Mike Browning

Tag: Collin County Land Sales

  • The Easy Way Is The Hard Way

    The Easy Way Is The Hard Way

    Most shortcuts just push pain into the future.

    Most of the time when something seems easy, you can count on one of two things.

    Either you did the hard work first and are moving downhill now,

    or you put the hard work off to be paid back later (with interest).

    You can see it everywhere once you start noticing.

    Skipping the gym is easy. Explaining your health later isn’t.

    Putting off a hard conversation is easy. Living with the tension that follows isn’t.

    Pricing your property high “just to see what happens” is easy.

    Watching it sit for six months while the serious buyers move on — that’s the hard part.

    We all tell ourselves we’re just buying time.

    But time has a way of collecting interest.

    There’s a reason discipline, planning, and patience sound boring — they front-load the difficulty.

    They make you face discomfort early, when it’s small.

    And that’s what keeps it from growing into something unmanageable later.

    As the saying goes, Hard Now, Easy Later.

    Most of the people who get in real trouble — financially, relationally, professionally — didn’t simply make one big mistake. Or just get “unlucky once.”

    They just chose the easy path a few too many times in a row.

    Then they looked up and they weren’t where they wanted to be.

    (Probably blamed everyone but themselves too).

    In business, it looks like:

    • Avoiding tough calls because you don’t want confrontation.
    • Hiring the cheaper person because you didn’t want to dig deeper.
    • Waiting until the deadline because it “won’t take long.”

    Those decisions all feel harmless in the moment.

    But the easy way almost always turns into the expensive way.

    When I see sellers overprice their property, I already know what’s going to happen.

    They’ll get a few showings, no offers, and start to wonder why.

    Then six months later, after multiple price cuts, the listing is stale and buyers assume something’s wrong.

    The easy road — my allowing you to chase a fantasy number — turns into the hard reality of lost momentum.

    It works the other direction too.

    Doing things the right way up front — marketing elbow grease, honest pricing, and full disclosure — feels like work.

    But it makes everything that comes after easier.

    You don’t have to explain. You don’t have to backtrack. You don’t have to rebuild trust.

    That’s the hidden truth about the “easy” route: it just changes when you pay the cost.

    And the longer you delay it, the more expensive it gets.

    So the next time something looks like a shortcut, ask yourself a simple question:
    “Am I making this easier now, or easier later?”

    If the answer’s “now,” you probably already know how that story ends.

    Still haven’t subscribed? (it helps me and doesn’t cost you anything)

    PS- You’re probably not looking to buy or sell right now. But by starting before you’re ready you make things that much easier when its time.

    If you’d like a free (no obligation) opinion of value for any property, all you need to do is ask. You’ll get the truth now, which is always easier to hear when you’re not under pressure.

    Although you may even hear something you like.

    Is it a crazy idea to do things now that make it easier for you in the future?

    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

  • It Ain’t Over Yet

    It Ain’t Over Yet

    It’s not your job to keep it fair. Stop worrying about it.

    Proverbs 11:31 says:

    If the righteous receive their due on earth,
    how much more the ungodly and the sinner!

    This feels straightforward, and it matches how we want the world to work:

    You reap what you sow. What goes around comes around. Justice happens. People get what they deserve.

    The problem is: that’s not what we always see.

    Some people who treat others poorly seem to be doing great. Meanwhile, people who really try to do things the “right way” seem to run into every roadblock in life.

    And of course, we always assume we’re the righteous ones — and everyone else is the ungodly.

    But let’s slow down a second.

    First:

    You’re only seeing the highlight reel of other people’s lives. Whether it’s social media or public reputation, you’re not seeing the whole story. A lot of the time, people who look like they have it made are carrying more struggle than you know.

    Second:

    Why are we so sure that we are the righteous ones?

    If you’re honest, you fall short all the time. I do too.

    We all do.

    So maybe some of the “unfairness” we experience is just us receiving what is actually owed.

    Although thankfully, that’s not the whole story.

    Because Christ paid what we couldn’t.

    But here’s the real point:

    Proverbs (and most of Scripture) speaks in principles, not instant transactions.

    Wisdom literature describes how the world truly works, not how it looks in the moment.

    So when Proverbs says the righteous will receive their due — it doesn’t necessarily mean right now.

    And when it says the wicked will receive theirs — it doesn’t always mean today.

