Mike Browning

Tag: real estate strategy

  • It’s All In How You Look At It

    It’s All In How You Look At It

    We often make things harder in our minds than they really are.

    I’ve heard land investors talk about searching for deals and use the metaphor “like looking for a needle in a haystack.” And I get it. You have to look through a lot of stuff you don’t want to (maybe) find what you do want.

    But think about it a minute.

    And don’t assume rules that nobody spoke.

    Hay is flammable. Needles aren’t.

    Needles are magnetic. Ashes aren’t.

    So if you really want to find that needle, just burn the haystack. Then take a magnet or metal detector to find the needle in the ashes. And you’re done.

    Instead of getting worked up about how hard something sounds, just think it through and see if there’s a creative solution.

    I recently ran a quick search in the greater North Texas area (22 counties). In the land category, there were a little over 4,200 properties available.

    That’s a pretty big haystack. Over 99% of those aren’t going to be suitable for what you’re looking for. Makes it hard to want to start looking.

    And even if you could look through them all, the list changes every day. New properties come on the market. Others sell, expire, get canceled, or get reduced.

    I’ve figured out a way to screen daily for new and reduced properties that appear to be priced well based on recent nearby sales. Burning the haystack, if you will. That leaves me with a much shorter list to run the magnet over.

    Most low-priced properties are cheap for a reason. Floodplain. Access problems. Utility issues. Some other defect that isn’t obvious from the listing. Those get ruled out too.

    Every so often I end up with one or two that are worth a closer look.

    And I have a list of people I alert when that happens.

    But there’s not always a fit.

    It may not be in an area they like. Or it’s more (or less) money than they’re looking to invest. Or maybe they just bought something else.

    So every now and then I end up looking at something I think deserves a closer look and don’t really have the right investor to send it to.

    I’m trying to fix that.

    To hear about opportunities when they survive the filtering, click below and tell me what you’re looking for.

    No obligation. No pressure. Just a way to see what catches my attention before it disappears.

    Would it be a bad idea to know about them?

    Learn More Here

  • News Isn’t Good or Bad. It’s facts to be acted on (or not).

    News Isn’t Good or Bad. It’s facts to be acted on (or not).

    There’s no point in curling up into a ball, keep making decisions.

    Lots of people read the news like it’s a scoreboard. Up, down, good, bad. That’s not what it is. It’s information about where things are moving, and who is moving.

    I was reading through one of Dan Kennedy’s memos this week. He was in Florida for a few days, just observing. His takeaway was simple. There’s money everywhere down there. Restaurants full, prices high, people spending without hesitation. He wasn’t celebrating it or complaining about it. He was noticing it.

    Most people don’t do that. They react. A smaller group watches patterns.

    Money leaving one place and showing up somewhere else isn’t “good” or “bad.” It depends on where you’re standing. If you own property where it’s going, it tends to look pretty good. If you’re on the other side of it, it doesn’t. Same movement, different outcome.

    People talk about “the market” like it’s one thing. It isn’t. It’s a bunch of separate movements happening at the same time. Some areas are heating up, some are flattening out, and some are quietly getting ignored.

    Most people don’t adjust. They sit where they are and hope they’re in the right bucket. That’s not a strategy.

    You don’t control where money flows. You don’t control policy, taxes, or migration. But you do control what you own and what you do with it.

    That’s where people get stuck. They treat everything like it belongs in a separate box. Retirement accounts over here, real estate over there, and that piece of land they haven’t looked at in ten years sitting off to the side. No connection between them.

    The outside world doesn’t respect those boxes. If money is moving, it’s moving. It doesn’t care how you’ve categorized your assets. The only thing that matters is whether you can respond.

    Retirement accounts come with rules. Limited options and limited timing. Real estate doesn’t. You can hold it, sell it, split it, reposition it, wait, or move on. That flexibility gets wasted more than it should.

    Not because people make a bad decision, but because they never make one at all. They stop looking.

    They label something “long term” and mentally file it away. Meanwhile everything around it keeps changing. Population shifts, infrastructure, development pressure. Then one day they realize something passed them by, and they didn’t even know it was happening.

    There are always people who see movement early, and people who react late. That part doesn’t change.

    So when you hear about money moving, companies relocating, entire regions reshuffling, it’s not something to argue about. It’s something to factor in, then decide what it means for what you own.

