Mike Browning

Author: MB

  • Quit Making it Where You’re Almost Certain to Lose

    Quit Making it Where You’re Almost Certain to Lose

    Some Risk Is the Price of Admission. Learn to deal with it.

    Trying to remove every downside usually creates a bigger one.

    People spend half their lives trying to “not lose” in the future. And in the process, they lose right now.

    Extended warranties are the perfect example.

    You just agreed to buy a car or a laptop or a $2,000 TV. Or whatever. The deal is done.

    Then instantly they pivot to telling you how fragile it all is.

    “Repairs are expensive.”
    “These electronics just don’t last like they used to.”
    “Most people choose the protection plan.”
    And of course:
    “It’s a no-brainer.”

    A no-brainer for them.

    Warranties are one of the biggest profit centers in the auto business and high ticket retail. They don’t make much on the actual sale.

    But that finance office?

    That’s where the margins live.

    They train those people to sell fear with a smile, and a few of them are incredible at it.

    When I bought my wife’s car, the finance director put on a master class. She made it sound like only an idiot would say no. Then she started low-key shaming me when I held firm.

    Told me I was the first person who had ever turned her down — obvious nonsense — so I said that makes me either the smartest person she’s met or the dumbest.

    She doubled down, telling me all the ways I’d suffer when the car broke.

    I finally grabbed her business card and told her if she ended up being right, I’d call and congratulate her.

    My wife loved that.

    The whole pitch is built on loss aversion.

    In our minds, the pain of losing is about twice as strong as the pleasure of gaining. So people pay a big premium today to avoid a possible big bill tomorrow.

    Never mind that the warranty may not even cover everything later.

    And that’s assuming they don’t try to wriggle out of it altogether.

    (Furniture stores, by the way, are experts at this. Don’t ask how I know.)

    People view each warranty as a one-off decision. But you have to look at this over a lifetime.

    If you refuse every extended warranty you’re ever offered, yes — at some point you’ll pay full price for a repair or a replacement. But stack up all the money you saved by saying no a hundred times before that?

    You’re way ahead.

    You can’t eliminate risk.

    Not in purchases.
    Not in life.
    Not in business.

    All you can do is decide whether the downside is known and acceptable. If it is, then buying “insurance” for every small thing doesn’t make sense.

    Real estate isn’t much different.

    You can’t predict what rates will do, and you can’t predict where the market will be in two years.

    You make the best decision with the information you have, and you get expert help so you aren’t flying blind.

    (Hello)

    Trying to wait for perfect certainty is just another version of the extended warranty pitch — paying a premium today to avoid a maybe tomorrow.

    If you’re thinking about selling land, your job isn’t to eliminate all risk.

    It’s to understand it, weigh it, and make the smartest call you can.

    Get More Like This In Your Inbox Here!

    PS- You’re probably not ready to buy or sell real estate today. But I’ve found the best time to start preparing for any big decision is well before you’re actually ready to do anything.

    I offer a free, no obligation opinion of value on any non-residential property. Including real comps, utility and access info, market trends, and any nearby sales activity that matters.

    It’s a concise report that gives you a basic idea where you stand today, and helps you get your head around what you might be looking at when it is time to move.

    By looking at the info today and discussing it with a trusted professional, you can make a clear headed decision and not be talked into something not in your interests. And you can worry less.

    Is it a crazy idea to want less anxiety in your life?

    Click Below:

    Got a lot you might want to sell?
    Get a FREE, no obligation report on what it could sell for today.
    Get Your Lot Valuation

    Own land instead?
    Get a report for that here:
    Get Your Land Value

    Just a glutton for punishment?
    Sign up now to get more articles like this in your email.
    Sign Up Now

  • Nobody Cares What You Paid for It

    Nobody Cares What You Paid for It

    (And the market definitely doesn’t.)

    When I talk to lot owners — especially people who bought 5, 10, or 15 years ago — the first thing I usually hear is some version of this:

    “We paid X… and we’ve spent Y on taxes and upkeep, so we really need to sell for more than that for it to make sense.”

    I get it. You want to feel like it was a good decision.

    But unfortunately…

    The market doesn’t care what you paid.
    It never has.

    You could have paid $12,000 or $120,000 — doesn’t matter.
    If it’s only worth $9K today, that’s what you can sell it for.
    If it’s worth $90K, that’s what it’ll bring — regardless of whether you picked it up for $8K or $80K.