    It means: God settles accounts. All of them.

    Just not on our timeline.

    Jeremiah asked God directly:

    Why do the wicked prosper?

    And God’s answer was basically:

    You’re judging the story before it’s over. I’m not done yet.

    So instead of worrying about how “unfair” life looks:

    Quit keeping score. Quit comparing.

    Quit assuming you’re the good guy and they’re the bad guy.

    God sees everything.

    Everything will be dealt with. Perfectly.

    In His time.

    Not necessarily the way you think it will be, or think it “should.”

    (and that’s to our benefit if you think about it for even a second)

    Our job is simple:

    Trust Jesus.

    Do what He says.

    Let God handle everything else.

    If you like reading along with these, you can get them in your inbox each week.

    Subscribe Here

  • It’s (Probably) Not About You

    It’s (Probably) Not About You

    Assuming unseen details is a good way to miss the boat. Or the deal.

    Everybody’s heard that saying:

    People see what they want to see.

    Or hear what they want to hear.

    It’s true — not because people can’t recognize facts, but because we fill in the blanks with stories that make us the good guy.

    The “scientific” name for it is WYSIATI (What you see is all there is)

    If a clerk or customer service rep treats us badly, our mind immediately writes the script:

    They’re rude. They’re jealous. They don’t want me to get what I came for.

    And off we go — feeling irritated but also a little self-righteous.

    But we almost never have the full story. What if you found out their dog died? Or their mom’s in the hospital?

    You’d still remember the moment, but the story would change completely.

    The truth is, you can’t go wrong assuming someone’s just having a bad day.

    It saves a lot of unnecessary resentment — and you feel better too.

    (Not because they are having a bad day of course, but you don’t stew over their behavior.)

    I got a reminder of that this week.

    I’m working an off-market sale, and my client called to ask if I’d been showing his property around.

    I hadn’t — but he said an attorney had reached out to one of his partners to verify pricing and availability.

    I told him that maybe the attorney was working for our potential buyer, and was making sure what I had told them was true before spending their time (and client’s money).

    Then I caught myself. Because that’s the version where I look good and get paid, so I defaulted to it.

    I said, “Of course, there are probably other explanations. That one just happens to be the one I would like the most so it’s where my brain went.”

    Turns out, that was the right one this time — but it easily could’ve been wrong.

    It was a good reminder that our “explanations” are often just stories we prefer.

    And in business, assuming the wrong story can cost you.

    Like this? Subscribe Here!

    PS – Some brokers “shoot first, ask later” — they chase offers without even knowing if the seller will sell or what price makes sense.

    It sometimes works, but it can also create resentment and kill deals before they start.

    So yes — that attorney checking first? Smart move.

    And me avoiding that behavior? It’s why I get to represent top clients on large deals like this.

    Because they trust me.

    If you’re not ready to sell yet, that’s fine.

    But the time to start covering your bases is before you’re ready.

    Is it a bad idea to have the most current information — and to be working with someone who treats you right?

    Click below to start that conversation:

    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

  • When They Tell You It’s Not About The Money…

    When They Tell You It’s Not About The Money…

    Funny how some people think their misdirection isn’t obvious.

    There’s a line people repeat a lot about teachers:

    “The best teachers don’t do it for the money.”

    I get the sentiment. A good teacher shows up, cares, helps kids grow. Nobody wants someone in that role who’s just punching a clock.

    But something funny happens when you hear that line:

    The very next sentence is usually that teachers should be paid more.

    If the good ones don’t care about money, and the ones who do are the problem… well, shouldn’t the solution be to pay them less?

    Obviously I’m being facetious. Sort of.

    Teaching is a great profession. Important work. If someone is good at it, hopefully they can be paid enough to stay.

    The problem is the dishonesty of pretending money doesn’t matter — while arguing about money.

    Same thing shows up with lawyers.

    Someone gets harmed, a lawsuit gets filed, and the attorney says he’s “pursuing justice.” Sure — but he’s also pursuing a percentage. Nothing wrong with that, just say it out loud.

    Money is not evil. It’s just uncomfortable for people who don’t want to admit they care about it.

    Like This? Subscribe!

    So let me skip the dance:

    I do what I do to make money. And I try to make as much of it as possible.

