Mike Browning

Tag: selling land

  • It Doesn’t Have To Be Complicated

    It Doesn’t Have To Be Complicated

    If you have the right person on your side

    Most landowners assume selling property is going to take a lot of time and effort.

    They’ve usually seen enough to believe that. There are a lot of moving parts. Pricing, marketing, negotiations, due diligence. None of it is complicated on its own, but it stacks up and tends to show up all at once.

    So people expect to be tied to it. Phone calls, emails, decisions every day.

    Sometimes that’s true. But usually it isn’t, if things are handled correctly.

    I worked with a landowner who had owned a lot for about seven years. He planned to build, then didn’t.

    The main concern wasn’t whether it would sell. It was whether it would be positioned correctly from the start.

    Here’s how he described it after the fact:

    “Great. Mike was on top of the entire process. He knew the market. It was priced appropriately to sell it. Instantaneously we had 3 offers. Mike outlined all 3 and negotiated what we felt was the most solid offer. It was an extremely easy experience.

    The main communications happened when I was at a WGC event in Austin. A couple of phone conversations on the golf course was all it took to reach a deal.

    I had owned the property for 7 years and decided not to build. The final outcome was better than expected.

    I had a good experience with Mike. Although we never met I was confident in his skills and ability and he came through.”

    We never met in person. Most of it was handled remotely, with a few conversations when decisions needed to be made.

    That’s not unusual when things are set up correctly.

    Pricing does most of the heavy lifting. If it’s right, the right buyers show up early and you’re choosing between options instead of chasing interest.

    Clarity matters just as much. Multiple offers don’t help if you can’t tell which one actually closes. Laying them out side by side usually answers that.

    And the process itself needs to be managed, not reacted to. Title, access, timing, expectations. Handle those early and they don’t come back later.

    Not every deal is that clean, and some shouldn’t be. But when the setup is right, the amount of effort required tends to drop more than people expect.

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

    But situations change. And when they do, the people who already understand the market usually have a better experience.

    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 from the road.

    Is it a bad idea to know where things stand?

    Get yours here.

    PPS – If you’re not ready for that but like seeing how these deals actually work, you can sign up below and get these posts in your inbox.

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  • Waiting Is Always Good. Until It Isn’t.

    Waiting Is Always Good. Until It Isn’t.

    Mistime things, and you could end up waiting a lot longer than you wanted.

    Most landowners don’t feel pain at the beginning of a market shift.

    They notice it much later — after time has already done the damage.

    After the savings and loan crisis, some properties traded for less than the commission paid on the prior sale. Not less than the original purchase price. Less than the fee someone paid to sell it before.

    That didn’t happen because the land suddenly became useless. It happened because demand vanished, capital froze, and landowners who waited ran out of options.

    After 2008, the same thing happened again, just more slowly. Values didn’t bounce back the next year. Or the year after that.

    In many areas it took years just to get back to even, assuming the owner could afford to wait that long.

    Land doesn’t move like houses.

    There is almost always some demand for houses. People get transferred. Families grow or shrink. Some buyers are doing well no matter what the economy is doing.

    Even in soft markets, houses still trade.

    A nice custom home on acreage is different. That buyer isn’t moving because they have to. They’re upgrading. They’re stretching. They’re making a lifestyle decision.

    When things get uncertain, that buyer can disappear almost overnight.

    Developers behave the same way, just at a larger scale. When markets are hot, lots get built quickly. Subdivisions move fast. Capital flows easily.

    When things slow down, that inventory doesn’t vanish. It sits. For a while, there’s simply too much of it.

    So developers change roles. Instead of paying retail on something they can develop immediately, they only buy if the price allows them to wait several years and still hit their return target. Or they step back entirely.

    When that happens, landowners are no longer negotiating with builders — they’re negotiating with patience.

    Investors are always around, but investors don’t buy on hope. They buy on margin. And when they’re the primary buyers left, pricing shifts. Whether landowners like it or not.

