Mike Browning

Tag: Negotiation

  • How Do You Think I Got That Way?

    How Do You Think I Got That Way?

    I don’t do a lot of business for no reason…

    There’s a management concept that says, “If you want something done, give it to a busy person.”

    People usually take that as a joke, but there’s a lot of truth to it.

    The busiest people are often the most reliable — not because they have more hours in the day, but because they know how to use them. They’ve built systems, habits, and standards that keep things moving.

    It’s not uncommon for a landowner to wonder how someone who lists and sells as many properties as I do could still have time to represent their property properly.

    Probably lucky for me they don’t also see the institutional client work I handle — the kind that doesn’t show up on MLS or get publicized. Then they’d really be worried.

    It’s a fair question. But in real estate, the truth is usually the opposite.

    The agents who are truly “too busy” aren’t the ones with a full plate — they’re the ones barely managing the plate they already have.

    The productive ones have rhythm. They’re working off systems, checklists, and experience that let them keep multiple deals in motion without losing sight of the details that matter.

    Highly productive agents also have the revenue to invest in tools and automation that make them more efficient.

    It wouldn’t make sense for a one-off landowner to pay for those things — and low-volume agents can’t afford them.

    So when you see a broker juggling multiple listings and still communicating clearly, showing up on time, and staying ahead of issues — that’s a good sign.

    It means they’ve figured out how to run their business, not just survive it.

    A full workload in this business isn’t a problem. It’s proof of process.

    It means I’ve built a network of buyers who trust what I bring to market.

    It means I’ve learned how to keep deals organized, inspections scheduled, title issues handled, and marketing rolling without letting anything slip.

    It means when you list with me, you’re plugging into something that’s already working — not waiting for someone to “get around to it.”

    Busy isn’t the same as distracted. It’s the byproduct of momentum.

    If I were sitting around waiting for the phone to ring, that would be a problem.

    But I’m in constant contact with the people most likely to buy your property — because I’m already helping others like you.

    Deals create opportunities for other deals.

    Activity creates visibility.

    Momentum attracts attention.

    So no, I’m not too busy to take on another listing.

    I’m busy because I know how to get things done — and because the people who’ve worked with me know it too.

    If you’re ready to sell, or just curious what your property’s worth in today’s market, I’m happy to give you an honest, expert opinion.

    Because the busiest guy usually is the right one for the job.

     

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    PS — You’re probably not ready today, but is there really a bad time to know what your property might be worth?

    That’s one of the ways highly productive people get that way — they start the non-urgent steps early, so they’re ready to move when the time is right.

     

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  • Professionalism Is a Competitive Advantage

    Professionalism Is a Competitive Advantage

    Working with real pros makes everything better. You should try it.

    I closed a transaction yesterday where I represented the buyer.

    But I also know the sellers well. And I’ve worked with the brokers on the other side of the table. So it was a friendly transaction.

    Friendly doesn’t mean easy.

    There’s always something that comes up on a deal — even when both sides are conscientious, experienced, and pay close attention to the details. And that was the case here. Both sides were “detail guys.” Nobody was asleep at the wheel. Everybody knew what they were doing.

    And still, something unexpected popped up.

    The good news is it was handled it in a way that won’t be an issue for my clients when it’s their turn to sell. And the seller even told me he appreciated how my clients approached it — and that he’ll know to look out for this kind of thing in the future.

    The only bad news is that it added some time. But the main thing is we got across the finish line.

    Unforeseen issues always surprise people who don’t deal with real estate transactions regularly. They assume that if everyone is smart and honest and knows what they’re doing, the deal should unfold like a clean set of instructions.

    In reality, land and real estate deals are more like surgery. Everyone can be careful and competent, and it can still get complicated. There are simply too many moving parts — title history, surveys, legal descriptions, lenders, insurance, funding timelines, utilities, escrow instructions, contract language, etc.

    You don’t avoid problems. You handle them.

    And that’s where this deal was a blessing.

    Not just because my client is sharp. Not just because the sellers are good people. And not just because the brokers involved are the kind who actually return calls and don’t invent drama.

    It’s a blessing because when the issue came up, everyone stayed professional.

    No accusations.
    No panic.
    No ego contests.

    Just: “Okay. Here’s the obstacle. How do we solve it so everyone gets what they agreed to?”

    That sounds simple, but it’s not common.

    So two points:

    First: It’s a gift when the people you’re working with are solid. When both sides want a fair outcome, respect each other, and don’t feel the need to posture, you can work through a lot — even if it takes longer than expected.

