Land Article Fall 2019

LegendaryLiving
N3 CATTLE COMPANY
F A L L 2 0 1 9
P R E S E N T E D B Y
CALIFORNIA OUTDOOR PROPERTIES
PHOTO — CHRISDOUGLAS. PHOTOGRAPHY

Exceptional Service
From the Kitchen Table
to the Closing Table
Story by Lorie A. Woodward
Photos Swan Land Company

P R O F I L E
Following the lead of founder Mike Swan, the team at
Swan Land Company with its headquarters in Bozeman,
Montana, serves its clients from “the kitchen table to the
closing table.”
“For us, the kitchen table is symbolic of the personal,
high-touch way we do business,” said Swan, who ran
the office of Bates Sanders Swan Land Company in
Bozeman for 12 years before establishing his own
brand. “Whether we’re sitting down with a titan of
industry in a New York penthouse office or a ranching
family from central Montana, the kitchen table—where
we sit and look into one another’s eyes and really
establish a personal connection—is where each and
every relationship begins.”
In 2012, riding on a wave of success that included
representing Montana’s 124,000-acre Broken O Ranch in
a sale to Stan Kroenke, Swan opened Swan Land Company.
“I had great momentum, but I realized I needed help if the
company was going to continue to move forward,” Swan
said, noting that early sales also included Montana’s
25,323-acre Historic Horse Ranch and Montana’s Lazy
J Ranch, the largest contiguous privately-held block
remaining in Bridger Canyon.
He began adding team members in 2013. Today, his list
of all-star brokers includes: Tim Anderson, David Lowry,
Stephen Leibinger, Sam Sanders and Scott Williams. The
company now has offices in Bozeman, Salt Lake City and
Buffalo, Wyoming, and is licensed in Montana, Wyoming,
Utah, Idaho, New Mexico, Colorado and Nebraska.
“We haven’t taken our foot off the gas since the beginning—
and we’re not letting up anytime soon,” Swan said.
While growth and success tempt some companies to
abandon principle for profit, Swan refuses to fall into that
trap and remains true to the values he learned around
his family’s kitchen table on their cow-calf operation in
Montana’s Ruby Valley: personal integrity, hard work,
respect and putting others’ needs before your own.
“It all comes back to who you are and what you stand for
as an individual—and as a company,” said Swan, a selfdescribed
servant leader. “I’m a simple guy. I know how
to work hard and treat people right, and I’ve surrounded
myself with people who live their lives the same way.”
The seemingly simple formula delivers results including
signature sales such as Jane Fonda’s 2,300-acre Forked
Lightning Ranch near Santa Fe, New Mexico, and the
42,215-acre LF Ranch near Augusta, Montana.
“Despite our relatively small size, we continue to gain market
share at a rate that has me asking, ‘What is Swan Land
Company going to do next?’” Swan said. “While I don’t know
the exact answer to that question yet, I can guarantee we
will remain true to who we are—and to our clients.”
FOR US, THE KITCHEN TABLE IS SYMBOLIC OF
THE PERSONAL, HIGH-TOUCH WAY WE DO BUSINESS.”
—Mike Swan
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Embracing A Simple Formula
Sharing a cup of coffee while sitting at a kitchen table may seem like an oldfashioned
idea in today’s digital age, but it is a requirement of doing business with
the Swan Team.
“Before we do business, we sit down and talk through every step of the process,
clarify expectations on both sides and make it clear that our team will ‘hold their
hand’ from beginning to end,” Swan said. “Our approach to customer service is
very personal and very high-touch, which some people would say is out of step
with our hurry-up modern world, but it works for us—and our clients.”
In this age of instant, impersonal communication, the first face-to-face
meeting lays a foundation for a working relationship that often blossoms into a
personal one.
“The deals are important, but it’s the relationships that are priceless to us,” said
Swan, noting team members routinely get invitations to graduations, weddings
and other special occasions reserved for family and friends long after a deal is
done. “We never quit working to earn and maintain the trust that underpins every
successful relationship.”
Authenticity matters.
“If you’re not a person of your word, people will see right through you,” Swan said.
“Our clients leave their kitchen tables confident that we are who we say and we
will do what we promise, which is putting their interests first—every single time—
and putting extraordinary effort into each and every listing.”
Character counts.