    None of this means history is definitely about to repeat itself. It means timing matters more than most landowners want to admit.

    The real risk isn’t the market collapsing tomorrow.

    It’s drifting into a thinner market without realizing the buyer mix has changed.

    When demand narrows, prices can change quickly. The problem is you often don’t know how much. Land is illiquid, and there just aren’t many comps. With houses, year-over-year data tells a story. With land, silence often tells it first.

    When prices fall, time takes over. And once time is in control, landowners don’t get to set the terms anymore.

    That’s usually when regret shows up — not because someone sold too soon, but because they waited too long to be honest about what they owned and who would actually buy it.

    More like this in your inbox here.

    PS- It’s easy to see that housing — and by extension land — has softened over the last couple of years. Interest rates matter. If they fall, houses become more affordable. If they rise further, things tighten.

    You may not be planning to sell today. You may be holding long term. But is it a bad idea to know where things stand right now?

    I offer a free, no-obligation analysis on non-residential property. Real comps. Utility and access info. Market trends. Nearby sales activity that actually matters.

    No pressure.
    No BS.
    Just integrity and diligence.

    Does it ever hurt to have current information?

    Click Below:

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  • This Doesn’t Stop ’Til You’re Dead

    This Doesn’t Stop ’Til You’re Dead

    You’re always going forward or backward. Fortunately, you get to choose.

    In my younger days, I spent (some might argue wasted) a lot of time playing pool. And I was pretty good. But life changed and I quit spending so much time doing it.

    Now I might pick up a stick once every couple of years. Some days I look like I still have it, and other days I look like a beginner. Either way, I’m nowhere near what I was.

    If you’re into something like weight training, you know the same thing happens. As long as you keep going you’ll keep getting stronger. But the moment you stop, you start getting weaker.

    You’re either moving forward or backward. You can’t sit still.

    The principle works in real estate and business. Or anything else really.

    You’re either growing in knowledge or drifting farther away from the truth of the market. There is no neutral setting. Not for people, and not for property.

    You’re either learning or stagnating.

    You don’t “level off.”

    Not in business, not in life, and definitely not with something as valuable as the dirt you own.

    You might not be ready to sell today. That’s fine. Most people aren’t.

    But if you own land, there will probably come a day when you do want to sell. The question isn’t if. It’s when.

    And here’s the part people forget: that day is getting closer whether you think about it or not.

    Time moves. Markets move. Counties change. Roads get built. Builders shift their focus. Appraisers adjust how they comp acreage. The world doesn’t stop just because you’re not looking.

    So the real question is simple.

    If you know the day is coming — whether it’s six months from now or six years — is it a terrible idea to be learning everything you can now?

    Is it crazy to want to know what the market is doing in your area, what similar tracts are trading for, what’s being planned along your corridors, and what buyers actually want today?

    You don’t have to sell. You don’t even have to think about selling.

    But you should be getting smarter.

    Because the people who learn early make better decisions later.

    And when the moment comes — when life changes, when the right buyer calls, or when the market finally tips in your direction — you’ll know exactly what to do instead of scrambling.

    That’s how you keep moving forward.

    Get more like these here!

    PS — If you want a simple, honest look at what your land might bring in today’s market — plus what’s coming in your area — reach out and I’ll send you my full analysis. No pressure. Just information.

    Just click below to get started:

    Got a lot you might want to sell?
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  • Two Papers In One

    Two Papers In One

    Who will you trust — a pro, or a greenhorn with no skin in the game?

    A few years ago I decided to stop watching the news. Turned out to be one of the smartest things I’ve done in a while.

    I’m less worried, my mind seems to work better, I get more done, etc.

    I highly recommend it.

    And don’t worry about being “uninformed.” The way we’re constantly bombarded by media, you can’t really avoid it altogether. I’ve found that if something is big and important enough to actually matter, it will find its way to you.

    So all you really miss is the noise. Give it a try for a month and see how you feel.

