Mike Browning

Tag: North Texas real estate

  • Focus On What Matters

    Focus On What Matters

    Is the Seller Really “Paying” for Anything?

    I know I compare real estate negotiations to car lot deals a lot—but there’s a reason. Most people go through more car purchases than home sales in their lives. And while they aren’t identical, the dynamics can be surprisingly similar. Especially when fast talk and fuzzy math make it feel like the only people winning are the salespeople or agents.

    We’ve all had that moment on a car lot where the salesperson hypes up the amazing price you’re getting, or how much they’re giving you for your trade. They talk in circles, and by the end of it, you’re not sure what just happened.

    Here’s a simple way to cut through the noise:

    The only number that matters is the difference between the price of the new car and the value of your trade.

    That’s your bottom line—the amount you’re actually coming out of pocket (cash or financed). Forget how they slice and dice it. That one number tells you if it’s a good deal or not.

    A few years ago, I went to CarMax before visiting a dealership. They offered me $10K for my trade. I figured if I could get the new vehicle for $40K, I’d be financing $30K.

    At the dealership, I negotiated and got the deal I wanted—$30K difference. But when I looked at the paperwork, they had listed my trade at $14K and the truck at $44K.

    Did I care? Not a bit. The bottom line was still $30K, which is what I’d set out to spend. They got to show a higher sale price; I got the deal I wanted. Everybody wins.

    Same thing in real estate.

    Deals often go sideways because people start bickering over who’s “paying” for the survey, the HOA fee, or some other line item. But here’s how it actually works (not always in this order):

    1. Buyer (and/or their lender) wires money to the title company and signs paperwork
    2. Seller signs paperwork
    3. Expenses are paid
    4. Seller gets what’s left

    “Who pays what” is mostly just semantics. In reality, the buyer is the only one bringing in new money. All closing costs are paid from that pool. The seller might “pay” some costs, but only with funds they received from the buyer’s money.

    So what does that mean?

    Focus on your bottom line.

    If you’re the seller and the amount you’re taking home is what you expected—or better—don’t get bogged down in the minor stuff.

    Sometimes it helps the deal move forward if the seller “pays” certain buyer costs—like a survey or title policy. That’s fine. Just build it into the price upfront. Then pay those costs at closing. (And where it makes sense, write the contract so the buyer covers those costs if they back out.)

    Do it right, and the buyer feels like they’re getting something extra—while you still walk away with everything you wanted.

    All because you focused on the number that actually matters: your bottom line. Not the noise above it.

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  • It’s Not Final Til It’s Funded

    It’s Not Final Til It’s Funded

    Until the money is in your account, it’s not a sure thing

    One thing I always try to impress upon seller clients: don’t start thinking about the money hitting your bank account until it actually does.

    Easier said than done, I know—but at the very least, don’t start planning for it.

    I’ve had to learn that myself as a broker. Until a commission actually lands in your account, anything can happen.

    Here are three examples—just from the past year:

    • McKinney Tract to a Developer

    I helped a family contract a small tract near the McKinney Airport to a developer. The price was strong—but he needed time for city approvals. I warned the seller: the city might make it too expensive and kill the deal.

    The offer was good enough that even a 50/50 shot seemed worth it. But the seller started daydreaming about the money and talking like it might close early. I told him to pump the brakes.

    Sure enough, the city came in with unreasonable demands, and the buyer walked.

    We eventually sold it to an investor at a lower price. I think the seller learned something—but maybe not quite enough.

    • Sherman Lot Development

    I brokered a lot development deal in Sherman. This one was further along—both sides had signed closing docs, and all we were waiting on was the equity partner to wire funds.

    Then… radio silence.

    They didn’t even call to say they changed their minds. We had just spent a couple of hours the day before cleaning up docs to their liking—they gave no hint of hesitation.

    No wire. No closing.

    We eventually salvaged the deal with another group a few weeks later. But that was the closest I’ve come to a deal dying after signing. I even caught myself mentally cashing the check—rookie move.

    • Central Texas Ranch – Buyer Side

    I was representing the buyer on a beautiful ranch in Central Texas. The sellers signed their docs early. Everything looked good—until our buyer’s attorney flagged a problem with the deed.