    Funny how people understand this perfectly when it goes the other direction:

    “I only paid $10K, but now it’s worth a million.”

    Exactly. Because the value isn’t determined by what you spent.

    It’s determined by what the next person is willing to pay.

    Exhibit A: MySpace

    News Corp (the parent company of FOX) bought MySpace for $580 million in 2005.
    Six years later, they sold it for $35 million.

    They didn’t get to say:

    “But we spent so much!”

    The market didn’t care.

    Facebook had already taken over, the platform was dying, and the price reflected reality — not the emotions attached to the invoice.

    Sunk Costs ≠ Smart Strategy

    This isn’t just about land.
    It’s about decision-making in general.

    Let’s say you bought movie tickets for Saturday night, but a friend offers you a last-minute seat at a playoff game or a concert you’d rather attend.

    Many people will say,

    “Well I already paid for the movie, so I don’t want to waste the money.”

    But that money’s gone either way.

    So the only rational decision is to ask:

    What do I want more — right now — given what I know?

    Same goes for your land or your lot.

    You already spent the money. You can’t unspend it.

    The smart question isn’t “How do I get it back?”

    It’s “What’s the best move from here?”

    Even the Pros Get It Wrong

    Teams do this in sports all the time.

    A front office pays big money for a free agent.

    Then he underperforms… but they keep starting him anyway.

    Why?

    Because they “have to get something out of the investment.”

    Except they don’t. The money is gone.

    The only smart move is to play the guy who gives you the best chance to win today — not the one who used to look good on paper.

    Back to Your Lot

    If you’re thinking about selling, start with this:

    • What is it worth today?
    • What are your real options going forward?
    • And what’s the smartest move based on that — not based on what you hoped would happen when you bought it?

    Emotion’s allowed — but it doesn’t set the price.
    Buyers don’t pay extra for sentimental value.

    The best decision isn’t always the one that feels best in the moment.
    It’s the one that gets you where you’re trying to go.

    More Like This? Sign Up Here!

    Want to Know What Yours Is Worth?

    I offer a free, no-pressure value analysis on any non-residential property.

    No fluff, no hype — just real comps, utility and access info, market trends, and any nearby sales activity that matters.

    Would it be a bad idea to get a clear picture so you can start to ask the right questions?

    Click below to get started:

    Got a lot you might want to sell?
    Get a FREE, no obligation report on what it could sell for today.
    Get Your Lot Valuation

    Own land instead?
    Get a report for that here:
    Get Your Land Value

    Just a glutton for punishment?
    Sign up now to get more articles like this in your email.
    Sign Up Now

  • Luck Isn’t a Plan — Showing Up Is

    Luck Isn’t a Plan — Showing Up Is

    Strange how preparation looks like fortune to everyone else.

    Phil Hellmuth wrote in one of his books that you’re always in the right place at the right time.

    Which is a comforting thought… unless you’re sitting in your truck eating gas-station beef jerky and avoiding the phone calls you know you should be making.

    Then it just feels personal.

    And I’m guessing he didn’t write that line right after getting slow-rolled and going full Poker Brat on ESPN.

    Scott Adams put it a different way:
    “Position yourself where luck is likely to run into you.”

    Which is really just the same idea with fewer affirmations and more sarcasm.

    If you sit in your living room waiting for opportunity to show up like the Amazon guy, good luck.

    Opportunity doesn’t knock — it just kind of wanders around hoping to bump into someone who’s not asleep.

    In real estate, “luck” looks suspiciously like:

    • Checking zoning agendas
    • Noticing when a water district suddenly gets busy
    • Paying attention to which road the county is widening
    • Getting your marketing out before everyone else decides it’s a good idea

    People will tell you, “Wow, that was great timing.”

    Yeah.

    Amazing coincidence that I was “coincidentally” paying attention, asking questions, and doing the boring work while everyone else was scrolling TikTok.

    Funny how that works.

    The truth is simple:

    Luck happens way more often when you’re actually looking for it.

    You don’t have to be perfect. Half the game is just being awake, consistent, and willing to act before something is 100% figured out.

    A lot of big wins start with, “I’m not totally sure what I’m doing, but let’s try.”

