Mike Browning

Tag: North Texas real estate

  • Jesus Died For the Person You Don’t Like, Too

    Jesus Died For the Person You Don’t Like, Too

    Grace covers sin — it doesn’t excuse it (lucky for you).

    Christians say “all have sinned and fall short of the glory of God,” but we don’t really mean it.

    What we usually mean is something closer to:

    “All fall short… but some fall way, way shorter than me.”

    It’s amazing how consistent we are about this.

    If I don’t struggle with some particular sin, then that sin magically becomes the “big one.”

    The one that ruins people. The one that’s absolutely unacceptable.

    But the stuff I struggle with?

    Well, that’s different, you see.

    That’s “human weakness,” or “a tough season,” or “something I’m working on.”

    We treat sin like a menu:

    • The sins I’m not tempted by → “terrible, awful, society-destroying”
    • The sins I fall into → “relatable, understandable, complicated”

    It’s convenient. It’s comfortable. It keeps us feeling righteous without actually being righteous.

    The Bible doesn’t draw those lines.

    Jesus didn’t tell the Pharisees, “You’re doing great — at least your sins don’t look like theirs.”

    Paul didn’t write, “Here are the respectable sins that don’t really count.”

    Sin is not measured by how socially acceptable it is or how well it lines up with our own strengths.

    Sin is measured by the holiness of God — which means every one of us is on the wrong side of the line.

    The gospel levels the field.

    We don’t get saved by avoiding the sins that never tempted us.

    We don’t get points for being naturally moral in areas where someone else is naturally weak.

    We need grace for all of it — including the sins we pretend are small and including the judgment we pass on sins we simply don’t prefer.

    After you were saved, you didn’t magically stop sinning but you don’t lose your salvation.

    It works that way for people who struggle with things that you see as way worse than your minor sins too.

    Humility starts with remembering this:

    All sins fall short of the glory of God.

    And grace is the only reason any of us stand at all.

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  • You Don’t Bring a Knife To A Gunfight

    You Don’t Bring a Knife To A Gunfight

    But you’re still better off than the guy who left his gun and his knife at home.

    Online (so-called) gurus love arguing about tactics.

    Which method is “most effective,” which approach has the “highest conversion rate,” which strategy is “objectively superior.”

    You see it in every area of life.

    But here’s the truth nobody likes to admit:

    The best tactic for you isn’t the one with the highest power on paper.

    It’s the one you’ll actually use when it counts.

    Take firearms, for example.

    Online, people argue endlessly about caliber, velocity, stopping power, muzzle energy — all the internet-expert stuff. But then I saw a guy boil it down perfectly:

    “The most important thing about a handgun is that you’ll actually carry it.”

    That hit me.

    Because the truth is simple:

    A smaller, less powerful gun that’s on you is far more effective than the “perfect” gun in your safe at home.

    If it’s bulky, uncomfortable, or doesn’t fit your hand, you’ll leave it behind.

    And when you need it, the one sitting in the safe has exactly zero stopping power.

    A weaker tool you carry beats a stronger tool you avoid.

    Same principle applies everywhere else.

    People say, “In-person meetings are best.”

    Probably true overall. I like to think I make a great impression when I’m face-to-face. The problem? I’m shy enough that I’ll find a reason not to schedule that meeting unless I absolutely have to. So even if it’s the “best” method, I won’t execute it consistently.

    Phone calls? I can do those well also.

    But my hearing isn’t perfect, so phone conversations take a lot of effort. And anything that takes extra effort is something your brain tries to avoid. Which means I’ll put them off.

    Electronic communication, though?

    Email, text, long-form written explanations — that’s my thing. I’m good at it, it fits my personality, and I can do it every single day without resistance.

    And a decent tactic used consistently will outperform a “better” tactic that sits on the shelf.

    Plus, a slice of the market prefers electronic communication anyway. So even my “less optimal” approach has a natural audience where it becomes the most optimal.