    It looked fine to me (and to the title company), but instead of calmly working it out, the attorneys got into a spat—as attorneys will.

    That spooked the buyer, and he nearly backed out.

    We managed to save the deal the next day, but it was a stressful 24 hours. Attorneys (God bless ’em) have a way of doing that.

    And again—these are the deals that actually worked out.

    I’m not saying this to scare you. If you’re selling a simple lot, there are usually fewer moving parts. But even then, banks can bail, buyers get cold feet, or life just gets in the way.

    Until the deal closes and the money hits your account, assume it might not.

    It doesn’t mean the deal is bad—or that anyone’s being dishonest. It just means you’re working in the real world.

    For your own peace of mind, it’s better to be pleasantly surprised than bitterly disappointed.

    Got a lot you might want to sell?
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  • Want to Bet Against Growth? Not Here.

    Want to Bet Against Growth? Not Here.

    It’s going to be hard to miss with this one

    ±25 Acres | $2.5M | CR 596, Nevada, TX

    You could buy land out where nothing’s happening.

    Or… you could grab ±25 acres right in the path of the Collin County Outer Loop, at a future major intersection, with 425 feet of road frontage.

    This tract sits between booming Josephine and the Community ISD schools (with nearly 2,700 kids already enrolled). Utilities are nearby. The land is gently rolling and ready to work. And this part of the county? It’s not “on the rise”—it’s already moving.

    By the numbers:

    • 2028 population within 5 miles? Over 20,000
    • Average HH income nearby? North of $117K
    • Location? On the radar and in the way of progress

    Whether you’re land banking, building, or just smart enough to know where Collin County’s growth is headed, this one deserves a closer look.

    📍 Listing & Map Here
    📞 Call Mike: 214.354.3583

  • He Was Thrilled to Write a Check at Closing (you sure about that)?

    He Was Thrilled to Write a Check at Closing (you sure about that)?

    Look at the big picture

    Years ago, a CPA bought a lot from a developer—one of those flashy radio deals with big promises and limited-time offers. He figured it might be a smart long-term move. But like a lot of buyers in those subdivisions, plans changed—and the lot just sat.

    Then the market softened. Badly.

    He stopped watching. Stopped hoping. But the loan payment? Still there. Month after month, quietly draining his wallet and his patience.

    Fast forward a few years, and he gets a letter from me:

    The market’s back. Lots are moving. Prices are up.

    That got his attention. He reached out right away:

    “If I can finally get out from under this, let’s do it.”

    We listed it. Showed it. And just three weeks later—it was under done.

    Here’s what he had to say:

    “Mike contacted us about a lot we owned, which we thought might never sell. We listed with Mike, and the property SOLD in just three weeks! We could not be happier!”

    Now, he did have to bring a little money to closing—the sale price didn’t quite cover the loan balance. I’ll admit, I was a little nervous when I heard that. But he wasn’t. He was thrilled.

    “That was the last check I’ll ever write for that lot.”

    To him, it was a win.

    And if anyone understands how money works, it’s a CPA. Here’s the deal: if you’re spending money on interest every month and you make that expense go away, you free up that cash for something productive. Other investments. Paying down debt. Just breathing easier.

    The less debt you carry, the more peace of mind you tend to have.

    The good news?

    If you’ve owned your lot for more than a couple of years, odds are good you won’t have to write a check. Values in many of the subdivisions I market have gone up—sometimes by a lot.

    If you’re sitting on land you’re tired of carrying, now might be the time to finally sell on your terms.

    Got a lot you might want to sell?
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    Own land instead?
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  • You Have to Have Trust—But You Need More Than That

    You Have to Have Trust—But You Need More Than That

    Cousin Karen means well. That doesn’t make her a land expert.

    People love getting a new car—or at least one that’s new to them. But just about everyone hates the process of buying one. It’s a beating. Even if you drive off in something you love, there’s a good chance you feel like you got worked over somewhere along the way. Dealers don’t make it easy.

