Do We Wait Until The Data Is In?

  

When talking with brokers, developers, and investors, I often reference how there is an element of treating a proposal and presentation like an attorney would. People hire an attorney to place a factual spin on whatever they need to prove. He or she is charged with coming up with every possible angle on getting their point across.

A major example of this in real estate is the controversy about data centers. Some municipalities welcome them while others are dead set against any being anywhere close. The below linked article shows how one organization is showing how a data center can be utilized to recycle heat and possibly help with dealing with the local climate. 

This is not to say that you should draw up a proposal for cold weather cities. My point is that the organization featured in the story is among those that has developed an approach to make a controversial proposal more appealing to the masses. Their ability to do so could very well be the difference between having plenty of opposition and hurdles to overcome or getting a successful long-term project underway.

An attorney takes the facts, reviews appropriate laws, and develops his or her case toward the results the client needs. In the situation of the “heat recycling”, the organization would benefit along with the developer, contractors, brokers, lenders, and employees during construction and upon eventual opening of the data center. They would all benefit from what started with a few good reasons.

Being aware of situations such as this one often make the difference of being “first in” for a significant income opportunity. It doesn’t matter what you think about building a data center. What matters is what you and your team could be doing to make one happen for mutual benefit.

 

https://www.wyso.org/2026-02-05/how-could-ai-data-centers-benefit-surrounding-communities-new-report-says-recycle-the-excess-heat 

 

Being Prepared Brings Real Estate Solutions

 

 

Over the years I have collaborated on my share of real estate and business projects which have worked quite well. There have also been some that have not gone well. When that happens, I make it a point to learn what I can about what went wrong to plan on not making the same mistakes again. One element I stress to my valued clients, students, and connections is what I call the “Phase 2” element of your plan.

The Business Plan needs to detail how you will execute upon a successful acquisition or partnership to work toward your exit strategy and goals. There should be that moment in time when you ask yourself (and your partners or team), “What could go wrong?”. Although your Plan is, obviously, to succeed, there is a lot to be said for what would happen in the event of a problem when it is far too late to back out.

Unfortunately, the below linked article is one example of what could “go wrong”. A new restaurant in Chicago was recently burglarized and vandalized within 48 hours of opening its doors. While chances of this happening are higher in Chicago and many other big cities, security measures are something which are important to any business with a physical location. This is not to say that the owners could have or should have been prepared for a tragedy like what happened. 

A solid Business Plan is about what happens immediately after. There are concerns about whether insurance will cover enough of the losses, what becomes of valued employees, and the ability to market the location after word of the tragic event goes public. In the case of a new restaurant, the ability for patrons to feel safe and confident about returning or trying it out can be shaken. 

I know of a situation (which I was not involved in at any level) in which a fire forced an apartment building to completely vacate due to millions of dollars in repairs being needed. When it turned out that the insurance coverage only got them a settlement check which was millions short of what they needed, the ownership group had to walk away. Investors lost six or seven figures on their original investment, but collectively chose that path over investing millions without any signed leases.

Chances are the Business Plan for the burglarized restaurant or burned apartment building did not include those specific events. From what I know about each situation, the owners were caught off-guard by the horrendous events and forced into significant decisions about moving forward. The lesson is to make the effort to plan for any eventuality as best you can. Doing so should be part of a complete Business Plan. Find out how you can put my 30+ years of experience in writing and improving Business Plans for as little as $500. It could make you and your team “first in” with a solid solution!

 

https://www.fox32chicago.com/news/chicago-restaurant-hit-burglary-less-than-48-hours-after-opening

 

 

Lower Prices Lead To Opportunity

 

The story and impact of an upstart furniture dealer going public and entering the New York Stock Exchange may not seem like anything that would interest a real estate investor or broker looking for more business or revenue. Many of them are likely not even aware of the story, especially when their valuable time is spent on working on current projects and administration.

For me, this is a perfect example of why an investor, broker, or builder should be following stories like this one (linked below). It’s also an example of the value of having a research person or team to monitor topics which could generate real estate business and plan and prepare for upcoming opportunities. I see the Bob’s Furniture example as leading to several opportunities for gaining business, with the possible advantage of being “First In” on an exciting new project.

As the article states, Bob’s is gaining a track record of success despite being at the “low end” of the furniture spectrum and presenting themselves that way. One of the lessons learned is that you don’t have to compete with the top of the price list in order to carve your niche. Another is that planning an aggressive expansion (as in 500 more stores) is possible with a clearly established plan of action.

