Mike Browning

Author: MB

  • Do You Need it Right Now? Then Wait ‘til Tomorrow

    Do You Need it Right Now? Then Wait ‘til Tomorrow

    One step to never being taken advantage of at the negotiating table again

    I talked about the danger of neediness yesterday, but it’s so important I’m going to stay with it.

    Negotiation is a fundamental skill in life and business—but most people aren’t great at it. Mainly because they just don’t get a lot of practice.

    In the U.S., we’ve standardized just about everything. Prices are fixed. Products are labeled. You go to the store, you pay what it says. No haggling. No dance. So when it is time to negotiate—whether it’s for a house, land, or a job offer—most people get uncomfortable fast.

    And it’s immediately obvious to the salesperson. They negotiate every day. Even if they’re not a pro, the repetition alone makes them better than most. And they’re more comfortable by default—they’ve got nowhere else to be. This is their job.

    Here’s the part most folks miss: negotiation is not about intimidation. It’s not about being slick. It’s about posture.

    Neediness is what kills your position.

    If you have to buy it today, you probably shouldn’t.

    Make yourself wait until tomorrow.

    If the salesperson says you have to buy today or the deal is off, call the bluff a few times and see what happens.

    If they can sell you a car (or anything else) for a certain number today, is there really any reason they couldn’t do it tomorrow?

    Maybe there is, but I doubt it. And if they won’t do it—so what?

    Start over somewhere else.

    Simple things like this will shake the desperation right out of your system. The clearer your mind, the better your decisions.

    Get rid of neediness, and you’ll almost never experience buyer’s remorse. Because you weren’t chasing—you were choosing.

    Salespeople—real ones, trained negotiators—can smell neediness a mile away. They don’t always use it against you, but make no mistake: they see it.

    Don’t set deadlines.

    They’re usually fake, and all they do is stir up neediness.

    On the rare occasion there is a real deadline, don’t let the other side know what it is.

    Just these basic ideas can improve your negotiation results almost immediately. All it takes is a little practice.

    Use it a few times and it’ll work so well, you’ll never go back to the old way.

    Even if the results don’t change right away, you’ll feel a lot better about how you handled it.

    If someone says you have to act now or lose the deal—call their bluff. You’ll either learn that you didn’t lose the deal, or that you didn’t need it so bad to begin with.

    If you’re a people pleaser and feel pushed into things, tell the next three people “no,” no matter what they ask.

    Even if you’re afraid they’ll get mad.

    Most won’t. But even if they do—they’ll live.

    And you’ll learn that you’ll live without their approval. That makes life easier to steer from then on.

    Am I worried that by sharing these secrets you won’t need my services as an agent?

    Not at all.

    I think once you see the value of being a clear-headed negotiator, you’ll want a pro in your corner when it really counts.

    And if not, that’s great too.

    I ain’t needy—I’ll just help someone else.

    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

  • The Root of All Losing

    The Root of All Losing

    If it’s obvious you’ve got to have it, it’s harder to get.

    If there’s one thing that’ll cost you in a negotiation—whether you’re buying, selling, or settling on where to go for dinner—it’s neediness.

    The moment you need the deal to happen, you’ve already lost. The other side can smell it. They might not know exactly what it is, but they’ll feel it. And if they’re any good at what they do, they’ll use it against you.

    Take car shopping, for example. You roll onto a lot, poke around a few rows, and come across what you’ve been looking for. It’s clean, it fits your budget, and you can already see yourself pulling into your driveway in it.

    Then the salesperson swoops in.

    They’ve done this dance a hundred times. They can tell you’re into it. And they lean into that: “These don’t last long… I’ve already had someone else looking at it earlier today… If you want it, you better act now.”

    And you’re tempted. Because it feels like this is your one shot at getting what you want.

    But take a step back.

    You passed ten car lots on your way in. Every one of them had dozens of vehicles. Hundreds. You saw thousands of cars on the road just getting to the dealership. They’re mass-produced. There’s another one out there that’ll work just fine. Maybe even better.

    The key isn’t to stop wanting things. It’s fine to want a deal to come together. It’s fine to like something. What’s not fine is crossing that line into thinking you have to have it. That it’s this or nothing.

    That’s when you stop negotiating and start begging—whether you realize it or not.