    Not because I’m greedy — but because I bring real value:

    • I know the land market in North Texas
    • I don’t bluff, sugarcoat, or overpromise
    • I negotiate for a living and can put that to work for you
    • And I don’t get paid until after something good happens for you

    I charge at the top of the normal broker range. I don’t discount.

    But when we work together, you won’t wonder whose side I’m on.

    I’ll be honest with you from the start. That’s the whole reason I write things like this — they filter out the clients I don’t want and attract the ones I do.

    If that makes you not want to work with me, that’s fine. Saves us both time.

    But if you appreciate someone who says the quiet part out loud — we’ll get along well.

    You may not be ready to buy or sell now. But is it ever too early to know what your land is worth and what your options are?

    Pick whichever applies:

    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

  • Most People Only Judge Decisions by the Outcome

    Most People Only Judge Decisions by the Outcome

    Just because you got a good result doesn’t mean you did something smart.

    Say you’re in a casino playing blackjack.

    We’ll skip the obvious point: the smartest play is not being in the casino in the first place. If you sit down at a table where the house mathematically wins over time, you already made a bad decision.

    But let’s say you’re there anyway, with a friend.

    You both get dealt 16. Dealer is showing a King.

    You hit. You bust.

    Your friend stands. Dealer flips a weak card underneath, draws again, goes over, and busts.

    You lose. He wins. He looks at you like he’s the genius.

    Here’s the truth:

    You made the correct play. He made the wrong play. He just got rewarded for it.

    This time.

    Hitting 16 against a 10 or face card is the higher probability move. It doesn’t mean it works every time.

    It means over the long run, you lose less money by doing it. (note I didn’t say “win more”)

    Your friend made the lower probability move and happened to get the good result this time.

    The casino is built on this exact trick. People confuse outcome with decision quality.

    And most people make real estate decisions the same way.

    Someone lists their land way above where the comps say it should be. Because “someone might pay it.” And yes, sometimes someone does. Just like sometimes standing on 16 works out.

    But more likely?

    You sit on the market. You burn the best early attention. Interest cools.

    You get labeled as overpriced before the right buyers even see it.

    Then the only offers that come in are the ones you didn’t want.

    You didn’t just lose time. You lost leverage. Now you’re negotiating from behind.

    The smart pricing strategy in real estate is the probability play, not the fantasy play. What is most likely to happen? What have actual buyers actually paid for similar property in the last 60 to 90 days? What does current inventory look like? How many real buyers exist for this kind of property right now?

    The correct strategy is not hoping for the best outcome or whatever “feels good.” You should be looking at the likelihood of success along with the potential payouts for each option and act accordingly.

    Yes, you only need one buyer. But normally the best way to find that buyer is to price where the largest pool of real buyers actually is. Not where the imaginary long-shot buyer might be someday if everything goes perfectly.

    If you keep making the highest probability decisions, the outcomes take care of themselves over time.

    The other way, the stand on 16 and hope way, looks smart every now and then, right up until it doesn’t.

    Like This? Subscribe!

    If you want your land decisions based on probabilities instead of luck, I’ll show you the actual numbers and what they mean. No hype. Just reality and what to do next.

    If you’re not under pressure and the market doesn’t seem likely to give you what you’d like, then wait. Won’t hurt my feelings any.

    But if it does look like you can get where you want to go, put it out there and see.

    It may not work. Nothing is foolproof.

    But by making smarter decisions up front it usually gets easier later.

    Is it ever a bad time to do the smart thing?

    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

  • You Can’t Borrow Confidence

    You Can’t Borrow Confidence

    Other people can’t hand you a backbone.

    A lot of people think confidence is something you display. Chest out, louder voice, strong handshake.

    That’s the movie version.

    The real thing is quieter.

    It’s steady, almost boring.

    You don’t have to announce it because you’re not performing for anybody.

    The loudest guy in the room usually wants you to think he’s the strongest.

    If he actually was, he wouldn’t be talking about it. He’d just do what he came to do.

    Most people try to borrow confidence from somebody else. They surround themselves with hype. Friends, coaches, influencers, “mentors,” motivational quotes, group chats.

    Nothing wrong with any of that — but if you pull the crowd away and you’re suddenly unsure…

    It wasn’t confidence. It was noise.

    Confidence is built quietly, by doing things you don’t want to do until they’re not a big deal anymore.

    Showing up when it’s uncomfortable. Having the conversation you’d rather avoid.