    That’s the point:

    The tactic that fits your structure becomes the best tactic — for you.

    Business works the same way.

    Some people crush it with cold calls.
    Some win in person.
    Some do well with video.
    Some win by being loud.

    I win by being steady and understated, but consistent.

    The mistake people make is trying to force themselves into a tactic that doesn’t fit who they are. They burn out, avoid it, or execute it half-heartedly.

    A tactic you’ll use daily beats a tactic you’ll use “when you get around to it” — every time.

    Find the method you’ll actually execute. Make it part of your structure. Then build everything else on top of that.

    That’s how you get results without fighting yourself.

    Get More Like This In Your Inbox Here!

    PS- I offer a free, no obligation value analysis of any non-residential property. It includes information (like sold comps) that are hard to get if you’re not a broker.

    It includes other information (could be things like coming developments, utility info, etc) that you could obtain on your own, but since I do it for a living I can do it much easier and faster.

    So by letting me do it for you, you’re able to continue doing the things that work best for you.

    Is it crazy to think this is a smart way of doing things?

    Click below to get started:

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  • Have You Heard About the Miracle Hangover Cure?

    Have You Heard About the Miracle Hangover Cure?

    Prepare to be disappointed…

    One thing I’ve learned — about business, health, and life in general — is that you can’t tactic your way out of a structural problem.

    If the big stuff isn’t handled correctly, what you do with the small stuff doesn’t really matter. Maybe it works in the immediate term, but it won’t work long term.

    Most people try anyway. It’s easier. It feels productive. It gives you that little hit of “I’m doing something.”

    But it never lasts.

    Think about weight loss.

    People jump on crash diets, detox teas, miracle supplements, or now the latest round of drugs. And look — if a doctor prescribes you something and it helps, great. But none of those things fix the basic structure.

    Your life still has to be built around eating like an adult and moving your body a little. If the structure isn’t right, the tactics are temporary.

    (And if you look at me, you might say I’m not the one who should be talking about that.)

    Same with hangovers. You can chug coffee, pound aspirin, and inhale greasy food, but the structural solution is simple: don’t overdrink in the first place. That one change eliminates all the elaborate morning-after tactics people swap like stock tips.

    Business is no different.

    Most agents live entirely in tactics. Post more. Boost the ad. Send a mailer. Hack the algorithm. Pay for leads. Hustle harder. They chase the next trick because their structure is wrong.

    The structure — the part underneath everything — is the set of principles you operate from. Things like:

    • Be honest about value.
    • Tell people what they need to hear.
    • Keep clients for years, not transactions.
    • Make your marketing useful instead of loud.
    • Communicate like an adult.
    • Have a real process for valuation, pricing, and negotiation instead of winging it.

    If those structural pieces are solid, almost any tactic becomes productive.

    A mailer works. A blog post works. A phone call works. Because the foundation is right, the activity sits on something stable.

    You’re not trying to manufacture momentum out of thin air — you’re adding fuel to a fire that’s already burning.

    But if the structure is wrong?

    Then the tactics are just noise. They might get you a listing here or there, but they don’t build anything.

    You’ll have a great month followed by three dead ones. You’ll land clients who treat you like a commodity.

    You’ll work twice as hard for half the result because you’re patching problems you created by ignoring the fundamentals.

    And here’s the uncomfortable part: building the right structure isn’t flashy. You can’t brag about it on Instagram. It’s slow habits, consistent communication, telling the truth when it costs you money, and doing things well when nobody’s watching.

    Once the structure is right, tactics finally matter. They multiply. They compound. They stop being desperate moves and start being force multipliers.

    Most people will keep reaching for the aspirin instead of fixing the drinking problem. But if you build the right structure first, you won’t need nearly as many tactics — and the ones you do use will actually work.

    Get more like this in your inbox here!

    PS — You’re probably not an agent, and probably aren’t buying or selling land today. But the point still applies to you: set the stage ahead of time and things go much smoother when it’s showtime.

