Texas Land Guys: The Art of Real Estate Deal Making

Texas Land Guys
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The Dosch brothers share an insiders perspective on transacting the biggest commercial land deals shaping the Lone Star State. With decades of experience brokering deals between land owners and real estate developers they discuss the art of making these deals happen in a fast paced competitive market. With their partners, they have built the leading commercial land brokerage company in the State of Texas, covering the booming TX triangle, with offices in Houston, DFW and Austin/San Antonio. Through their podcast they bring you into the boardroom and inside the deals that move the market.

  1. 5 days ago

    Episode 88: Inside Texas Land Brokerage: 40 Years of Deals, Downturns & Lessons | Part 1

    In this episode of the Texas Land Guys Podcast, brothers Tom and Tim Dosch look back on the experiences that shaped their careers in commercial real estate and the growth of DMRE. Joined by producer Ally McElheney, they revisit the early days of land brokerage, when brokers relied on printed maps, faxed offers, handwritten contacts, and hours of driving markets before digital tools changed the business. Tim shares what it was like to survive the Great Recession after nearly his entire deal pipeline disappeared, while Tom reflects on Houston’s repeated market shocks, including the oil downturn, Hurricane Harvey, and COVID. They explain how those cycles shaped their approach to cash, risk, hiring, diversification, and long-term thinking. The conversation also turns to lessons beyond individual deals: moving from scarcity to abundance, investing in great people during difficult times, learning when to walk away, and building a reputation that compounds over decades. For young brokers and CRE professionals, this episode shows why character, mentorship, patience, and knowing what to say no to can matter more than chasing the next commission. Key Takeaways CRE brokerage has changed dramatically as mapping, CRM, and virtual tools replaced many old-school processes. Driving the market still gives brokers insights that aerials and technology can miss. The Great Recession taught Tim to think long-term when deals and income disappeared. Repeated Houston downturns reinforced the value of diversification and cash reserves. A scarcity mindset can protect you, but being too conservative can also limit growth. Some of DMRE’s best hires were made during COVID, when hiring felt least comfortable. Brokers make better decisions when they are not emotionally dependent on a commission. Saying no to the wrong client, listing, or opportunity can protect time and reputation. Character and follow-through compound over a long career. Early mentors shaped how Tom and Tim think about reputation and long-term success. [00:00] Podcast intro[03:36] What land brokerage looked like before DMRE[05:27] Surviving the Great Recession when almost every deal disappeared[07:17] From paper maps to modern CRE technology[09:28] Why driving the market still matters[14:33] Houston’s cycles: oil, Harvey, COVID, and repeated resets[17:20] The money mindset Tom and Tim had to unlearn[22:24] When being financially conservative goes too far[23:46] Hiring great people during COVID[30:38] From chasing commissions to becoming a trusted broker[39:46] Why needing the deal can lead to bad decisions[41:47] “Your success will be defined by what you say no to”[45:53] Why who you work for shapes your reputation[48:48] Why a CRE career is a marathon, not a sprint Resources and Links Podcast https://podcasts.apple.com/us/podcast/welcome-to-the-texas-land-guys-podcast-the-art/id1788566687?i=1000682586353 https://dmre.com/ Ally McElheney https://www.linkedin.com/in/allylovelace98 https://dmre.com/corporate/ Tim Dosch https://www.linkedin.com/in/tim-dosch-67a07899 https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/ Tom Dosch https://www.linkedin.com/in/tom-dosch-37263b3b/ https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/

    Episode 88: Inside Texas Land Brokerage: 40 Years of Deals, Downturns & Lessons | Part 1

