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By Story Clark

Finally, a accomplished booklet on land conservation financing for group

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Paying for any project, especially the hidden ones, is easier if the land trust positions the project carefully. How a land trust presents a project is almost as important to its success as the project itself. For example, a time-sensitive deadline can add a strong element of urgency. Strategic marketing begins well before the initial documents are signed. 000-000 3/15/08 5:27 PM Page 37 The Deal 37 oped a thoughtful financial plan, then positioning is founded on the feasibility analysis, the structure of the offer, and the financial support.

We hoped to receive part of the value of the conservation easement from a windfall state payment to the county of $500,000. 3 Rancher and favorite auctioneer Earl Hardeman presided over the auction fundraiser for the Hardeman Meadows. (Jackson Hole News & Guide) market or undertaken a formal feasibility study. In the end, we used a variety of sources of revenue to pay for the 137-acre ranch. We divided the property into two parcels, separating the barns from the new homesite—something that realtors advised us to do when we couldn’t sell the parcel as one.

Generally, the more staff, the more proactive a land trust can be. For example, having in-house real estate knowledge opens deal-making doors. If the land trust is small, it must rely on its board and others closely associated with the organization who have time and real estate skills to invest. Chris DeForest, of the Inland Northwest Land Trust, which operates in Washington State and northern Idaho, explains the situation when his land trust suddenly had to negotiate a purchase option and raise the $50,000 to pay for it: “If we hadn’t had Asha on staff we would have been in real trouble.

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