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Got a toothache? You probably aren’t going to make an appointment with a podiatrist.
Likewise, your dentist can’t provide much relief for a bunion.
So, asks Jimmy Underwood, why would a person looking to buy or sell land choose a realtor whose primary business is home sales and purchases?
“In earning a license, realtors pretty much all go through the same process,” Underwood said. “And the license authorizes us to sell real estate in general.”
The difference, according to the Norwood-based agent, lies in the details.
“A person can buy or sell land through any licensed realtor,” he pointed out, “but, should they?”
According to Underwood, those considering a land transaction should consider the advantages a realtor who specializes in land, like himself and his organization (Mossy Oak Properties) can offer.
“When someone asks, ‘How much does land around here go for?’— that’s a loaded question,” he said.
“And often the buyer pays more, or doesn’t get land well-suited for its intended use. And, a seller may not get top dollar if the realtor isn’t considering all options when negotiating a price.”
Underwood, who has spent the last 10 years focusing primarily on land sales, is the only Accredited Land Consultant (ALC) in Stanly County and one of only 800 nationwide. He also emphasized that ALCs must achieve high standards, as well as completing extensive educational requirements, to earn the certification.
“An ALC must have at least two years of experience in the land industry, and must have brokered a minimum of either 25 successful land transactions or $10 million in value,” he said, adding that the accreditation also requires 104 hours of specialized instruction.
To illustrate the difference between Mossy Oak and many other real estate firms, Underwood cited a hypothetical example of a seller wishing to list a specific tract.
“We need to determine how much the land is worth, and also get an idea of what we can get for it,” he said. “A realtor will check out comparable-sized tracts in the area and use that information in determining a selling price.”
“Unfortunately, that’s as far as it goes, sometimes,” added Underwood. “There are a number of additional factors that go into determining land price. A buyer is going to have a lot of questions, depending upon what he or she is intending to use the land for, so we need to be prepared to answer those questions.”
Variables that need to be considered include surrounding land uses, topography, accessibility, soil types and percolation, development potential (zoning, deed restrictions), water (well or water line access) and sewer, to name a few. Making this information available to potential buyers is a key to efficiently marketing the property, while also maximizing return for the seller.
“Our listings provide more than just basic information on the property … we are able to give potential buyers a virtual tour of the property,” said Underwood, who is a Federal Aviation Administration (FAA) licensed drone pilot.
The drone, equipped with a video camera, is flown over the property and records a digital aerial tour of the tract, which is then made available in online listings. In addition, interactive mapping software is used to provide the potential buyer with a cross-section of the tract, indicating topography, orientation and vegetation.
“Many times, an ad for a tract of land will only have a few still photos and a GIS screenshot of the boundaries. But with the drone video, the customer can get a visual of the entire tract, its appearance, and features,” he said. “Plus, some folks have trouble reading a topo map. The interactive mapping software can give them a clearer picture of elevations and undulations on the tract than the map does.”
Using his accreditations and technology to go the extra mile for his clients has enabled Underwood to build a thriving business for Mossy Oak Properties. The Norwood native is an N.C. State grad,and has experience as a rental facility manager as well as in sales and project management while living in the Myrtle Beach area. He and his wife, Kim, currently live in the Aquadale area, after having moved back to Stanly County several years ago.
In addition to his ALC designation, Underwood is a licensed broker in both North and South Carolina, as well as being certified as a Level II National Deer Steward with experience in deer and turkey habitat management. As a hunter and fisherman, he is a believer in preserving the outdoor environment from unencumbered development.
“Land is a unique asset and an outstanding investment,” he said, noting that many times it is passed down within families from generation to generation.
“Properties sometimes stay within families for many years, because the original owner has mandated within his or her will that the property is to stay in the family and not be sold off,” said Underwood.
“These are known as ‘legacy properties,’ and are treated differently than property that can be developed,” he said, adding that Mossy Oak works closely with organizations such as Three Rivers Land Trust to set up conservation easements and other agreements to conserve and protect land.
As such, Underwood is enthusiastic about all things land, and encourages those who may be interested in buying or selling land, or conserving land they already own to consider what he can provide for them.
“Land is a finite investment,” Underwood said, “there’s no more of it being made.”

Toby Thorpe is a freelance writer for The Stanly News & Press.