Mike Browning

Tag: real estate advice

  • The Gas Price People

    The Gas Price People

    It doesn’t pay to worry about the price of something you have to buy no matter what.

    Since I’m out looking at land all over DFW, I drive more miles than most people do in a month. And I don’t drive a Prius, I drive a pickup. Not one of the giant, jacked-up models, but I’m still not winning any awards for conservation.

    So if anyone should be paying attention to gas prices it should be me. But I don’t. But that doesn’t prevent others from telling me about the latest moves.

    You know the type. They watch the price board every time they pass a station. They’ll drive ten miles out of their way to save three cents a gallon. Burn more gas than the savings they get. They text their spouse: “Buc-ee’s in Melissa is at $3.09 right now.” The gas price conversation comes up at dinner like they’re tracking a stock.

    But think about it. Say prices jump twenty cents a gallon. My truck takes about 26 gallons. That’s five dollars more per fill up. Five bucks. The mental energy some people spend tracking that number, recalculating, stressing, and comparing costs more than five dollars. Probably a lot more.

    As a wise man once said: he who knows the price of everything knows the value of nothing.

    And that’s the real problem. When you’re focused on what something costs, you stop thinking about what it’s worth.

    Landowners do this too.

    Not with gas prices. With phone calls.

    They’ve been sitting on a piece of land, could be a hundred acres, could be forty, and every so often they wonder what it’s worth. What’s been selling nearby. Whether the market shifted. Whether now’s the time or not.

    But they don’t do anything about it.

    They’ve decided that the cost of checking is too high. Not in money. Something worse: the pressure. The pitch. The agent who’s going to spend forty-five minutes making it real estate conversation instead of land conversation, then follow up every two weeks until they finally block the number.

    So they wait. And while they’re waiting, they’re not getting the information they’d need to make a good decision when the time comes.

    That’s the real cost. And it’s not five dollars.

    Here’s what I’d ask you to think about.

    What if you knew ahead of time that the pressure thing wasn’t going to happen? If I promised you the conversation was just going to be information, that I wasn’t going to push, that you reach out and end up with a clearer picture and nothing more, would it still make sense to wait?

    Of course anyone can promise no pressure. But don’t take my word for it, hear it from people who actually got a Land Reality Check:

    “The information was helpful by providing market information. I did not and do not feel pressured to take any action. The information provided serves as a baseline for the market value of the property.”

    — Mary G., Frisco

    “How quickly I received a response that was so full of detailed information that I never would have known to even think about.”

    — Lisa H., McKinney

    “I was amazed at all the info I received. For free.”

    — Barbara K., Denison

    The value of knowing what your land is worth doesn’t go away because you’re not planning to sell today. If anything it goes up, because the people who make good decisions on land almost always understood the market before they needed to.

    The cost you’re worried about? It doesn’t exist here.

    PS- You’re probably not looking to sell today. And that’s great.

    But is it a bad idea to know where things stand?

    That’s what the MBR Land Reality Check is for. Sales data, competing listings, development pressure, the factors that affect value that you can’t see from the road.

    No pressure. No drama. Just valuable info to use when you’re ready. If ever.

    Get Yours Here

    PPS-Not ready for that yet? You can sign up below and just read. Land, markets, negotiation. No pitch.

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  • Things Change. That’s Not the Problem.

    Things Change. That’s Not the Problem.

    The schedule changed. Nobody called.

    My daughter started her first job recently. Retail. Big store.

    She’s a couple weeks in. Shows up on time, good attitude, does what she’s asked. In retail, that combination already puts you ahead of a significant portion of the workforce. The industry runs around 60% annual turnover. No-call-no-shows are a daily problem for store managers. Someone who just reliably shows up is one less thing to worry about.

    Which means they’ll notice. And eventually they’ll start asking more of her. She’s already getting way more hours than she initially expected. That’s fine. That’s how it works. You accommodate when you can, especially when you’re new. You never know who’s watching or where people end up. I have clients who’ve hired six-figure salespeople out of fast food drive-thrus because someone made an impression.

    But there’s a line.

    She has a friend leaving the country. Going away party scheduled around my daughter’s work schedule. She was off at 4, plenty of time. Except she looked back at the schedule and her shift had been moved. Hours later. Nobody asked. Nobody called. It was just different.

    That’s not a scheduling issue. That’s a respect issue.