    Saying no when yes would make someone else like you more.

    Confidence is a byproduct.

    Not a performance.

    People get this backwards in business, dating, sports, negotiations — everything. They think if they look confident first, the real confidence will eventually show up.

    But confidence doesn’t come from the pose.

    It comes from the reps.

    When you know what you’re capable of because you’ve watched yourself do hard things, you don’t need to posture.

    And when you know what you’re not capable of yet, you don’t need to pretend. You just keep working.

    That’s why the calm guy is usually the real threat. He’s not trying to convince you of anything.

    He’s already convinced.

    Like this? Subscribe!

    You’re probably not ready to sell your land today. But the time to start is well before you intend to do anything.

    Get the current market info, real comps. Start talking to someone to see if you can trust them and if they are the right fit for you.

    If things change and time to sell comes quicker? You’re ahead of the game. If not, what have you lost be being prepared.

    I’m not like most of the agents you probably know.

    I don’t “rah-rah” your property. I don’t hype it up, oversell it, or drag buyers around pretending like we’re about to hit the lottery.

    That’s theater.

    I look at the land. The comps. The zoning. The development patterns.

    The buyer pool.

    The real demand — not the imaginary one you hope is out there.

    Then we price it correctly, present it well, and give the right buyer the opportunity to see it.

    I don’t have to be loud about it. I don’t have to “create” something that isn’t there.

    Confidence is knowing the deal will close because the fundamentals make sense.

    No borrowed hype. No pep rally. Just the work.

    Is it crazy to want to work with an honest guy who knows the ropes?

    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

  • Tell Me No Anytime (I’ll Do the Same)

    Tell Me No Anytime (I’ll Do the Same)

    Take control of your life. They’ll adjust.

    A funny thing happens when you’re friendly, kind, approachable, or easy to talk to:

    People start to assume you’re available.

    Available to help. Available to listen. Available to change your schedule. Available to bend your day around theirs.

    They don’t ask.

    They just sort of… lean in your direction and expect you’ll catch them.

    Most of the time, it’s not malicious.

    It’s just how people operate when they haven’t built their own structure.

    And a lot of us were raised to be polite. We were taught to:

    • Hold the door
    • Let people finish their sentences
    • Speak respectfully
    • Not act like we’re the center of the universe

    All good things.

    But somewhere along the way, a lot of people picked up a wrong idea:

    That being polite means being accessible.

    It doesn’t.

    You can be friendly and still say no.

    You can care about people and still protect your time.

    You can treat people well without making yourself available on demand.

    The problem is, if you’ve been polite your whole life, the first time you say “No, that doesn’t work for me,” somebody is going to act like you just keyed their car.

    That’s fine. Let them. They will live.

    If you have a hard time saying no, try this: the next 3 times someone asks you to do something, resolve now to tell them no. Without even knowing what it is.

    You’ll find out quick that they don’t stay mad long. They’ll stop asking for things they shouldn’t have been asking for in the first place.

    (and if it’s something you wanted to do you can always call back later and say you changed your mind)

    Because here’s the alternative:

    If you make all your decisions based on who might get upset, you’ll end up living a life that isn’t even yours.

    And then you’ll resent everyone around you — quietly, constantly — while still trying to smile through it.

    No thanks.

    Here’s the real rule:

    Polite is how you behave.

    Available is what you choose.

    They are not the same thing.

    Once you separate those two, life gets a whole lot easier.

    You can look someone in the eye, speak kindly, and say:

    “No, that’s not going to work for me.”

    No apology. No justification. No performance.

    If someone needs you to sacrifice yourself to prove you’re good…

    that’s not a relationship — that’s leverage.

    And you don’t owe anyone that.

    Now lets shoehorn real estate into this…

    When you call me with questions about your land or lot, I’m glad to help.

    But I’m not going to pressure you. I’m not going to “stay in your ear.” And I’m not going to chase you around trying to convince you of anything.

    Because your time is your time.

    And mine is mine.

    The way it should be.

    Like this, click here for more!

    If you want to understand the value of what you own — now or just for the future — I’ll get you the information straight. No sales pitch. No urgency.

    Polite — not available.

    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

  • You Don’t Know Who’s Swimming Naked Until the Tide Goes Out

    You Don’t Know Who’s Swimming Naked Until the Tide Goes Out

    Up-markets reward risk. Down-markets reveal fraud.