    Now land and lots are a little different. No two properties are the same. So technically, yes—this particular piece of dirt might be one-of-a-kind. But that doesn’t mean it’s the only one that’ll work for you.

    If you miss out, the sun will still come up tomorrow. You’ll still have a roof over your head. You’ll still eat dinner.

    You’ll find something else that checks the right boxes.

    Wanting is fine. Needing is a trap.

    This applies far beyond real estate and car lots. It shows up in business, relationships, sales, and parenting. The second someone sees that you’ve made your happiness dependent on a specific outcome, they’ve got leverage. Even if they’re not trying to be manipulative, the dynamic shifts.

    Letting go of neediness is freeing. It puts you back in control. You might decide to stretch a little to get it done, but you’re doing it consciously.

    You can still chase the deal—but with clear eyes and a level head.

    Because once you stop needing it, that’s when you’re most likely to get it.

    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

  • Never Make Your Initial Offer at Full Price

    Never Make Your Initial Offer at Full Price

    Even when you’re willing to pay it

    In a hot housing market, paying full price—or even more—can be necessary. Some sellers use pricing strategies where they list below market value to spark a bidding war. That’s normal in residential.

    When it comes to land, though? Different ballgame.

    Unless you’re dealing with a rare exception, your first offer on land should never be full price.

    When I bought my truck, I made an offer I thought was a lowball—and they accepted immediately. Instead of being happy, I wanted a do-over. The funny thing is, it was a mistake on their part not to ask for at least a little more. I was fully expecting a counter, and if they’d asked for a bit more, I would’ve jumped on it.

    They left money on the table.

    Same thing happens in land deals.

    Years ago, I was brokering a tract to a developer—part of what’s now Waterstone Estates, where many of my lot clients first met me. I asked the owner what he’d take, and he gave me a number. The developer wrote a contract for that exact price.

    Instead of being thrilled, the seller started second-guessing. Maybe he wanted more. Wanted a do-over—just like I did with the truck.

    A little well-placed shaming and a reminder that your word matters in this business got us through it. He honored the deal, the sale closed, and we’ve done multiple deals since. But I’ve never again started with a full-price offer—on his land or anyone else’s.

    Here’s why:

    Especially today, in the land market, you run into the same buyers, sellers, and brokers over and over again. And a lot of sellers try to squeeze every last drop out of a deal—moving the goalposts, making things difficult, trying to chisel brokers on their fee.

    That last one might be the worst strategy of all.

    Want to make money in land? You need deal flow. Where do deals come from? Brokers. And after 25 years, I’ve got a long list of people I might send a deal to first.

    Who goes to the top of that list?

    • The guy who does what he says and pays me with a smile?
    • Or the guy who made everything difficult and asked me to cut my fee in half?

    Self-fulfilling prophecy.

    So what’s the takeaway?

    If you’re selling, be willing to take yes for an answer. If you say you’ll take $1M, take it when someone offers it (assuming the terms are reasonable). Be a person of your word.

    If you’re buying, don’t offer 100% of what you’re willing to do on the first pass. Even if you’re okay paying full ask, offer a little less. Let them counter. Don’t take away their chance to feel like they “won” something.

    And if you’re dealing with a goalpost-mover? We’ve developed a pretty effective strategy for that. I won’t say it here—it’s a secret—but if you’ve been around the block, you might guess what it is.

    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

  • “Yes” Isn’t Our Friend

    “Yes” Isn’t Our Friend

    The quickest way to clear the air is when someone feels OK saying “NO!”

    Would you be opposed to me sharing a story?

    Assuming you said “no” and you’re still reading—thanks.

    I was in a store just now, minding my business. There he was strategically posted near the checkout:

    Wireless Guy.

    Standing at a kiosk, holding a tablet, ready to pounce. He locks eyes with me and is about to hit me with:

    “Who’s your wireless provider?”

    I already know where it’s going.

    If I answer that, the next question will be:

    “Would you like to save money?”

    Who wouldn’t?

    Being an honest guy, I’m not going to lie. So if he asks, I pretty much have to say yes.

    Which is exactly what he’s counting on. Because then comes:

    “Let me show you something…”

    And just like that, I’m trapped.

    Of course we all want to save money. But nobody wants to make quick decisions about confusing cell phone plans while their head’s in the grocery list. Yet they keep dragging people down that road—one we all hate.