    Second: If this is what happens when experienced professionals are on both sides… what does that say about the importance of competent representation when that’s not the case?

    Deals rarely blow up because of the big, obvious things. They blow up because of the small things — deadlines, survey quirks, contract timing, miscommunication.

    Most of the time, the difference between a deal that closes and one that falls apart is whether the people involved can stay level-headed through the surprises.

    Professionalism is a competitive advantage.

    And not just in negotiation — in everything that comes after.

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    PS — You’re probably not looking to sell today. But the more you prepare ahead of time (when it’s not urgent), the less chance you have a big issue later (when it is urgent).

    I offer a free, no obligation value report on any land/lot properties, including recent sold comps, market trends, and notes on any issues that might need to be addressed.

    All it takes is one click below and I’ll do the rest.

    Is it ever a bad time to start working toward a smooth finish?

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  • I Don’t Recommend It (For Them….But Maybe For You)

    I Don’t Recommend It (For Them….But Maybe For You)

    Overpricing is a terrible idea in the housing market — but not always in land.

    There’s a certain group of agents who’ll list a property at almost any price just to get their foot in the door.

    The thinking is: get the listing, and once the seller sees the price is unrealistic, they’ll come down.

    From the seller’s side, even if they know it’s high, it’s tempting. They stand to gain if it works — and they can always adjust later, right?

    That premise isn’t completely wrong.

    But you have to be careful.

    From a marketing standpoint, your property gets the most attention right after it hits the market. Most buyers today are plugged in and will spot an overpriced listing immediately. Once they cross it off, it’s tough to get them back.

    Then it sits. And the longer it sits, the more people assume “something must be wrong.”

    Meanwhile, the clock is ticking on carrying costs — mortgage, taxes, insurance — eating away any imagined gain.

    So yes, be optimistic. But overplaying it can backfire fast.

    Especially with houses.

    Land can be different. Different buyers see different value, and if you own it outright with an ag exemption, your costs to hold can be next to nothing. So waiting doesn’t hurt as much.

    Plus, land buyers are often investors or developers. If the market rises, they may be willing to meet your price later.

    The land market is a different animal from housing.

    Many buyers are actually in the business instead of looking for somewhere to live. If something doesn’t work for them today, that doesn’t mean it won’t later.

    That doesn’t make overpricing good — but with land, it’s often less harmful. And sometimes, it’s even strategic.

    If I were listing a house worth $1 million and the owner wanted to ask $1.3M? Not worth anyone’s time. It would hurt the seller more than help.

    I wouldn’t take that listing.

    But land? Can be a different story.

    If I think it’s worth $1M, listing it for $1.2M or $1.3M can make sense — especially if selling isn’t urgent. You might not be trying to sell, but if someone overpays… maybe it’s worth a look.

    If it doesn’t take huge effort on your part, is it a crazy idea to put your property out there a little high just in case?

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    PS — You’re probably not looking to sell today. But it never hurts to have up-to-date info. I offer free reports on any property showing recent nearby sales and current opinion of value.

    Is it ever not worth knowing what your property is worth today? Even if you aren’t ready to sell?

    If someone were to offer you “too much,” would it really be a terrible idea to listen?

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  • Sometimes They Even Fool Me

    Sometimes They Even Fool Me

    A reminder most advice for Realtors is meant to help them, not you.

    As I’ve said before, I’m not much of a “tactics” guy. I prefer to focus on principles.

    If you have your principles right, the tactics tend to matter less — because you’re already in the right spot most of the time. When that’s true, a number of short-term moves will usually work.

    I saw an article recently about tactics agents can use when they get a low-ball offer on a listing.

    It was geared toward residential, which makes sense. That market has slowed down. And with less experienced agents, their entire career has been: list the house, then referee the bidding war.

    They may need help navigating lower offers.

    Land’s different. The low-end buyers have always been there. I know how to handle them — but since having more tools never hurts, I clicked on the article anyway.

    Let’s just say it wasn’t what I expected.

    Although maybe I should have expected it.

    Instead of strategies for getting buyers to raise their offers, it was full of ways to get your own client to accept something way below what was discussed.

    In other words, the opposite of how I promise to treat my clients.

    If I tell you I believe your property is worth a certain amount, I’m not going to turn around and sell you on taking 60% of it just because an offer came in.

    Sure — markets change.

    And homeowners often have more urgency (two mortgages, relocation, etc.), while landowners usually don’t.