    She was upset. I was able to talk her through how to approach it and she got things switched back. The boss said the only reason she changed it was that my daughter had written “open to any hours” on her application. Which is true. But a reasonable person knows that if you’re scheduled off, you’re not just sitting around waiting to work. You’re living your life. Sometimes a change is no big deal. Sometimes it’s a huge deal.

    Things change. The market moves. A buyer falls through. A timeline shifts. I’ve seen deals that looked simple get complicated fast and complicated ones come together out of nowhere. That’s just how it works and there’s no point pretending otherwise.

    But there’s a difference between things changing and someone changing things on you without a conversation.

    If something shifts that affects your timeline, your plans, what you thought was going to happen, you’re going to hear it from me first. Not after the fact. Not when it’s already done. You’re not going to look at the schedule one day and find out it’s been changed.

    You control this. That part doesn’t move.

    I can’t promise everything goes according to plan. Nobody can. What I can promise is that you’re never going to feel like you woke up and someone had already decided something for you.

    PS – Most landowners aren’t planning to sell today.

    But things can change quickly. When the time comes, the people who already understand the market tend to make better decisions.

    That’s what the MBR Land Reality Check is for. It looks at nearby sales, current listings, development pressure, and the details affecting value that aren’t obvious from the road.

    Is it a bad idea to know where things stand?

    Get Yours Here

    PPS- If you’re not ready for a Reality Check but enjoy reading about land, markets, and negotiation, you can sign up below and get these posts in your inbox.

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  • Not Ready to Sell?

    Not Ready to Sell?

    Good. Look Anyway.

    Most landowners aren’t thinking about selling. If anything, they’re thinking they never will.

    They’re at a 1 or a 2 on a 10-point scale. If that.

    But life comes at you fast. Kids going to college. Estate planning conversations you weren’t expecting. Something happening nearby that changes how you feel about owning land there. We’re seeing that a lot right now, data centers, crypto mining operations moving into rural areas. Things that weren’t on anyone’s radar two years ago.

    You can go from “I’m never selling” to “I wish I’d sold last year” faster than you’d think.

    So it’s worth having a baseline. Most people agree with that in theory. Most people still won’t do it.

    Because the last time they asked a question like this, they ended up in a conversation moving faster than they wanted to move. Some agent walking the property, running numbers, and applying list-now pressure that would make a timeshare salesman blush.

    It’s uncomfortable.

    So they wait. Market shifts. They finally get serious two years later with worse information than they would have had if they’d just asked the question when they first had it.

    That’s an expensive way to stay comfortable.

    The landowners who make good decisions are almost never the ones who acted fast. They’re the ones who started paying attention early. Understood the market before they needed to. Weren’t scrambling when the time came.

    That takes time. And it starts before you’re ready.

    Looking doesn’t mean selling. Getting a clear picture of what your land is worth, what’s selling nearby, where development pressure is headed, none of that commits you to anything. It just means you’re not guessing when it matters.

    The only thing that makes early conversations uncomfortable is working with someone who treats them like a sales call.

    That’s not how I operate. If you’re at a 3, I’d rather you know where things stand than stay in the dark because you were worried I’d push you somewhere you weren’t ready to go.

    You control the timeline. That part is on you.

    My job is simply to make sure you have the information when you’re ready to use it.

    PS – Most landowners aren’t planning to sell today.

    But things can change quickly. When the time comes, the people who already understand the market tend to make better decisions.

    That’s what the MBR Land Reality Check is for. It looks at nearby sales, current listings, development pressure, and the details affecting value that aren’t obvious from the road.

    Is it a bad idea to know where things stand?

    Get Yours Here

    PPS– If you’re not ready for a Reality Check but enjoy reading about land, markets, and negotiation, you can sign up below and get these posts in your inbox.

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    By submitting, I understand I will receive marketing emails and blog posts from Mike Browning Realty and/or associated companies. Unsubscribe at any time.

  • You Owe It To Yourself To Work With An Expert

    You Owe It To Yourself To Work With An Expert

    And I owe it to you to let you know when it’s not me.

    One of the people I did a MBR Land Reality Check for reached out to me recently. They had a rental house coming available and asked if I’d like to handle it for them.

    Which is sort of how I always talk about this business working.

    Most people are not looking to do a real estate deal today.

    But eventually, many of them will.

    The idea is not to pressure somebody into moving before they’re ready. It’s to already be there when the time comes.

    You don’t know who, when, or what the situation will be. But if you position yourself correctly over time, opportunities tend to show up.