    Even the salesman, I bet.

    I’ve found a enertaining way to deal with it. Assuming I can’t avoid the guy entirely, when he locks eyes with me and starts to speak, I smile, look him in the eye, and say loudly:

    “I DON’T WANT IT!”

    Aggressive, but kind of joking. But not really.

    They usually laugh. I think they appreciate the honesty.

    And if not? Well… one for the people.

    Customers nearby seem to enjoy it too.

    Here’s the thing: That exact same tactic gets used in real estate.

    Only difference is, the agent’s usually wearing a nicer shirt.

    It’s called momentum selling, or “getting to yes.”

    The idea sounds clever:

    If someone says “yes” three or more times, they’re more likely to say it again—even to a bigger ask.

    Here’s how it plays out in real estate:

    • “Are you thinking about selling?” (yes)
    • “Would you like to get the most money possible?” (yes)
    • “Do you want a strong negotiator working for you?” (yes)
    • “Then I’d love to handle the sale for you.”

    It works on paper. But in real life?

    It makes people feel cornered.

    We’ve all been in high-pressure situations like that. Even when you say yes, something inside you resists.

    It doesn’t feel like a real conversation. It feels like a trick.

    And tricks don’t build trust.

    Are you opposed to hearing how I’m different?

    • I don’t use scripts.
    • I don’t run you through yes-traps.
    • I’m not trying to lead you into a “yes” just because you said it three times already.

    I actually want you to feel safe saying no.

    Why?

    Because this isn’t about getting you to agree with me.

    It’s about giving you the space to make a clear, confident decision that’s right for you.

    You’re in charge. I’m just here to offer honest info, real perspective, and zero pressure.

    If we end up working together, it’ll be because you wanted to—not because I worked some script on you.

    Is now a bad time to hear what the market’s doing and what your land might be worth today?

    If not, see the links below.

    Or if you’d rather, yell “I DON’T WANT IT!”

    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

  • Not Urgent (Still Important)

    Not Urgent (Still Important)

    This might be the biggest difference between the land and housing markets.

    I talk a lot about how lots and land are different than houses.

    It ain’t rocket science—maybe more like metric vs. imperial.

    Most people are fluent in one and just kind of get by with the other. You can use converters if needed, but when it matters, you want someone who knows their stuff.

    One of the biggest differences has nothing to do with the property itself.

    It’s urgency.

    With houses, there’s usually some kind of pressure.

    Job transfer. New baby. Empty nest. Divorce.

    You have to make a move—maybe not today, but soon. That’s why residential agents get away with using so much pressure. Sign here. Commit now. Don’t talk to anyone else.

    You don’t love that. But what are you going to do? The next agent’s the same. And honestly, you do need to get things moving. Just grin and get it over with. (If you’re from Texas and old enough to remember Clayton Williams, raise your hand).

    Land’s not like that.

    If you own a piece of land, you probably don’t need to sell it. You’re not living on it. There’s no deadline.

    Maybe it makes sense to sell under the right conditions. But if the market isn’t right, or the offers aren’t there, you can wait.

    And in North Texas, waiting has usually been the smart play.

    Same goes for buyers. They may like your property, but after driving past 20 miles of open fields and for-sale signs, they’re not exactly feeling a sense of scarcity. There’s (almost) always another option.

    So land is lower urgency. Not lower stakes, but definitely slower pace.

    That means you don’t want a high-pressure, glad-handing agent who treats every lead like it’s the last one on earth. Those types make the experience worse—even if they don’t screw up the outcome.

    You need someone who knows land. Someone used to the long game. Someone who doesn’t try to force every deal.

    (Hi.)

    Ideally, someone who does enough business that they’re not relying on your deal to buy grocieries.

    (Still here.)

    The tradeoff? I won’t text you back at midnight. I’m not glued to my phone. But I’ll respond. Just be patient.

    I know that’s not what you hear from most agents. But ask yourself—do you really want to work with someone so desperate for business they do respond at all hours?

    Didn’t think so.

    And just like I don’t want clients who act like they own me 24/7, you probably don’t want a broker who acts like a lapdog.

    The best brokers can afford to work with the best clients—people who treat others right.

    If that’s you, let me know when you’re ready.

    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

  • Make the Right Decision. Or the Wrong One. Up to You.

