Finding the customer is only one of them.
I was listening to something the other day that stuck with me, although I can’t remember who said it. To have a successful business, you only need three people:
One to find the customers, one to take care of the customers, and one to keep the first two guys out of jail.
Kind of said in jest, but pretty accurate if you think about it. It doesn’t actually have to be three different people, but there are three main functions. Sort of a three-legged stool.
Sales/Marketing (find the customers), Management/Execution (take care of the customers), and Compliance (stay out of jail or court).
They don’t have to be different people, and some of those jobs can be handled by outside professionals. But if you’re dealing with a company that overemphasizes one or ignores another, you’re asking for trouble.
As a broker, I work on commission. Finding clients is the first step to that, but if I just tell people what I think they want to hear to get them in the door, I’ve got problems.
If I tell you your property is worth $2M when it’s probably worth $700K just to get you to sign a listing, at the very least I’m going to have a hard time executing.
And I’ve started the relationship by telling you something I didn’t believe myself.
But people do similar things every day. It matters who you do business with.
I can tell you how I try to operate, but you’re probably better off hearing it from people who’ve actually done business with me.
“I’ve worked with Mike for over 20 years on land and lot deals. He’s a stand-up, trustworthy guy who is very knowledgeable about his market. He has strong relationships with landowners and a deep network in land development.
He’s always willing to help with anything we need during due diligence, and he does a great job working with sellers, building relationships, and helping them understand what to expect throughout the process.”
— Jack L., EVP Acquisitions, national homebuilder (publicly traded)
“Mike Browning is a credit to the North Texas commercial real estate industry. His market knowledge, diligence, competency and attention to detail have been an asset to our family office for over two decades.
We had owned the property for more than ten years and decided to sell after closing a partnership. Our main concern was maximizing market value. The transaction was handled with good stewardship from LOI through contract, due diligence and closing.
If you are serious about selling, let Mike handle it.”
— Amin B., Repeat Land Client (20+ years)
Of course, none of that means you need a broker today.
Even if you’re not considering selling, things change. Sometimes quickly.
It’s better to have information and not need it rather than scrambling at the last minute. The MBR Land Reality Check gives you a clear-headed look at what’s happening around your property and what it might sell for today.
No pressure to list, no obligation, and it’s free.
Is it a bad idea to know where you stand?