    It’s easy to go back to the old way if you don’t like it.

    One exception is that I still look at the Dallas Morning News website a few times a week. I enjoy their sports coverage and also want to see if anything’s happening locally I need to know about.

    But if I’m not careful, I start reading headlines and get pulled down the rabbit hole of thinking the paper is nowhere near what it once was in terms of being a balanced source.

    And then I spend time writing about it.

    More often than I probably should.

    It can be entertaining though. Pretty often you’ll see what I think of as the “two papers in one” effect.

    One day you’ll read about the “housing shortage” in DFW.

    The next, you’ll see headlines saying builders are slowing down because inventory’s piling up and nothing’s moving.

    So which is it?

    To be fair, it’s more complicated than that.

    DFW isn’t one market — it’s dozens of sub-markets layered on top of each other. Some areas are on fire. Others are cooling. And sometimes they trade places within a few months.

    In some areas, local regulations and land costs can make it nearly impossible to build housing at a price that fits the budget of a middle-class family. So there’s a “shortage.”

    In others, the relative affordability and better schools make it where houses almost can’t be built fast enough — at least until interest rates rise and put the brakes on it. So there’s a “slowdown.”

    In other words, market reality can be very different just a few miles away.

    That’s why broad headlines are almost useless when you’re trying to make a real decision. They can give you a general sense of the climate, but they can’t tell you what’s happening on your street, your corner, or your tract.

    If you own land, a lot, or a development site, your situation could be totally different than what the media portrays.

    That’s where talking with someone who works these deals every day actually helps — because “the market” isn’t one big story.

    It’s a bunch of small ones playing out at the same time. Written by increasingly young reporters who lack the context to really report on the market. Anyone old enough to have seen a Cowboys Super Bowl Championship can tell you today’s rates aren’t particularly high by historical standards. And that what passes for a slow market today would be a roaring success 15-20 years ago.

    We’ve been trained to view the newspaper as an authority, but it’s really there to get your attention, not provide expert analysis.

    Is it ever a bad time to talk to a real expert who shoots straight and knows the local dirt?

    You know what to do:

    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

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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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  • Who’s Buying Your Land—and Why Do They Insist on Wasting Your Time?

    Who’s Buying Your Land—and Why Do They Insist on Wasting Your Time?

    Not all buyers need the same thing—or can pay the same price

    When you’re selling land, the dream is simple: some rich genius shows up, offers over asking in cash, and closes by 3 p.m. today.

    Unfortunately, that’s not how it usually goes.

    In the real world, buyers vary. Some will pay more than others. Some move fast, others move like molasses. And the more they’re willing to pay? The more time they’re going to need.

    That’s not a red flag—it’s just the cost of doing business, especially when permits, zoning, and government hoops are involved.

    To the uninitiated, the timelines can sound ridiculous. But they’re usually not—they just are what they are.

    This is where a pro comes in. Someone who knows what’s reasonable, how to keep the deal alive, and how to make sure you don’t end up empty-handed if it falls apart.

    If you’re in the market for a pro… I know a guy.

    Here’s a breakdown of the three main buyer types, what they pay, how they think, and how long they take to close.

    1. Vultures / Bottom Feeders

    These are margin-hunters. They’re not flippers—they’re professional opportunists. The worse your situation looks, the better their offer gets (for them).

    Most of those “We want to buy your land!” letters come from this camp. They’re pulled from tax rolls, mass-printed, and sent to anyone with dirt and a mailbox. The offers are low—laughably low. But a few people say yes, and that’s all they need to make the model work.

    What They’ll Pay:

    The absolute bottom. They’re shooting for big discounts—well under market.

    Contingencies:

    Almost none. No inspections, no appraisals, no drama. They’ll usually cover closing costs to keep it simple.

    Timeline:

    Fastest. Once they’ve checked title, they’re ready to wire funds. You name the closing date.