    Make the Right Decision. Or the Wrong One. Up to You.

    At the end of the day I’m here to do what you want.

    You ever try to take responsibility for someone else’s decision?

    I have. Never again.

    There’s a trap we fall into in real estate—especially when we care. We want to fix everything. We think if we just push hard enough, if we carry the stress, if we nudge the client toward the “right” call, they’ll thank us in the end.

    They won’t.

    Push too much, and they’ll resent it. Even if you’re right.

    Take the client from yesterday’s post—older guy, smart, tough, and mad as hell at the way the city had treated him. His land, right next to a growing airport, had been undervalued, boxed in, and slow-played for years. The city had basically tried to wait him out.

    Sickening, if you ask me.

    Then the plans shifted. His land got valuable again. But years of being jerked around left him in one mindset: get every penny, no matter how long it takes.

    Problem was, the clock was ticking. He was 84. Health wasn’t great. Selling now meant walking away with millions—money he could enjoy today. Holding out might get him more, if everything lined up.

    But his desire to not leave a penny on the table was on track to leave him with no pennies at all.

    He was trying to get back at the city—but in doing so, he was probably only hurting himself. The folks he was mad at didn’t even know who he was anymore. The people who’d jerked him around the worst? Long gone.

    Instead of doing what was best for him, he was trying to stick it to someone who wasn’t even paying attention.

    We’ve all done this. And if you’re honest, it never works out for you.

    So what did I do?

    I gave him the numbers. The roadmap. My honest take.

    And then I stepped back.

    Did he come around immediately? No. But after awhile he realized he should change directions.

    I’ve learned the hard way—if I make the decision for you and it goes wrong, you’ll blame me. And if it goes right, you still might resent me.

    That’s a lose-lose.

    So here’s how I work: I advise. I explain. I might push you to look at the thing you’re avoiding.

    But the decision? That’s yours.


    And I’ll support you either way—because it’s yours.

    It lets me sleep at night. I don’t carry guilt for things outside my control. I can’t rewrite a zoning rule or force a faster buyer. But I can bring the facts, show you the data, be honest, and fight for you when it’s time to negotiate.

    You’re the one who has to live with the outcome. You’re the one who cashes the check—or doesn’t.

    And if you feel like I made the call, you’ll question every part of it later.

    Neither of us needs that.

    I don’t promise outcomes. I promise effort. And honesty. And no B.S.

    If you want someone who respects your right to make your own decisions—and treats you like a grown adult the whole time—let’s talk.

    Otherwise, there are plenty of folks who’ll just tell you what you want to hear.

    Avoid the tough stuff.

    Hope it “works out.”

    Until it goes sideways.

    Then all bets are off.

    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 Gotta Make Your Own Decisions

    You Gotta Make Your Own Decisions

    I’ll advise (and even hold your hand), but it’s really up to you

    I had a client once who’d been steamrolled by his city for years. His land sat near a growing airport, and when they built a new runway, it pointed right at his house. You could practically read the name tag on the pilot’s chest as planes buzzed overhead.

    Wasn’t great, but it was manageable—at first.

    Then the city exploded in population. From 40,000 to over 200,000.

    That runway got busier and louder. And worse? They decided to extend it. The initial plan would’ve made his land undevelopable. Worthless, basically.

    The city would technically need to buy it—but since no one else was going to, they had zero urgency.

    They dragged their feet. Lowballed him. Treated him like dirt.

    Eventually, the plan changed, and his land regained value. But by then, he was fed up. Wanted every last penny out of it when he sold. Couldn’t blame him. He was gonna get his.

    Except—more delays. Roads, utilities, more city slowdowns. The land had potential, but was still a little green. Meanwhile, the guy was 84, not in great health, using a walker, not very mobile. From where I sat, it made more sense to take really good money now—$7+ million with no contingencies—than hold out 2–3 years hoping for maybe $8.5 million that he might not live to see or enjoy. And that would involve the stress and anxiety of waiting for a developer to get their approvals.

    That was a tough conversation. But it was his decision. I laid out the facts. I showed him the options. I gave my honest take. And then I backed off.

    Eventually, he came around. And he was glad he did.

    Here’s the point: I don’t make decisions for my clients. I can’t. And I shouldn’t. That’s your job.