    I offer a free, no-obligation opinion of value on any non-residential property. You’ll get real comps in your area and everything pertinent to your situation.

    Development starting nearby? New roads? Utility issues on the horizon? You’ll know about it.

    Delivered with integrity.

    Based on a system developed over 20+ years, not overnight tactics.

    Is it ever a bad idea to be prepared?

    Click below to get started:

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  • What Gratitude Really Does for You

    What Gratitude Really Does for You

    Gratitude isn’t magic — it’s maintenance.

    Thanksgiving always puts people in the mindset of being grateful, but the truth is you shouldn’t save it for a holiday.

    Being genuinely thankful — on purpose, every day — changes how you operate.

    Not in a mystical way. Not in a “manifest it” way.

    Just in the plain-old practical way that your brain behaves better when it’s not being dragged around by negativity.

    And gratitude is one of the simplest tools you can use for that.

    Here’s the practice I use, and it works whether you’re having a great week or you’re barely keeping it together:

    Come up with three things you’re grateful for. Today.
    Nothing fancy. No forced positivity.
    Just three true things.

    Every day.

    They can be small. In fact, they usually are.

    Dinner tasted good.
    Traffic wasn’t awful.
    You slept well.
    Your kid called.
    Your dog was glad to see you.
    You finished a task you’d been avoiding.
    The weather cooperated.

    Doesn’t matter what it is.

    It just has to be real.

    You don’t have to write them down, but I usually do, because it forces me to actually stop and notice them. When I type it or email it to myself, it lands in a different way. It sticks.

    And that’s the whole point:

    To get your mind used to noticing what’s good instead of letting it run laps around whatever’s irritating you.

    People underestimate how much this matters.

    Your results improve when your attitude improves — and your attitude improves when you deliberately look at what’s not going wrong.

    It doesn’t fix everything. But it keeps you steadier.

    And most of the time, steady wins.

    So this Thanksgiving, sure — be grateful.
    But don’t stop on Friday.
    Keep going.
    Three things a day.
    Simple, honest, small.

    Do it long enough and it will change more than your mood.

    Happy Thanksgiving!

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  • “Saving” Money Straight Into The Poorhouse

    “Saving” Money Straight Into The Poorhouse

    Yes, you can cut line items. No, you probably won’t keep the savings.

    If you’ve followed real estate news at all, you’ve seen the commission lawsuit noise.

    Quick disclaimer: I’m a broker, not an attorney or CPA. Nothing here is legal or financial advice. If you need that, talk to someone with the right license.

    Okay.

    Here’s the short version.

    For decades, sellers paid their listing broker, and that broker offered part of that to the buyer’s agent.

    You can still do it that way. But now you can choose not to offer anything to the buyer’s agent.

    So people ask me: “Can I skip paying the buyer’s agent?”

    Yes. You can.

    But the smarter question is: “Will skipping it actually help me?”

    Here’s reality:

    People who are in the business — investors, developers, builders — don’t try to nickel-and-dime this.

    They know the old structure works because it produces the best overall result.

    Now let’s get practical.

    What matters is your net.

    If you don’t offer buyer-agent compensation, the buyer now has to cover their agent themselves. So what do they do?

    They subtract that cost from the price they’re willing to pay you.

    Your net ends up basically the same — except you’ve added friction for no gain.

    Think of it like gas taxes.

    You don’t itemize them when you fill up — you look at the number on the sign.

    If a station suddenly made you pay taxes separately, would you calmly pay the same pump price?

    Didn’t think so.

    Now let’s talk human nature.

    Every buyer’s agent is essentially part of your sales force.

    They know their clients. Their clients trust them. If your property fits, they’re the ones who can sell it.

    But if they have to say,

    “By the way, you’ll have to pay my fee out of pocket if you want this one,” they often just don’t show it.

    They’re not supposed to behave that way — but they do.

    On the other hand, if you offer a full commission how do you think they respond?