  2. 1 Sept

    Episode 87: Are Texas Data Centers Worth It? Water, Jobs, Land & the AI Boom

    In this episode of the Texas Land Guys Podcast, brothers Tom and Tim Dosch revisit the data center conversation after receiving significant pushback on their previous episode. They address listener comments and dig into the real arguments around water usage, job creation, economic impact, and the geopolitical race with China. With over 200 moratoriums across the US and 70 percent of the public opposing data centers, the brothers challenge common misconceptions by comparing data center water use to golf courses (which use about 10 times more water), highlighting efficiency gains (Microsoft reduced water usage by 90 percent), and debunking claims like "you don't need data centers to stream." The conversation expands to the broader stakes: China's aggressive investment in nuclear and AI infrastructure, the US falling behind, and why data centers are essential infrastructure for the modern economy. The brothers draw a cautionary parallel to nuclear power after Three Mile Island, when the US halted development while China surged ahead. They also address the real concern about who will control AI's values and truth, warning that the debate is likely to become a major political issue in the 2028 election. Throughout, Tom and Tim emphasize that honest conversations, based on real data rather than fear, are critical for landowners, communities, and policymakers making decisions about data center development. Whether you are a landowner considering a data center deal, a community leader weighing the tradeoffs, or simply trying to separate fact from fiction in the AI debate, this episode offers a balanced perspective on one of the most important infrastructure conversations of our time. Tune in to hear the Dosch brothers respond to listener comments, challenge the narrative, and explain why the US cannot afford to fall behind in the global race for AI dominance. Key Takeaways Data centers are becoming critical infrastructure for the modern economy. Public opposition should be based on accurate data and legitimate concerns, not fear or misinformation. Data center development can create jobs, investment, and significant tax revenue for Texas communities. Water usage is a legitimate concern, but new cooling technologies are making data centers increasingly efficient. Microsoft has dramatically reduced the water used by its data centers as technology has improved. Data centers do not necessarily compete with agriculture. Texas has significant land available for both uses. AI may experience an investment bubble without losing its long-term importance or impact. Technological progress has historically continued despite public resistance and political opposition. The bigger question may be who controls AI and how powerful systems are governed. The future of AI could transform how we work, live, build, and approach healthcare. In This Episode: [00:00] Podcast intro [02:09] Wanting real discourse instead of conspiracy-style arguments [04:41] A real gigawatt data center Tom drove past in Kirkland, Texas [06:19] Why big technological change always triggers an emotional reaction [08:15] A White House official's comments on AI progress, via the Moonshots podcast [16:31] Reading and responding to listener comments [21:05] Data center jobs and tax revenue in Texas [24:51] Responding to the almond industry water-usage comparison [29:41] Addressing the "you don't need data centers to stream" comment [31:14] The real debate: who controls AI, not resource scarcity [35:46] Predicting an AI bubble, and why it differs from the dot-com crash [37:57] Closing thoughts and where to follow the podcast Resources and Links Podcast Texas Land Guys Podcast https://dmre.com/ Tim Dosch https://www.linkedin.com/in/tim-dosch-67a07899 https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/ Tom Dosch https://www.linkedin.com/in/tom-dosch-37263b3b/ https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/