    I work for you, not the other way around.

    I’m here to give you the real picture, not promises. I don’t control the market, or the city, or the weather. I can’t force anyone’s hand—not yours, not a buyer’s. But I can give you solid advice, grounded in experience and facts, and help you make the best decision for your situation.

    Not only that, but let you make the decision, and support you.

    I’ve learned this the hard way. Early on, I tried to solve everything, carry the burden, push people toward the “right” move.

    Disaster.

    Even if the outcome was good, they resented me for pushing. And if it went sideways? That’s on me now.

    No thanks.

    I’m not responsible for the outcome. I’m accountable for doing what I said I would—professionally, diligently, and honestly. If you want someone to make decisions for you, hire a guardian. If you want someone to shoot straight and help you weigh your options like an adult, that’s me.

    So when we work together, know this: I’m not selling you certainty. I’m offering clarity.

    And the decision? That’s yours.

    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

  • Telling You Everything You Don’t Want to Hear

    Telling You Everything You Don’t Want to Hear

    Do you want realism—or reality TV drama—from your agent?

    Whenever you meet a real estate agent, or a salesman of any type for that matter, you’re probably going to get a long spiel about all the reasons that person thinks you should work with them.

    It can be a little off-putting, having someone tell you how great they are when you didn’t really ask.

    Especially when, let’s be honest, if you’re even seriously looking for an agent, you’ve probably already just about made up your mind who you’re going to use.

    Sure, you want to cover your bases and talk to more than one person or company. But in all honesty, you’re really just doing what you think you ought to—what a book might say to do.

    To me, the reasons someone might not want to work with me are even more important.

    Because here’s the deal: if we’re not a good fit, let’s figure that out early—before anyone wastes time, money, or patience.

    I charge full commission.

    I’m responsive, but I don’t live on-call.

    I’m not afraid of hard conversations. I’m not going to coddle you, and I’m not going to lie to you—not by commission, and not by omission.

    That means sometimes I’ll tell you things you don’t want to hear. But I know (even if you don’t yet) what you really don’t want is to be blindsided.

    When something goes sideways—and in real estate, something almost always does—you want to know that at least we were prepared for the possibility.

    Because if I don’t mention a potential issue, and it pops up later, you’ll start wondering:

    • Did I not know it could happen? (Not a good look.)
    • Or: Did I know, and just not tell you? (Even worse.)

    Either way, your trust in me takes a hit. And once trust erodes, the rest of the deal gets real rocky real fast.

    This isn’t “brutal honesty.” This is transparency.

    I’ve found that the kind of people I like working with appreciate it. They’re grown-ups. They’d rather hear the full story upfront and get mentally ready for a few bumps than get lured in with sunshine and unicorns and then get sucker-punched by reality.

    If that level of real talk turns someone off? Good. They probably weren’t ready to make a move anyway.

    Or they have already decided to use Cousin Karen, and that’s ok too. These transactions are major events in someone’s life, and you need to be working with people you trust. And if you can’t trust family, who can you trust?

    I would say me, but of course I would.

    Real estate isn’t smooth sailing from listing to closing. It’s a process that can go well—if we plan, communicate, and stay grounded in reality. But there are unknowns, slowdowns, appraiser opinions, weather, buyers with cold feet, boundary quirks, lender red tape… you name it.

    My job is to help you navigate all that with your eyes wide open. No flinching, no sugarcoating, no surprises.

    And if something comes up I’ve never seen before? I’ll let you know what’s coming—or what might come—as soon as I see it.

    If you want someone who’ll tell you what you want to hear, I’m not your guy.

    But if you want someone who’ll tell you the truth—even when it’s uncomfortable—then let’s talk.

    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

  • Focus On What Matters

    Focus On What Matters

    Is the Seller Really “Paying” for Anything?

    I know I compare real estate negotiations to car lot deals a lot—but there’s a reason. Most people go through more car purchases than home sales in their lives. And while they aren’t identical, the dynamics can be surprisingly similar. Especially when fast talk and fuzzy math make it feel like the only people winning are the salespeople or agents.

    We’ve all had that moment on a car lot where the salesperson hypes up the amazing price you’re getting, or how much they’re giving you for your trade. They talk in circles, and by the end of it, you’re not sure what just happened.