    And then — weeks or months later — someone says,

    “Man, must be nice… you’re lucky.”

    Sure. Lucky.

    Let’s go with that — it sounds nicer than “I out-worked you.”

    Get More Like This In Your Inbox Here!

    PS- You’re probably not looking to buy or sell real estate today. But you know the time to start preparing is well before you’re actually planning to do something.

    I offer a free, no obligation value analysis of any non-residential property. It includes nearby comparable sales (with actual prices), info about nearby development activity, utility info, market trends, etc.

    With that in hand you’re ahead of the game, and ready to move when our friend luck shows up. Which seems to happen more often when you’re proactive.

    Would it be a bad idea to make yourself luckier?

    Click below to get started:

    Got a lot you might want to sell?
    Get a FREE, no obligation report on what it could sell for today.
    Get Your Lot Valuation

    Own land instead?
    Get a report for that here:
    Get Your Land Value

    Just a glutton for punishment?
    Sign up now to get more articles like this in your email.
    Sign Up Now

  • Did Someone Kidnap the Nigerian Prince?

    Did Someone Kidnap the Nigerian Prince?

    This one was more convoluted than a Jerry Jones postgame interview.

    One of the aggravating things about being in this business is that the various associations I’m required to be a part of (local, state, and national Realtors boards, etc.) like to sell our info to marketers.

    Not a day goes by that I don’t get multiple texts or emails offering things like “better insurance options for self-employed professionals” or “exclusive access to off-market opportunities.”

    I don’t want to complain too much — everybody gets sold to. And usually it’s easy to tell when it’s a blast solicitation, even when they’re trying to make it sound personal.

    It’s a minor annoyance at most.

    Besides, every now and then one’s even worth a laugh.

    I got one on Sunday with enough word salad to make Kamala Harris blush:

    Hey Michael,

    We have a strategic who has a strong interest in making an investment into Mike Browning Realty’s space. We are a capital advisory firm that collaborates closely with a select group of sponsors, and this particular group has significant interest in Mike Browning Realty’s vertical, so we wanted to reach out and see if you are open to bringing on capital.

    Can we set up a time to discuss this opportunity?

    Thanks,

    Now read it again and ask yourself one question:

    What did they actually say?

    • No numbers.
    • No investment size.
    • No structure.
    • No name of the investor.
    • No reason they reached out to me specifically.

    Just a pile of buzzwords.

    People who actually have money — and want to deploy it — don’t talk like this. They don’t need to.

    They are short, clear, and direct.

    And that’s before you get to the part where: if someone truly has capital to place, the opportunities find them — not the other way around.

    The longer it takes someone to explain who they are and what they want, the more likely it is they don’t really know — or they don’t want you to know.

    That’s the whole play with emails like this: sound impressive so you won’t ask simple questions.

    And if you respond, the next step is almost always:

    • an “intro call,”
    • followed by a “strategic positioning process,”
    • followed by an “engagement agreement,”
    • followed by you paying them to “help find capital.”

    Translation:

    They don’t bring money — you are the money.

    Nothing wrong with someone selling consulting services.

    But when someone pretends to be an investor while hoping you’ll become a client, that’s a red flag the size of a billboard.

    So here’s the rule:

    If it takes more than one sentence to explain what they want, they’re not serious.

    If it’s real, it’s clear.

    If it sounds like a LinkedIn influencer swallowed a thesaurus — delete it.

    Because whether it’s real estate, business, or anything else:

    People who know what they’re doing speak plainly.
    People who don’t hide behind vocabulary.

    Subscribe Here For More!

  • Just Start (Even If You Don’t Want To)

    Just Start (Even If You Don’t Want To)

    Motivation shows up after the first step, not before.

    If you’re like me, you have to make a list of the day’s tasks or things get missed.

    Even the small stuff — returning a call, reaching out to a broker, updating a client — goes on the list.

    It works. Nothing slips through the cracks.

    But there’s a tradeoff: at the beginning of the day, that list can look like a mountain.

    Even when you know most of the items only take a few minutes, seeing all of them at once can make you want to freeze.

    And if there’s one task on there that’s bigger — something you don’t fully know how to do, or something with tech you haven’t figured out yet — it’s even worse. Suddenly, the whole list feels heavier than it really is.

    But the funny thing is: it’s almost never as bad as it looks.