    (This one needs a big fat disclaimer: I’m not a CPA, licensed securities professional, an attorney, or anything like that. I’m a real estate broker. I shoot straight, but none of this is legal or financial advice. You should consult the relevant professionals in those fields should you have questions. All of this is for informational purposes only.)

    Now that the attorneys are off our back:

    Real estate cycles run longer than stock market cycles.

    That’s because real estate isn’t liquid.

    When stocks fall, you can still sell. There’s always new retirement money flowing in, keeping things moving.

    (yes, it’s by design that the least sophisticated investors basically have no other option but to sink their 401k money into the stock market. He who has ears to hear, let him hear.)

    But in real estate, when the market turns, the buyers disappear.

    And that’s when you find out who was actually making money because they were good — and who was just making money because prices were going up.

    We’ve been in an expansion phase for a long time.

    For most people in the business today, the only market they’ve ever known is a rising one.

    That creates a specific kind of confidence: The kind that comes from never being tested.

    The people who look the smartest in an up-market aren’t usually the best operators.

    They’re the ones taking the most risk.

    Leveraged to the hilt. Borrowing against deals to buy more deals. Investors nodding along because so far everything has worked.

    And yes — some promoters are already doing things their investors don’t know about.

    (I don’t know about anything specific so nobody call their lawyers…it just happens all the time)

    When everything goes up, nobody asks questions.

    When everything stops going up, everyone asks questions at once.

    That’s when the tide goes out.

    And then you’ll hear the stories:

    • “We didn’t know.”
    • “Nobody could have seen it coming.”
    • “We trusted the wrong guy.”

    And some of those investors really will lose everything. Because they either didn’t ask enough questions, or didn’t want to hear the answers.

    Warren Buffett said:

    “You don’t know who’s swimming naked until the tide goes out.”

    He’s right.

    But the part people forget is this:

    The down is always faster than the up.

    So pay attention to who you’re trusting — not just what the deal looks like.

    Because a good deal with the wrong manager is a bad deal. And if you aren’t sure they’re trustworthy?

    Assume they aren’t.

    There are plenty of good deals out there.

    Make sure you’re in one of those.

    Sign up here for more!

    PS: I offer free value analysis on any land or lot property (not houses).

    You’re probably not looking to sell today —

    but the time to prepare is before you need to.

    There’s no charge, and there’s no downside to having current market info.

    Is it ever a bad idea to start getting to know honest people who deal in what you already own?

    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

  • The Door Is Open — But Will You Walk In?

    The Door Is Open — But Will You Walk In?

    If you don’t get in, it’s because you refused the invitation.

    Jesus said:

    “Truly I tell you, unless you change and become like little children,
    you will never enter the kingdom of heaven.” — Matthew 18:3

    That’s not soft language.

    He doesn’t say it would be helpful to be more childlike. He doesn’t say you’ll grow more spiritually if you do. He doesn’t say this is one recommended spiritual posture among many.

    He says unless you change — you will not enter.

    And notice what He doesn’t say.

    He doesn’t say God will refuse you. He doesn’t say you’ll be kept out.

    He says you will not enter.

    Meaning the barrier isn’t at the gate — it’s in the heart.

    It will be your decision.

    Like the older brother in the Prodigal Son account. He was invited into the celebration. The Father wanted him there. The door was open.

    But he would not enter.

    Not couldn’t. Would not.

    Because he wanted the Kingdom on his terms — through merit, performance, and proving himself.

    That’s the tragedy Jesus is pointing to. Not rejection — refusal.

    So the real question becomes:

    What has to change?

    Jesus is not telling us to be childish, naive, or irresponsible.

    Children are not models of wisdom. They are models of dependence.

    A child knows they cannot provide for themselves. They know they are not in control. They know they need the one who loves them. And they are not embarrassed to need Him.

    Adults are.

    Adults spend years constructing a version of themselves that doesn’t need anyone. We build our identities on competence, independence, and control.

    We want to come to God having it all together.

    But the Kingdom is not something we achieve by becoming stronger. It is something we receive by becoming honest.

    A child can receive love because they are not ashamed to need it.

    They don’t apologize for asking. They don’t try to earn it first. They simply trust the Father.

    This is the change Jesus is talking about — the collapse of the part of us that believes we can handle life without God.