    Or don’t.

    PS- Most landowners are not planning to sell today.

    But things can change quickly. 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 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 like reading about land, markets, and negotiation, you can sign up below and get these posts in your inbox.

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  • You Don’t Know If You’re Early or Late Until It’s Over

    You Don’t Know If You’re Early or Late Until It’s Over

    Timing feels obvious only in hindsight.

    If you’ve been around real estate long enough, you’ve probably had this experience:

    I’ll see a property hit the market — or worse, see what it sold for — and realize I looked at it years ago when it was 10–25% of today’s price.

    Or I’ll see something sold in the past — personally or for a client — and the new number makes me shake my head.

    I joke sometimes that my only mistake back then was doing due diligence. Should’ve just bought everything and waited.

    And never sold.

    But that’s not real life. We all have finite capital. There are opportunity costs, trade-offs, other priorities, and other deals.

    No one knows the exact moment when a market bottoms out or tops out.

    If they tell you they do, they are either lying or deluded.

    It’s the same with stocks, if you’re into that. Everyone has a story about selling too early.

    Strangely, we rarely congratulate ourselves for selling before something tanked.

    We just act like that part doesn’t count because our brains are wired with loss aversion. Losses (or missed gains) tend to hurt about twice as much as gains (or missed losses). So we obsess over what we did “wrong.”

    Hindsight is perfect. In the moment?

    Timing always feels uncertain.

    When things look expensive, you tell yourself you should wait. When things look cheap, you’re afraid they’re cheap for a reason.

    Meanwhile, the only people who get anywhere are the ones who move forward despite not knowing.

    You make the best decision you can with the information you have at the time.

    You accept you might be early.
    You accept you might be late.
    But you keep going.

    The market (and life) rewards persistence more than perfection.

    So whether it’s land, business, stocks, or life in general — don’t expect a signal before the moment arrives.

    You won’t know until later whether it was the exact right time.

    All you can do is make the best decision you can, given where you are, and keep moving.

    Subscribe for more here.

    PS — You’re probably not ready to buy or sell real estate right now, and that’s fine.

    But if you own land or non-residential property, it never hurts to know what it’s actually worth today.

    I offer a free, no-obligation analysis on any non-residential tract — no pressure, no sales pitch, and no guessing.

    Just current data, comps, trends, and a straight answer.

    Would it be a terrible idea to at least know where you stand?

    Click below to get started.

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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?

    Click Below:

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  • Be Smart Like Donald Trump

    Be Smart Like Donald Trump

    Hillary might shame you if she knew. But the laws are the laws.

    If you’re like me, you figured out a long time ago that political debates are mostly useless for deciding who to vote for.

    But that doesn’t mean they’re not entertaining — especially if a certain someone’s involved.

    (You know who I’m talking about.)

    And sometimes, something gets said that’s worth remembering.

    In one of the 2016 debates, Hillary Clinton tried to shame Donald Trump for paying zero in income taxes some years.

    Trump cut her off and said, “That makes me smart.”

    Second-best line of the night, right behind “Because you’d be in jail.”

    But I digress.

    The point is: whatever you think of it, the tax laws are what they are.

    You might not like that a guy like Trump can structure things where he doesn’t pay much (or anything) in taxes. But that doesn’t make it illegal.

    You can try to change the laws (good luck), or you can use them to your advantage — within the rules.

    If you’re selling real estate, hopefully you’re looking at a nice gain.

    But with that comes Uncle Sam waiting for his share.

    Knowing a few basic rules can help you structure your sale in a way that keeps a lot more of what you’ve earned.

    That’s why I put together a short guide called “Minimize Your Capital Gains Taxes.”

    It walks through several of the best strategies used by experienced sellers — written in plain English, not accountant-speak.

    Here’s what it covers:

    • The IRS Exclusion Rule: How to qualify for the $250,000 / $500,000 gain exemption
    • Improving Your Basis: Why it pays to keep track of upgrades and improvements
    • 1031 Exchanges: How reinvesting the right way can defer taxes entirely
    • Timing & Strategy: Why a little planning before you sell can save a lot later

    It’s not a long read — five minutes tops — but it could save you thousands.

    Get the Report Here

    If you’re even thinking about selling property in the next year or two, it’s worth understanding how the numbers really work.

