Our blog
-
What is Your #1 Wealth?
You might be thinking about all the blessings in your life—your spouse, your kids, your grandkids, your business, or even your investments.
Guess again, buttercup—not even close.
Your number one wealth, hands down, is your health.
Because when your health craters, everything else falls apart.
It doesn’t matter how much money you have, how successful you are, or how many people love you—if your health is failing, it consumes your thoughts, drains your energy, and steals your focus. It becomes the only thing you can think about. It overwhelms every other part of your life.Health is the foundation that everything else is built upon.
And if you’d like to know how I know this firsthand, I’d be more than happy to share my story with you.
Shoot me an email or give me a call—both of my contact details are below. I'd love to connect. -
Overpricing Your Property For Sale
Overpricing your property for sale
It is incredibly tempting to overprice a property that you have for sale. No one wants to leave money on the table when they sell their property, and that includes real estate professionals.
When I came to Lafayette, IN, 10 years ago, I inherited a listing on the market a couple of years before I got here at an outlandish price.
Being new to the area, I took the assignment and began working with the owners to try to show them data that says the property is not worth nearly what we are asking.
This seemed to fall on deaf ears, and reluctantly, two years ago, I told the family, "I'm not going to renew this listing contract. This is a total waste of time for me and for you."
About six months later, they came back to me and said they were ready to get serious about selling this property… and it seems that they were.
A short story long… the property sold almost to the dollar of what I told him it would sell for five years ago.
This family had been trying for 10 years to get more money, which was never going to happen.
What's the lesson to be learned here? Pricing your property at a reasonable value always pays; overpricing your property for whatever reason will always cost you as the owner.
If you would like to talk about commercial real estate or farm real estate give me a call or give me an e-mail.
Brad Neihouser
765-427-5052
bneihouser@shook.com
-
Legends of Rock and Roll
Legends of Rock and Roll
I LOVE The Eagles, when I saw they were playing just one state over, I decided we had to go…
We flew into Burke Lakefront Airport arriving around 4:00pm.
After freshening up and having a great dinner with my beautiful wife, we headed to the venue to watch the most iconic rock bands of all time take the stage.
First off, the opening act was the legendary Steve Miller Band. Steve Miller informed us that just that week he turned 80. He played an hour long set of all his hit songs back from the 70s and it was magnificent.
What was astounding was watching the stage crew change the stage from the Steve Miller Band to the Eagles set in about 15 minutes.
Don Henley, the voice of the Eagles, told the crowd that they had over 100 people in their crew, and I don’t doubt it. They had people scurrying across the stage like crazy getting the stage prepped.
Since the first act didn’t start till 7:30, the main act started around 9:15. I told someone, all these old people at this concertaren’t going to stay awake till these guys are done, but they sure did.
The Eagles opened with their iconic rendition of Seven Bridges Road, an acapella song with amazing harmonies, the vocals were magnificent.
As they play through their hit songs, they talk very little. Only stopping twice in two and a half hours.
Don Henley thanked the fans for over 50 years of being able to play music. Then he informed the crowd that they have the best sounding equipment, the best stage, the best video screens money can buy…
It takes 10 tractor trailer trucks to haul everything from venue to venue. He said that’s why tickets cost so much.
The other reason tickets cost so much is because you are viewing antiques. Don Henley, Timothy B. Schmit, and Joe Walsh are all 76 years old, but you would never know by watching them play.
It was very interesting as the night warn on, ushers and security were up and down the isles constantly telling people “NO VIDEOS.”
Subsequently, we got very few videos.
Barb initially tagged along to humor me as I have talked about seeing the Eagles for over 40 years. She looked at me mid-show and said, “I really like this.”
Before we left, she said, you must do this again.
They finally left the stage around 11:15, but I knew they were coming back, as they had not played their iconic hit, Hotel California.
After much hooting and hollering from the crowed, they came back out and did their signature Desperado and ending with Hotel California.
What a night.
Barb and I walked back to our hotel feeling like we had seen a piece of history that very few people get tosee. We had a wonderful night and an uneventful flight back to Indiana the next morning.
The Challenging Client
As professionals in the business world, we’ve all encountered clients, whether they’re close family members, friends, or simply acquaintances, who present unique challenges.