    You might find something that fits your price range, but that’s just the beginning. We all know how your trade gets low-balled. Then most dealerships tack on a bunch of overpriced add-ons you didn’t ask for, ballooning the price by thousands. After that, you sit down with the finance manager—who might as well be called the high-pressure warranty sales guy.

    Even if you make it through the maze, it’s rarely fun. That’s why some dealerships now offer “no-haggle” pricing. The irony? Those lots usually end up making more per sale. People are so burned out on the process, they’ll gladly pay more just to avoid the back-and-forth. But buyers still go through the same options and warranty game—which is the most aggravating part, in my opinion. The stress doesn’t go away; you just think it has.

    Until it hasn’t.

    Part of the problem is that most people only buy a car every few years, so they’re not experienced. That makes it easy to fall victim to pressure and double talk.

    Real estate can be the same way—maybe even worse. I’ve owned 12 cars in the last 30 years. I’ve owned 3 houses. Most people are like me. And if we’re talking about land, there’s even less experience for the vast majority of people.

    The good news is, in real estate, you can hire someone to represent your interests. Even better, lots of the time you don’t have to pay anything up front.

    The bad news? Everyone has a real estate agent horror story. And not paying up front creates a built-in conflict of interest.

    I was licensed when I resold our first house, but since I’m not a “house guy,” I used an agent. I thought I’d be better than most at finding the right one. It was a nightmare. She gave me a price range to expect, then pushed me to take the first offer—which came in at 80% of that. Did she suggest we counter? Nope. Just started listing reasons to accept. She gave other advice I knew was wrong—but only because of my business background. So who knows what happens to people without that experience?

    If you’re buying, of course I recommend using an agent. But again, same issue: they don’t get paid until you buy. So it’s easy for them to push you faster than they should.

    In an old Simpsons episode, Marge becomes a real estate agent. The brokerage slogan was “The Right House for the Right Person.” But when she wasn’t closing deals, her boss explained: “The right house is the one that’s for sale. The right person is anyone.”

    And when it comes to land? 90% of agents simply aren’t qualified to handle it—though they’ll swear they are. A lot of people feel pressure to use a cousin or neighbor who’s an agent. That might ease the conflict of interest, but it creates an even bigger problem: they don’t understand land. That opens up a whole new can of worms.

    Buying or selling lots and land can be tough—like buying a car. You need someone who knows what they’re doing, and someone you can trust.

    I know someone like that. And so do you, if you’ve been around here a while. Just let me know when you need help. I’m here.

    Got a lot you might want to sell?
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  • Can’t decide? Just Start Deciding!

    Can’t decide? Just Start Deciding!

    Once you’re in motion things are usually more clear.

    Quick disclaimer: I’m not a therapist—I’m a land guy. If your issues feel clinical, talk to someone who’s trained for that. If you’re just stuck in your own head like most of us? Keep reading.

    We all experience worry or anxiety from time to time. Technically, they’re not the same thing—but for today, we’re going to treat them like they are. Either way, it’s uncomfortable. But the good news is there are a couple of basic things that can actually help.

    One trick is to stop spinning on the “worst case scenario” and just pretend it already has happened. Ask yourself: “Okay, if this is where I’ve landed, now what?” Most of the time, you’ll start to feel better almost immediately. Why? Because you’ve shifted out of fear mode and into forward motion.

    And here’s the double bonus: first, the worst case usually doesn’t happen. And second, the actions you take to prepare for it? They almost always help you even if things turn out better than expected.

    Because you should have been doing them anyway.

    So now you’re moving, you’re feeling more confident, and you’re almost always ahead of where you would’ve been if you stayed frozen.

    Wind in your sails.

    Another major help? Just start deciding.

    A lot of problems come from mental clutter—too many choices, too many what-ifs, too many loose ends. When you’re trying to figure out ten things at once, your brain can’t get traction.

    So pick a couple, make a call, and cross them off. Even small decisions will clear space and calm your mind. It gets easier from there.

    And remember: decisions aren’t usually final. If you decide to list your property at a certain price and it turns out to be too low, you’ll find out fast. If five offers hit your inbox in a day, well, reality has spoken—and you can course-correct before you sign anything.

    No harm, no foul.