“When we do business with people, whether they’re CEOs of Fortune 100
companies or fourth-generation ranchers, they are entrusting us with their
families’ legacies and their families’ futures,” Swan said. “It’s a tremendous amount
of responsibility which we take very seriously.”
Personal commitment yields results for the clients and the company. Swan, who
estimates up to 75 percent of the firm’s business comes from referrals and repeat
business, had this lesson reinforced soon after he opened Swan Land Company.
“My phone rang one day and it was Jane Fonda,” Swan recalled. “She said, ‘I’ve
heard your name in several circles and I think you’re someone I need to meet.’”
She was considering selling her New Mexico ranch and was looking for
representation. It was Friday. Swan arranged to tour the property the following
Monday morning. After evaluating the ranch, he submitted a proposal and 10
days later he was drinking coffee with the actress at her ranch. They spent
the morning sitting at her kitchen table and talking about the process and his
company’s personal approach to business.
“By the end of our visit, she said, ‘I trust you and I want you to represent me,’”
Swan said.
The first meeting was just the beginning. During the process, Swan made nearly
20 trips to New Mexico and another six to Fonda’s home in Beverly Hills.
“Every time we had to make a critical decision, I made it a point to be face-to-face,
so she understood every nuance and every detail of this complicated deal,” Swan
said. “I promised to ‘hold her hand’ through the entire process—and I did. This is
the same principle that we apply to each and every client that we are fortunate
enough to represent.”
In the end, the ranch sold. Fonda expressed her gratitude for his willingness to go
above and beyond her expectations as did her family and business team.
“One of her assistants said, ‘This would have never happened if it weren’t for
you,’” Swan said. “It’s gratifying to hear that because we work hard 24/7 to
make a difference for our clients.”

P R O F I L E
The Power Of A Team
The Swan Land Company team, which totals nine including Swan and
three support staff, is small and nimble by design.
“As a team, we serve a very selective, exclusive niche,” Swan said.
“We limit the number of properties we represent so we can focus
on each one individually and tailor-make a plan for each property in
our portfolio.”
The benefits of working with a diverse, close-knit team really are
very evident as the members gather around their conference table
to strategize on behalf of a client. Each broker brings a unique skill
set, ranging from knowledge in fisheries, recreation and agriculture
to the synergy between energy development and land management,
to the project.
“The best solutions for our clients come from looking at every
property from every angle,” Swan said. “I don’t want brokers who are
clones of me, I want people who will give me their honest opinions
based on different experiences and push the boundaries on behalf of
our clients.”
Just as the clients trust the Swan team, the team members trust
one another.
“The atmosphere is open and collaborative,” Swan said. “Even though
we all have different backgrounds, we’re like-minded when it comes
to our high-touch, customer-oriented philosophy that’s at the core of
our business. It’s the power of one multiplied by six.”
Plus, the team members enjoy their work and one another.
“We get to do what we love in the midst of God’s most beautiful
creations—and share a lot of laughs along the way,” Swan said. “To
work with this team is a blessing. Each and every one of us takes
ownership of our objectives.”
Because of its size, the team doesn’t have the luxury of painting with
a broad brush when it comes to marketing, buyer demographics or
any other critical piece of the project. They study the market and
adapt their strategies to meet the ever-present changes.
“There aren’t many of us, so we have to make the most of our time,”
Swan said. “We identify our goals and strategies—and then apply a
laser-focus to execute them, and we are efficient with our time.”
Egos are checked at the door.
“As brokers we lead transactions, but that doesn’t necessarily mean
that we lead from the front or draw attention to ourselves in the
public eye,” Swan said.
The team always puts the client’s interests first, time after time, so
the deal can make its way to the closing table.
“We work behind the scenes and take care of every detail, so the
process is seamless,” Swan said. “When we do our job, the spotlight
shines on our clients’ success.”
Deals are finished, but relationships live on. Because of strong
relationships, the team finds itself at a different kitchen table.