    Episode 87: Are Texas Data Centers Worth It? Water, Jobs, Land & the AI Boom

  3. 25 Aug

    Episode 86: The Hard Conversations Every Texas Land Seller Needs to Have

    In this episode of the Texas Land Guys Podcast, brothers Tom and Tim Dosch break down the most common mistakes sellers make in Texas land deals and how to avoid them. Drawing on decades of experience, they explain why even well-intentioned sellers can derail their own transactions. The conversation opens with a candid look at why land is actually the most complicated real estate transaction there is, far more complex than selling an apartment building or office tower. Environmental issues, utility access, zoning hurdles, and easement problems can turn a "simple" sale into a multi-year slog. Yet many sellers approach the process as if it should be quick and painless. Tom and Tim share real stories that illustrate these pitfalls. There's the nonprofit board that wanted to demand aggressive terms from a top-tier developer, only to be reminded that the developer could simply go to another site. There's the seller who assumed a wealthy buyer would overpay just because they could, forgetting that successful developers got that way by making smart deals, not dumb ones. And there's a flawed municipal sealed-bid process where the city expected buyers to commit six figures without providing basic information like a survey or environmental report. The episode also dives into seller psychology, the cycle of greed and fear, ego fixated on round numbers, and family guilt over selling legacy land. Throughout, Tom and Tim emphasize that the best brokers earn their keep by having honest, sometimes difficult conversations about pricing, risk, and market reality. Trust, they argue, is the foundation of every successful deal. Whether you're a first-time seller or a seasoned developer, this episode offers practical insights into the mistakes that kill deals and the strategies that get them to the closing table. Key Takeaways Land transactions are often far more complicated than sellers expect, especially for large development projects. Environmental, utility, zoning, access, easement, and infrastructure issues can dramatically affect a property's value. The highest offer isn't always the strongest offer. A buyer's ability to execute and secure capital matters. Sellers can let fear, greed, and ego influence decisions about when and how to sell. Land prices are cyclical and can move differently depending on the property's location and intended use. Holding out for a higher price comes with taxes, financing costs, and opportunity costs. Brokers need to know when to fight for a seller and when pushing back could actually kill the deal. Trust allows brokers to have difficult conversations and give sellers advice they may not want to hear. Experienced land brokers can recognize when a buyer's request is legitimate and when a retrade is simply an attempt to get a better deal. Sometimes the best outcome for a seller is to trade out of an asset rather than continue waiting for the market to recover. The goal isn't simply to achieve a target price. It's to make the best decision based on today's market and the cost of waiting. In This Episode: [00:00] Podcast intro [02:33] Why Fall is a busy time for land deals [09:06] A nonprofit board learns not to push buyers too far [15:55] What sellers lost by holding out during the hot market [18:46] How to choose between a high offer and a stronger buyer [20:12] How greed and fear can affect seller decisions [35:32] How market timing and holding costs can hurt sellers [38:07] Why some properties are now worth less than the owner’s basis [42:02] Why some sellers are finally accepting lower prices [44:21] Closing thoughts and where to follow the podcast Resources and Links Podcast Texas Land Guys Podcast https://dmre.com/ Tim Dosch https://www.linkedin.com/in/tim-dosch-67a07899 https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/ Tom Dosch https://www.linkedin.com/in/tom-dosch-37263b3b/ https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/

    Episode 86: The Hard Conversations Every Texas Land Seller Needs to Have

  4. 18 Aug

    Episode 85: Land Investing Across the Texas Triangle

    What does it take to make money on Texas land when appreciation alone is no longer enough? In this episode of the Texas Land Guys podcast, Tom Dosch sits down with Tripp Rich to break down how Ascent approaches land investing across Texas. They explain why flexibility, speed, local market knowledge, and buying at the right basis matter more than ever, especially as developers, landowners, and lenders navigate a more complicated market. Tom and Tripp walk through real deals in Georgetown, Manor, and McKinney, showing how Ascent has used quick closings, all-cash acquisitions, partnerships, assemblages, and multiple exit strategies to create value. They also discuss the growing number of distressed land situations, why waiting too long to sell can destroy leverage, and how Ascent can work with brokers and developers who need a capital partner. Key Takeaways: Ascent can be flexible on deal structure, acreage, use type, and closing timelines. Speed and certainty can create opportunities when sellers need to close quickly. Georgetown, Manor, and McKinney show how multiple exit strategies can reduce risk. Ascent can help developers acquire larger or multi-phase sites without holding all the land themselves. More distressed land opportunities are beginning to appear as loans reach later extensions. Sellers facing debt pressure should start evaluating options well before their deadline. Ascent typically targets land investments around $5 million to $15 million. The team focuses primarily on opportunities within the Texas Triangle and major growth markets. Ascent buys land all cash and generally avoids using debt on its land investments. Brokers and developers can bring opportunities directly to Ascent even if DMRE is not brokering the deal. In This Episode: [00:00] Introduction [03:07] Why Ascent is active in today’s market [06:12] Inside the 220-acre Georgetown deal [13:55] How the Manor deal came together [18:07] Assembling land near the McKinney airport [21:28] How brokers can work with Ascent [24:59] Helping developers free up capital [26:49] Breaking down multi-phase developments [30:11] Where the opportunities are in today’s market [32:47] Distressed land and increasing bank pressure [34:49] Why sellers should not wait until the last minute [37:17] Ascent’s ideal deal size and investment criteria [41:08] What Ascent wants brokers and developers to send Resources and Links Podcast Texas Land Guys Podcast https://dmre.com/ Tripp Rich https://www.linkedin.com/in/tripp-rich-52b35b60 https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/ Tom Dosch https://www.linkedin.com/in/tom-dosch-37263b3b/ https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/