    At least that’s the idea.

    This probably would have been fairly easy money.

    My license allows me to handle residential leasing. I could have figured out a reasonable rent pretty quickly. Probably could have helped coordinate repairs too.

    But then you start getting into the details.

    Which upgrades actually increase rent versus just costing money? Which repairs matter most? What corners can safely be cut, and which ones become expensive later?

    That’s where specialization starts mattering. And I’m not a residential leasing guy.

    A good leasing agent already knows which improvements tenants say they want versus what they’ll actually pay extra for. They know what tends to lease quickly, what creates problems later, and which contractors consistently do solid work.

    I don’t know those things the way they do.

    And that matters.

    If I had taken the listing, I’d estimate there was probably a 90% chance everything goes smoothly and nobody ever notices the difference.

    But what about the other 10%?

    When something unusual happens, experience starts compounding very quickly. The person who has already seen that exact situation three times operates differently than the person figuring it out in real time.

    So I passed on it.

    I appreciated the opportunity. I offered to help them find somebody who focuses on residential leasing instead, and we’ll see what happens.

    I think that was the right decision.

    And not just for them, for me too.

    I’ve said before that everybody has the same amount of time. Every hour spent doing something outside your core competency is an hour not spent getting sharper at the thing you actually specialize in.

    A lot of people in this business try to be everything at once. Residential. Commercial. Land. Leasing. Investment sales. Farm and ranch. Property management.

    Sometimes they can pull it off.

    There’s usually a reason the best people narrow their focus over time.

    You owe it to yourself to work with somebody who already lives in the world you’re stepping into.

    Not somebody hoping they can figure it out as they go.

    PS – Most landowners are not planning to sell today.

    But situations change. Markets change. Development pressure changes too.

    That’s what the MBR Land Reality Check is for.

    It looks at nearby sales, current competition, market direction, and the details affecting value that are easy to miss if you don’t spend time in the land business every day.

    Is it a bad idea to know where things stand?

    Check It Out Here.

    PPS – If you’re not ready for a Land Reality Check but enjoy reading about land, negotiation, and how markets actually work, you can sign up for the blog below and get future posts in your inbox.

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  • You Know You Should. You Also Know Why You Don’t

    You Know You Should. You Also Know Why You Don’t

    It doesn’t have to be the way you’re afraid it will be.

    If you own non-residential real estate, you probably find yourself wondering from time to time what it might sell for today. How it fits into your overall financial picture. What’s going on around it.

    You’d probably also agree it’s a good idea to know.

    Even if you’re not planning to sell. Things change. Sometimes faster than expected. And it’s a lot easier to deal with that when you already have a handle on things, rather than trying to figure it out when you need it yesterday.

    Not to sound like an NRA ad, but it’s better to have the information and not need it than need it and not have it.

    So you know you should.

    But you still don’t.

    And the reason is pretty simple.

    We’ve all had the experience of getting close to needing a new (or newer) car. You start looking online just to get a feel for things, and before you can even look at anything, a chat box pops up.

    It says there’s a real person there. You know there isn’t.

    If you get past that, you’re not getting much real information without giving them your email or phone number. And once you do, you’ve effectively signed up to hear from them for the foreseeable future.

    All the dealerships say they’re different. Experience says they’re mostly the same.

    Sounds a lot like Realtors, if we’re being honest.

    If you ask for an evaluation, you expect it to come in high. High enough to get your attention. Then adjustments get made later once you’re already in the process. And if you don’t move forward right away, you can expect follow-up. A lot of it.

    So while you know it would be smart to stay on top of things, I understand why you don’t.

    Most people don’t.

    But that doesn’t mean you’re wrong to want the information.

    It just means you don’t want everything that usually comes with it.

    So here’s the question.

    What if you could look without getting pulled into a process?

    What if you could get a realistic view of where things stand, without someone trying to turn it into a listing conversation before you’ve even had a chance to think about it?

    That’s the difference.

    Am I going to follow up with you? Of course.

    But it won’t feel like what you’re expecting.

    Allow yourself to take a look while the pressure is off.

    PS- Most landowners are not planning to sell right now.

    But when something changes, the ones who already understand what they’re dealing with tend to handle it better than the ones figuring it out on the fly.

    That’s what the MBR Land Reality Check is for. It looks at actual sales, what’s competing, and the things that quietly push value one way or the other.

    Is it a bad idea to know where things stand?

