Fundamentals of Land Development: Tools and Strategies

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November 12, 2013
8:00 am - 5:00 pm
ULI Headquarters
2001 L Street
Suite 200, DC 20036 United States
David Mulvihill, Vice President, Professional Development


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The land development process is a complex endeavor requiring careful analysis of a site and a thorough understanding of market trends, finance, and the regulatory environment. It also requires a skilled and often creative negotiator, and a careful documentation of the transaction. This practical and interactive workshop will introduce students to the components of a successful small-scale land development (i.e., less than 200 acres), and will identify the tools needed to get there.
Participants will understand the fundamental steps and phases of the land development process, and how they are integrated for operational efficiency. Students will demonstrate the ability to work with an organization to identify and acquire an optimal site, perform appropriate due diligence, develop the land in conformity with the development plan, and perform the tasks required to complete a project and identify how project tasks are related.

Participants will:

Learn how to calculate residual land value;

Learn how to evaluate real estate market dynamics and identify local market trends;

Understand the principles of land development control authority; and

Demonstrate the ability to take a land development project from the idea/concept stage, through task planning and resource allocation, to a completed marketable product.


Wayne FalbeyWayne Falbey, Ph.D.
President, The Falbey Group, LLC
Managing Member, Capital Four Advisors, LLC

John Wayne Falbey is a real estate developer and adviser, as well as an attorney, educator, speaker, and author. He is chief executive officer of the Falbey Group, LLC, and a founding member and principal of Capital Four Advisors, LLC. He provides highly sophisticated and effective services to a broad spectrum of industry participants, nationally and internationally, including financial institutions, investors, developers, and public sector entities. He has been involved in real estate development and education for more than 30 years.

Falbey holds master’s and doctoral degrees in business administration and also earned a law degree at Vanderbilt University. He maintains membership in good standing in the Bar associations of Florida and Colorado. He also completed all the courses in the certified commercial investment member (CCIM) program.

photoDavid Farmer, PE, AICP
Keystone Development Advisors

David H. Farmer is a developer, licensed real estate Broker, certified planner, civil engineer, state certified general contractor and Department of Environmental Protection qualified stormwater management inspector.

Dave Farmer began his career in the development industry in 1989 with an engineering firm designing commercial and residential projects for private clients.  A professional engineer, Farmer left the engineering field in 2000 to work fulltime for Keystone Communities overseeing the entitlement, design and construction of residential communities, resort facilities, and commercial projects.  In 2002, after earning his Certified General Contractors license, he also became responsible for the permitting and construction of custom homes.

Following a large sale of entitled and developed residential lots in 2003, the company’s focus shifted from development to entitlement and infrastructure development.  At this time Farmer took on the additional responsibility of site selection and acquisition for the company.  In 2005, he was made a principal of the company and participated in both the rewards and costs of acquisition, entitlement, and development.

Farmer’s development experience includes both very successful projects and less successful projects.  In the tradition of ULI, he feels it’s important to focus more on mistakes made and lessons learned when teaching the real estate development process. One learns quickly what not to do when you are spending your own money on development projects.

In 2008, Farmer and his development partner dissolved the original company and each went their own way.  Today he works in Florida with a new partner on identifying development sites and helping investors develop property.   Farmer has brokered more than $70 million in real estate transactions and entitled thousands of homes and millions of square feet of commercial property.  His favorite quote is “Begin with the end in mind.”

Registration Fee

Members: $395
Nonmembers: $525
Govt. and nonprofit member: $350
Govt. and nonprofit nonmember: $465

Registration fee includes tuition, course materials, continental breakfast, luncheon, and refreshments. Cancellations must be made in writing or by e-mail to ULI’s customer service department and are subject to a $100 administrative fee. Cancellations must be received at least seven days before the start of the program to be eligible for a refund. No refunds will be granted thereafter. You may transfer your registration to another member of your organization with no penalty.

Accommodations and Course Location

Hotel accommodations are not included in the registration fee. If you would like to make hotel arrangements, please contact the appropriate hotel before the date indicated. You are advised to make your reservations as early as possible.


ULI Headquarters
1025 Thomas Jefferson Street, N.W.
Suite 500 W
Washington, D.C. 20007-5201
Telephone: 202.624.7000.


The Graham
1075 Thomas Jefferson Street, NW
Washington, D.C. 20007
Reservations: 800.388.2410 or 202.337.0900

Holiday Inn Rosslyn at Key Bridge
1900 North Fort Myer Drive
Arlington Virginia 22209
Reservations: 800.315.2621 or 703.807.2000

The Four Seasons Hotel
2800 Pennsylvania Avenue, N.W.
Washington, D.C. 20007
Reservations: 877.707.0843 or 202.342.0444

The Melrose Hotel
2430 Pennsylvania Avenue, N.W.
Washington, D.C. 20037
Reservations: 800.635.7673 or 202.955.6400

Georgetown Suites
1000 29th Street NW & 1111 30th Street NW
Washington, DC 20007
Reservations: 800-348-7203

Avenue Suites NW Hotel
2500 Pennsylvania Avenue
Washington, DC 20037
Reservations: 877-736-2500

Program Highlights

Identifying the Site

Determining Residual Land Value

Negotiating the Acquisition

Structuring the Transaction

Letters of Intent

Options Leases


Due Diligence Checklist


Attendee Takeaways:

Due Diligence Checklist

Key Points of LOIs

Key Points of Options

Purchase Contract Checklist

Due Diligence Budget