Mike Browning

Tag: Lot Sales

  • Truth > Loyalty

    Truth > Loyalty

    Love your family. Don’t hand them veto power over truth.

    Jesus sometimes says things that seem pretty harsh.

    Like this:

    “If anyone comes to me and does not hate his own father and mother and wife and children and brothers and sisters—yes, even his own life—he cannot be my disciple.”
    (Luke 14:26)

    People usually rush to soften that.

    “He didn’t really mean hate.”
    “It’s just a figure of speech.”
    “It means love less.”

    All of that may be technically true. But it also misses the point.

    Jesus wasn’t confused. And He wasn’t careless with words.

    This is shock language. On purpose.

    He’s talking about priority, not abandonment.

    In first-century culture, family loyalty was everything. Your family defined your identity, your protection, your future.

    There was no higher authority.

    So Jesus takes the strongest possible human loyalty and says: That doesn’t get veto power over truth.

    If following Him ever comes into conflict with pleasing your family, your answer is already supposed to be decided.

    That doesn’t mean neglecting your family. It doesn’t mean being cruel or dismissive.

    It doesn’t mean going out of your way to create conflict.

    It means nothing outranks truth.

    That’s the part people don’t like.

    We’re comfortable saying we love God.

    We’re less comfortable saying what we’ll do when loyalty costs us something.

    Most people don’t reject truth outright. They let something else sit above it quietly.

    A spouse.
    A parent.
    A child.
    A reputation.
    A job.
    A church.

    Eventually that thing becomes the final filter.

    “Is this true?” turns into “Will this upset them?”

    And once that happens, truth is no longer in charge. It has conditions.

    Jesus is cutting through that before it happens.

    He’s saying: decide now. Before the pressure shows up.

    Because when allegiance is unclear, it always resolves itself under stress.

    And it rarely resolves in favor of truth.

    What He said isn’t harsh when you look at it this way.

    It’s merciful.

    He’s telling you the cost upfront.

    PS- I’ve mentioned a few times that I run another site that offers a free weekly guide to help you get through the Bible in a year.

    You don’t have to buy anything.
    You don’t have to pay anything.

    You won’t get analysis from me or anyone else.
    No moralizing.
    No pressure.
    No “here’s what to think.”

    You just read, on your own, and let it meet you where you are.

    If you sign up, you’ll get the weekly readings in your email.
    Or don’t sign up and just check the site.

    Up to you.

    If you want to see it, it’s here:

    Check It Out

  • That’s Right!

    That’s Right!

    When someone tells you that in business, you’ve done your job well.

    Yesterday I talked about Jim Camp’s book Start With No and made the point that negotiation is one of the most important skills you can have.

    It affects everything you do. Business, yes. But also how much vacation you get, how much you get paid, whether you can get extra time off for your kids, getting your kids to do what you need them to do, and even figuring out where to eat.

    Just about anything you can think of involves some form of negotiation.

    That’s why it’s a mistake to think of this as something that only applies to land deals or car deals. If you get better at negotiation, you’re not just improving one narrow skill. You’re improving your life across the board.

    Another book I strongly recommend, and one I’ve talked about before, is Never Split the Difference by Chris Voss.

    It’s not totally different from Jim’s book, even if that isn’t obvious at first. They actually track along the same lines in a lot of ways. What is obvious is that neither one follows the typical “win-win” or “get to yes” approach you see in most negotiation books.

    Jim’s framework is built around the idea that the only safe place to operate is in your adversary’s world. Your questions and actions have to be about them, almost all the way to the very end.

    In Chris’s book, he talks about something he calls Tactical Empathy. And empathy is not sympathy. It’s not about agreeing or giving in. It’s about understanding what the other person is thinking, being able to articulate that back to them, and doing it so well that they say, “That’s right.”

    When people feel understood, a lot of resistance goes away. And when you understand someone’s motivations well, you have a better chance of finding a solution that works for everyone. You get there by asking good questions and by being honest.

    No tricks. No pretending.

    I’m not going to explain the whole system here, but I will say this. It’s another book I reread every year.

    If you’re serious about getting better at negotiation, and by extension making a lot of everyday things easier,

    I highly recommend it.

    You can find it on my recommended reading page, check it out now.

    Recommended Reading

    Disclosure: Some links on this page may be affiliate links. If you choose to purchase through them, I may earn a small commission at no additional cost to you. I only recommend books I’ve read and genuinely believe are worth your time.

  • Like You’re Not Even Playing the Same Game

    Like You’re Not Even Playing the Same Game

    Buy this and read it before your motivation fades. You’ll be glad you did.

    Continuing from yesterday’s note about New Year’s resolutions.