    Most people think the difficulty is the task itself.

    It’s not.

    The hardest part is going from not moving to moving.

    Once you’re already in motion — whether it’s the workout, the cleanup, the writing, or the business task — it’s rarely as bad as the version of it that existed in your head five minutes earlier. But when you’re sitting still, everything feels bigger than it is.

    You start thinking things like:

    • I don’t have the energy.
    • I don’t know where to start.
    • I’ll do it later when I’m ready.
    • It’ll take forever.

    But here’s the truth:

    You don’t need readiness.
    You need momentum.

    And momentum doesn’t show up before you start — momentum shows up because you start.

    A good trick is to make the first step stupidly small — so easy your brain can’t argue with it.

    Want to go to the gym but don’t feel like it?
    Tell yourself: I’m just driving there and walking inside. If I want to leave right after, I can.

    Trying to clean up the house and it feels overwhelming?
    Tell yourself: Pick up five things. Just five.
    Once you grab those five, you’ll probably keep going.

    Staring at a work project you’ve been avoiding?
    Tell yourself: I’m just going to look at it. Not fix it. Not solve it. Just open it.

    It sounds ridiculous, but it works — not because the task changes, but because you shift from idle to forward motion.

    Your brain handles doing a lot better than it handles anticipating.

    Most of the dread lives in the waiting.
    Most of the stress lives in the buildup.

    But once you start?

    You think, Why was I avoiding this? This isn’t that bad.

    Starting small isn’t weakness.
    It’s strategy.

    Because once you’re in motion — even a tiny bit — finishing becomes easier than quitting.

    So next time you’re stuck, don’t wait for motivation.
    Just lower the bar until momentum has no choice but to show up.

    After that, the rest takes care of itself.

    Subscribe here for more!

    PS — You may have seen Sunday’s post introducing HisWordTogether.com.

    Reading the entire Bible is something a lot of people say they want to do — or feel like they should do — but it can feel intimidating because it’s a big undertaking.

    Just like in business, the key is the same: start small and let momentum do the heavy lifting.

    The site breaks the readings into small, daily pieces — usually 5–20 minutes a day — which makes it manageable for anyone. And if you sign up, you’ll get the weekly readings in your email, so you don’t have to remember to go find them.

    It’s free of charge. No commitment. No pressure.

    If reading through the Bible has been on your mind, this may be the easiest way to finally start.

    HisWordTogether.com

  • Red Oak Build Site Now Available

    Red Oak Build Site Now Available

    102 Sperry, Red Oak TX 75154 — $84,900

    MLS # 21128342

    Just listed a residential lot in Red Oak — this one’s a solid fit for a spec builder or someone wanting to build a home without waiting on a subdivision timeline.

    102 Sperry, Red Oak TX 75154

    It’s a .234-acre lot near one of the main commercial hubs in town with quick access to I-35 and Ovilla Road. Shopping, groceries, restaurants — all close by. Easy commute to the rest of the Metroplex.

    Asking $84,900.

    Zoned R-3, with a 1,650 SF minimum and a 2-car garage requirement.

    If you’ve been looking for a buildable lot in an established area (not a 40-minute drive into the country), this is a good one.

    Call or email with any questions.

    Register here for more like this!

    Screenshot
  • A Fast “No” Is Better Than a Slow “Maybe”

    A Fast “No” Is Better Than a Slow “Maybe”

    Being clear isn’t impolite — it’s the opposite.

    Most people hate saying the word no. Even when they already know the answer, they’ll stall.

    They’ll say things like:

    “Let me think about it.”
    “Maybe.”
    or the classic— “Yes… but sometime later.”

    Which really just means: no, but they don’t want to be the one to say it out loud.

    It’s funny, because everyone gets irritated being on the receiving end of that behavior, but somehow it doesn’t translate when they’re the one avoiding the decision.

    Why do people drag it out?

    Part of it is simple: a lot of people don’t want conflict, even small conflict.

    And telling someone no feels confrontational.

    The other part is that most people don’t feel safe saying no.

    Because the second they do, someone tries to talk them out of it.

    Salespeople do it.
    Friends do it.
    Family definitely does it.

    Give a reason, and they’ll try to negotiate with the reason instead of accepting the answer.

    (If you want help with that, check this out)

    Personally, I love a clear no. It’s honest. It’s clean.

