Mike Browning

Tag: Real Estate Ethics

  • 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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  • If They’re Your Agent, Why Does It Feel Like the Real Sales Job Was on You?

    If They’re Your Agent, Why Does It Feel Like the Real Sales Job Was on You?

    Do you want a guide at your side, or a closer at your back?

    Yesterday I talked about Jerry Jones, maybe the most un-okay guy in the world.

    Today, let’s talk about maybe the most okay group you’ll ever meet:

    Real estate agents.

    You know the type. Fancy car. Designer clothes. Buzzwords. Always closing. Talking fast.

    Not the best listener. (To be polite.)

    Here’s the truth: most of them aren’t making anywhere near the money they project. But they feel they have to look successful. Image is everything.

    That means taking any listing they can, even if it’s not their lane. Fake it til you make it.

    Land, houses, whatever. They’ll wing it. Say whatever they need to say to get your signature before you talk to anyone else.

    And when winging it goes wrong, ethics can get loose.

    Best case? You’ve got a funny story about hiring the wrong person.

    Worst case? You’ve got a horror story.

    I’m a little better at reading people than most. But this one isn’t hard to spot, even if you don’t see exactly what’s going on. You just know something feels off.

    If you’ve ever hired one, you saw the warning signs.

    But you did it anyway.

    Why?

    Probably because you told yourself:

    “They’re a great salesperson. That’s who I want on my side.”

    Except the real sales job was done on you.

    Here’s the question:

    If someone has to work that hard to get your business, how hard will they work to protect your interests?

    I don’t really look the part. I don’t need to.

    I’m not trying to sell you — I’m trying to guide you.

    If I’m doing my job right, you might not see me until closing.

    If we do meet, you’ll notice no designer logos (I don’t advertise for free), no buzzwords, no pressure.

    And no pitch.

    If any selling happens, it might be you telling me why we’re a good fit.

    If you want a pitchman, there’s plenty to choose from.

    If you want an actual professional and honest advocate, click below.

    Got a lot you might want to sell?
    Get a FREE, no obligation report on what it could sell for today.
    Get Your Lot Valuation

    Own land instead?
    Get a report for that here:
    Get Your Land Value

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