Mike Browning

Tag: land-valuation

  • You Don’t Know, til You Know

    You Don’t Know, til You Know

    Nothing’s Final ‘Til the Dirt Turns

    If you live in North Texas, you know two things: people are always moving here, and traffic keeps getting worse.

    The cities, counties, and state can’t build roads fast enough to keep up. And in my line of work—land and lot sales—knowing what roads are planned is part of the job.

    Property owners near these proposed roads usually know something’s coming. Once word gets out, their price expectations go up—sometimes way up.

    But here’s the catch: just because a road is “planned” doesn’t mean it’s happening any time soon—or at all. Projected dates mean nothing if the money’s not there. And politics can shift everything: the timeline, the location, or whether it gets built at all.

    Case in point: the Collin County Outer Loop. It was first announced back in 2010. A few segments are driveable now. The rest? Still on paper.

    One of my clients bought land near the “technically preferred alignment” not long ago—well after that 2010 route was released. Fifteen years passed with very little movement. Then, just last month, the county came out with four updated alternatives. Good news: all four ran right by our property. Even better news: it was in a prime spot, potentially on the corner.

    So we celebrated—too soon.

    Turns out, those four aren’t final. The alignment could still change. And until it’s locked in, we can’t sell. The value depends entirely on where that road ends up.

    Another property I handled had a highway interchange announced on it. One proposed route would’ve made the land worthless. The other? Worth millions. Thankfully, it went our way—but it was a stressful ride.

    Bottom line: until the dirt is turning, nobody really knows. Not the government, not the engineers, not the landowners—nobody.

    Sure, it helps to have the best info you can get. Just don’t bet the farm on it.

    Want to know what roads might be planned near your land? I’ll tell you what I know—no charge.

    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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  • Am I Even A Real Person?

    Am I Even A Real Person?

    No meetings. No hassle. Just sold

    I’ve said before that in a high percentage of the land deals I handle—especially lots—I often don’t meet my clients until we’re signing documents at the title company. Sometimes, I don’t meet them at all.

    I do try to be at the closing, shake your hand, and say thank you in person. But sometimes it just doesn’t work out. Closings can happen without me there.

    Here’s a funny story from a few years ago: I sold a lot and couldn’t make it to the closing. I’d handled everything by email—pretty typical—and I don’t think I ever even spoke on the phone with the seller.

    She showed up at closing and asked the title agent:

    “Is Mike Browning even a real person?”

    The agent laughed and assured her I was. Said I was a great broker to work with.

    When I close deals with a new title company, I try to get there a little early. The staff are often surprised that I don’t know what my clients look like. Apparently, that’s unusual.

    If you’re selling a house, there’s a lot that needs to be shown, explained, and coordinated. And if someone’s going to be walking through your home while you’re not there, it makes sense to have met them and sized them up.

    But land—especially lots—is different. It’s usually straightforward. You just need someone who knows what to look for and what they need to know. With my experience, I can find all the key details (and probably a few you hadn’t thought about) without needing to meet in person.

    And you’re never committed to selling until you’re fully satisfied with the deal. You don’t owe me anything until the sale actually closes.

    I like to think my ability to close deals this way comes from writing clearly and helping people feel at ease. But really, most of the time, in-person meetings just aren’t necessary for this sort of thing.

    It’s not that I don’t want to meet you—we’re all just busy. Selling a piece of land usually isn’t at the top of your urgency list. So why not make it simple?

    My goal is to meet you once: at closing, when you’re being handed a check (or prepping for a wire). That way, our one in-person meeting is a good memory.

    No pressure. When you’re ready, I’m here.

    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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  • Hourly Rates That Would Make a Lawyer Blush

    Hourly Rates That Would Make a Lawyer Blush

    I’ve been working with a homebuilder recently who asked me to help him find 20–30 lots to build on. These are smaller, in-town lots—not the acre-plus kind many of you own.

    We spent about three hours driving around the area he was targeting. The next day, I spent an hour reaching out to builders and developers in that part of town, and another hour following up.

    It’s not a done deal yet, but I’m about five hours in, and I think we found the right fit. If this closes, I’ll probably make around $3,000 an hour on this deal, assuming a few more hours managing the transaction.

    Sounds ridiculous, doesn’t it?

    Well, not really.

    That kind of result only looks easy. I’ve spent years building the relationships it takes to pull something like this off. Builders and developers are swamped. And in my business, there are plenty of people who will waste your time—or worse. So getting these folks to even respond, much less share useful info that could help a deal come together, isn’t something most people can do.

    There’s no charge to the client unless we close, so there’s no risk on their end. And I’ll admit, I probably got a little lucky finding a match this fast. Normally, it takes longer. But this is why experience matters.

    What does my client think about the fee?

    He’s thrilled. Honestly, if I’d asked for more, I think he would’ve paid it. A builder makes money when he sells houses. If he doesn’t have lots to build on, he can’t sell anything. So the faster he gets lots, the faster he can do what he’s in business to do. He wants to pay as little as possible, sure—but he also knows value when he sees it.

    There are discount brokers out there. But when you’re not paying anything up front, and when you’ve got someone with real business negotiation experience (not just sales experience) working for you, chances are you’ll come out ahead—even if the commission isn’t the cheapest.

    Add in the peace of mind of having an honest advocate in your corner, someone with the right experience and connections to help make things happen faster?

    That’s an easy decision.

    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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  • You Get What You Pay For – And I’m Worth It

    You Get What You Pay For – And I’m Worth It

    Discount rates could get you discount results

    When someone talks to me about listing their land, one of the first questions is:


    “What’s your commission rate?”


    Fair question.

    The next one is usually:


    “Can you give me a discount?”


    The answer? No.

    Here’s why:

    Running this business isn’t cheap. Licensing, marketing platforms, land-specific advertising, professional photography, and more — it all adds up.

    More importantly, every hour I spend working on a discounted listing is time I’m not spending on full-rate clients. I take on a limited number of listings so I can give each piece of land the time and attention it deserves.

    But the real reason is simple:


    I’m worth it.

    Sure, you could find someone who charges less. But they’ll almost certainly bring less experience, fewer resources, and a weaker network. And when it comes to land, those things make a big difference.

    And remember:


    You don’t pay anything upfront. My commission comes out of the proceeds when your land sells. If I don’t get results, I don’t get paid.

    So ask yourself:

    Would you rather save a little on commission and risk leaving money on the table?


    Or pay a full rate at closing and have someone who knows land, works hard to get you top dollar, and negotiates the best deal for you?

    If you walk away from the title company with more in your pocket, wasn’t it worth it?

    I think so.

    No, I’m not cheap.


    But I’m absolutely worth 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

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