    And it gives both sides direction.

    It doesn’t stop the conversation — it just puts it on real footing.

    And here’s the part most people miss:

    A no today doesn’t mean no forever.

    People change their minds. Circumstances shift. Timing improves.

    But when you finally hear a yes from someone who wasn’t afraid to say no earlier, it’s a real yes.

    So whether you’re negotiating, selling, buying, planning, or just trying to get through everyday life without wasting time — a fast no is almost always better than a slow maybe.

    It’s cleaner.
    It’s kinder.
    And it’s honest.

    Subscribe for more here.

    PS — If this topic interests you, Jim Camp is the gold standard.
    He taught that the fastest way to find the truth in any negotiation is to give the other person permission to say no.

    Not hint at it.
    Not tolerate it.
    Invite it.

    Most negotiation books focus on getting to yes.

    Camp’s approach is the opposite — and far more effective.

    I read the book at least once a year, it helps me that much.

    There’s a link to buy it on my recommended reading page.

    Would it be a terrible idea to spend five minutes there?

    Recommended Reading

    Disclosure: As an Amazon Associate I earn from qualifying purchases. If you buy something—anything—after clicking that link, I may receive a small commission. It doesn’t change your price.

  • God Only Wrote One Book

    God Only Wrote One Book

    Might be a good idea to read it

    If you’re like most people, you’ve had times where you thought, “I really should read the Bible more.”

    And then life happens. You get busy, you forget, you lose momentum, or you open to a random chapter and think, “What on earth does this mean?”

    It’s not just you.

    A major study found that even though almost everyone owns a Bible, very few people actually read it with any consistency.

    But for people who do read, four days a week seemed to be the tipping point where people started seeing real, measurable change in their lives — lower stress, less destructive behavior, more stability, more hope.

    Four days.

    Not perfection. Not seminary. Not “read the whole Bible in a month.”

    Just steady contact.

    But most folks never get there.

    Not because they don’t want to.

    But because the Bible feels big. And intimidating. And confusing in places.

    And when you fall behind on a plan or miss a few days, it’s easy to quit.

    I’ve done it myself. And the one thing that’s actually helped me is embarrassingly simple:

    I just read.

    When I get to the end, I start over. I don’t panic when I don’t understand something, because I know I’ll see it again later.

    The pressure drops way down when you stop trying to “master” the Bible in one pass.

    That’s why I’ve started something called His Word Together.

    It’s not a commentary site.

    It’s not “Mike explains the Bible to you.”

    It’s not a bunch of opinions layered on top of your reading.

    It’s simply the readings for the week, delivered every Sunday, to help you stay on track.

    We’ll be starting back in Genesis in January, and if you want to follow along from the very beginning of the year, you can.

    But there’s no reason to wait.

    If it’s on your mind to start now, now is the time to start.

    Jump in with this week’s readings and let January meet you where you already are.

    No pressure. No cost. No extra obligations.

    Just a weekly nudge that says: “Here’s what to read. Keep going.”

    You can check it out here: https://hiswordtogether.com

    (I’m still cleaning up the formatting, but like I said — if it’s on your mind to start, now is the time.)

    Or sign up to get the weekly readings emailed to you:

    Sign Up Here!

    You don’t need permission, perfect understanding, or a theology degree.

    You just need to start. And keep going.

    That’s where the change happens.

  • You Don’t Know If You’re Early or Late Until It’s Over

    You Don’t Know If You’re Early or Late Until It’s Over

    Timing feels obvious only in hindsight.

    If you’ve been around real estate long enough, you’ve probably had this experience:

    I’ll see a property hit the market — or worse, see what it sold for — and realize I looked at it years ago when it was 10–25% of today’s price.

    Or I’ll see something sold in the past — personally or for a client — and the new number makes me shake my head.

    I joke sometimes that my only mistake back then was doing due diligence. Should’ve just bought everything and waited.

    And never sold.

    But that’s not real life. We all have finite capital. There are opportunity costs, trade-offs, other priorities, and other deals.

    No one knows the exact moment when a market bottoms out or tops out.

    If they tell you they do, they are either lying or deluded.

    It’s the same with stocks, if you’re into that. Everyone has a story about selling too early.

    Strangely, we rarely congratulate ourselves for selling before something tanked.