    Now, sure—sometimes you make a call that doesn’t work out, and it’s not reversible.

    That’s life. It happens to everyone.

    But you learn, you adjust, and you move forward smarter. The key is to keep deciding. Movement beats paralysis most every time.

    So what does this have to do with your favorite land broker?

    Plenty.

    If you’re thinking of selling, you’re staring down a dozen different issues. Some you know about but don’t have time to deal with. Others are hidden—until they show up and bite.

    If you or your cousin agent don’t understand the market, the comps, the buyers, the land use questions, or the price trends, you’re stuck guessing.

    And that’s where anxiety can creep in.

    So what do you do when all those unknowns start piling up and stressing you out?

    Unwind it. Hire someone you trust—someone who’s been down this road before.

    Better yet? Hire me from the beginning.

    I’ll help you move forward from day one—with fewer unknowns, smarter decisions, and a whole lot less worry.

    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?
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  • Let the Elephants Out

    Let the Elephants Out

    Why bluff when the other side gets to see your hand?

    We’ve all had interactions where there are big issues not being talked about. Sometimes only one party sees it—or knows about it. Other times, both sides do, but no one wants to bring it up.

    And if you’re honest with yourself, you know that putting off the conversation or trying to avoid it is a losing proposition. When the other side finds out (and they will), there will probably be hurt feelings. But more importantly, there’s a loss of trust. And in real estate, no trust usually means no deal—no matter how good your attorney is.

    If there’s an issue with your property—like potential flooding, a deed restriction that kills the buyer’s plan, or an environmental problem—it’s not going to help to keep quiet. It’ll come out during their due diligence. Best case, they believe you didn’t know. But let’s be real—that’s not how most people react. They’ll probably drop the deal, and you’re out all that time, when you could’ve just been upfront and saved everyone the trouble. And probably slept better at night, too.

    It’s not just across the table—seller and broker need to be on the same page, too.

    Take pricing. Sellers are often a little (let’s say) optimistic. And there’s no shortage of agents who’ll go along with any number just to get the listing, knowing full well they’ll push you to drop it later. But how does that make you feel when it happens? Lied to. And once that trust is cracked, the relationship suffers. Less trust = less chance of success.

    Now, I’m not above putting something out there a little high at first, just in case. Especially with land—sometimes the right buyer shows up and pays more than anyone expected. But I’m going to tell you up front that it’s likely too high, and we may need to adjust after a few weeks.

    And if you’ve read these for any length of time, you’ve heard me say it: I’m not a discount broker. You may be tired of hearing it. But because I’m upfront about that, we don’t have awkward conversations about commissions later.

    Above all, you should hire the broker you trust most. If you go with a discount and then spend the whole time wondering how that person is screwing you over, are you really ahead?

    Best way to build trust? Don’t hide anything. Let the elephants out. Whenever you’re ready, I’m here.

    Got a lot you might want to sell?
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    Own land instead?
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  • Talk So Smooth It Seems Scripted (Hint: It Is)

    Talk So Smooth It Seems Scripted (Hint: It Is)

    You’d be that smooth too, if you said the same thing repeatedly

    You may or may not be aware of this, but whenever you’re talking to an agent or broker who does a lot of business, a big chunk of what they say (especially at first) is scripted.

    That is, if it’s not a flat-out AI bot.

    Yep—scripted.

    I wouldn’t say they’re reading, because they’ve done it so much it’s memorized. But if you were sitting in a room with them while they reach out to new clients, you’d hear the exact same things over and over.

    Same with questions and objections. They’ve got canned responses for just about everything. It can actually be kind of funny if you throw out something they haven’t rehearsed.

    They instantly go from polished pro to blithering idiot.

    And just like that, you realize they might not be as sharp as they seemed.

    The thing is, with houses, that kind of scripting can actually work okay. Sure, every house is different—but not that different. People’s reasons for moving usually fall into a few buckets, as do the features they want and the hot buttons they react to.

    Put a few well-timed words in the wife’s ear, and before you know it the husband’s being swept along like a leaf in a flash flood. He may not like it, but it’s too late.

    He’ll act like he likes it, if he knows what’s good for him.