    What They Want:

    A deal they can brag about. If you’re chasing top dollar, skip ’em. But if you’re in a jam—or chasing a better deal—they’ll clear the runway fast.

    If you do go this route, talk to more than one. Make them compete. Then call me—I’ve got real cash buyers too, and I might be able to get you more without slowing things down.

    2. Investors

    This group includes builders, subdividers, and buy-and-hold folks. They’re not sentimental—they’re running numbers. If it pencils out, they’re interested.

    What They’ll Pay:

    More than vultures, but still under market. They’re looking for today’s discount and tomorrow’s upside.

    Contingencies:

    Some. Financing, surveys, maybe a feasibility period—but it’s all pretty reasonable.

    Timeline:

    Shorter. They won’t close overnight, but they move quickly if the deal’s clean.

    What They Want:

    Future value. Appreciation, income potential, or development opportunity. They don’t need a screaming deal—but it has to make sense on paper.

    3. Users / Developers

    These are end-users. They’re building a house, a business, or an entire subdivision. Real money, real plans, and usually a lot of homework.

    What They’ll Pay:

    Top of market—or even above—if your property fits what they need.

    Contingencies:

    Plenty. Surveys, engineering, environmental reports, zoning, utilities, site plans—you name it. Cities, counties, and agencies all get a say. And none of them are known for speed.

    Timeline:

    Longest. Not because they’re dragging their feet, but because the process is the process. If they need annexation, zoning, or approvals, it’s a long haul. Six months isn’t unusual—and that’s optimistic.

    What They Want:

    Certainty. They’ll pay more, but only if they’re confident they can build. No approvals = no deal. On the plus side, they pay for the due diligence. And with the right contract, you get copies of everything they generate. Worst case, you might walk away with a free survey, topo, or environmental report.

    Bottom Line

    Price, contingencies, and time all come down to the kind of buyer you’re dealing with.

    Want it done fast? Be ready to take less.

    Want top dollar? Be ready to wait.

    Know who’s across the table, and you’ll know what kind of offer’s coming. And if you want someone who can help you figure that out—I know a guy.

    Just reply here and ask me about him!

    Got a lot you might want to sell?
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  • Don’t Let Regret (or Fear of it) Run the Show

    Don’t Let Regret (or Fear of it) Run the Show

    Overthinking rarely leads to better outcomes—just longer delays

    This would be a good time to remind everyone I’m not a CPA, a financial professional, or an attorney. I’m a real estate broker. This isn’t financial or legal advice. Talk to a professional before making any big decisions.

    Back when I got into real estate, there was a broker who used to say, “Any deal is a good deal if you give it enough time.”

    Half joke, half truth. I watched him put people in deals that eventually worked out—but took a lot longer than he probably sold them as.

    Even if you overpay around here, odds are you’ll be “proven right” if you wait long enough. I’ve seen people make good money off properties I thought were overpriced 20 years ago. All of them are worth more now.

    A smart aleck might say my only mistake was doing due diligence.

    But here’s the thing: annual return matters more than gross return.

    Sure, land held for 20 years might look good on paper. But what could that money have been doing for you in the meantime?

    By buying and selling when prices were good relative to the market, my clients often made better returns than if they had just held.

    That doesn’t mean you should sell just because. But it also doesn’t mean you should hold forever out of fear you’ll regret it.

    Here are a few good reasons to sell:

    • You need the money. (I’ve got kids in college—enough said.)
    • You’ve got a better opportunity. Favorable tax treatment might make it smart to sell one and buy another.
    • Estate planning. Sometimes selling is simpler and keeps peace in the family.
    • You want more land and less traffic. Sell in the growth area, move a little further out, and repeat. Plenty of people have built wealth this way.

    The point is: no matter what you do, you might feel like you made the wrong call later. That’s normal. But it’s also not helpful.

    Do the best you can with the info you have, for the right reasons at the time. Then look forward—not back.

    No pressure. But if you’re ready to talk it through, you know where to find me.

    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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