    One thing a lot of people say they’re going to do every year is read a certain number of books. And most of them don’t. I usually don’t either.

    I tend to aim pretty high, and even when I miss, I probably still read more than most people. But that’s not the point.

    If you’re one of those people who says you’re going to read more this year, and the iron is still hot while you’re still motivated, here’s a suggestion: Start With No by Jim Camp.

    It’s a book about negotiation, but not in the way most people think about negotiation.

    It’s not about bullying people.

    It’s not about tricks or pressure or “winning” by force.

    It’s a system. A counterintuitive one. And if you actually use it the way it’s meant to be used, it removes a lot of the stress and friction from deals.

    Once you really understand it, it can feel like you’re playing a completely different game than the person across the table.

    Unless they’ve read it too. In that case, things get even easier. You either make a deal that works for both sides or you don’t. No drama. No wasted time.

    I read it at least once a year. At this point I’ve almost got it memorized, and I still re-read it. That’s how useful it is.

    And it’s not just for business.

    Everything is negotiation.

    Getting your kid to go to bed on time.
    Deciding where you’re going to eat.
    Whether a police officer gives you a ticket.

    All of it.

    When you get better at negotiation, your entire life improves, not just your income or your career.

    So if you’re going to read one book while the motivation is still there, start there.

    Click below to go to my Recommended Reading page. You can order it through Amazon there.

    Buy it Here!

    Disclosure: As an Amazon Associate, I earn from qualifying purchases. This does not change the price you pay. It simply helps support the site.

  • Stop Putting It Off

    Stop Putting It Off

    When you get down to it, New Year’s Resolutions are really just procrastination.

    Happy New Year.

    Depending on when you’re reading this, you may not have even broken your New Year’s resolution yet. That is, if you’re the sort who makes them.

    As I’ve gotten older, I’ve learned I’m usually more successful if I just start whatever it is at the moment I have the idea.

    More successful doesn’t mean totally successful. But when the idea shows up, that’s usually when motivation is highest. Waiting turns it into a “someday” thing. Those don’t tend to get done.

    We all want to improve ourselves and our situation. Or at least we should. Most of the things that actually help aren’t big willpower moves.

    They’re simple, system-based changes.

    If you own lots or land, one simple thing you can do right now is click below and let me put together a free value analysis for you. No cost. No obligation.

    You may not be thinking about selling today. You may think you’re never going to sell. Ever.

    That’s fine.

    But things change.

    And the best time to prepare for a big decision is usually well before you’re forced to make it. That way, when the time comes, you’re not starting from zero.

    The report includes real sales in the immediate area of your property, with real prices. It also covers market trends, utility considerations, planned developments, new roads, and anything else that materially affects your property.

    After you get it, if you ever want me to, I’ll update it. Just ask.

    I know you’re not looking to sell today. I’m not going to pester you about that.

    Will I follow up and stay in touch? Of course.

    Will I badger you or try to talk you into selling if it’s not in your interest? Never.

    It doesn’t cost you anything. It takes almost no effort. Just a couple of clicks and some basic information.

    In return, you get something useful even if you never sell. And you get to work with someone who does what he says and listens.

    Is there any downside to just checking it out?

    Get started!

  • Just Because You Don’t Want To Hear It Doesn’t Make It Bad Advice

    Just Because You Don’t Want To Hear It Doesn’t Make It Bad Advice

    Good systems don’t just tell you if something isn’t working. They tell you when it’s about to start working again.

    Yesterday I was talking about something I do that no other agent I know does.

    Or if they do, they don’t tell me about it.

    I can’t say for sure why. Maybe they haven’t thought of it. Maybe they don’t want to spend the time. But most likely, they don’t want to spend any more money than they absolutely have to.

    When the market is soft, that’s exactly when you should be spending more on marketing, not less. The more common approach is to list it, hope for the best, and avoid spending anything.

    That’s not how I operate.

    It’s not a magic bullet. Sometimes it tells you things you don’t want to hear.

    The lot market has been very soft for almost two years now, basically since interest rates moved higher. When rates are one and a half to two percent higher, it matters. A buyer might spend $200,000 on a lot, then borrow $500,000 to $700,000 to build a nice custom home. That difference shows up every month.

    A lot of people want that kind of property. Nobody needs it.

    They already have somewhere to live. So they wait. And when enough people wait, lot sales slow down.

    I have a listing right now where my marketing efforts are getting no traction. Zero.

    That’s not what we want, of course. But at least we know where we stand. Instead of letting it sit out there for years, we can let it expire and bring it back later.

    And I’ll be the first to know when the timing changes.