“When people begin a phone call by saying, ‘You helped a friend. . .
a colleague. . . a family member of mine—and we’re not talking to
anybody else,’ it’s a true testimony to the power of putting our clients
first,” Swan said. “Their trust honors us and serves as a continual
reminder of the value of doing business the right way. The world may
change, but our focus on people won’t.” °
FALL 2019 І
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MEET THE TEAM
AS RENOWNED WESTERN
NOVELIST ELMER KELTON
ONCE OPINED, “YOU ARE
WHO YOU RIDE WITH.” SINCE
FOUNDING SWAN LAND
COMPANY IN 2012, MIKE SWAN
HAS SURROUNDED HIMSELF
WITH “AN ALL-STAR TEAM WHO
PUTS CUSTOMERS FIRST, HAVE
AN INCREDIBLE WORK ETHIC
AND COMPLETES EVERY DEAL
WITH THE HIGHEST LEVEL
OF PERSONAL INTEGRITY.”
MIKE SWAN, OWNER/BROKER
Swan Land Company since 2012
Home Base: Bozeman, Montana
Licensed in: Montana, Nebraska & New Mexico
STEPHEN LEIBINGER, BROKER
Swan Land Company since 2014
Home Base: Bozeman, Montana & Basalt, Colorado
Licensed in: Montana & Colorado
Experience at a Glance:
Steve, who graduated from the University of Wyoming
with a degree in environmental sciences, ran a successful
fly-fishing guiding and outfitting business, which provided
him a vast first-hand knowledge of the Rocky Mountain’s
trout waters and the land they influence. After growing up
in the West (Montana, Wyoming and Colorado), Steve first
entered the Montana real estate arena in 2004 specializing
in recreational land and fishing properties. His previous
experience includes representing high-end properties in
Aspen, Colorado, on behalf of the Ritz Carlton Company
and representing exceptional international recreational
properties on behalf of Timbers Resorts. Licensed in
Montana and Colorado, Steve comes from a deep-rooted
Montana-ranching family and is proud to continue that
tradition by now representing western ranch properties
with Swan Land Company.
On the Importance of Taking Care of Details. . .
“We work together closely, which takes inner-office
competition out of the mix and allows our team to focus
solely on our clients’ best interests. Ranch real estate
transactions can be incredibly complicated and every detail
matters, especially when it comes to meeting our clients’
goals and objectives. From the beginning, we put together a
comprehensive due diligence package, unlike any other I’ve
encountered in the industry, that includes maps, information
on easements, hunting regulations and opportunities, access,
water rights and anything else that could impact the use or
enjoyment of the land in the future. We roll up our sleeves
and dig up solid information that gives people peace of mind
as they are making very big decisions. By having command
of all of the details, everyone represented knows exactly
what they’re getting into, which provides for a successful
transaction that ends with strong relationships—and clients
who get the properties they’ve been dreaming of.”
DAVID LOWRY, BROKER
Swan Land Company since 2012
Home Base: Bozeman, Montana
Licensed in: Montana
Experience at a Glance:
David has operated and owned working and recreational
ranches in Colorado, Montana and Canada. As an avid
hunter and angler, he guided and operated a successful
outfitting service providing elk and deer hunting trips for
30 years. He has managed equestrian programs as well
as owning a ski lodge and running a dude ranch, providing
quality recreational experiences for clients. He also ranched
and raised Corriente cattle in Avon, Montana, for 17 years.
David has been active in the Montana ranch and
recreational real estate market representing both buyers
and sellers since 2004. His focus on serving clients
and his extensive background in working ranches and
recreational properties contributes significantly to Swan
Land Company’s continuing strong presence and sterling
reputation in land brokerage.
On the Importance of Developing &
Maintaining Relationships. . .
“We live and die by client relationships. Building relationships
is all about building trust, and we build trust by being
completely honest and transparent. There is a lot that
goes into buying or selling a ranch, and many people aren’t
familiar with the intricacies of a ranch transaction. We walk
them through every step to help them evaluate the ranch
and understand every aspect of the transaction. As their
brokers, we’re advisors charged with providing them with
the information that they need to move forward—and they
have to be confident that we’re giving them all of the facts
as we know them, which is why our due diligence is second
to none. In the end, we strive for a seamless transaction
that leaves both the buyer and seller happy. And, as part of
the process, our relationship with the client grows from a
business association to a friendship that lasts long after the
ink has dried on a contract.”

