to learn about your property, the local real estate market and most importantly, your goals and objectives. This meeting serves as a foundation for the entire process:

  • Discuss your goals and which sales method – auction or listing – is the best fit for what you want to accomplish.
  • Discover what’s unique about your property, gain an overall understanding of your real estate asset and assess your property’s potential value.
  • Outline the auction sales process including deliverables, timeline and post-sale activity.
  • Address any remaining questions you or your family may have about the process, risks and benefits thoroughly with your real estate team.

Seller Responsibilities

Property owners selling via auction have similar duties to those in any real estate transaction.

  • Affirm property details such as shared ownership, legal descriptions, right of ways, acreage, etc.
  • Disclose financial details about existing mortgages, liens, etc.
  • Disclosure of any known hazards or defects.
  • Make the property available for pre-sale work, inspections or open houses during the marketing period. A key difference with auction is that inspections/open houses are typically limited to 3 or less and scheduled ahead of time – no last-minute showings.

Auctioneer Responsibilities

  • Keep you advised and informed with responsive communication throughout the process.
  • Set the auction date, time and location.
  • Package your property for maximum pricing potential through parceling.
  • Determine if a land survey is necessary and, if so, manage the survey process.
  • Organize all relevant property documentation, disclosures and other legal paperwork.
  • Prepare marketing plan and manage marketing process.
  • Organize and manage your real estate auction and sale process.
  • Organize and manage real estate closing.

Marketing

A strategic marketing plan is crucial for drawing in potential buyers. The tactics employed to market your property typically include:

  • Professional photography and videography showcasing your property through compelling visuals.
  • Custom webpage illustrating your property.
  • Online listing placements on real estate websites such as Zillow & Realtor.com.
  • Social media campaigns that engage audiences and generate interest.
  • Email marketing to targeted buyers, investors, brokers and related professionals.
  • Print advertising in local newspapers and select industry publications.
  • On-site signs and off-site directional signs to inform and attract local buyers.

Inspections and Open Houses

Inspections and/or open houses are a pivotal part of the auction process, offering potential buyers the chance to view the property firsthand. A key benefit of selling via auction is that these are typically limited to 3 or fewer and they are scheduled as part of the marketing plan so that you can plan and never have to hassle with a last-minute call to show your property.

  • Inspections and/or open house events are scheduled on fixed days and times and promoted as part of your marketing plan. Typically, there are 1 or 2 events prior to sale day and 1 event on sale day.
  • A representative from your real estate auction will be present to answer questions and offer details about your property during a set time period. They’ll collect feedback from attendees to gauge interest and address any potential issues that may impact your sale.

Auction Day

The entire process comes together on sale day.

  • Your real estate auction team will set up the property for sale posting additional sale day signage directing prospective bidders to the auction.
  • Prospective buyers will be able to arrive at least one-hour prior to auction time to inspect the property, register to bid, and ask any questions about the property or auction process.
  • At auction time, the auctioneer will make pre-auction announcements reading the sale terms, conditions, and disclosures into the record. Then your auctioneer will ask the audience if there are any questions for the record.
  • Once all questions have been answered, the auctioneer opens the competition with an initial starting bid.
  • Potential buyers make successive bids, each higher than the previous one. It’s a fast and exciting pace. Auctioneers typically work with a team consisting of the auctioneer, ringmen and an auction manager.
  • Your auctioneer will generate maximum value for the property by expediting competitive bidding while ensuring a transparent and fair process for all bidders.
  • The bidding process continues until a high bidder is declared.
  • If there are multiple property/parcels, the successful high bidder wins the right to choose a property/parcel or properties/parcels from a grouping of similar or like-kind properties. After the high bidder’s selection, the property/parcels they chose are deleted from the group and the bidding commences for any remaining property/parcels.
  • The bidding process continues until all properties/parcels have been sold.

Post-Auction

Immediately following the auction, high bidders will meet with the auction manager to complete the sale.

  • High bidders will sign the purchase agreement and pay a non-refundable deposit.
  • The auction manager will review the closing process and answer any buyer questions.
  • The auction manager will then expedite the closing process. Settlement typically occurs within 30 to 45 days of seller acceptance.

Conclusion

Selling your property at auction can be a powerful method for achieving a successful and timely sale. Understanding each step ensures you are well-prepared and can collaborate effectively with your auctioneer to maximize the benefits of this sales approach.

If you have questions or need further assistance about selling your property at auction, don’t hesitate to reach out. We’re here to guide you through the auction process and help you achieve the best possible outcome.

Stay tuned for our next post, where we’ll provide tips on preparing your property for auction to ensure it looks its best and captivates the right buyers.