    Episode 85: Land Investing Across the Texas Triangle

  5. 11 Aug

    Episode 84: Texas Industrial Is Booming (Here's What Happens Next)

    Texas commercial real estate is moving again, but not every asset class is moving at the same speed. In this episode of Texas Land Guys, Tom Dosch sits down with Tripp Rich from DMRE’s Austin office to break down what they’re seeing across Dallas-Fort Worth, Houston, Austin, and Central Texas. While multifamily development remains difficult to capitalize, industrial activity is surging, retail development is following years of residential growth, and landowners are beginning to see a major shift in demand. Tripp explains why Austin’s industrial market may be approaching its next growth cycle, with stronger tenant demand, leasing activity, and renewed interest in development sites around Georgetown, SH 130, the airport, and other key corridors. Tom and Tripp also discuss one of the biggest forces shaping Texas commercial real estate: data centers, AI infrastructure, advanced manufacturing, and the companies supplying them. With dozens of proposed data center projects in Central Texas and continued technology investment, industrial land demand could keep accelerating across the Texas Triangle. Key Takeaways: Industrial is one of the strongest commercial real estate sectors in Texas right now. Multifamily remains difficult to capitalize on, while some developers are pivoting toward the industry. Retail is catching up with years of residential growth across Texas communities. DFW industrial land prices have risen sharply as competition for well-located sites increases. Landowners may leave money on the table by accepting an off-market offer in a competitive market. Austin is seeing stronger industrial tenant demand around Georgetown, SH 130, and the airport. Sellers can become anchored to peak 2021 values even when today's market supports a different price. Data centers, AI, Tesla, SpaceX, and technology investment could drive Central Texas industrial growth. In This Episode: [00:00] Introduction [05:40] What is happening across Texas development [06:27] Why is industrial leading DFW [08:24] What Tripp is seeing in Austin [10:34] Retail follows the rooftops [15:29] Industrial demand accelerates [16:25] Houston's massive industrial absorption [17:31] DFW developers are running out of space [21:00] What happens when land demand explodes [25:53] Where Austin industrial pricing could go next [29:09] The problem with anchoring to 2021 values [34:41] Data centers reshape Texas industrial demand [39:17] The coming Texas industrial land rush Resources and Links Podcast Texas Land Guys Podcast https://dmre.com/ Tripp Rich https://www.linkedin.com/in/tripp-rich-52b35b60 https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/ Tom Dosch https://www.linkedin.com/in/tom-dosch-37263b3b/ https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/

    Episode 84: Texas Industrial Is Booming (Here's What Happens Next)