Today, we will be diving into how I effectively navigate these situations and I hope you can use these suggestions in your professional field as well.
The kind of client I’m referring to is difficult to communicate with, holds unrealistic expectations, might be a little needy, and ultimately requires a higher level of tactfulness and patience to establish a positive working relationship with.
But how do you get there?
First, set expectations on the front end.
Never promise a client more than you can deliver and deliver easily. If you as a broker set lofty expectations, the client will not forget that. You’ve set the standard in their mind for what they can get for their property. Then in the end, if those expectations were not realistic, the odds of that client growing sour towards you are high.
It’s best to set modest expectations from the outset.
Secondly, take the time to listen.
Nearly every owner has their “why” behind the decision to reach out to a commercial broker.
They need to part ways with a long-held asset. Their business is growing, and they need to take the next step to accommodate that growth. There are familial tensions behind the scenes of a property.
No matter what, there is likely some stress & apprehension behind the need for a broker. You have the opportunity to serve as their advocate in this process, take the time to listen to their concerns, assist in weighing the options, and sometimes just offer open ears.
Finally, remind the client you’re on their side.
Both brokers and their clients have the same goal in mind, their success.
Whether it’s getting the most money for an owner, helping a business owner acquire a new property, or helping a landlord fill their vacancies, the end goal for both parties is the same.
Sometimes it’s easy for both broker and client to stray away from the goal, especially if the situation gets more complicated, so it’s important to come back to the center and remember the main objective.
Of course, as a last resort, you and the client may need to part ways.
If the relationship becomes so strained that you are unable to serve them, that is the best option for all involved.
Fortunately, in my 35 years of commercial real estate, I have never had to walk away from a client. That’s not to say that maybe I should have, but thankfully we both made it through to the bitter end.
The moral of the story;
If you’re knee deep in a deal with an extremely difficult client, take a deep breath. Try one of my suggestions, and maybe the solutionDo not call me unless you want your clients best interest served. If you want to visit about farmland, commercial real estate, or life, give me a call! I have a table at the Red Sevenrestaurant in Lafayette; lunch is on me!
Brad Neihouser765-427-5052bneihosuer@shook.com -
If We Can't Make You Look Good, You Are Ugly
I just returned home from an intense two-day marketing seminar….
Admittedly, this is something I've always felt I could do better at, so I'm always looking for ways to improve.
The man leading the seminar told us to spend most of our time writing the headline or the subject line of our marketing materials.
One of his businesses was a Barber shop, and the above headline "If We Can't Make You Look Good, You Are Ugly," was one that he used in his advertising, and it was a smashing success.
We all laughed when he told us the headline, but if you stop and think about it, it sure gets people's attention.
I wonder what headline I can use to grab someone's attention in my commercial real estate business.
Commercial real estate can be somewhat boring, but it seems like if you're boring, you might be broke. So, in the coming days, I'm going to work intently on writing better headlines and subject lines for my emails.
Boys and girls, the whole reason for advertising is to catch someone's eye so they will read it. I would love to hear how you advertise and how you differentiate yourself from the masses.
My phone number is 765-427-5052 and my e-mail address is bneihouser@shook.com, I'd love to hear from you.
Not so respectfully sent
Brad Neihouser
-
Angel Flights & Family Meetings
Dear Friends,One of my quasi hobbies is riding horses with my sweet wife.
No, I’m no cowboy, but Barb likes to ride horses and I like being with Barb.
So, a while back on a Sunday after church, I had the bright idea to say, “let’s go to the state park and ride.” It was a beautiful afternoon…
Did I Say That I Wasn’t A Cowboy?
I didn’t realize the first time you ride these horses after they have been locked up all winter, they can be a little wild!
And they were a bit frisky, but all seemed well… until we were going up a new trail that we had not been on, that’s when it all fell apart…
I said I wasn’t a cowboy, right?
My horse took one giant leap to the right, and with a hard hit, old Brad ended up unceremoniously, in the dirt.This Crazy Thing Took Off Like he was on FIRE.
This also spooked Barb’s horse. She id her best to stay on but was finally dismounted, much more ceremoniously than I was.