    And yes, sometimes a seller does need guidance on what’s realistic.

    That’s all fine. There’s nothing wrong with explaining the market.

    But there’s a big difference between that and selling someone on doing something against their own interests.

    I don’t do that.

    My principle is simple: treat people the way I want to be treated.

    That’s not a tactic. That’s the job.

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    PS — You’re probably not ready to buy or sell land today. That’s fine.

    But it never hurts to know what your property’s really worth. Get a free, no-obligation report below — or just sign up to get future posts by email.

    Is it ever a bad idea to start talking to someone who will treat you the right way?

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  • It Ain’t Giving Up And Going Home Time

    It Ain’t Giving Up And Going Home Time

    Things often seem like they’re never going to change. But we can’t give up.

    For we have come to share in Christ, if indeed we hold our original confidence firm to the end.
    — Hebrews 3:14

    Sometimes it feels like no matter how hard we pray or try to do what God asks, nothing moves the way we want.

    Family members get sick. Friendships don’t work out. Bad people seem to get all the good results — and enjoy them right in your face.

    Other times we get what we were hoping for… just not for long.

    The new job or promotion doesn’t fix everything. One problem gets solved, and a bigger one shows up in its place. The political fix that was supposed to change things turns out to be more of the same.

    It’s frustrating. And it’s understandable that people would want to throw their hands up and quit.

    But we mustn’t. No matter how pointless it feels, we’re called to keep doing what God asks.

    Even when the results aren’t visible yet.

    That’s faith — believing in things not yet seen.

    Trusting that the result is coming, even when it looks impossible.

    It can seem like there’s not enough. But there is.

    I have an old friend who lives out of state. We send each other videos of the sermons we hear at our churches.

    His pastor’s style is different — he’ll punctuate sentences by calling out someone’s name in the congregation, like he’s speaking straight to them.

    The first time I watched one, I was still getting used to it. And then it happened:

    “It ain’t giving up and going home time, [friend’s name]!”

    It made me laugh, and I’ve texted that line to my friend ever since. But the more I think about it, the more I realize — that’s pretty good advice.

    Because just when things don’t seem to be working out, that’s when faith matters most. We can’t quit.

    Not because we think tomorrow everything will finally go our way.

    But because one day, things will be so much better than we could ever imagine.

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    PS – I’ve been saying recently it’s wise to keep a physical copy of the Bible.

    Reading the Bible won’t save you, only faith in Jesus does that. But it will help you understand God (and yourself), and can only lead you in the right direction.

    Reading or listening electronically is great—until the power or the connection goes out.

    Will that happen? Maybe not. Could it? Sure.

    It’s a risk you can remove easily and cheaply.

    You can buy one here on Amazon

    Disclosure: As an Amazon Associate I earn from qualifying purchases. If you buy something—anything—after clicking that link, I may receive a small commission. It doesn’t change your price.

  • Knowing When To Take a Shot

    Knowing When To Take a Shot

    Threading the needle is great, but avoiding disaster is job one.

    While waiting for the Cowboys game to start last Sunday, I was watching Minnesota take on Philadelphia. I was pulling for Minnesota, since a win would help Dallas.

    But because of injury, Carson Wentz was playing quarterback for the Vikings. He used to play for Philly, and last Sunday it kind of looked like he still did. On one play — 2nd and 27, no less — he threw a pass that had no hope of being completed and got picked off.

    After the game, Wentz said he was “trying to make a play.” But his poor decisions cost his team.

    Fast forward to the Dallas game. With Dallas leading, Washington’s starter got hurt. On just his second throw, backup Marcus Mariota made a terrible decision on a broken play — interception, returned for a touchdown. Game over.

    I didn’t see a quote from Mariota afterward, but he looked like he was trying to “make a play” too.

    Big plays are great, and they’re what fans remember. But a big part of winning comes from avoiding big mistakes. A quarterback has to know when it’s time to take a risk, and when to live to fight another day.

    The backup QB is often more athletic than the starter — but usually sits because he doesn’t make decisions as well.

    That same logic applies outside football. Selling land isn’t as complicated as reading an NFL defense, but it’s not as simple as it looks either. There’s more to it than most people realize, especially when you’re watching someone who’s been doing it for decades.

    Is it cheaper to do it yourself?

    It depends.

    Mistakes can be expensive. If you don’t know what you don’t know, you can leave money on the table, take longer to sell, or worst of all, wind up in a lawsuit.

