Mike Browning

Tag: Cooke County Land Sales

  • Some People Protest Too Much

    Some People Protest Too Much

    You don’t have to believe, but you do have to decide

    We live in a culture that preaches tolerance — until you bring up Christianity.

    Most beliefs sit quietly in the background without much controversy. You don’t see social media mobs arguing about Hinduism. Nobody gets offended by someone practicing Buddhism. Even atheism mostly gets a shrug.

    But bring up Jesus… and suddenly, the temperature in the room changes.

    And here’s something interesting: atheists aren’t shy about religion in general, but notice where their energy goes. It’s almost never aimed at Hinduism, Buddhism, or Islam. It’s almost always aimed straight at Christianity.
    (By “almost never,” I mean I’ve personally never seen it. But hey — maybe it’s happened.)

    Why?

    Because Christianity makes claims you can’t sidestep. Jesus didn’t leave the door open for, “Hey, if this works for you, great — if not, do your thing.” He said, “I am the way, and the truth, and the life. No one comes to the Father except through me” (John 14:6).

    People try to get around that by saying they’re not Christians, but they think Jesus was a great moral teacher. Sounds polite. Doesn’t work.

    Because Jesus didn’t claim to be just a teacher. He claimed to be God in the flesh. That leaves you with three options:

    1. He was delusional — claiming to be God when He wasn’t (not exactly the mark of a “great moral teacher”).
    2. He was an evil liar — deliberately deceiving people on the biggest question there is (also not a “great moral teacher”).
    3. He was who He said He was.

    There isn’t a fourth category where you can respect Him but ignore Him. That’s why Christianity doesn’t sit in the same bucket as “other religions.” It forces a decision.

    And people don’t like that.

    Some get defensive. Some mock it. Others just get uncomfortable and change the subject. Some even build entire platforms to “debunk” it. People have tried daily for thousands of years. Nobody’s succeeded yet. Maybe you’ll be the one. But I doubt it.

    Almost nobody is neutral.

    Which is interesting — because you don’t fight fairy tales. You don’t see late-night comedians ranting against Santa Claus or Peter Pan. Nobody writes books disproving Zeus.

    Christianity gets pushback precisely because it hits close to home. It forces a question about identity, purpose, and eternity — whether you want to deal with it or not.

    The Bible actually predicted this: “The message of the cross is foolishness to those who are perishing, but to us who are being saved it is the power of God” (1 Corinthians 1:18).

    The gospel’s not just information. It’s an invitation. And invitations require a response — yes or no, in or out, believe or don’t.

    That’s why it stirs people up. It touches something too deep to ignore.

    And maybe that reaction — the tension, the resistance, the arguments — isn’t evidence against Christianity at all.

    It’s evidence of its truth.

    If you don’t hate me by now, here’s the other stuff for whenever 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

  • I Don’t Use Scripts, But Couldn’t Resist Getting These

    I Don’t Use Scripts, But Couldn’t Resist Getting These

    As usual, when it comes to unsolicited free stuff, you get what you pay for.

    A while back, I talked about how some agents sound so smooth it feels like they’re reading from a script.

    There’s a reason for that.

    Real estate agents aren’t the only ones. Scripts are everywhere in almost every sales field. And in some roles, they make sense.

    Take receptionists, customer service reps, or “student advisors” at a school. Their job isn’t just answering phones or questions.

    If the business is set up properly, these people are also responsible for some sales functions.

    Inbound calls, upsells, getting your contact info. You want a script for that. Having certain lines ready makes sense, especially if these employees aren’t trained salespeople. You want them to stick to the script to avoid problems, and hand things off if it gets outside their lane.

    For sales presentations like pitching a listing, showing a property, or giving a school tour, a script can turn into a liability fast.

    I took my daughter on a school tour yesterday. It went fine overall. We learned some things and figured out a little more about what we’re looking for. But walking out, the first thing she said was, “That was totally a canned presentation.”

    She’d never been through one before, but spotted it instantly. Now she knows. Especially since she also learned that “Career Services Advisor” is just another way of saying “Salesperson.” Nothing wrong with that — I’m a salesperson too — but it helps to see things clearly.

    It wasn’t that the presentation was polished. It was too polished. Like it wasn’t real.

    I get why scripts exist. They’re safe. They make sure you hit the bullet points.