    And if you’d like me to show you what your land, lot, or home is worth in today’s market, I’ll include that too — no charge, no pressure, no tax lectures.

    Disclaimer:

    I’m not a CPA or tax attorney, and this guide isn’t tax or legal advice. Everyone’s situation is different, so you should always consult qualified professionals before making financial decisions. This information is just meant to help you ask better questions and make better plans.

  • But We Can Get More… Right?

    But We Can Get More… Right?

    Selling isn’t just about numbers—it’s about outcomes.

    When I list lots for clients—especially custom home lots—I’m often asked that question. And the answer is: maybe. But that’s not always the point.

    I feel like I usually negotiate stronger deals than most agents. Part of that’s volume, part is experience—but a big part is that I’m not desperate to close something today. I can afford to wait, and more importantly, I can afford to tell my clients to wait, if that’s what’s best for them.

    A lot of agents can’t. They need the deal, now. So they lean on their sellers to take the first offer that shows up—even if it’s 20% below ask.

    I don’t do that.

    I’ve seen patience pay off again and again. My sellers walk away with more, and I walk away with another high comp that helps the neighborhood and everyone else trying to sell.

    But here’s the thing: “more” isn’t always better.

    Right now, I’ve got a client who donated a lot to a nonprofit. We had a target price in mind. When an offer came in 5% below that number, they passed.

    Then they came back, second-guessing: Should we have taken it?

    I wanted the higher price—it helps my numbers, helps the market. But I told them no, this time the better decision might be to take the lower offer and move on.

    Because every extra month the charity holds the lot costs them money: taxes, HOA dues, insurance. If they wait six months hoping for more, they could lose that gain in holding costs.

    And the longer they wait, the longer they’re not using that money to do what they’re meant to do—help people.

    So yes, I want to sell your lot for as much as possible. But even more than that? I want to help you make the best decision for your situation. Sometimes that means walking away from an offer. Sometimes it means taking one before it slips through your fingers.

    Either way, I’m here to give you the kind of advice that’s not based on what I need—but what you need.

    When you’re ready for that kind of agent, I’m ready to help.

    Got a lot you might want to sell?
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  • A PhD in Shut-Uppery

    A PhD in Shut-Uppery

    The less you’re talking, the more you’re probably winning

    Not talking might be the most powerful negotiating move you’ve got. Just not talking. No pitch, no follow-up, no filler.

    Maybe a bit of an exaggeration, but not by much. Silence makes most people squirm. And when they’re uncomfortable, they talk. And when they talk, they say more than they should.

    I first heard the advice “just shut up” early in my career. I was helping an acre-lot developer try to acquire a tract. We took the seller to dinner. Every time the conversation slowed down, I jumped in to keep things moving—just like you’ve probably seen plenty of agents do.

    Afterward, the buyer pulled me aside and shared something he’d read in a book on unconventional negotiation:

    Stop talking. Let the silence work.

    Being a natural introvert, I didn’t need much convincing. I tried it out, and the results were immediate.

    Fast forward a few years. That developer had become a publicly traded homebuilder. Same guy in charge of acquisitions. I was helping them with a deal in Seagoville that had gone cold. I set up a call with the seller. After introductions, I didn’t say a word. My client barely said anything either. But five minutes later, the deal was done. Big one, too.

    When the seller dropped off the call, my client laughed and pointed out that I hadn’t said a single word.

    I reminded him: “I’m just doing what you taught me.”

    He nodded. “You did it right.”

    Now, I’ll admit my way isn’t always flashy. Sometimes it doesn’t look like I’m doing anything. But if the deal gets done, isn’t that what actually matters?

    Especially if you don’t have to sit through a bunch of pointless yammering to get there?

    Got a lot you might want to sell?
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  • Flipping the Script on Water Companies

    Flipping the Script on Water Companies

    Sometimes you have to get creative

    I’ve talked a lot about water. How critical it is to property values. How frustrating the water companies can be. And how the whole thing can feel like a bit of a racket.

    Other utilities matter too, but they’re often easier to manage.

    No sewer? You can always go with septic. It means your lots have to be larger, typically at least one acre depending on the location, but development is still very doable.

    Electric is usually not far away. Most providers will bring power to the front of your property at no cost. From there you just cover the cost of running it to your home or development. Unless you’re miles from the grid, which is unlikely around here, it’s almost always manageable.