  6. 4 Aug

    Episode 83: 4 Types of Sellers—and How to Negotiate With Them with Trey McGhin

    In this episode of the Texas Land Guys Podcast, Tom Dosch and Trey McGhin break down four common types of developers and sellers they encounter in Texas land deals. They explain how each type approaches negotiations and why recognizing these patterns can lead to better outcomes. Every property has a story, but every developer has a strategy. Knowing the difference can mean closing a deal or watching it fall apart. Tom and Trey walk through four seller types they regularly see in Texas land transactions: the High Anchor, the Shop It Around seller, the Slow Walker, and the Term Trader. Rather than treating these behaviors as obstacles, they dig into what motivates each one, why they negotiate the way they do, and how buyers and brokers can respond effectively without making costly mistakes. Through real negotiation stories, they highlight how patience, trust, and clear communication often outperform aggressive tactics. The conversation also zooms out to the bigger picture of Texas real estate, including how new wealth flowing into the state is fueling investment in land and development. But no matter how strong the market becomes, successful deals still come down to understanding people. Sellers want different things, buyers face different pressures, and brokers play a critical role in keeping negotiations productive rather than emotional. Whether you are buying land, selling property, or simply curious about how major deals come together, this episode offers practical insights into the human side of negotiation and the strategies that help both sides reach the closing table. Key Takeaways Wealth from ventures like SpaceX is flowing into Texas land and development. That trend continues to fuel the state's growth. Sellers often fall into recognizable negotiating patterns. Knowing which type you're dealing with changes your strategy. The High Anchor seller starts far above market value and refuses to budge. Patience or market growth is often the only path to a deal. The Shop-It-Around seller quietly pits buyers against each other. That approach erodes trust and can drive away serious developers. The Slow Walker uses silence and delays as leverage. Sometimes it's strategic. Other times, it's caused by family ownership, LLC issues, or other complications. The Term Trader negotiates every detail, even small ones. Even so, they usually want to reach the closing table. A strong property can overcome a difficult seller. These tactics rarely work on a weak site. The best response is a credible willingness to walk away. That message is usually stronger in person than over email. Brokers who educate sellers with real market data build trust. That trust often leads to repeat business, even when a deal doesn't close. In This Episode: [00:00] Introduction [00:27] Catching up with Trey McGhin [00:56] The road to becoming a quadrillionaire [01:57] Wealth flows into Texas land [03:49] Introducing the four types of land sellers [05:41] High anchor sellers [11:25] Shop-it-around sellers [17:57] Slow walker negotiators [24:48] Term trader deal points [27:54] How to counter difficult sellers: the credible walk-away [33:05] Wrap up and where to follow  Resources and Links Podcast Texas Land Guys Podcast https://dmre.com/ Trey McGhin https://www.linkedin.com/in/trey-mcghin-14926960 https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/ Tom Dosch https://www.linkedin.com/in/tom-dosch-37263b3b/ https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/

    Episode 83: 4 Types of Sellers—and How to Negotiate With Them with Trey McGhin

  7. 28 Jul

    Episode 82: Why Everyone's Wrong About Data Centers

    In this episode of the Texas Land Guys Podcast, hosts Tom and Tim Dosch tackle one of the most polarizing topics in commercial real estate today: data centers. Once seen as cutting-edge, high-tech assets, data centers have become a political lightning rod, with opposition surging across the political spectrum. The brothers break down the real arguments, both for and against, and explore why data centers are critical infrastructure for the modern digital economy. Tom and Tim share their firsthand experience working on data center deals, from the speculative early days to today's complex, highly regulated environment. They address common misconceptions about water and power consumption, comparing data center usage to everyday staples like almonds, and explain why the narrative of "greedy developers" doesn't hold up to scrutiny. The conversation also covers the long, risky process of securing power, the massive deposits required, and why many sellers still refuse to sell to data center buyers, even at a premium. The episode also delves into the geopolitical implications of the data center race. With China producing more than twice as much electricity as the United States and rapidly expanding its AI capabilities, the brothers argue that limiting data center development is not simply an economic mistake but a national security concern. They also explore futuristic solutions, including Elon Musk's vision for space-based data centers, and discuss how countries like Argentina could become AI hubs if excessive regulation pushes investment away from the U.S.  Whether you're a landowner, developer, or just someone trying to understand the noise around data centers, this episode offers a balanced, insider perspective on one of the most consequential debates in real estate today. Key Takeaways Data centers have become critical infrastructure supporting AI, cloud computing, and the digital economy. Power availability, not land, is often the biggest obstacle to developing new data centers. Texas remains one of the nation's leading destinations for large-scale data center development because of its business-friendly environment. Expanding power generation will play a major role in supporting future economic growth and AI innovation. The U.S. is in a direct infrastructure and AI race with China, which is investing heavily in nuclear power and data center capacity. Elon Musk’s SpaceX and others are exploring space-based data centers as a potential solution to terrestrial power and cooling constraints. Understanding the facts behind data center development helps landowners and investors make better long-term decisions. In This Episode: [00:00] Introduction [02:44] Texas is the data center capital of the world [03:35] How the political attacks on data centers escalated [08:24] The water usage debate and the almond industry comparison [11:05] Debunking the "zero regulation" narrative [13:49] Power, the grid, and long-term utility investment [15:54] Why data center land deals are so hard to close [19:41] The U.S.-China nuclear power gap [21:13] China vs. U.S. electricity production by the numbers [22:11] Data centers in space and the SpaceX angle [26:25] Anthropic, OpenAI, and the U.S.-China AI race [27:42] Texas's pro-growth stance on data centers and AI [28:09] Is opposition to data centers really bipartisan? [28:41] Speculation on where the anti-data center narrative originates [30:26] Where data centers actually get built [32:27] Closing thoughts: data centers as infrastructure  Resources and Links Podcast Texas Land Guys Podcast https://dmre.com/ Tim Dosch https://www.linkedin.com/in/tim-dosch-67a07899 https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/ Tom Dosch https://www.linkedin.com/in/tom-dosch-37263b3b/ https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/