    And if you’re listing tract houses in a subdivision, maybe they even work.

    But land sales are different. There’s too much variation. Too many what-ifs. Every property’s got its quirks, and if you’re leaning on a script, buyers pick up on it immediately.

    Want to test it? Next time you’re talking to an agent, ask a question they’re not expecting.

    If they lock up or repeat the same line three different ways, you’ve found the edges of the script.

    Right as I sat down to write this, I got an email from realtor.com offering a free download of “18 Proven Scripts to Win the Listing.”

    You know I had to grab it.

    They were fine. Vanilla, predictable, and generic. Nothing you couldn’t make up on the fly when you’re saying, “Thanks, let me know if you have any questions.”

    Honestly, ChatGPT could’ve done better.

    But what do you expect from something offered for free in a blast email?

    When it’s time to start thinking about selling or buying land, do you really want someone treating you like they’re working off a script?

    When you’re ready for real talk from someone who actually listens — and accepts “no” for an answer — you know what to do.

    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

  • Tomorrow’s Probably Coming—Plan Accordingly.

    Tomorrow’s Probably Coming—Plan Accordingly.

    Sometimes Salespeople Send Slogans Saying Silly Stuff

    I got an email the other day where the sender had a slogan in their signature line:

    Live each day like it’s your last.

    Maybe an ok sentiment for a Hallmark card. Pretty lousy motto for a business email.

    Because if today were actually my last?

    I wouldn’t be working. I wouldn’t be sending emails. You wouldn’t see a blog post, unless it had been scheduled beforehand.

    I’d be with my family, maybe some close friends. That’s it.

    I get the idea—you’re trying to say, “Don’t waste your time,” or “Make the most of today.” And that’s fine. But the way it’s worded sends the wrong signal.

    If I’m considering doing business with someone:

    • Don’t waste time? Great.
    • Seize the day? Fine.
    • Be where you’re supposed to be, doing what you’re supposed to be doing? Now we’re talking.

    But “act like tomorrow’s not coming so I can blow off anything I don’t feel like doing”? Nope.

    Most of the time, tomorrow is coming. And another one after that. We aren’t promised anything, but that doesn’t mean ignore the future.

    If your business is about helping people, you don’t always get to do what you want. You have to put others first, at least some of the time.

    I like to have fun as much as anyone. My family is a priority, and one of the perks of working for myself is being able to show up to my kids’ games or take care of what they need. But that’s not the same thing as “living like there’s no tomorrow.”

    It takes planning and discipline. If I’m out all morning doing something for me, I might need to stay late to make sure the important stuff gets done. I’m not glued to my phone, but I’ll return your call.

    That’s the balance. Not “live like it’s your last day.” More like: live today so you don’t regret it tomorrow.

    Land sales work the same way. They usually move slow… until suddenly they don’t. That can bug me sometimes (I’d rather get it done sooner), but for most people buying or selling land isn’t their most urgent problem. And that’s fine—it gives room for deliberate decisions.

    The key is having someone who doesn’t pressure you but still responds, follows through, and keeps things moving.

    That’s me.

    Is it the wrong time to get the latest market analysis on your property?

    You know what to do.

    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

  • Begging Strangers Is a Terrible Strategy

    Begging Strangers Is a Terrible Strategy

    “Thoughts and prayers” won’t pay your bills, proper preparation will.

    I’ve ranted before about people who think they can predict the future—and insist on telling you even though nobody asked. If they really knew, they wouldn’t be here lecturing you.

    They’d be too rich to waste time on you.

    But here’s one prediction you can take to the bank:

    If someone starts with “you know I’m not racist…,” you can bet your last dollar the next word will be “but,” and whatever follows will be racist.

    And when someone says “I’m not trying to be political…”? Same story.

    It’s either about to get political, or they’re pointing out something so obvious it shouldn’t be controversial—although there’s always that chunk of society that will argue with a stop sign.

    So. I’m not being political here.

    A while back, somebody told me their friend got sick—cancer, I think. No insurance. Didn’t know what they were going to do, except maybe start a GoFundMe.

    Apparently my response wasn’t the “right” one.
    Instead of a sympathetic head tilt, I said, “Maybe they should have had insurance.”

    You’d think I’d just kicked a puppy.