    Internet is getting more important all the time. If someone wants to live in an outlying area and can afford today’s prices, it’s almost a given they work remotely at least part of the time. Ideally there’s fiber or at least DSL available, and that’s becoming more common. But even if not, there are cellular and satellite options that are improving fast and can bridge the gap.

    But water? You can’t work around that. If you don’t have water service, there’s not much you can do.

    You need water to build. To develop. To sell smaller tracts. You can drill a well, but that’s expensive and the water quality can be hit or miss.

    Water is the gatekeeper, and the water companies know it. That’s where the racket comes in. You need them, and they don’t have competition. So they make the rules.

    But there are ways to turn the tables.

    Years ago I was part of a group buying land as an investment. We knew a larger line would be needed for future development, so we met with the local co-op. Of course they wanted us to pay for any improvements.

    But then they mentioned they were looking for a new well site, possibly on the west side of our land.

    Instead of negotiating the sale price, we offered to donate a site on the east side. That meant they’d have to run a line across the front of our property.

    That move didn’t just help the water company. It made our land more valuable and future-proofed development.

    That’s the kind of thinking I bring to a project. I’ve built solid relationships with utility providers. I know what’s possible, and I know how to get it done even when it feels rigged.

    When you’re ready to buy, sell, or develop land in North Texas, I can help you avoid the headaches and find the wins others miss.

    Just tell me when.

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  • Avoiding Self-Inflicted Wounds Since 1999

    Avoiding Self-Inflicted Wounds Since 1999

    I’ve been learning from mistakes (mine and others) for a long time

    A client of mine recently went under contract on a tract we think is prime for an acreage lot development. It’s outside any city limits—thankfully—so we’re dealing with the county instead of some slow-moving municipal planning department.

    County processes? Still not fast. But we’re talking 1–2 months for plat approval instead of 5–6. That’s a win.

    Even better, the seller had already started working with an engineer, so we’re ahead of schedule compared to most deals like this.

    But before you do anything with a plat, you have to confirm the local water co-op has capacity to serve the project. If they don’t, you need to know what has to happen to get service.

    That starts with paying $1,000 to their engineer—just for them to look at it. Seems like a few hours of work, right? Nah, they’ll quote you “a few weeks.” Feels like a racket because it kind of is. But here we are.

    Knowing this, I negotiated a 60-day option period for my client to complete due diligence. And in case we needed more time, we got two 30-day extensions built in—for a nominal fee that gets credited toward the purchase price. So, effectively free if the deal closes.

    Now here’s where things really went our way:

    The engineer came back quickly (shocker) and confirmed there is capacity—without needing system upgrades. That never happens. But we’ll take it.

    Phase I of the plat has already been approved. It just needs to be filed, and we can start selling those lots—they don’t require new streets. The rest of the plat is moving toward approval too.

    Now the seller wants to know: “Are you going to skip the extensions and close sooner?”

    I haven’t even asked my client, but I can already tell you the answer—hard no.

    Here’s why:

    When you’ve got a property under contract, you control it—without paying for it yet. That means we can start talking to builders and buyers, even write contracts on the lots. We just can’t close those until we officially own the land.

    Meanwhile, the purchase money? Sitting in my client’s bank account, earning interest.

    No brainer.

    When negotiating, I honestly expected the seller to insist that any extension fees be added to the price, not credited toward it. And that it be new money, not just a release of funds already at title. Nothing too crazy—just enough to make it worth our while to forgo an extension we don’t really need. And we’d have agreed to it.

    Why didn’t he? No idea. Maybe he didn’t think it through.

    Why didn’t I point it out? I’d have been breaking my fiduciary duty to my client. Plain and simple. It’s my job to get my client then best deal, not the other way around.

    So here are two takeaways:

    1. If your contract gives a buyer extension options, assume they’ll use every single one and close on the last day possible. That’s just smart business on their part.
    2. If you’re not experienced negotiating land contracts, there’s a good chance you’ll put yourself in a non-ideal but avoidable situation. This can cost you time, money or both.

    Having the right person on your side matters. Not every deal is perfect, but if I’m representing you, you’ll know exactly what you’re getting into—before you sign anything. Not after.

    Thinking about selling? You know where to find me.

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