Mike Browning

Tag: land valuation

  • Who’s Buying Your Land—and Why Do They Insist on Wasting Your Time?

    Who’s Buying Your Land—and Why Do They Insist on Wasting Your Time?

    Not all buyers need the same thing—or can pay the same price

    When you’re selling land, the dream is simple: some rich genius shows up, offers over asking in cash, and closes by 3 p.m. today.

    Unfortunately, that’s not how it usually goes.

    In the real world, buyers vary. Some will pay more than others. Some move fast, others move like molasses. And the more they’re willing to pay? The more time they’re going to need.

    That’s not a red flag—it’s just the cost of doing business, especially when permits, zoning, and government hoops are involved.

    To the uninitiated, the timelines can sound ridiculous. But they’re usually not—they just are what they are.

    This is where a pro comes in. Someone who knows what’s reasonable, how to keep the deal alive, and how to make sure you don’t end up empty-handed if it falls apart.

    If you’re in the market for a pro… I know a guy.

    Here’s a breakdown of the three main buyer types, what they pay, how they think, and how long they take to close.

    1. Vultures / Bottom Feeders

    These are margin-hunters. They’re not flippers—they’re professional opportunists. The worse your situation looks, the better their offer gets (for them).

    Most of those “We want to buy your land!” letters come from this camp. They’re pulled from tax rolls, mass-printed, and sent to anyone with dirt and a mailbox. The offers are low—laughably low. But a few people say yes, and that’s all they need to make the model work.

    What They’ll Pay:

    The absolute bottom. They’re shooting for big discounts—well under market.

    Contingencies:

    Almost none. No inspections, no appraisals, no drama. They’ll usually cover closing costs to keep it simple.

    Timeline:

    Fastest. Once they’ve checked title, they’re ready to wire funds. You name the closing date.

    What They Want:

    A deal they can brag about. If you’re chasing top dollar, skip ’em. But if you’re in a jam—or chasing a better deal—they’ll clear the runway fast.

    If you do go this route, talk to more than one. Make them compete. Then call me—I’ve got real cash buyers too, and I might be able to get you more without slowing things down.

    2. Investors

    This group includes builders, subdividers, and buy-and-hold folks. They’re not sentimental—they’re running numbers. If it pencils out, they’re interested.

    What They’ll Pay:

    More than vultures, but still under market. They’re looking for today’s discount and tomorrow’s upside.

    Contingencies:

    Some. Financing, surveys, maybe a feasibility period—but it’s all pretty reasonable.

    Timeline:

    Shorter. They won’t close overnight, but they move quickly if the deal’s clean.

    What They Want:

    Future value. Appreciation, income potential, or development opportunity. They don’t need a screaming deal—but it has to make sense on paper.

    3. Users / Developers

    These are end-users. They’re building a house, a business, or an entire subdivision. Real money, real plans, and usually a lot of homework.

    What They’ll Pay:

    Top of market—or even above—if your property fits what they need.

    Contingencies:

    Plenty. Surveys, engineering, environmental reports, zoning, utilities, site plans—you name it. Cities, counties, and agencies all get a say. And none of them are known for speed.

    Timeline:

    Longest. Not because they’re dragging their feet, but because the process is the process. If they need annexation, zoning, or approvals, it’s a long haul. Six months isn’t unusual—and that’s optimistic.

    What They Want:

    Certainty. They’ll pay more, but only if they’re confident they can build. No approvals = no deal. On the plus side, they pay for the due diligence. And with the right contract, you get copies of everything they generate. Worst case, you might walk away with a free survey, topo, or environmental report.

    Bottom Line

    Price, contingencies, and time all come down to the kind of buyer you’re dealing with.

    Want it done fast? Be ready to take less.

    Want top dollar? Be ready to wait.

    Know who’s across the table, and you’ll know what kind of offer’s coming. And if you want someone who can help you figure that out—I know a guy.