    The part that wants to negotiate. The part that wants to understand before obeying. The part that wants to feel in control before moving.

    To become like a child is not to become simple-minded — it is to stop performing.

    To stop pretending we can be righteous on our own.

    To stop approaching God as a business partner, or a distant authority, or a system to manage.

    A child doesn’t ask for the plan. A child reaches for the hand.

    The change Jesus requires is not intellectual.

    It is relational.

    It isn’t about becoming smarter. It’s about becoming truthful.

    Remember when Jesus washed the disciples’ feet.

    They didn’t ask Him to. They didn’t think they needed it.

    Peter even tried to refuse.

    Because letting someone wash you means admitting you need washing.

    It means letting go of dignity, pride, and control.

    But Jesus told him:

    “Unless I wash you, you have no part with Me.”

    Same message. Same Kingdom. Same invitation.

    You don’t wash yourself first.

    You let Him wash you.

    The Kingdom belongs to those who know they need the Father — and are no longer embarrassed to say so.

    You don’t clean yourself up before you come.

    You come — and He does the cleaning.

    You’ve been invited.

    Just go in.

    Subscribe here for more!

    P.S. If you don’t have a Bible you’ll actually use, get one.

    Not the fancy kind that sits on a shelf.

    One you can keep open, mark up, and read.

    You can find one here:

    Bibles at Amazon

    (Disclosure: As an Amazon Associate I earn from qualifying purchases. Clicking that link may earn me a small commission, at no extra cost to you.)

  • Assume the Position (in the Poorhouse)

    Assume the Position (in the Poorhouse)

    Thinking you know what’s in the other guy’s head gets expensive when you’re wrong.

    In the run-up to the 2008 banking crisis, lots of land investors bought future development tracts using bank debt. Which they predictably lost when market appreciation paused and they couldn’t sell their way out of the deals (or refinance them).

    Typically the way it plays out: the bank gets the property back through foreclosure, and then tries to sell it for “what they have in it.”

    The problem is, if it was worth that number, the previous owner would have sold it rather than losing it. Nobody just hands the keys back for fun.

    So the property sits until the bank gets realistic.

    I remember one deal like this in northern Collin County. About 360 acres, if I remember right.

    At the time it was considered “out there.” Not many rooftops, not much heat. And the asking price was still high. It came down a little. And I thought of someone who might be a buyer.

    Then I made the classic mistake.

    I thought, there’s no way he’d be interested at that price.

    So I didn’t call him.

    Didn’t ask.

    Didn’t even give him the chance to tell me no.

    You already know what happened next.

    Next time I checked, ownership had changed. The guy I assumed wouldn’t be interested had bought it.

    By assuming, I cost myself a very healthy commission.

    Now—was I wrong about the price? Maybe, maybe not.

    Doesn’t matter.

    What mattered is I didn’t ask. I didn’t get inside his world. I stayed in mine. I let my assumptions do the thinking for me.

    Jim Camp talks about this in Start With No.

    Don’t assume you know the other side’s situation, pressures, desires, timeline, needs, or reasoning.

    Even if you’re familiar with them.
    Even if you think you’ve seen the pattern before.
    Even if you would feel the same way in their shoes.

    Because you are not in their shoes.

    And you can’t negotiate or sell or advise effectively while standing in your own.

    You have to ask. You have to get curious. You have to go find out what’s real — for them.

    Sometimes that means you hear a quick “no.”

    Sometimes it means you hear something surprising.

    In my case, it would have meant a check.

    I did end up with a good dove hunting spot for a few years, until it got covered up with houses. (It’s not “out there” anymore.) But the lesson was better than the hunting:

    Don’t assume. Ask.

    Get more like this here!

    PS — (here it comes again…)

    I’ve been flogging Start With No and Never Split the Difference all week. I’ll give it a rest after today. (No promises on how long.)

    Maybe you’re tired of hearing it. But if you knew something that would help me and didn’t tell me, would that be right?

    Negotiation touches every part of our lives. Even the boring everyday stuff — where to go for dinner, whether the kids get ready on time, who picks up the dog from the groomer. It’s all negotiation.

    If you get better at it, your life gets easier.

    Sometimes by a little.

    Usually by a lot.

    Get it here:

    Recommended Reading

    (Disclosure: As an Amazon Associate I earn from qualifying purchases. Clicking that link may earn me a small commission, at no extra cost to you.)