    They show it. They push it.

    They help make the deal instead of quietly letting it die.

    That usually leads to a higher price and a better net — even if the middle of the process looks more expensive.

    Especially when you’ve got someone negotiating who knows what they’re doing (hello).

    The temptation to “save money” is normal.

    But the right move is the one that maximizes your net, not the one that looks neat and tidy on a line item.

    You have to embrace the uncertainty.

    Get more like this in your inbox — click here.

    PS: I offer a free, no-obligation analysis on any non-residential property.

    Most people wait too long to start preparing.

    I shoot straight, keep it simple, and treat you the way I’d want to be treated.

    Anything wrong with that?

    Click below to get started.

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  • Embrace the Uncertainty

    Embrace the Uncertainty

    Not because it’s more fun. Because it’s your only smart option.

    I’ve talked before about what happens in car dealerships. Not because cars and land are the same thing, but because human nature doesn’t change from one industry to another.

    Most people know about the “no-haggle” lots. CarMax, AutoNation, places like that. They advertise a clean, easy process.

    No back-and-forth. No discomfort.

    And people walk in convinced they’re getting a better deal. Reality?

    Prices at no-haggle lots are higher on average than old-fashioned dealerships.

    People don’t go there to save money. They go there to buy certainty and avoid the emotional friction of negotiation.

    Nothing wrong with that. Just be honest about the tradeoff.

    Real estate has its version: the iBuyers.

    They promise no showings, no repairs, no timing problems.

    What they don’t say as loudly is that you’re going to make less money going that route.

    Still not a bad option for some people.

    I’ve even used an iBuyer myself in the past. (Don’t tell the other agents.)

    The pattern is simple:

    More certainty = less money.
    More uncertainty = more potential upside.

    Doesn’t happen every time. But on average that’s how the real world works.

    Now let’s talk land.

    The iBuyer model doesn’t work here. Not well, not consistently, and usually not at all.

    The groups who even touch land have to pay extremely low prices. And if they offer something reasonable, the timelines are unacceptable. Because they’re not “buying.”

    they’re trying to tie up your land cheaply so they can flip the contract.

    So if you own land, the nice tidy “certainty option” doesn’t really exist.

    Which means you have one path: You embrace the uncertainty.

    You price it reasonably based on real comps and activity. You put it out there. And then you let the market talk back to you.

    How fast will a buyer show up?
    Don’t know.

    What will they offer?
    Don’t know.

    How long will they need for feasibility?
    Don’t know.

    Will you have to pay for a new survey?
    Maybe. Sometimes it actually helps you get the number you want.

    It can get a little messy.

    But when you have the right people on your side (hello), it usually turns out better than you expected when you started.

    That’s the good news.

    The other good news?

    Anyone who pretends they “know exactly” how a land deal is going to unfold is either blowing smoke to impress you or doesn’t understand land.

    Either way, that’s not the person you want representing you. And they’ll show you that if you’re paying attention.

    Get more like this in your inbox here!

    PS- I offer a free, no-obligation look at any non-residential property you’re considering selling. You’ll get info including:

    • real comp sales
    • current development activity
    • utility info
    • market conditions
    • what’s likely… and what’s possible

    Ask me what will happen?

    I’ll tell you the truth: I don’t know.

    That honesty annoys a few people at first.

    But by the time we’re done, you’ll know you worked with someone who was trying to get you the right outcome — not just “work you.”

    Click below to get started.

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  • The Myth of the Perfect Market

    The Myth of the Perfect Market

    If something makes sense for you to do today, it’s usually best to do it and not look back.

    People waste a lot of time waiting for the market to become “perfect.”

    Perfect for buying.
    Perfect for selling.
    Perfect for building.
    Perfect for subdividing.
    Perfect for investing.

    Much of the time, it seems like their main fear is that other people are going to point out how they screwed up after the fact.