    Here’s the thing: insurance isn’t a mythical gift your employer hands you if they’re feeling generous.

    It’s for sale. You can go buy it.

    I do. And it’s not cheap—I pay more for my family’s insurance than I do for our house every month. It sucks. But that beats begging strangers on the internet for treatment money.

    But if you don’t make much money? What do you do then?

    I literally just helped someone price full coverage. For them the total cost—premiums plus max out-of-pocket—worked out to about seven bucks a day. That’s a fancy coffee.

    Don’t mistake this for an endorsement of Obamacare. I wish it were gone yesterday.

    But you play the hand you’re dealt, not the one you wish you had.

    It’s called being prepared.

    If you can protect yourself for $7/day—or even my number—it’s a no-brainer.

    What’s this got to do with real estate?

    Nothing… except that being unprepared there will cost you, too.

    If you own land or lots and there’s even a chance you’ll sell soon, is there any downside to having the most current info?

    Especially considering I’m not going to charge you a penny to talk.

    You know what to do below. But if you’re not subscribed yet, fix that first—before your GoFundMe for “real estate mistakes” goes live.

    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

  • Faith Isn’t Magic. It’s Harder Than That. And More Than That.

    Faith Isn’t Magic. It’s Harder Than That. And More Than That.

    What works between you and God works everywhere else too.

    When you hear “faith,” what comes to mind?

    If it’s some hazy, mystical just believe and the universe will deliver thing… congratulations, you’ve been sold the “name it and claim it” version.

    That’s not faith. That’s a bad infomercial.

    It’s not insert prayer, get dream house. And don’t get me started on the guys who tell you that if you only send them money, God will pay you back.

    Biblical faith is a lot more grounded—and a lot harder.

    It’s trusting what God says is true even when all the visible evidence screams otherwise.

    Case in point: the gospel says if you’ve trusted in Jesus, you’re perfect in God’s sight.

    Not “getting better.” Not “almost there.” Perfect. Right now.

    But look around your life and tell me how perfect you feel.

    • You still want to do stuff you know is wrong.
    • You still do it—maybe less than you used to, but still.
    • You skip doing what you know you should.
    • You screw up without even realizing it—by forgetting to trust, by thinking you know better, by not even knowing what you don’t know.

    From where you’re standing, “perfect” is the last word you’d use.

    Faith says, “Yeah, but I believe what God says over what I see.”

    In Think and Grow Rich, Napoleon Hill talks about faith too—but it’s a different animal. He’s talking about believing you’re going to achieve your goal before you’ve got a shred of proof.

    You carry yourself like it’s already a done deal.

    But when you see evidence your way isn’t working, you don’t just stand there and wait for it to fix itself. You change something. You adjust. You improve.

    That’s the split right there. With God, you’re not the one making the thing happen—He already did it. You’re not improving His system. You’re just trusting it.

    With your own goals? You are building the thing. So you trust the end result will happen, but you also fix what’s broken as you find it.

    Jeff Olson in The Slight Edge doesn’t call it faith, but it’s basically the same principle: small actions, repeated over time, lead to huge results.

    The problem is, most people quit because they can’t see it working yet.

    Faith, in Olson’s world, is knowing those boring little actions are paying off—even when the scoreboard says zero. So you keep doing them.

    Biblical faith says: trust what God says, even when the evidence doesn’t back it up. Hill’s faith says: trust your goal enough to take every step like it’s already yours. Olson’s edge says: trust the process long enough for it to work.

    The difference is who’s doing the heavy lifting. With God, He’s the Creator. You rest. In your life when you’re the creator, you adapt.

    Either way, the key is the same: live and act today like the unseen thing is already real—because in the ways that matter most, it already is.

    I’m not even going to try to tie this one to real estate—you either see it or you don’t. But I’ll still ask you to subscribe…

    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

  • Relax — I’m Not Talking About You. Probably.

    Relax — I’m Not Talking About You. Probably.

    Unless you’re ready to sell your land — then I’m definitely talking to you.

    I talk about all kinds of things here, then twist myself into a pretzel trying to tie it back to real estate brokerage. With varying degrees of grace.

    I always make it back to real estate — just not always smoothly or convincingly.

    Most days I’m writing about whatever catches my eye. Lots of times there are other people in the picture.