    Episode 82: Why Everyone's Wrong About Data Centers

  8. 21 Jul

    Episode 81: Where the Herd Is Going (And What They're Missing)

    In this episode of the Texas Land Guys Podcast, Tom Dosch sits down with Trey McGhin to examine where development activity is moving across Dallas-Fort Worth. They break down improving multifamily leasing, stronger industrial demand, and the submarkets attracting the most attention from developers and investors. The conversation explores why apartment concessions are beginning to tighten after years of oversupply and declining rents. Tom and Trey explain how fewer construction starts, lower construction costs, and improved leasing velocity could create a meaningful opportunity for multifamily developers who can secure capital. They also address the disconnect between improving real estate fundamentals and one of the toughest equity markets experienced developers have seen. Institutional investors remain cautious, while developers with private capital, creative financing, and strong equity relationships are finding ways to stay active. Tom and Trey share real intelligence from the field, including nearly 40 offers on a Plano property, strong leasing velocity in Grand Prairie, record-setting land sales in McKinney, and rising industrial demand tied to AI and data centers. They also identify markets where raising capital remains difficult and highlight the areas they believe offer the strongest opportunities over the next three to five years. Key Takeaways Multifamily leasing is improving across several established DFW submarkets. Apartment concessions are tightening as fewer projects enter the pipeline. Lower construction costs are creating a temporary opportunity for developers. Institutional equity remains difficult to secure despite improving fundamentals. Industrial demand continues to strengthen because of AI and data centers. Grand Prairie remains strong across multiple development types. Plano is becoming one of DFW’s most competitive development markets. McKinney and Celina may offer strong long-term opportunities. Chisholm Trail, Anna, Melissa, Denton, and Celina remain challenging for institutional capital. In this episode: [00:00] Introduction[00:28] Tom Dosch welcomes Trey McGhin[02:32] A volatile start to 2026[03:14] Interest rate uncertainty[04:38] Improving multifamily leasing across DFW[07:29] Has the apartment market reached the bottom?[09:40] Lower construction starts and future rent growth[11:44] Why it may be go time for multifamily developers[12:45] Falling construction costs[13:21] AI, data centers, and industrial demand[14:22] Improving fundamentals versus the equity freeze[16:19] Where the development herd is going[18:15] Grand Prairie and North Dallas demand[24:28] Plano’s development momentum[29:20] The long-term case for McKinney[30:42] Celina’s short-term challenges[35:00] The top DFW markets for development[37:21] Markets where raising capital remains difficult[39:08] Closing remarks Resources and Links Podcast Texas Land Guys Podcast https://dmre.com/ Trey McGhin linkedin.com/in/trey-mcghin-14926960 https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/ Tom Dosch https://www.linkedin.com/in/tom-dosch-37263b3b/ https://dmre.com/ https://ascentinv.com/ https://100xharvest.org/

    Episode 81: Where the Herd Is Going (And What They're Missing)
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About

The Dosch brothers share an insiders perspective on transacting the biggest commercial land deals shaping the Lone Star State. With decades of experience brokering deals between land owners and real estate developers they discuss the art of making these deals happen in a fast paced competitive market. With their partners, they have built the leading commercial land brokerage company in the State of Texas, covering the booming TX triangle, with offices in Houston, DFW and Austin/San Antonio. Through their podcast they bring you into the boardroom and inside the deals that move the market.

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