In this episode, brothers Tim and Tom Dosch examine a fundamental yet often misunderstood question in land transactions: Who ultimately directs the course of a deal, the seller, the broker, or the developer?
Following brief reflections on recent travels, the Dosch brothers turn to the structure of land negotiations, drawing on decades of experience in Texas real estate. They analyze the distinct roles of each party, emphasizing how trust, market insight, and strategic alignment determine whether a transaction advances smoothly or unravels.
Through examples ranging from prominent nonprofit boards attempting to impose non-market terms to developers securing properties without sufficient capital to close, Tim and Tom demonstrate that the most successful outcomes are achieved through collaboration, transparency, and the steady guidance of an experienced broker.
Key Takeaways
- Negotiation isn’t about fighting over every detail; it’s about guiding toward the right outcome.
- Sellers who push non-market terms often end up wasting years—and losing opportunities.
- A developer’s credibility and capital backing are more important than their headline offer.
- Good brokers add value by telling the truth, not just what the seller wants to hear.
- Trust between all parties reduces drama and leads to smoother, more profitable closings.
- Market knowledge and strong relationships can turn “impossible” deals into successful ones.
In This Episode:
- [00:00] Introduction to the Texas Land Guys podcast
- [00:38] Summer adventures and family trips
- [05:45] The art of brokering deals
- [17:25] Understanding market dynamics
- [22:21] Challenges with developers and sellers
- [23:54] Challenges in real estate development
- [24:36] Positive aspects of working with developers
- [25:23] Importance of credibility and experience
- [26:08] Capital market struggles
- [27:34] Adaptability in development
- [30:49] Broker's role in real estate transactions
- [31:27] Truth and trust in brokerage
- [35:42] Challenges in property valuation
- [38:30] Selecting the right broker
- [47:30] Conclusion and listener engagement
Resources and Links
Podcast
Tom Dosch
Tim Dosch