That is only the start. Knowing about what Bob’s is doing can be inspiring real estate investors. Those 500 added stores are going to need ready land or vacant stores in proximity to the retailer’s target audience. Developers, contractors, lenders, and brokers could all benefit from collaborating on one or multiple opportunities. Investors continuously building or renovating houses and apartments for rent might be looking for low-cost bulk furniture. Leasing agents might have a desperate need to book large spaces which would work for discount furniture. You can imagine the work needed for lenders to finance the deals and for contractors to bring their skills toward making the store look and operate as required.

However, the agents, investors, lenders, and contractors that could benefit by thousands of dollars, might not even know about these opportunities if they did not research and keep track of what could happen around them. 

The next time you ask yourself, “How did THEY get that project?”, your next question to you should be “How can I be the one chosen the next time?”. My team and I can help you answer that!

 

https://www.retailbrew.com/stories/2026/02/06/bob-s-discount-furniture-ipo-and-expansion-plans-provide-hope-for-beleaguered-home-goods-category

 

 

 

The Value of Answers Directly From The Source

 

I continue to enjoy amazing younger and newer real estate investors and professionals by talking with them about how many “old school” techniques I utilize and how much they help. Some don’t believe that analytics and algorithms and graphics and surveys only bring part of the story. 

Knowing that “63% of potential renters won’t pay $1,500 to rent within downtown (name of city)” is not the full story. I want to know what it would take to get them to change their mind. Analytics don’t always get those answers.

To me, getting honest “no pressure” opinions from a few people directly involved or at time of potential purchase can be more valuable than hundreds of results from an independent survey. Being “first in” for a real estate investment or transaction is about understanding your target audience and providing solutions.

One way to get honest feedback is when the person or people involved do not know you are the boss or an influencer. Human nature includes people asking different questions and providing “more honest” feedback when talking with someone on what they perceive as their level. 

For example, an investor I did some marketing work for years ago was close to signing to acquire an apartment building. He was given full access to walk the property, primarily for the purpose of planning repair and value add costs. What he wanted was to know what some tenants “really” thought. 

The building had a large laundry facility in which residents paid to use the washers and dryers. On a Saturday morning, he dressed in a t-shirt and shorts and brought in a load of laundry and stood in the room while folding and re-folding his clothes. He engaged several residents that came in, acting as though he was new to the building. Among the questions he got answers to were “Do these machines work all the time?”, “What do you pay for your two-bedroom?”, “How are they about maintenance?”, and “Are you planning to renew your lease?”. 

Residents assumed he had just moved in and was one of them. He told me how they clearly gave him honest and much different answers than they would have if they knew he was about to become their landlord. It is much more helpful than finding out “78% of respondents would recommend your property manager”.

Over the years, I have had and been informed of several similar techniques. Having information which is exclusive and no one can dispute can be worth thousands of dollars in your pocket.

Allow my team and me to find the strategies and techniques which help your next investment or client!

 

 

When A Broker Pitch Gets Taxing

 

 

I’m often amazed about how many agents and brokers I talk with that are not aware of new tax laws and regulations. The below linked article is another example, including thorough research showing the impact it is expected to have on different age groups. Being able to show a potential seller or buyer how making a transaction could bring a significant tax benefit seems like motivation to me.

A big part of real estate marketing is adapting scenarios to your client or potential client. They don’t have to feel like a number from mass marketing when there are ways to benefit from a specific situation they are in or could be in. Expanding the capital gains exclusion could make it “easier” on taxes and finances for certain homeowners to sell their property without major tax consequences. 

We have to be honest and understand that it is likely that the majority of homeowners won’t pay any attention to this legislation if and when it passes. That’s where an alert broker should come in. Chances are you know the age range and other things about people within your database. If you can show them the difference it would make by selling (or possibly buying) under the new tax regulations, you, at the very least, plant a seed with them. Undoing a single reason why the home owner hasn’t sold to this point that could change should be enough to allow you future engagement with them. 

Another example of how a little bit of research could lead to a lot of gain for your real estate business!

 

https://taxpolicycenter.org/taxvox/will-expanding-capital-gains-exclusion-unlock-housing-supply-evidence-who-benefits  

 

 

Making Buyers See The Demand

 

What I consider to be the most overlooked aspect of real estate marketing has just come across in the high level world of the Las Vegas economy. As the below linked article confirms, a leading CEO is taking issue with the perception of a “demise” being perceived by travelers. It appears to be the same trap which I contend that real estate professionals continue to put themselves into.