    (pro tip: keep your business to yourself and that’s much less of an issue)

    If you wait long enough, the perfect moment eventually shows up… about two years after it would have done you any good.

    I’ve watched this play out for two decades:

    someone waits and waits and waits because they’ve convinced themselves they’re going to catch the absolute top or the absolute bottom. They think there’s going to be a magic bell that rings to tell them, “OK, now.”

    That bell doesn’t exist. The perfect market doesn’t exist.

    Only hindsight pretends it does.

    And hindsight is a world-class liar.

    Real estate — and land especially — never lines up neatly.

    Interest rates rise.
    Then construction costs fall.
    Then inventory drops.
    Then a factory announces expansion.
    Then a buyer disappears.
    Then a new buyer shows up out of nowhere.

    It’s never tidy.
    It’s never predictable.
    And it never waits for you.

    Here’s the truth:

    Most success in land deals doesn’t come from timing.
    It comes from clarity and execution.

    Clarity means knowing what you want out of the transaction before you start.

    Execution means acting when the numbers make sense — not when the voices in your head finally stop arguing.

    The people who do well aren’t the ones who wait for perfect conditions.

    They’re the ones who look at the information in front of them today, make a plan, and move. Or don’t. If it makes sense to wait.

    They adjust when new information arrives.
    They don’t re-litigate the decision every morning.
    They don’t pull back because their neighbor’s cousin said “the market’s about to crash.”
    They don’t freeze because the new highway is “probably” moving three years from now.

    Perfect markets are a mirage.

    Good decisions are real.

    And good decisions tend to have a few things in common:

    1. The price makes sense today.
    Not “if rates fall.” Not “if a developer shows up.” Today.

    2. The timeline fits your life.
    If you don’t want to hold something for five more years, that matters more than whatever Yahoo Finance says.

    3. The numbers work even without the dream scenario.
    If a deal only makes sense with the perfect buyer, perfect zoning, perfect weather, and perfect timing… it’s not a deal.

    4. You’re not trying to outsmart the universe.
    Markets reward discipline, not clairvoyance.

    There is no perfect moment.

    There’s only the moment when the facts line up well enough that you can move confidently.

    People who act on “good enough” usually beat the people waiting on “perfect” — because they’re actually in the game.

    Pick your direction. Know your numbers. Then act.

    Everything else is noise.

    Get these in your inbox here!

    PS- It may not be the right time for you to buy or sell land today. But is it ever a bad time to have the most current information?

    I offer a free, no obligation value report on any property (non residential). All you have to do is click the relevant link below to get started.

    No pressure, no BS, just straight talk.

    Is it crazy to want to deal with someone like that?

    Click Below:

    Got a lot you might want to sell?
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  • It’s Looking Like You’re Going to Have to Go.

    It’s Looking Like You’re Going to Have to Go.

    Trying to get better is fine — but that’s not what God is asking for.

    Joe Rogan said recently that he’s been going to church. He said something along the lines of: “It’s actually very nice. They’re all just trying to be better people. It’s a good vibe.”

    And that’s good.

    There are a lot of people who could benefit from simply sitting in a place where everyone is at least trying to orient themselves toward something higher than their own impulses.

    And I don’t know what’s in Joe’s heart, but I’m glad he’s going.

    His orientation toward Christianity has changed over the years, and I hope he gets all the way there.

    I also hope he isn’t being used to help people get comfortable with treating the Bible as just a moral framework, while stopping short of confessing that Jesus is Lord. Like many say about Jordan Peterson.

    But regardless of all that, there’s something important to clarify:

    Christianity is not a self-improvement project.

    It’s not “be a better version of yourself.” It’s not a lifestyle upgrade or a moral hobby. It’s not even “learn to be a good person.”

    Because here’s the truth:

    You can’t make yourself good.

    If it were possible to simply try harder and behave your way into righteousness, Jesus wouldn’t have needed to come at all. And the people who followed Him wouldn’t have needed Him either.

    Self-help says: improve yourself.