    Get Yours Here

    PPS- If you’d rather just keep an eye on how this works, you can sign up below and get these posts in your inbox.

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  • You’re Not Avoiding Selling

    You’re Not Avoiding Selling

    You’re avoiding the conversation that comes with it.

    Most people like the idea of a new car.

    They don’t like buying one.

    It usually means going somewhere, sitting down, and dealing with someone who says they’re there to help, and you know they’re trying to sell you something.

    That’s not a knock on them. The job is to sell. They also know that if you leave without buying, you’re probably not coming back.

    That changes the conversation.

    You start sorting through everything in real time. What’s real, what’s a line, what’s being left out. After a while, you’re just looking for a way to get up and leave.

    So you put it off.

    Not because you don’t want the car, but because you don’t want that process.

    If you own lots or land, it’s usually the same thing.

    You know at some point it might make sense to sell, or at least understand where things stand. But that usually means stepping into that same kind of conversation.

    Sitting down with someone who talks in generalities, leans on clichés, and keeps nudging things toward a deal. Whether it’s obvious or not, there’s a preferred outcome.

    So you leave it alone.

    Not because doing nothing is clearly right, but because it’s easier than dealing with that.

    I see it all the time. People wait until something forces the issue, and by then they’re reacting instead of deciding.

    What you actually want is pretty simple.

    You want someone who will tell you the truth, even if it doesn’t lead anywhere. Even if it doesn’t make anyone money right now.

    And you don’t want to block off half a day just to get there.

    That’s how I handle it.

    I do things in a way that doesn’t soak up your time or leave you feeling dragged along in the process.

    I’m here to advise, but you’re in control. I work for you, not the other way around.

    A lot of the properties I’ve sold, I didn’t meet the seller until closing. Some I never met at all. Not because I avoid it. I’ll meet whenever it makes sense.

    But it doesn’t have to start there.

    It can start with a conversation. Email is fine. That’s usually what I prefer anyway.

    Sometimes that turns into a sale. Sometimes later. Sometimes not at all.

    But at least you’re deciding based on what actually makes sense, not because you got pulled into something you didn’t really want to deal with in the first place.

    PS – Most people aren’t planning to sell today.

    But things change, timing, markets, personal situations.

    When that happens, the people who already understand where they stand tend to make better decisions.

    That’s what the MBR Land Reality Check is for.

    It looks at nearby sales, current listings, development pressure, and the details that affect value but don’t show up in a quick search.

    This is typically something I’d charge for, but I’m offering it at no cost for now.

    If you’ve ever wondered what your property actually looks like in today’s market, it’s a straightforward way to find out.

    Get the MBR Land Reality Check

    PPS – If you’re not ready for that but you like thinking through land, markets, and negotiation, you can sign up below and get these posts in your inbox.

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  • The Plan They Sell Isn’t Always The Plan They Use

    The Plan They Sell Isn’t Always The Plan They Use

    Doesn’t mean it’s wrong, just don’t miss the gap

    A while back I talked about The 4-Hour Workweek. The idea that most people already have that, they just spread it across forty.

    One thing I didn’t mention then is the guy who wrote it, Tim Ferriss.

    He wasn’t wrong about the mechanics. You can automate parts of a business, outsource work, and cut down the time you personally spend on certain things.

    But the title was a marketing decision. It was the one that tested best.

    And when that book came out, he was everywhere. TV, interviews, flights, promotion. If you paid attention, it felt like he was on TV more than four hours a day by itself, before you even account for travel, prep, or whatever else he had going on. He didn’t have the four hour week he was selling.

    So there’s a split there. The idea has some truth to it. The presentation is doing something else.

    That doesn’t make it useless. It just means you don’t take it at face value. You look at what the person is actually doing, not what they’re telling you can be done.

    That shows up in a lot of places. Real estate is one of them.

    There’s a version of this where every seller gets the same pitch and the same process, no matter what they actually need. That’s usually about the agent, not the property.

    Because the situations aren’t the same. Some people need to sell now. Some want to sell if it makes sense. Some only want to sell if everything lines up just right. Those don’t get handled the same way, even though they often are.

    Yes, I get paid on commission. That part isn’t hidden. But I’m not set up where every conversation has to end with a listing. I’ve got other things going on, so I don’t need every situation to force the same outcome.

    If the only path someone offers you is the one that gets them paid, you’re not really being advised. You’re being moved.

    PS – Most landowners are not planning to sell today. But things change, and when they do, the people who already understand their market tend to make better decisions.