    The principles are pretty universal, and the stuff I write about happens to most of us. So you might wonder:

    Is he talking about me?

    Almost certainly not.

    Although… a while back, a new subscriber popped up who I had definitely been thinking of when I wrote one or more of these.

    And no, it wasn’t the Coexist Lady (as far as I know).

    I’m not trying to single anyone out, so I keep things vague.

    At least most of the time.

    So if you think I’m talking about you, I’m not. Unless I am. But usually not.

    If you own lots or land, I’m probably not talking about you — but I am talking to you.

    Unless you’re these people.

    When you’re ready to sell, you want someone who’ll shoot you straight (me) without shooting you in the foot (also me).

    I won’t try to hurt your feelings, but if you’re allergic to honesty, this might not be the partnership you’re looking for. No hard feelings.

    If you’re fine with it — you know what to do below.

    P.S. If you haven’t subscribed yet, hit the button. It helps me, and you might even enjoy 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

  • Reading Between the Bumper Stickers

    Reading Between the Bumper Stickers

    You’re signaling all right — just not what you think.

    So I was driving up Preston Road this week, looked at the back of the car in front of me, and there it was.

    The Coexist bumper sticker.

    Always displayed by someone trying to signal that they’re tolerant, smart, and above the fray — while convincing nobody but themselves.

    Tolerant? Anyone who’s dealt with these folks knows they’re rarely as tolerant as they claim.

    Smart? We all agree it would be nice if everyone got along. But to act like centuries of conflicting worldviews can be squared with a one-word bumper sticker? “Smart” isn’t the right word.

    Above the fray? Only until you say something — probably by accident — that contradicts one of their beliefs.

    In truth, the sticker’s a red flag. Stay clear.

    One thing they don’t coexist with is critical thinking.

    There are plenty of other examples of people thinking they’re sending one signal while the rest of us read something very different:

    • The 50-year-old who brings up their college in every conversation — wants to sound educated, but really shows they haven’t done anything impressive in 25 years.
    • The guy with the aftermarket exhaust — thinks it’s swagger, but it reads like overcompensation.
    • The middle-aged woman getting tattoo sleeves — aiming for youthful and edgy, but looks like chasing something that should’ve been outgrown decades ago.

    It happens in real estate too. The classic is overtalking — trying to impress a potential client with a flood of knowledge. It might fly in the housing market, where most buyers and sellers know little beyond their own home and some market generalities.

    But in land? Owners tend to know a lot more. It doesn’t take long to spot when someone is saying things that sound good but are flat-out wrong. And that makes all of us look bad.

    I try to avoid signaling as much as possible. I want to be seen as smart, but I’d rather be trusted than flashy. If I say something, it’s because I’m as sure as I can be that it’s right.

    Give me the less flashy guy I can trust over whatever else is out there.

    And as long as we are talking about signaling, how about this:

    I voted for Trump.

    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

  • If It’s Time, Don’t Waste Time

    If It’s Time, Don’t Waste Time

    If you’re ready and the market’s open, take the shot.

    Yesterday I was talking about how landowners are rarely under pressure to sell.

    In the home market, it’s different. A job transfer, a growing family, downsizing after the kids move out—life timing usually matters more than market timing.

    Land? Almost the opposite.

    If your place has an ag exemption, your carrying costs are basically zero. You don’t live there, you can own it from across the country, and even if you do move halfway across the map, you usually don’t need to sell.

    You might want to sell when the market’s good, but you can wait when it’s not.

    Here’s the catch:

    The land market is the housing market’s moody cousin.

    With houses, there’s always some activity. People always need to move, one way or another. Demand might go up or down, but it doesn’t just vanish.

    Land is different. Most buyers don’t need it—they want it.

    They’d like to build their dream place in the country or have a weekend spot to hunt or fish. If interest rates or construction costs get too high, they’ll just wait.

    That means land demand can disappear almost overnight.

    So if you’re thinking about selling and can get a price that satisfies you, the smart move is usually to do it.

    Decide slow, act fast.

    Like I always say—there’s never pressure from me. I’m not here to tell you to sell. But once you’ve decided you might want to, it often makes sense to move forward before the market changes.

    Because it will.

    In the meantime… is it ever a bad idea to keep tabs on the market with a trusted advisor?