    The Gospel says: you can’t. That’s why you need Christ.

    Now, it is true that following Jesus will often (not always, but often) lead to better outcomes in life.

    More peace. More patience. Fewer disasters caused by your own stupidity. Better relationships. Less self-inflicted chaos.

    But that isn’t because you’re “getting better.”

    It’s because He is changing you.

    There’s a difference.

    If Christianity were about improving your earthly situation, then Jesus — who never sinned once — should have had an easy life. He didn’t.

    They killed Him.

    The people closest to Him — the ones who became more like Him as they followed — were imprisoned, beaten, mocked, and executed. Not rich. Not adored.

    Not living their “best lives.”

    They didn’t become successful.

    They became sanctified.

    They didn’t get upgrades. They got transformation.

    So when someone goes to church and says, “It’s nice. Everyone’s just trying to be better people,” that’s okay. That’s an entry point. A doorway. A starting step.

    But the deeper truth is:

    The old you doesn’t need to improve.

    The old you needs to die.

    And the new life that comes after — the life in Christ — is something you cannot produce by effort, discipline, or good intentions.

    It’s not self-help.

    It’s surrender.

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  • Sometimes They Even Get Severance Pay (sort of)

    Sometimes They Even Get Severance Pay (sort of)

    I’m not above taking a little less to get the trash out of my life faster.

    I was talking yesterday about how the only sane way to do business is to only work with good clients. You have to get rid of the bad ones who waste your time.

    People love the idea of “firing a client.”

    They picture some dramatic moment where you slam a folder shut, stand up from the table, and announce you won’t be treated that way.

    The truth is a lot quieter — and a lot simpler.

    I’m pretty good at reading people, so it doesn’t happen often. But if I list a property and realize the seller is a flake, or dishonest, or just likes wasting people’s time?

    If the property isn’t under contract, I fill out a termination form, sign it, email it over, and tell them it’s not working. Two seconds later, the contact is deleted from my phone.

    But what if it is under contract?

    Well, a closing ends the relationship too.

    In that case, the smartest way to fire a bad client is to finish the deal, get paid, and then never work with them again.

    That’s it.
    No drama.
    No speeches.
    Just a clean exit.

    (even if it “costs” you a little)

    A while back, I had a couple of those deals where everything looked normal until the closing table.

    Then the buyer pulled a last-minute stunt — trying to back out of a standard cost he’d already agreed to.

    It’s always the same type of personality: someone who waits until the very end, when everyone’s time is spent, and tries to squeeze one last thing out of you.

    Not because they need to.

    Because they want to see if they can.

    (if you’re in my business you’ve seen it too, and know what I’m talking about…but no need to name it)

    A lot of people think the “strong” move is to dig in and refuse to budge. And yes, if I had pushed back, I probably would’ve “won.” The deal would have closed anyway and I’d have walked out with the full amount.

    But here’s the part most people never account for:

    The second he pulled that stunt, I knew I was never speaking to him again after that day. If we close, great. If we don’t, I’m pulling the listing.

    And he might get sued by the buyer.

    Not my problem.

    If there’s even a 20–30% chance that kind of person blows up the deal, the expected value drops fast.

    Option A:

    Fight it out, maybe get $8,000, maybe get $0 — and never deal with them again. Other than maybe testify against them in court later.

    Option B:

    Pay a small amount out of pocket, guarantee the deal closes, walk away with (say) $7,000 — and never deal with them again.

    It’s not a hard choice once you strip out the ego.

    You don’t build a strong business by letting bad clients take up space.

    You don’t build sanity by keeping people around who nickel-and-dime you.

    And you don’t build a reputation by escalating pointless standoffs.

    The smartest operators I know — in real estate, development, legal, construction, you name it — all do the same thing:

    They protect their pipeline, not their pride.

    A good client pays you in money, time saved, referrals, easier deals, smoother communication, and less chaos.

    A bad client takes far more than they ever give.