    But with land, it just doesn’t work the same. There’s way too much variation—different tracts, different goals, different sellers. And the urgency?

    Totally different. If you’re moving, you needed your house sold yesterday. But land you don’t live on?

    Timing often doesn’t matter nearly as much.

    You can’t use canned scripts and responses.

    Doesn’t stop them from trying, though.

    That’s part of what’s aggravating about dealing with agents. They’ll smile real big and tell you what they think you want to hear—which just so happens to be what they think will make them money.

    You need someone a little more specialized.

    I’ve been at it over 25 years. Pressure’s not part of my game—probably not part of yours either. I’m not interested in sounding good. I’m interested in being effective.

    If you’re buying or selling houses, I’ll tell you up front: use an expert in that.

    They don’t return the favor—and that’s fine. I’m not here to whine, just to win.

    But if you’re selling land, you need a different kind of expert.

    I know a guy.

    Got a lot you might want to sell?
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    Get Your Lot Valuation

    Own land instead?
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  • If You’re Too Easy, You Might Scare Them Off

    If You’re Too Easy, You Might Scare Them Off

    When yes comes too fast, you start looking for the catch

    When I bought my last truck, I thought I had a pretty solid plan. By using my negotiating system to manage my behavior, I’ve gotten pretty good at making car deals.

    I’d done my research, looked at comps online, and had a number in mind. To try to get there, I needed to start lower, of course. Not so low they’d laugh me out, but low enough to trigger a counter. .

    Some people say if you’re not at least a little embarrassed by your first offer, it isn’t low enough.

    So I threw it out there.

    He went to go “ask his manager.” Everyone has seen that part of the game, so I sat there waiting for them to come back and tell me how bad my offer was.

    But what happened?

    They said yes. And asked me to sign.

    No pushback. No “let me check with my manager” round two. Not even a fake sigh.

    Just yes.

    Instead of feeling like I won, I immediately thought: I must’ve gone too high.

    I even said to the guy, “You made that too easy. Now I’m not sure I didn’t mess up.”

    He just laughed.

    Looking back, I probably did okay. This was during the supply crunch, and this was one of the only trucks I could find with the equipment I wanted that wasn’t $80K or more. And I love the truck, might be my favorite yet.

    But it didn’t feel like a win. It felt like I misplayed it.

    That’s the thing about negotiation, it’s not just numbers. It’s psychology.

    The funny part? If they’d pushed back a little, I would’ve come up some.

    And felt better about the deal.

    There’s a lesson in there.

    If you want to learn how I approach deals, whether it’s land, trucks, or anything else, I’ll be sharing the books that helped shape my system soon. You’ll want to read them.

    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:
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  • Prime Corner Across from BJ’s (Coming Soon) and IKEA

    Prime Corner Across from BJ’s (Coming Soon) and IKEA

    Next to 2 million shoppers a year — and they’re hungry.

    If you’re looking for a retail or QSR site with real traffic and real growth, this one checks the boxes.

    I’m marketing up to 2.58 acres at the hard corner of Mayfield & Robinson in Grand Prairie. It’s a signalized intersection with a full median break, zoned PD-152a (General Retail), and utilities are in place. Will divide.

    This site sits directly across from the new BJ’s Wholesale (under construction) and just down the road from IKEA. With BJ’s, Academy, Topgolf, and over 200 new homes coming in on the opposite corner, this area is projected to draw over 2 million visitors per year — and a good share of them will be looking to eat or shop.

    Demographics are strong and getting stronger:

    • 108,000+ residents within 3 miles
    • Average household income over $89K
    • Daytime population near 94,000

    If you’re working with a QSR, coffee, fast casual, or national retail user, this location gives you visibility, traffic, and momentum. A true hard corner across from household names — with new rooftops on the way — is the kind of setup you don’t see often.

    Good fit for:

    • QSR and fast casual concepts
    • Coffee or drive-thru
    • Multi-tenant retail pads
    • NNN investors looking for prime dirt

    I can send the flyer, plat, zoning details, pricing, and a quick take on comp activity in the area. If you’re active in the DFW metro, this is one to move on now — before the rooftops finish and the national guys fill in the gaps.