    Here’s a simple way to cut through the noise:

    The only number that matters is the difference between the price of the new car and the value of your trade.

    That’s your bottom line—the amount you’re actually coming out of pocket (cash or financed). Forget how they slice and dice it. That one number tells you if it’s a good deal or not.

    A few years ago, I went to CarMax before visiting a dealership. They offered me $10K for my trade. I figured if I could get the new vehicle for $40K, I’d be financing $30K.

    At the dealership, I negotiated and got the deal I wanted—$30K difference. But when I looked at the paperwork, they had listed my trade at $14K and the truck at $44K.

    Did I care? Not a bit. The bottom line was still $30K, which is what I’d set out to spend. They got to show a higher sale price; I got the deal I wanted. Everybody wins.

    Same thing in real estate.

    Deals often go sideways because people start bickering over who’s “paying” for the survey, the HOA fee, or some other line item. But here’s how it actually works (not always in this order):

    1. Buyer (and/or their lender) wires money to the title company and signs paperwork
    2. Seller signs paperwork
    3. Expenses are paid
    4. Seller gets what’s left

    “Who pays what” is mostly just semantics. In reality, the buyer is the only one bringing in new money. All closing costs are paid from that pool. The seller might “pay” some costs, but only with funds they received from the buyer’s money.

    So what does that mean?

    Focus on your bottom line.

    If you’re the seller and the amount you’re taking home is what you expected—or better—don’t get bogged down in the minor stuff.

    Sometimes it helps the deal move forward if the seller “pays” certain buyer costs—like a survey or title policy. That’s fine. Just build it into the price upfront. Then pay those costs at closing. (And where it makes sense, write the contract so the buyer covers those costs if they back out.)

    Do it right, and the buyer feels like they’re getting something extra—while you still walk away with everything you wanted.

    All because you focused on the number that actually matters: your bottom line. Not the noise above it.

    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

  • It’s Not Final Til It’s Funded

    It’s Not Final Til It’s Funded

    Until the money is in your account, it’s not a sure thing

    One thing I always try to impress upon seller clients: don’t start thinking about the money hitting your bank account until it actually does.

    Easier said than done, I know—but at the very least, don’t start planning for it.

    I’ve had to learn that myself as a broker. Until a commission actually lands in your account, anything can happen.

    Here are three examples—just from the past year:

    • McKinney Tract to a Developer

    I helped a family contract a small tract near the McKinney Airport to a developer. The price was strong—but he needed time for city approvals. I warned the seller: the city might make it too expensive and kill the deal.

    The offer was good enough that even a 50/50 shot seemed worth it. But the seller started daydreaming about the money and talking like it might close early. I told him to pump the brakes.

    Sure enough, the city came in with unreasonable demands, and the buyer walked.

    We eventually sold it to an investor at a lower price. I think the seller learned something—but maybe not quite enough.

    • Sherman Lot Development

    I brokered a lot development deal in Sherman. This one was further along—both sides had signed closing docs, and all we were waiting on was the equity partner to wire funds.

    Then… radio silence.

    They didn’t even call to say they changed their minds. We had just spent a couple of hours the day before cleaning up docs to their liking—they gave no hint of hesitation.

    No wire. No closing.

    We eventually salvaged the deal with another group a few weeks later. But that was the closest I’ve come to a deal dying after signing. I even caught myself mentally cashing the check—rookie move.

    • Central Texas Ranch – Buyer Side

    I was representing the buyer on a beautiful ranch in Central Texas. The sellers signed their docs early. Everything looked good—until our buyer’s attorney flagged a problem with the deed.

    It looked fine to me (and to the title company), but instead of calmly working it out, the attorneys got into a spat—as attorneys will.

    That spooked the buyer, and he nearly backed out.

    We managed to save the deal the next day, but it was a stressful 24 hours. Attorneys (God bless ’em) have a way of doing that.

    And again—these are the deals that actually worked out.

    I’m not saying this to scare you. If you’re selling a simple lot, there are usually fewer moving parts. But even then, banks can bail, buyers get cold feet, or life just gets in the way.

    Until the deal closes and the money hits your account, assume it might not.

    It doesn’t mean the deal is bad—or that anyone’s being dishonest. It just means you’re working in the real world.

    For your own peace of mind, it’s better to be pleasantly surprised than bitterly disappointed.

    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