    So no, I don’t hesitate.

    If covering a small cost gets the deal closed and gets the wrong person out of my world forever, that’s not weakness.

    That’s strategy.

    You don’t have to win every little battle.

    You just have to win your time back.

    Once you understand that, firing bad clients becomes easy — even when it means paying them to leave.

    Get These In Your Inbox Here!

    PS- You may not be ready to sell today, but wouldn’t it be smart to be prepared ahead of time?

    I offer a free opinion of value on any property, along with market info etc. And no time wasting, no pestering you to hurry up, none of that.

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

    (and will have time for you because he doesn’t let bad actors mistreat him?)

    Click Below:

    Got a lot you might want to sell?
    Get a FREE, no obligation report on what it could sell for today.
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  • Working With Everyone Is a Good Way to Work for No One

    Working With Everyone Is a Good Way to Work for No One

    If people don’t respect their own time, how do you think they’ll handle yours?

    I was on a Zoom call this morning with a guy who used to be the city manager of one of the faster growing cities in my area. He retired, moved into development consulting, and said something that stuck with me.

    He joked that he has to “pick and choose” who he works with now — not because he’s trying to be fancy, but because there are more people wanting his time than he has hours to give.

    That hit home for me, because I’ve lived the same thing in real estate.

    I’ve written about this before: most people are terrified to fire a bad client. They think if they walk away from someone who drains them, they’ll never replace the lost business.

    It feels risky. It feels like turning down money.

    But here’s the odd thing about business — and it took me a while to learn this:

    The minute you stop saying yes to everyone, the right people start showing up.

    Not in a mystical way. Just cause and effect.

    When you’re overloaded, dealing with unreasonable demands, endless hand-holding, price-shoppers, or high-maintenance/low-commitment personalities… you don’t have the bandwidth to serve the people you should be serving.

    You aren’t as sharp. You aren’t as available. You don’t follow your instincts. You don’t market as well.

    You rush. You put things off. You tolerate behavior you shouldn’t. You start operating from pressure instead of intention.

    Every minute with a bad client is a minute you can’t spend with a good one. And good clients usually demand less time while giving you more back, it’s worse than just a one to one trade.

    There’s a standard. There has to be.

    And here’s the part most people don’t believe until they live it:

    Good clients notice when you raise your standards.

    Bad clients notice too — and disappear.

    It’s like the air changes. Smart, reasonable people are drawn to someone who values their own time and expertise.

    They respect it. They even expect it. And the ones who don’t? They self-select out.

    I’ve had deals in the past where everything in my gut said, “This isn’t a fit.” The minute I trusted that — not rudely, just clearly — I made more room for the right ones. And the right ones showed up faster than I would’ve predicted.

    Not because I’m special.

    Because that’s how the world works.

    People who operate at a high level want to work with other people who operate at a high level. The Sherman guy on the call? Same story.

    He’s not being conceited. He just knows that if he says yes to the wrong project, it keeps him from doing the projects that actually matter.

    Most professionals never make that leap. They cling to every lead, every maybe, every person who says “I’m thinking about it.” They treat scarcity like a strategy. And they wonder why they’re exhausted.

    The truth is simple:

    You don’t starve by turning down bad work.

    You starve by letting bad work crowd out the good.

    Set the standard. Hold it.

    The quality of your clients will rise to meet you.

    Get More Like This In Your Inbox Here!

    PS- The flip side of me having the right clients is that if you’re one of the “good ones” then you should only work with top professionals.

    You’re probably not ready to sell now. You know that the time to start preparing for a big event like that is before you’re actually ready.

    But you also know how it is with real estate agents. You reach out and ask for some info, then regret it because the agent won’t stop pestering you about needed to sell now.

    But if you work with someone who already attracts top clients, they don’t have time to pester people who aren’t ready.

    (Hello).

    Is it ever a bad idea to start talking to someone who knows the business, respects your time, and acts with integrity?

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