I’m told, most of the time, when horses throw their riders off, they take off a few feet and stop. Not these two thorough breads…
They ran over two miles! We had to get the park rangers involved, get people with phones involved… and two hours later we found them on someone’s private property.
It Seemed Like Not Much Was Hurt, Except My Pride
Let’s Talk Angel Flight Missions:
Usually, because the weather is so nasty in January and February, we don’t get a lot of angel flight mission activity.
As Many Flights Get Canceled Because Of The Weather.
I was fortunate to be able to fly a man, on the second leg of his journey, from MB Anderson in Houston, TX back to Evansville, IN.
He was so grateful to be able to get a free flight back
FAMILY MEETING 3/12/2022
Mom and Dad are honored that you all have taken the time to meet with us and discuss topics that most families never discuss. Below is a brief agenda that will be a framework for our meeting.
No topic is off-limits, and no question is a dumb question!!!
We will meet at Cecelia’s house at noon on Saturday…someone will order lunch and bring it to the meeting…this person has yet to be determined!!!
AGENDA
1. Opening Prayer
2. Scripture reading…1 Timothy 6:10
3. Why meet??? Dad and Cecelia have many stories of families that go astray because no one ever talked about the next generation’s inheritance of assets.
4. What do Mom and Dad have?
5. What could that look like in 10 years?
6. What do Mom and dad hope to happen to our assets when we are gone? Might not be anything left after horses and airplanes!!!
7. Our wish is that all assets are divided equally in 4 ways but that there are mechanisms in place for one or more to buy out each other or they be sold and turned to cash within a reasonable period of time.
8. Who gets the airplane and the horses???
9. Questions from the gallery: No questions are off-limits, but we may choose not to answer a question if it is too personal or intrusive…this is where Mom comes in!!!
home from his cancer treatment.As I have said before, I have two hobbies in life:one is honoring my wife and the other is flying angel flights to help people in need.
You Might Ask,What Is An Angel Flight?
Quite simply it’s flying someone in need of long-distance medical treatments to their appointments and then back home again free of charge.
The Family Meeting
How many of you could benefit from having a family meeting while the previous generation is/was still alive?
Most of my commercial real estate business is derived because owners of assets never have a family meeting with the heirs to discuss how assets should be handled after they are gone.
Yes, it makes those in this business very busy and sometimes very wealthy.
However, a lot of this can be avoided.
I cannot say that I obtained this idea on my own. An old friend and business acquaintance posted this on LinkedIn, and it got methinking…
Our family has had one family meeting and we are preparing for another.
It seems the older generation does not want to talk about these items, but it is so beneficial that they do.
How Can Brad Help You?
If you or someone you know has inherited commercial real estate but is not sure how to turn it into cash, and better yet, is battling with different perspectives on the “right thing to do,” well that is right in my wheelhouse.
I would love to provide you with a free consultation. If you would like to just visit about real estate or life, give me a call! I have a table at The Red Seven Restaurant in Lafayette, lunch is on me! -
The Farmland Market Is On Fire!
How Do You Extend A Helping Hand?The Bible reminds us of the enduring presence of the poor and needy; this truth remains evident in today's world.
We don't have to search far to witness the overwhelming need surrounding us. It's important to note that helping doesn't imply a mere handout; rather, it signifies extending a helping hand.
So, what should one do when approached by a person on the street asking for money to alleviate hunger?
Even in our relatively smaller community of Lafayette, IN, such encounters occur more frequently than one might imagine.
It's often easy to dismiss such requests with grumbling or even worse. However, on one occasion, a
gentleman caught me in the right mood, asking for money to buy a Coke from McDonald's.
Instead of immediately dismissing him, I conversed, asking him questions. I expressed my uncertainty about his intentions—
How could I know if he would truly use the money as claimed or instead indulge in drugs around the corner?
He insisted, swearing on his mother's grave and every other grave imaginable, that he would never deceive me.
I chuckled and remarked that he had every reason to lie. Still, I reached into my wallet, withdrew a $5 bill, and said, "Go buy yourself something to eat. However, if you choose to spend it otherwise, that's on you. Remember our encounter, as I'm still around, and our paths may cross again."
A few days later, I ran into him again and asked,
"What did you do with the money I gave you?"
He chuckled and pointed at his cigarette. I laughed as well and said, "I hope you enjoy it."