P R O F I L E
TIM ANDERSON, BROKER
Swan Land Company since 2013
Home Base: Bozeman, Montana
Licensed in: Montana
Experience at a Glance:
Since joining Swan Land Company, Tim has become a topproducing
ranch broker in Montana with many notable
ranch sales across the state. Prior to joining Swan, he and
his wife spent 12 years running Montana Real Estate Co.
and helped guide the successful real estate sales effort
for Moonlight Basin Ranch, and he has worked in every
aspect of real estate from development and product
design to financing, marketing and sales. An alumnus of
Montana State University, Tim previously worked as a
research scientist in the Plant Pathology and Plant Sciences
Department for his alma mater, where he researched viral
and fungal pathogens to help control noxious weeds and
helped establish a grower cooperative that produced
gluten-free flour trademarked as Montina ® .
On Customer Service. . .
“There are a lot of ways people can act to earn business, but
with us it’s not an act. We’re all very honest, genuine people,
who value personal integrity. Our clients appreciate that.
And we’re committed to being engaged and available to our
clients through every step in the process of a transaction. In
my opinion, one of the primary roles of real estate brokers
is providing accurate and reliable information so that our
clients and the buying public can make good, informed
decisions. We are in an era where the general public can
access all manner of information easily online. Unfortunately,
easy access doesn’t mean the available information is
accurate, pertinent or even helpful. We hang our hats on
knowing the difference between good information and bad,
and providing information that is vetted and solid, so our
clients can proceed with confidence.”
SAM SANDERS, BROKER
Swan Land Company since 2013
Home Base: Salt Lake City, Utah
Licensed in: Colorado, Utah, Wyoming & Idaho
Experience at a Glance:
Having grown up working on his family’s ranches
in Wyoming and Montana, Sam is keenly aware of
the beauty, benefits and challenges of any given
property. During his 26-year real estate tenure, he
has brokered over 300 farm and ranch transactions in
the western United States. His extensive experience
working with government officials on title issues, grazing
leases and water rights, combined with his honesty and
tenacity, contribute to his accomplished career.
On the Importance of Collaboration,
Cooperation & Team Work. . .
“I’ve worked in this industry for more than 25 years and
Swan Land’s culture is unique. Because everybody’s
primary concern is doing what is best for our clients,
we all collaborate and cooperate instead of competing.
Everybody on the team brings a wealth of experience
in ranch real estate along with their own specialized
expertise, but egos are checked at the door. Because
of the team’s diverse experience, every property is
evaluated from several different perspectives; there are
no ‘cookie cutter’ approaches. In the end, our clients
benefit because our deep bench ensures they get the
best possible service with the best possible results.”
SCOTT WILLIAMS, BROKER
Swan Land Company since 2015
Home Base: Buffalo, Wyoming
Licensed in: Wyoming, Nebraska & Montana
Experience at a Glance:
Hard work and solid understanding of business
principles have been the foundation of Scott’s career
successes. Scott was raised on a high elevation ranch
in Wyoming and learned to operate through the
elements of a hardened environment. After obtaining
a Business Finance degree from the University of
Wyoming, he was able to put into practice what he
learned from these formative years of ranching and
education. Managing six large ranches in Wyoming
gave Scott the opportunity to operate under some of
the brightest executives in the business world. This
solid foundation has been the most valuable attribute
Scott has to offer to his clients as he skillfully guides
them through the land purchasing process, always
watching out for the client’s best interest.
On the Benefit of Owning Land. . .
“A few years back, a buyer asked me, ‘What supports the
value of land?’ It got me to thinking about the benefit of
land ownership beyond its proven worth as a productive,
hard asset. Unlike any other investment, land pays a return
of enjoyment that comes from operating, improving and
conserving it. It’s a tangible place that its owners can share
with everyone who is important to them, and together
they enjoy the dividend of memories. And, the entire
ownership experience is underpinned by the joy—and
security—of knowing that the land will always be here.”
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Genuine. Devoted. Proven.
FROM THE KITCHEN TABLE TO THE CLOSING TABLE
SWAN LAND COMPANY IS THERE FOR YOU.
BUYING OR SELLING
A RANCH, FARM OR RECREATIONAL PROPERTY?
CONTACT US TODAY!
SERVING BUYERS & SELLERS OF FINE RANCH, FARM & RECREATIONAL PROPERTIES SINCE 2002.
LICENSED IN MONTANA, WYOMING, IDAHO, UTAH, NEBRASKA & NEW MEXICO.
SWANLANDCO.COM | INFO@SWANLANDCO.COM | 866.999.7342
BOZEMAN, MONTANA | SALT LAKE CITY, UTAH | BUFFALO, WYOMING