    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

  • Everybody Wants to Buy a New Car, But Nobody Wants to Buy One

    Everybody Wants to Buy a New Car, But Nobody Wants to Buy One

    Sometimes people say things that don’t really make sense, but also make perfect sense. (Hey, there’s another one.)

    Years ago, ex-Hardline host Mike Rhyner said it on The Ticket. I think it might have been part of a spot for a car dealer, but I don’t remember for sure.

    What the Old Gray Wolf was getting at is this: everyone likes having a new car (or a used one that’s new to them), but nobody likes going through the process. From the moment you walk onto the lot and a salesman makes a beeline for you… to the haggling… to the warranty pitch you don’t need — it’s just a beating.

    Most people hate it. Me? I’ve learned to kind of enjoy it.

    But I negotiate for a living, so going through an adversarial situation like that is more like practice.

    For most people, though, it’s not that way. From the time you arrive, you feel like you’re being pushed along in a process.

    News flash: people don’t like that.

    Even when you’re doing something you want to do (like buying a car), the moment you feel like you’re being pushed, you instinctively want to push back.

    There’s a book called Power vs. Force by David Hawkins. A good chunk of it leans a little “woo woo” for my taste, but the core point is dead on:

    • Force pushes. Power pulls.
    • Force burns energy. Power builds it.
    • Force meets resistance. Power creates cooperation.

    Car sales tend toward the “force” side. And it makes sense — the dealer knows there are countless other cars out there, and if you leave without buying, the odds you come back are slim. So they push.

    Residential real estate can work the same way. Lots of supply (even in tight markets), and buyers and sellers are often under time pressure. Using force can move things along, but nobody likes it — and it’s a big reason the stereotypical agent gets a bad name.

    But land and lots?

    That’s a different world.

    There’s rarely real pressure to sell. If you don’t get the offer you want, you can just wait. Which means there’s no reason to force anything.

    If I try, you’re just going to push back.

    So I don’t.

    I lean into the power side — using cooperation to create a good experience, even if a sale doesn’t happen. It’s better for you, and it works for me.

    You end up feeling like you were dealt with the way you’d want to be, and you’re never left wondering whether I was working for you or just working you.

    No pressure. In this part of the market, it’s not just a better way — it’s the only way.

    I’d never push you to do anything… but is it a bad time to look at the current market for your property?

    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 Secret to Success? It’s Boring.

    The Secret to Success? It’s Boring.

    The most boring part? Filling out the deposit slips.

    About a week ago I wrote about goal setting, and how most people get it wrong.

    Systems > Goals.

    That’s how Scott Adams puts it in How to Fail at Almost Everything and Still Win Big. The idea shows up in other books too—most personal or business development books overlap a lot. Which is a good thing. See a concept enough times, in different words, and it’s more likely to stick.

    In The Slight Edge, Jeff Olson hits the same idea from a different angle:

    Success comes from doing small, simple things you can control—consistently.

    Instead of setting a big goal and swinging for the fences (and missing), you set the big goal but start small. Keep repeating the simple steps and you get a compound interest effect over time.

    That’s the problem though—it’s just as easy not to do them.

    Eat right and exercise today? You won’t notice a difference tomorrow. Skip it? Same thing. But do either one for years, and the difference is obvious.

    Which is why it’s easy to put off. Your condition a year from now won’t be much different if you start tomorrow instead of today. But that “tomorrow” thinking can stretch into a year before you know it.

    In my world, I might have 20+ projects going at once—brokerage, investments, business development. I don’t work on them all daily. But there are a few things I do at least every weekday (and try to do every day):

    • Check the prior day’s sales in MLS and update my maps. One day’s data doesn’t matter much, but years of it gives me an instant, detailed comp set. That’s gold for property analysis.
    • Check for new opportunities. Most MLS listings are priced at or above retail. But sometimes one’s a deal, and you have to move fast. Daily comp research makes spotting them easy.
    • Return every call and message. I’m not glued to my phone, but if you reach out during the day, I’ll get back to you. Quick response makes for a better client experience.

    Missing a day—or even two—wouldn’t end the world. But over time, that’s how you lose your edge.

    For me, the goal isn’t just to stay busy. It’s to make sure I’m doing the little things every day that give my clients the best chance to win. It doesn’t always look like much in the moment, but the results speak for themselves.

    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