In another instance, while heading to a restaurant for a business lunch, a man informed me that he had just been released from prison, was hungry, and requested money for food. I replied,
"Meet me back here in an hour, and I'll have a sandwich for you."
After completing my business lunch, I purchased a sandwich for the man and searched for him, but despite walking around downtown Lafayette for 30 minutes, I couldn't find him.
Naturally, I felt frustrated and vowed to never repeat the experience.
Yet, on a different occasion, as I was leaving my office late in the evening, a woman suddenly emerged from around the front of my vehicle in the dark parking lot. She explained that she was homeless, cold, and hungry and asked if I could help her.
Initially, I grumbled a "no," and she started to walk away.However, the good Lord prompted me as I remembered I had a Wendy's grilled chicken sandwich in the back of my truck, which was intended to be my supper on the way home. I called out to her, saying,
"Hey, if you'd like a Wendy's sandwich, I have one."
She returned, accepted the sandwich, and expressed profuse gratitude.
While the good Lord doesn't expect us to give away our resources indiscriminately, showing compassion and mercy to our fellow human beings never goes out of style.
Oshkosh: My Happy PlaceThe Oshkosh event, held annually in July, is a highly anticipated gathering that celebrates the world of aviation in all its splendor.
Hosted in Oshkosh, Wisconsin, this event serves as a magnificent spectacle where aviation enthusiasts and professionals come together to share their passion for flight.
Central to the event is the impressive display of aircraft, ranging from vintage planes to cutting-edge experimental models. Attendees are treated to a captivating array of airshows, demonstrations, and interactive exhibits that showcase the evolution of aviation technology and its rich history.
Pilots, mechanics, and aviation aficionados from around the globe converge at Oshkosh, fostering a vibrant atmosphere of knowledge-sharing and camaraderie.
Beyond the aircraft, the event also offers workshops, forums, and seminars on various aviation-related topics, making it an educational and entertaining experience for attendees of all ages.
With its iconic aviation showcases and vibrant community spirit, the Oshkosh event in July has rightfully earned its place as one of the most significant gatherings in the aviation world, and known as for me, one of the happiest places in the world.
Four Farm Auction Myths Debunked
In recent times, the majority of farmland is sold through real estate auctions, with very few farms beinglisted privately for sale.
However, there remains a significant misunderstanding regarding the effectiveness and rationale behind farm real estate auctions.
Unfortunately, numerous myths and misconceptions persist regarding farm real estate auctions.
Some people still believe that a farm goes to auction only when the seller is experiencing financial distress or is on the verge of losing the property.
This perception couldn't be further from the truth.
Nonetheless, it is understandable that sellers have questions and concerns.
Competition is a driving force.
Competition often leads individuals to pay more for an item than they initially intended.
The sale of farmland is no exception to this phenomenon.
Over the past six months, every farm real estate auction I conducted resulted in at least a 10% increase in the final sale price compared to what we would have asked for if the property had been listed traditionally.What happens if the top bid falls short of the expected price?
It's important to note that in Indiana, auctions are typically conducted with a reserve unless stated otherwise, granting the seller the right to decline the sale if the price does not meet their expectations.
In my four decades of selling properties at auction, I have encountered this situation only twice, and both instances involved small tracts or residential properties.
Large pieces of land have consistently fetched prices in line with our projections.
How can we count on the top bidder to follow through?
Most farmland real estate auctions require a 10% nonrefundable earnest money deposit within 24 hours of signing a purchase agreement.
Once the title company has received this deposit, the transaction becomes secure, as no buyer wants to forfeit a substantial sum of money by defaulting.
In my 40 years of selling farm real estate, I have never encountered a situation where a buyer failed to follow through after submitting the earnest money deposit.The last three years I have seen farm land values rising as much as 10 % per year in some areas. An old client told me a long time ago, “they quit making land on the third day.” And most farmland buyers are taking that adage into account.
The competition of farmland is keen among outside investors, local investors, and local operators.
There is no better way to see what a farm is worth than to put it for auction. This is a tried and true way of selling farmland real estate.
When was the last time someone did an analysis on your farm, so you have a good handle on market value?
If it’s been a while, I’d be happy to perform that service for you.
How can I Help Your Clients?