    I’ve been at this nearly 30 years. I’ve learned to be careful — sometimes overly so — and I’ve seen plenty of others learn the hard way. A few lessons have come that way myself.

    The good thing about experience is that it helps you spot trouble before it starts.

    Sometimes the smartest play is knowing when not to make one.

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    PS- you’re probably not ready to buy or sell now. That doesn’t mean it’s a bad idea to make sure you are ready in case something changes.

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  • Play Ball!

    Play Ball!

    They say baseball is defined by numbers but it also defies the numbers.

    Like Most Things.

    The World Series starts Friday.

    With so much riding on every game, postseason baseball can be a lot more fun to watch—even for casual fans. For a sport that measures everything, it sure gets unpredictable when it matters most.

    And that’s the point. The numbers show who’s better over time, not who will win today.

    A .250 hitter is considered average. A .300 hitter is a star.

    But the difference between them? About one extra hit per week.

    Watch only a few games, and you’d never know which one was which. Many weeks, the “average” guy might even look better. The game’s randomness keeps it interesting—and keeps fans hopeful.

    Kind of like real estate.

    You’ve seen the agent who lucked into one great result and now claims she gets her clients THE MOSTEST THE FASTEST.

    Maybe she does. But there’s no way to know. Every deal is different, and the numbers you see usually come from the same place the bragging does—the agent.

    So what do you do? Go with someone you trust.

    If your agent doesn’t realize those stats don’t mean much, they’re clueless.

    If they do and use them anyway, they’re dishonest.

    Either way, not who you want representing you.

    If you’d rather work with someone who tells you the truth, even when it’s not shiny, I know a guy.

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    PS — You’re probably not ready to buy or sell anything today. But it never hurts to know where you stand. Getting current market info is free, useful, and comes with zero obligation or pressure.

    Is it ever a bad time to start a conversation with an honest expert?

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  • Hate To Have Missed This

    Hate To Have Missed This

    It’s not every day you get a chance to hear from an all-time great

    If you’re in any kind of service business, I’m sure you get a lot of the same kinds of emails I do — free webinars that turn out to be thinly disguised sales pitches for something you probably don’t need.

    But every now and then, one might actually be worth the time. I had the chance to watch one of those today. Unfortunately, I missed the invite and the show was over by the time I got back from lunch.

    The webinar was hosted by Chris Voss, author of Never Split the Difference — one of the best negotiation books out there. If you can master even a few of his concepts, it’s like playing a completely different game than everyone else. In a good way.

    And since basically everything in life involves negotiation, I’d say it’s worth learning.

    You can buy it here on Amazon.

    In the book, Voss talks a lot about empathy — a word that’s commonly misunderstood. Most people confuse it with sympathy.

    That’s not what it is.

    According to Voss, empathy is the understanding of another person’s world — without judging, and without necessarily agreeing.

    You know you’ve hit that point when you can explain their position back to them and they say, “That’s right.”

    (Not “you’re right,” but “that’s right.”)

    That’s when the light turns green for real progress. Until then, a negotiation is just two people talking past each other and trying to convince one another.

    So if I already know all this, why am I so annoyed about missing the webinar?

    Because the guest was Daryl Davis.

    He’s a blues musician, author, and actor — but also one of the greatest negotiators alive, even if not in a business sense.

    There’s a documentary about him called Accidental Courtesy: Daryl Davis, Race & America. You can find it on YouTube (at least you could this morning). I highly recommend it.

    The movie tells how Davis — a black man — has personally convinced hundreds of Ku Klux Klan members to leave the organization. Many of them even gave him their robes when they quit.

    He’s got a closet full of them.

    Davis accomplished all this using empathy. Not agreement, not argument — understanding.

    If empathy can do that, I think it’s fair to say it might help you in whatever it is you’re doing — business, family, or real estate.

    So yeah, I’m sorry I missed it. I’m sure I would’ve learned something new, and it would’ve been an honor to ask him a question. Maybe I’ll get another chance.

    Until then, I’ll reread Voss’s book (again). I get something different out of it every time.

    Would it be a terrible idea to improve your negotiating skills — and your life?

    Buy the book here.

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  • Repetition Is the Point

    Repetition Is the Point

    Your kids aren’t the only ones who benefit from being told something repeatedly.

    I recently read something that said there’s usually one thought or chapter in any business book that’s worth reading. I think that probably applies to personal development books too.

    It’s an interesting thought, but not the whole story. If you only read one book, you’ll probably take away quite a bit from it.