    That’s what the MBR Land Reality Check is for. It looks at nearby sales, current listings, development pressure, and the details that affect value.

    Is it a bad idea to know where things stand?

    Get Yours Here

    PPS – If you’re not ready for a Reality Check but enjoy reading about land, markets, and negotiation, you can sign up below and get these posts in your inbox.

    Register to Receive Posts Via Email!

    By submitting, I understand I will receive marketing emails and blog posts from Mike Browning Realty and/or associated companies. Unsubscribe at any time.

  • Never Ask a Barber If You Need a Haircut

    Never Ask a Barber If You Need a Haircut

    And be careful asking a real estate agent if it’s a good time to sell.

    You already know how agents get paid.
    Property sells, they get a commission. If it doesn’t, they don’t.

    That part isn’t confusing.

    What people don’t always think through is what that does to the conversation before anything sells.

    Most brokers give out information upfront.
    Valuations, pricing opinions, strategy.

    I do it too.

    It looks free, and in a narrow sense it is. You’re not writing a check for it.

    But it’s not neutral.

    If someone only gets paid when something sells, their advice is going to lean that way. Not because they’re lying. Because that’s how the structure works.

    List it.
    Price it.
    Get it done.

    You’ll hear about timing, positioning, exposure. A lot of that is right.

    What you won’t hear as much about is doing nothing. Holding. Waiting. Changing the plan in a way that doesn’t lead to a quick transaction.

    Those paths don’t pay.

    So they don’t get the same attention.

    That doesn’t make the broker bad. It just means you should understand what’s driving the advice.

    In my case, I’m in the same model. I get paid when something sells.

    But I’m not in a position where every conversation has to end there. I can tell someone to sit still when that’s the better move.

    A lot of brokers can’t.

    If the only path someone lays out for you ends in a listing, it’s worth noticing.

    Not arguing. Not accusing.

    Just noticing.

    And asking yourself one question.

    Would this still make sense if I didn’t sell?

    PS – Most landowners aren’t planning to sell today.
    But situations change, and when they do, the people who already understand their position tend to make better decisions.

    That’s what the MBR Land Reality Check is for.
    It looks at nearby sales, current listings, development pressure, and the details that don’t show up in a quick search.

    Is it a bad idea to know where things stand?

    Get Yours Here

    PPS – If you’re not ready for that but like reading about land, markets, and negotiation, you can sign up below and get these in your inbox.

    Register to Receive Posts Via Email!

    By submitting, I understand I will receive marketing emails and blog posts from Mike Browning Realty and/or associated companies. Unsubscribe at any time.

  • You May “Know,” But Do You Know?

    You May “Know,” But Do You Know?

    Theoretical Knowledge vs Applied Skill

    Understanding something in theory is useful.

    But theory isn’t the same as knowing what to do.

    Most things in life have that divide. The classroom version and the real-world version. The idea and the application. Real estate is no different.

    Understanding what’s happening in the market around your land is theoretical knowledge. Sales. Listings. Prices. Buyer activity. Development pressure. All of that is information.

    Knowing what it means, and what to do with it, is applied skill.

    And like most applied skills, it’s better to develop it before you actually need it.

    Or find a trusted advisor who will be on your side when that time comes.

    Because life changes quickly. What you expect the next six months to look like today might look very different tomorrow. Health changes. Jobs change. Kids move. Opportunities appear. Problems appear.

    We all know this. We just prefer not to think about it too much because it reminds us how little control we actually have.

    Most landowners aren’t planning to sell. That’s normal. In fact that’s the default.

    Sometimes people even call me after getting one of my letters just to tell me they would never sell their land. Thank you very much. Like I asked them to sell a kidney.

    And then six months later the property is on the market.

    Sometimes listed by me.

    You don’t have to decide anything today. You may never have to make that decision. But if the day ever comes, it helps to already understand the terrain.

    Is there any downside to learning?

    P.S.- For landowners who would like to get the most current info on things affecting their land and its value, I’ve created the MBR Land Reality Check.

    It’s a professional Broker Opinion of Value based on current listings, recent sales, and what buyers are actually doing in your area. And more.

    It’s free today (tho it may not always be). And never any pressure to list.

    Get It Here

    P.P.S. If you don’t need the Reality Check today but enjoyed reading this, you can get these in your inbox whenever I publish them (usually daily).

    Sign up here.

  • 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.

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