A land seller needs to know what their property is worth. Kent and Rob either know or can find out what price comparable properties have sold for and suggest a marketing strategy.
Kent and Rob have an extensive network of contacts that are either land buyers or can put them in touch with land buyers.
Experience really helps. Of the many properties for sale, only one can be the best value. Kent often tells buyers, "You can't just look at what is there; you have to be able to see what is not there." For some basics of farmland investing, read Kent's article "Invest in Farmland -- Me?"
Analysis: projected return on investment, detriments to value and the estimated cost to cure them, specialty crop opportunities, cash flow and tax considerations ... all are important to the land buyer.