    Assuming you read a good one (look here).

    But once you’ve read several, you’ll notice they cover a lot of the same ground. You might not find much new in any single book.

    Although you still need to read it cover to cover to find out what it is.

    Still, that doesn’t mean it’s a waste of time. In fact, it’s the opposite — you’re doing yourself a disservice if you don’t.

    If you’ve got kids, you already know that people often have to be told something more than once before it sticks. Even when they’re well-behaved, it can take patience to steer them the right way.

    And where do you think they got that from?

    Even if these books share the same ideas, each approaches them from a different angle — and that’s what helps. Sometimes one phrasing or example hits differently and gives you insight you missed elsewhere.

    (This might be that one “thought or chapter” the person was talking about.)

    As a quick example, take goal setting:

    In his various books, Scott Adams says systems > goals.

    In Start With No, Jim Camp says the only valid goals are those you have near 100% control over.

    In The Slight Edge, Jeff Olson says your small daily habits deserve more focus than your larger goals.

    All slightly different — all pointing to the same idea. Focus on the process, not the outcome.

    If you want to lose weight, don’t obsess over what the scale says every morning. Commit to eating a certain way every day and exercising regularly. Those are daily actions you can actually complete — and feel good about.

    Then check occasionally to see if those habits are getting you closer to the result you want. If so, great. If not, you’re still succeeding by completing the process — just make adjustments and keep going until you get there.

    So keep reading, it pays off.

    Even if a lot of it seems redundant.

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    PS — This one didn’t have much to do with real estate directly. But if you’re the kind of person who values learning and improvement, is it really that crazy to think you’d want to deal with similar people in life and business?

    You’re probably not ready to buy or sell land today. I don’t deal in pressure — but is it ever a bad idea to get ahead of things? Especially something consequential like this?

    I offer a free, no-obligation opinion of value on any lots or land you own. Even if you’re not ready to sell, can it hurt to know where things stand?

    There’s also free analysis and thoughts like these posted frequently.

    Just click below:

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  • There’s Always More Than Enough

    There’s Always More Than Enough

    No matter how much Jesus gives us, there’s more left over.

    On two separate occasions, Jesus fed a multitude of people with what seemed like a tiny amount of food.

    The first time, He fed a crowd of 5,000 at Bethsaida with five loaves of bread and two fish.

    Later on, He fed 4,000 in the Decapolis with seven loaves and a few small fish.

    I don’t see it pointed out often, but in both cases the Bible says the numbers only counted the men — not the women and children. We don’t know how many that added up to, but it could easily have been two or three times the size we usually picture.

    So twice, He fed thousands of people with basically nothing. And this wasn’t a symbolic snack — they ate until they were full.

    And afterward, there was more left over than they started with.

    Pretty neat trick(s), you have to admit.

    But I think that part — the more left over afterward — doesn’t get the attention it deserves.

    It’s not just a miracle about food. It’s a picture of how Jesus works, and how it’s different from how we work.

    The apostles looked at what they had and thought there was no way it could be enough. But it was. More than enough.

    When we look at our sin — or at the world’s — it’s easy to think there’s no way provision has been made to cover it all. The idea that one man’s death and resurrection thousands of years ago could be enough for everyone seems impossible.

    But it is.

    It’s more than enough. There’s more left over when He’s done than when He started.

    Thankfully.

    There’s enough for all of us. And if we ever need more, it’s still available.

    You may feel like you’ve done too much, for too long, and strayed too far to be forgiven. Not true.

    Or you may think you need to clean yourself up first before coming to Jesus. Also not true. (And it’s a good thing, because without Him, you can’t.)

    Jesus offers forgiveness and salvation to whoever asks for it.

    And after you get it, there’s still more left over for the next guy. Hard to beat that deal.

    If you’re reading this, it’s not too late.

    Ask Jesus Christ to be your personal Lord and Savior today.

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    PS – I’ve been saying recently it’s wise to keep a physical copy of the Bible.

    Reading the Bible won’t save you, only faith in Jesus does that. But it will help you understand God (and yourself), and can only lead you in the right direction.

    Reading or listening electronically is great—until the power or the connection goes out.

    Will that happen? Maybe not. Could it? Sure.

    It’s a risk you can remove easily and cheaply.

    You can buy one here on Amazon

    Disclosure: As an Amazon Associate I earn from qualifying purchases. If you buy something—anything—after clicking that link, I may receive a small commission. It doesn’t change your price.