    The marketing on that particular property may stop, but the overall program continues. We’re not flying blind.

    Most agents don’t do this. I do.

    When it’s time for you to sell, who do you want on your side?

    A few of you didn’t click through yesterday to see how this works. If you want another look, here it is.

    Click Here To Find Out!

  • Ask Agents How They’re Different, and They’ll All Say the Same Things

    Ask Agents How They’re Different, and They’ll All Say the Same Things

    Want to hear something that’s actually different? Keep reading.

    One question every agent hears—and every seller asks at some point—is some version of:

    “How are you different?”

    Why should I list with you instead of one of the thousands of agents who can technically do the same things?

    The usual answers tend to sound the same.
    Integrity. Effort. Diligence.

    All fine. All true. And all basically intangible. And unprovable until after the fact.

    Here’s the reality. I do some things most other agents don’t. And they’re designed to help you, not mainly serve as lead-generation tools for me.

    That doesn’t mean they never generate a lead. Sometimes they do. But that’s not the point.

    What I do is built to answer one question early—and quickly:

    Is anyone even looking for what you have, at anything close to where we’re pricing it?

    That matters more than most people realize.

    Secondarily, it can surface high-intent buyers who aren’t using the same portals every agent has access to, largely because agents are forced to pay to be there. (I’m there too, just like everyone else.)

    I can’t say no one else does something similar. But in practice, I’ve never had a serious conversation with another agent using a system like mine.

    Probably for two reasons.

    First, it’s extra work.

    Second—and more importantly—it requires spending more marketing dollars up front with no guarantee of success.

    Most agents can’t do that. Or won’t.

    When markets soften and commissions start drying up, the first thing most people cut is marketing. In reality, that’s usually the exact moment when spending more, not less, makes sense.

    Is that different? I’d say so.

    I’m not going to lay out the mechanics here. This isn’t the place for it.

    But if you want to know what I’m talking about, click below and leave your name and email.

    (If you’re already on my list, you won’t get duplicate emails—I’ll just show you what I mean.)

    Click Here To Find Out!

  • You Might As Well Come Clean

    You Might As Well Come Clean

    Don’t avoid talking to God about your problems. He already knows.

    I recently overheard one of my daughters explaining to someone how they could talk to God about their problems.

    She told them that God would help them see what to do, and that He wouldn’t judge them.

    That stuck with me.

    One of the reasons people don’t talk about their failures or struggles is fear. We’re afraid other people will look down on us. And if we’re honest, a lot of us are even more afraid that if God really knew what we were thinking or doing, we’d be in serious trouble.

    But here’s the thing.

    God already knows.

    He knows everything you think. Everything you do. What you want. What you don’t want. What you want to do that you shouldn’t. What you don’t do that you should.

    He knows all of it.

    And He loves you anyway.

    That’s the whole point of Jesus. God sent Him to die for your sins so that when God looks at you, He sees the righteousness of Jesus, not your record.

    My daughter was exactly right. She has a habit of being right about things like that.

    And it’s a good reminder.

    You can talk to God. You don’t need special language. You don’t need rules. You don’t need to clean anything up first.

    You can talk to Him the same way you’d talk to a close friend. Or a counselor. Or someone who actually listens.

    Just tell Him.

    He understands. And He’ll help point you in the right direction.

    Get more here!

    PS — One other thing my daughter will tell people, and she’s right about this too, is that it’s a good idea to actually read the Bible.

    A lot of people say that. Or talk like they do it. Or sort of pretend they do it.

    Most people don’t. Not straight through.

    I’ve been reading it cover to cover once a year for several years now. You don’t wake up the next morning as a different person, and it’s not some dramatic overnight transformation.

    But it does change things over time. Subtly. Quietly. For the better.

    If you want help getting started, I put together a simple site called His Word Together. It breaks the Bible into manageable weekly readings and sends them to you by email.

    It’s free. No catch.

    You can take a look here: HisWordTogether.com

    Or, if you want the weekly readings in your inbox, you can sign up here:

    Sign Up Here

  • Don’t Take Their Word For It

    Don’t Take Their Word For It

    In God we trust, all others require proof.

    Years ago, one of the first large deals I worked on was a 375-acre tract in Collin County.

    I brokered it into a partnership controlled by my father for about $2,800 an acre. About a year later, we sold it for roughly $8,000 an acre.

    That was a good deal. Probably the highest annualized return we’ve had on a single transaction.

    Now, if we’d waited until today, that same land might be worth $50,000 an acre. Or more.

    But you can’t think that way. Not seriously.

    If you do, you’ll drive yourself crazy.

    What matters is what happened next.