    We just act like that part doesn’t count because our brains are wired with loss aversion. Losses (or missed gains) tend to hurt about twice as much as gains (or missed losses). So we obsess over what we did “wrong.”

    Hindsight is perfect. In the moment?

    Timing always feels uncertain.

    When things look expensive, you tell yourself you should wait. When things look cheap, you’re afraid they’re cheap for a reason.

    Meanwhile, the only people who get anywhere are the ones who move forward despite not knowing.

    You make the best decision you can with the information you have at the time.

    You accept you might be early.
    You accept you might be late.
    But you keep going.

    The market (and life) rewards persistence more than perfection.

    So whether it’s land, business, stocks, or life in general — don’t expect a signal before the moment arrives.

    You won’t know until later whether it was the exact right time.

    All you can do is make the best decision you can, given where you are, and keep moving.

    Subscribe for more here.

    PS — You’re probably not ready to buy or sell real estate right now, and that’s fine.

    But if you own land or non-residential property, it never hurts to know what it’s actually worth today.

    I offer a free, no-obligation analysis on any non-residential tract — no pressure, no sales pitch, and no guessing.

    Just current data, comps, trends, and a straight answer.

    Would it be a terrible idea to at least know where you stand?

    Click below to get started.

    Got a lot you might want to sell?
    Get a FREE, no obligation report on what it could sell for today.
    Get Your Lot Valuation

    Own land instead?
    Get a report for that here:
    Get Your Land Value

    Just a glutton for punishment?
    Sign up now to get more articles like this in your email.
    Sign Up Now

  • You Never Know Who Is Watching

    You Never Know Who Is Watching

    You can be sure God is watching, but besides Him you never really know.

    Years ago, I was riding around looking at deals with the acquisitions manager of a homebuilder.

    They didn’t have a local office back then, so I served as their eyes and ears up here. He’d come up maybe six times a year, and we’d drive the whole metroplex looking at land.

    There was a lot of windshield time, so we got to know each other pretty well.

    I liked picking his brain about how their business worked, they operated a little differently than the typical builder.

    One day we were talking about their salespeople, and he told me something that stuck with me.

    Their marketing machine was so strong that if a salesperson wasn’t making real money — six figures, and the first number wasn’t a 1 — they were sent to retraining.

    If that didn’t fix it, they were replaced. These were great jobs.

    A steady stream of prequalified buyers walked into the sales centers. The salesperson just had to follow their system and close.

    But the surprising part was who they hired.

    They rarely hired people with sales experience.

    Definitely not anyone who had sold homes before.

    Every office job applicant took a personality test, and if their profile matched what the company wanted, they were offered a sales job — even if that wasn’t what they applied for.

    He even recruited people who weren’t looking for jobs.

    The wildest example was a Taco Bell drive-thru. He said the woman working the window was sharp, fast, and personable. So he handed her his card and asked if she wanted to apply.

    She did, and she went through the process and got hired.

    Her income increased tenfold, all because she was doing her job the right way when someone happened to be paying attention.

    I’ve always thought of myself as a responsible guy who tries to do things the right way.

    But that story stuck with me. You never know who you’re talking to.

    So I’ve made an effort ever since to handle things professionally without slipping into performative BS. Just treating people the way they’d want to be treated.

    Most days, the results aren’t dramatic. Everyone just gets a little better service than they probably expect.

    Nothing wrong with that.

    But every once in a while, you get back way more than you gave. Happy clients refer people.

    Sometimes those people end up being prominent developers who were just getting started.

    Who handles a big chunk of his business now? Take a guess.

    And that’s even better.

    Get more like this in your inbox here!

    PS — You’re probably not ready to buy or sell land today, but the time to start preparing is before you feel like you need to.

    I offer a free, no-obligation analysis on any non-residential property. It never hurts to have the most current information.

    You’ll be listened to, treated the right way, and never pressured.

    I can’t promise you’ll never hear something you don’t want to hear, but you’re always in control when you work with me.

    Is it a terrible idea to at least check it out?

    Click below to get started:

    Got a lot you might want to sell?
    Get a FREE, no obligation report on what it could sell for today.
    Get Your Lot Valuation

    Own land instead?
    Get a report for that here:
    Get Your Land Value

    Just a glutton for punishment?
    Sign up now to get more articles like this in your email.
    Sign Up Now