Episode 28: Why Some Land Listings Sit and Others Fly Off the Shelf

In this episode, Tom and Tim Dosch address a crucial question in Texas land brokerage: why do some listings receive multiple offers while others remain unsold for years? With decades of experience and thousands of acres sold, they share the real-world patterns that separate fast-moving deals from the ones that stall.From zoning and entitlements to utilities and title issues, the Dosch team explains how clarity builds buyer confidence—and how uncertainty kills momentum. They dive into a real case where an apartment site drew 30 offers in two weeks, versus an island property that lingered on the market for eight years.The episode highlights how Dosch Marshall Real Estate (DMRE) earns strong results through more than just marketing. It’s about relationships with credible buyers and strategic deal prep. DMRE rarely lists properties publicly—instead, they lean on whisper pricing and direct outreach to avoid price anchoring, tax implications, and market overexposure.Tom and Tim also break down common reasons deals stall such as sellers chasing unrealistic prices—and offer tactical advice for landowners preparing to sell. If you’re pricing, marketing, or just trying to understand a stuck deal, this episode offers a proven framework to sharpen your approach in today’s Texas land market.Key TakeawaysWhy Clarity Closes Deals: Utilities, zoning, and story matter more than ever—and listings with clear development paths sell faster.The Power of Storytelling: A great flyer doesn’t sell the deal. A broker who knows how to tell the story directly to the right buyers does.Don’t List a Price, List the Potential: Why the DMRE team almost never post list prices—and how that strategy unlocks better terms.Fast Offers vs. Real Buyers: How to spot high-risk LOIs before they fall apart and damage your listing.What Makes a Deal “Developer-Ready”: The little things—like a recent survey or title work—that make a big difference.Lessons from the Island Deal: Why some listings take years (and why the patient sellers often win in the end).For Sellers: How to prep your land for the market, when to wait, and when to moveIn This Episode:[00:00:58] Trail runs, Texas heat, and Scott Davis doing 60 races in a year (!)[00:03:13] Topic: Why some land listings attract 30 offers while others just gather dust[00:05:52] Key characteristics of fast-moving real estate listings[00:08:25] How to build a compelling land story and get it in front of the right developers[00:09:20] Marketing mistakes that kill momentum[00:11:12] Relationship building: What makes DMRE marketing unique for properties[00:16:07] The whisper guidance price and why not putting a list price can create leverage[00:18:53] Why the market should set the price[00:20:18] Why some listings stall—and how to know if it’s the market or your pricing[00:24:15] When listings stall out because of the seller's expectations on developer pricing vs. investor pricing[00:26:29] How tight buyer funnels change everything[00:27:40] Comparing fast closings vs. slow deals: Lessons from real-world transactions[00:31:23] Five real deals, five high-watermark sales—and what they had in common[00:35:24] The 8-year island deal: How patience (and timing) finally paid off[00:38:07] Tactical advice for landowners prepping to sell[00:41:36] Flyers, pricing, and how brokers unintentionally sabotage deals[00:47:16] Churches, comps, and the dangers of bad advice[00:48:44] Closing remarksResources and LinksPodcastTexas Land Guys PodcastTom Doschhttps://www.linkedin.com/in/tom-dosch-37263b3b/https://dmre.com/https://ascentinv.com/https://100xharvest.org/Tim Doschhttps://www.linkedin.com/in/tim-dosch-67a07899/https://dmre.com/