If you find yourself dealing with clients who are unsure about managing their inherited farmland, especially when there are varying opinions among the heirs, that's an area where I specialize.
In such scenarios, the initial step is to accurately assess the value of the farmland.
I possess expertise in evaluating farmland values.
Once the value is established, the owners can proceed to seek advice from their legal and financial advisors. This will enable them to determine the optimal path forward by incorporating the assessed value and leveraging professional guidance.
-
Angel Flights. Tennessee.
Let’s Talk Angel Flight Missions:
April was a busy month for angel flights, as I was able to meet my goal of flying one flight a week!
I earned my pilot’s license when I was 18 years old. But as one designated examiner said, “What makes an airplane fly?” It’s not wings, thrust, motors, etc. it’s money and lots of it. And when you’re 18 years old, you don’t have much of that.So, I flew sporadically on and off, mostly off, until I was 40. At age 40, I started flying in earnest again, and at age 44, we bought our first airplane.
A little Cherokee 180, four-passenger airplane, single-engine. I told my wife, “That airplane will serve our family for a long time, great little airplane.” Well… four planes later, here we are.
The angel flights allow me to get into the air, clear my head of all the noise, think about how to fly all my passengers safely, and also be able to help those in need.
What is an angel flight, you might ask. It’s flying people in need of long-distance medical treatment free of charge. The organizations do not pay us as we supply the airplane, fuel, and the time. Those of us who do this love to fly and love to help people, and I feel blessed to be able to serve people in need.
I have always told the folks that I fly that I would much rather be up in my seat than back in their seat, as they are going to places they have never been before. Facing an unknown outcome, the least we can do is get them there and back home safely.Instrument panel in my current airplane. I have three GPS’s, so I probably should not get lost.
What Else Do I Do For Fun?
In the previous newsletter, I talked about horses. This time, I have a much more mild story…
I love taking Barb and the horses to Jamestown, Tennessee. We normally go for a week in our horse trailer/living quarters.
In April, we loaded the horses up and took off to Tennessee, and we had a fantastic week riding, relaxing, and spending quality time together.
Question for all of you.
How often do you spend quality time with your spouse?
Besides your children, your spouse is your most important ally. In my view, you should be spending as much time as you can with your spouse.Just my two cents, but I sure love spending time with Barb. And if that means I have to get on the back of a horse to do it, I’m happy to do so.
Let’s Talk Business:
We had three substantial farmland real estate auctions in the month of March. Therefore, April was spent getting these transactions closed.
Thankfully I can report that all three transactions closed
on time, under budget, and mainly without any hitches.Standing over a massive valley in Jamestown, Tennesse.
I pride myself on having no-drama real estate closings. When we receive the settlement statement from the title company, I send it to my clients. Every item, whether an income or an expense, is color-coded with an explanation.
So, when my client gets to the closing table, there is no question about how much money they need to bring, or how much money they are receiving.
Occasionally, I’m teased about how detailed I am; however, I have never had anyone get to the closing table that was confused.
How can Brad Help Your Clients:I would appreciate the opportunity to provide a free consultation to your clients. If you want to visit about farmland, real estate, or life, give me a call! I have a table at the Red Sevenrestaurant in Lafayette; lunch is on me!
If you have clients unsure of what to do with their inherited farmland or a building depreciated out, that’s right in my wheel house.
As usual, the first thing that needs to happen is receive a good value on the asset.
Not a pie-in-the-sky value, but an attainable realistic value of the asset.Once you have that value, everyone is playing on the same playing field. The clients’ attorneys and accountants need to be brought into play. So they fully understand their tax ramifications.
It's not fun for your client or for yourself to get a notice from Uncle Sam six months after a successful real estate closing that you have to give 30-40% of it back to the government.
If you’re going to do that, that’s fine, but it’s always good to know it upfront.
- Brad Neihouser
765-427-5052
bneihouser@shook.com
-
The Two Questions Every Land Owner Wants To Know (But Is To Scared To Ask)
The Two Questions Every Farmland Owner Wants To Know, But Is Too Afraid To Ask
Farmland owners do not have a lot of problems or headaches owning farmland. They are usually folks that like to either farm the land or collect a lease payment every year. However, every farmland owner has two burning questions – ones they’re often hesitant to ask.