    After the sale, the developer built one-acre lots and things went well. Naturally, they wanted another deal. There was a large tract right next to the one we’d just sold, and one of the first rules of land is that your most likely next seller is the neighbor.

    So I called the owner.

    She was polite enough. I sent over an offer, a little higher than what the previous land had traded for. I think it was around $8,500 an acre.

    She called me back, said no, and laughed a bit. Then she told me she knew for a fact that the land next to her had sold for over $10,000 an acre.

    It hadn’t.

    I knew that because I was involved in the deal.

    Normally, when someone says something like that, I let it go. Real estate is full of hearsay. So is life. People hear things, repeat them, and treat them as facts without ever checking.

    Most of the time, it’s not malicious. It’s just wrong.

    But I was trying to make a deal, so I offered to send her part of the closing statement. Not the whole thing. Just enough to show the actual number.

    I told her, “I don’t know where you heard that, but I was the seller and the broker. That price isn’t right.”

    Her response was simple. She still wanted more. She’d rather wait.

    That was fine.

    She did wait. And she did very well. That land is now a small-lot subdivision. I don’t know what she ultimately got for it, but it was probably closer to that $50,000-an-acre number.

    Good for her.

    The point isn’t that she was wrong to wait. The point is the information she was relying on wasn’t accurate.

    That’s the warning here.

    In real estate, and in life generally, if you didn’t see something firsthand or in writing, there’s a good chance it’s wrong. Not because someone is lying, but because everyone along the chain thinks the last person knew what they were talking about.

    You see this all day long. So-and-so did this. So-and-so got that. No context. No details. And usually, no way to know if it’s even close to true.

    That’s why anything you hear from me is either firsthand knowledge or something written and documented that I’ve actually seen.

    If what I tell you sounds different from what you’re hearing elsewhere, that’s probably why.

    Get more in your inbox here!

    PS- I offer a free, no obligation analysis of any non-residential property. It shows recent sales in the immediate area, potential/planned development, utility info, and anything else that may be of value for you to know.

    With the sales, it will be real, documented info not hearsay.

    You might not be ready to sell today. But is it ever a bad idea to get the latest info?

    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?
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  • A Small Shift That Changes Everything

    A Small Shift That Changes Everything

    Adjust the frame in your mind, and your life looks different.

    The way you look at things makes a big difference in how your life looks.

    When one of my daughters was little, there were nights after a long day where it was my turn to feed her and I really didn’t want to do it. I wasn’t angry. I was just tired and being pulled away from something I wanted to keep doing.

    One night it hit me that this wasn’t going to last very long. There would come a time when she wouldn’t need me to feed her at all. And more than that, I’d probably wish I could.

    And that’s exactly what happened.

    But before it happened, once I had that thought my attitude towards the whole thing changed.

    Afterwards I never got irritated about stopping what I was doing to feed the baby.

    If anything, I went too far the other direction. I didn’t want anyone else to do it because I didn’t want to miss one. That caused its own problems.

    Turns out other people like feeding babies too.

    Nothing about the situation changed. The only thing that changed was how I framed it.

    That happens all the time in life. The way you think about something can completely change your attitude toward it, even when the facts stay the same.

    It happens in real estate constantly.

    A deal falls apart. A buyer changes their mind. Someone won’t agree to terms you need them to agree to. It doesn’t work. That can be frustrating, especially when you’ve invested time and effort into it.

    What I’ve found, though, is that when you stay on your principles, something better usually comes along fairly quickly. The same thing happens with clients.

    When the bad ones move on, good ones tend to replace them.

    It’s not magic. It’s not a guarantee. Sometimes things just are what they are.

    But you still get a choice. You can get upset and stew over it, or you can choose to look at it as something that’s likely working out for the best, even if you don’t see how yet.

    That mindset alone improves your attitude and your demeanor, and that tends to improve everything else that follows.

    Get More Like This Here!

    PS- You’re probably not ready to buy or sell land today. You might even be thinking the plan is to never sell. But things change.

    Would it be a bad idea to prepare for it like it’s something that could happen, even if it probably won’t?

    Kind of like having a gun for self defense. Everyone plans and hopes to never use it for that. But it’s better to have it and not need it than vice versa.

    I offer a free, no obligation analysis on any non-residential property. It includes actual comps (with real prices) near your tract, along with other things like planned development, utility info, market trends etc.

    I also listen to people, and offer straight talk and integrity. And I’m the sort of guy who tries to look at things in a positive light.

    Could it ever be a bad idea to just check it out?

    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

  • Merry Christmas!

    Merry Christmas!

    Now get off of here and go spend time with your family or the people you love.

    More like this here!