    Just reply here and ask me about him!

    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

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  • Don’t Let Regret (or Fear of it) Run the Show

    Don’t Let Regret (or Fear of it) Run the Show

    Overthinking rarely leads to better outcomes—just longer delays

    This would be a good time to remind everyone I’m not a CPA, a financial professional, or an attorney. I’m a real estate broker. This isn’t financial or legal advice. Talk to a professional before making any big decisions.

    Back when I got into real estate, there was a broker who used to say, “Any deal is a good deal if you give it enough time.”

    Half joke, half truth. I watched him put people in deals that eventually worked out—but took a lot longer than he probably sold them as.

    Even if you overpay around here, odds are you’ll be “proven right” if you wait long enough. I’ve seen people make good money off properties I thought were overpriced 20 years ago. All of them are worth more now.

    A smart aleck might say my only mistake was doing due diligence.

    But here’s the thing: annual return matters more than gross return.

    Sure, land held for 20 years might look good on paper. But what could that money have been doing for you in the meantime?

    By buying and selling when prices were good relative to the market, my clients often made better returns than if they had just held.

    That doesn’t mean you should sell just because. But it also doesn’t mean you should hold forever out of fear you’ll regret it.

    Here are a few good reasons to sell:

    • You need the money. (I’ve got kids in college—enough said.)
    • You’ve got a better opportunity. Favorable tax treatment might make it smart to sell one and buy another.
    • Estate planning. Sometimes selling is simpler and keeps peace in the family.
    • You want more land and less traffic. Sell in the growth area, move a little further out, and repeat. Plenty of people have built wealth this way.

    The point is: no matter what you do, you might feel like you made the wrong call later. That’s normal. But it’s also not helpful.

    Do the best you can with the info you have, for the right reasons at the time. Then look forward—not back.

    No pressure. But if you’re ready to talk it through, you know where to find me.

    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

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  • Getting In the Way of My Own Success

    Getting In the Way of My Own Success

    Some people say you make your own luck

    “Sow your seed in the morning, and at evening let your hands not be idle, for you do not know which will succeed, whether this or that, or whether both will do equally well.”
    — Ecclesiastes 11:6

    When people say someone’s “getting in the way of their own success,” it’s usually a dig—like they’re sabotaging themselves. Looking in the mirror and seeing their own worst enemy.

    But I mean it differently.

    I mean setting things up so that small wins today create bigger wins tomorrow. Succeeding now, while positioning myself for even greater success later.

    Colleagues sometimes ask why I bother listing and selling custom home lots. I’ve spent years building the relationships and knowledge to work on larger land and development deals. My time is limited. So why “waste” it on smaller transactions, when I could be chasing deals that might pay 10x—or more?

    I usually say two things:

    1. I like helping people.
    2. These smaller deals tend to move faster and help smooth out my income.

    And that’s true.

    But the real reason?

    My long-term success depends on staying connected to investors, developers, and builders. Who owns custom home lots? Often, those same people.

    Here’s an example:

    A few years ago, I listed a lot for a guy who had shifted from homebuilding to commercial and multifamily work. I sold it, did my job well, charged my standard fee—and moved on.

    A few months later, I got a call from someone looking to invest in the same area. He’d been referred by the construction guy.

    It’s been nearly four years since that intro. The commissions I’ve earned from helping this new client buy and sell land? Over 150 times what I made on the original lot.

    And that’s not counting the deal we’re working on right now (had to stop while writing this to discuss)—which could be substantial as well.

    That’s just one story. It’s not the only one. The point isn’t to brag—it’s to show this was intentional. I don’t know in advance who’s going to refer me, but I know they’re out there. Every listing creates that chance.

    Worst case? I help someone sell something they don’t need, put the money to better use—and maybe make a friend.

    Best case? The upside is enormous.

    And you know who else might benefit from this network I’ve built?

    Maybe you.

    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

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