1.) What is my farm worth in today’s red-hot real estate market?
This is a great question—and one I can answer. Understanding farmland values is my business. If you’re curious about what your property is worth in today’s market, let’s have a conversation. No pressure, just a friendly chat.
Now, let’s talk about the second question—the one that landowners often hesitate to ask…
2.) Am I getting the right lease rate for my farm?
Ahhhh, the third rail has been touched. This information is normally top secret. No farmland owner wants to tell his buddies at the coffee shop what he is getting for fear that his neighbor down the road is getting more. And tenants? They’re just as tight-lipped, no tenant wants to divulge what he is paying for fear the wrong person will hear and their rent will start rising!
This is always a conundrum.
If you want an honest conversation about lease rates, I can help. I manage thousands of acres and keep a close eye on what the market will bear.
I’d also love to hear your thoughts on farmland values and lease rates.
If you’re curious, give me a call or send me an email. No pressure—just a chat.
Brad Neihouser
⯑ 765-427-5052
⯑ bneihouser@shook.com -
The Super Bowl
The Super Bowl
By the time you read this blog post, the Super Bowl will be long past, and I hope your team came out on top. You might wonder, “Brad, what does the Super Bowl have to do with commercial real estate?”
Stay with me.
A few years ago, the New England Patriots faced off against the Atlanta Falcons in the Super Bowl. The Falcons had dominated the game. By about midway through the third quarter, they were leading by 28 points. I remember watching as the Falcons' players, fans, owner, and even family members began celebrating on the sidelines. I turned to one of my sons and said, "They're celebrating way too soon—this game isn't over."
We all know how that story ended. Tom Brady led the Patriots to one of the greatest comebacks in Super Bowl history, and New England walked away with the win.
So, what happened? In my opinion, the Atlanta Falcons got too comfortable. They lost their intensity, sat back, and rested on their laurels. They took their foot off the gas—and it cost them.
The Lesson for Commercial Real Estate
Now, let’s tie this into the commercial real estate business.
Eighteen months ago, I was on a roll, selling farmland at auction. At one point, I had three auctions lined up back-to-back and was feeling pretty good about myself. But then what happened?
I got comfortable.
I lost my intensity, stopped prospecting, and assumed deals would keep coming. Just like the Falcons, I let up—and I paid the price. It was a full 12 months before I secured another farmland auction.
Why? Because I quit doing the things that had made me successful in the first place.
The Bottom Line
So, how does the Super Bowl relate to commercial real estate? Simple: In business, when you lose your intensity, stop pushing forward, and rest on past successes, you lose. And no one likes to lose.
I’d love to hear about a time this happened to you. Give me a call or send me an email—and by the way, if you'd like to know the value of your farmland or commercial real estate property, I’d be happy to assist.
Brad Neihouser
⯑ 765-427-5052
⯑bneihouser@shook.com -
Applause At Home
Applause at Home
Are you a great businessman, or are you a great family man?
It’s rare to find someone who truly excels at both. Over the years, I’ve noticed that most men tend to be one or the other.
For nearly 50 years in business, my goal has been to be both. I’ve never understood how someone could treat their clients, customers, and friends with such respect and care, yet turn around and neglect their own family. That’s never made sense to me.
I once knew a man who was incredibly successful in business but a failure at home. Watching that had a profound impact on me. I made a vow that I would never let success in my career come at the expense of my family.
Two simple truths have always stuck with me:
- You’ll never see a Brinks truck following a hearse to the cemetery.
- Your family is the only thing you can take to heaven with you.
So, I want to encourage you—yes, being a great businessman is rewarding. Yes, success and financial security are important. But if you achieve them at the cost of your family, what have you really gained?
The good news? It’s never too late to change course.
As the title suggests, I strive for applause at home—because if my wife, kids, and grandkids believe I’m a great man, then I’ve truly succeeded in life. Everything else is just icing on the cake.
That’s my perspective. I’d love to hear yours. Feel free to email me at bneihouser@shook.com or give me a call at 765-427-5052. I’d love to hear your thoughts.
Brad Neihouser
765-427-5052
bneihouser@shook.comP.S if you would like to know the value of your commercial property or your farm property give me a call I'd be happy to visit with you.