The CEO’s point is that despite the inflated prices for a lot of the major entertainment and recreation in Vegas, people continue to pay it because they see the value of the experience. Even though there may be fewer potential patrons than past years, the demand continues to be met. People see that a venue such as The Sphere sells out for major acts and prestigious golf courses are booked even at more than $500 for a round of golf. Concerts and a round of golf typically cost far less in other cities around the country. However, the experience in Las Vegas appears to justify the higher prices.

Real estate associations and brokerages COULD be taking this approach, but, as I have noticed over the years, fail to do so. A huge part of marketing is in the presentation. You don’t have to publish every fact related to a topic, when highlighting certain ones gets the point across.

My real estate example is every time I read a real estate association’s published report that “Home sales in (name of city) are down 5.6% since last year, with 842 homes selling in January”. A huge percentage of the audience reading that info interprets that (name of city) must not be as desirable if fewer buyers are moving there. 

If you disagree, read what the CEO of MGM had to say in the article below. He sees things the same way.

However, if the real estate association report merely stated that “842 homes sold during January only, the coldest month of the year in (name of city)!”, a bigger percentage of the audience would perceive an incredible demand. It wouldn’t matter to them that 950 homes sold there during the previous January. They could add in how appealing the market is if they can point out that mortgage rates were the same or higher during the most recent month!

It should be simple. If home sales are up from the previous reporting period, say it. If they are not, only issue the positive stat. This is the difference between marketing and advertising. I love working with valued clients, students, and connections on making their farm area or target audience look even better than the rest. 

 https://cdcgaming.com/mgm-ceo-says-narrative-about-las-vegas-demise-needs-to-stop/ 

 

 

It Didn't Even Sell At Auction

 

 

The failure of a rundown housing project in New Orleans to sell at auction, apparently because the expected minimum bid was too high, brings out some interesting points. As the below linked article shows, some officials are hopeful that a non-profit or organization with aspirations will take over. It will be interesting to see what effort is made for that to happen. 

Now that it is obvious that the property is overpriced, it is not likely a non-profit or civic organization could justify the expense, which would not include the costs for repairs. The interesting part is what officials will (or won’t) do to potentially make a purchase happen. Would they reduce the price by one million or more dollars to facilitate a sale?

Or, will they hang on to the property in hopes that the value would somehow rise, along with the real estate market, and generate the hoped for revenue?

There is the matter of the $11 million loan default which created this situation. Obviously, the lender and others involved need to recoup as much revenue as possible. However, there is also the reality of today’s real estate market. This seems like a situation from which numerous parties need to work together to create a more realistic opportunity. 

They have tenants in place living in less than ideal conditions, while the struggles negatively impact the surrounding neighborhood. It could be an opportunity for an organization or developer to be a hero.

Maybe it’s “cash for keys” and renovating or perhaps demolishing and starting over. Perhaps it is  making a refinance arrangement which would make assuming the debt affordable to a developer or GC which could turn the property around. If entities work together, something like that could happen and, even if it takes years, could solve the problems. The property could sit there and the struggle could continue if not. An entity willing to get involved could be “first in” for a significant opportunity. It takes the ability to do so AND the willingness to get it done. Worth monitoring to see what happens.

 

https://www.fox8live.com/2026/01/30/new-orleans-easts-troubled-willows-apartments-fail-sell-auction-with-5m-starting-price/  

 

 

When Smaller Is Better In Real Estate

 

 

Consumers have varied opinions about brand name home builders around the country when it comes to buying. Some prefer new construction and working with an experienced builder with the amenities of a development is a location which works for them. The challenges confronting potential home buyers at the moment is making it rough for some home builders to sell their projects. Many feel it is because of down payments becoming unaffordable even to those that can afford the monthly payments.

A lot of credit goes to D.R. Horton, whether you like the quality of their builds or not. As the below linked article demonstrates, they have made an adjustment to their marketing strategy which appears to have made a positive difference for them.

Their strategy of reducing the size of the homes they build allows them to lower the prices and appeal to more potential buyers. It seems to be working.

I love their way of thinking. Instead of waiting out the market or becoming less aggressive about new projects, they found a way to make what they do work. We need more builders, developers, and investors willing to look into every possibility and be receptive to a change in strategy. Being an established home builder is one thing, but adapting in the face of adversity is another. If Horton can adjust its strategy and increase success, so can other real estate entities.Doing so could make the difference between success and failure.

 

https://www.housingwire.com/articles/dr-horton-affordability-strategy/ 

 

When Real Estate Collaboration Is Key

 

 

I have often told my associates about how I learn as much from my students, whether real estate investors or agents, than they do from me. Some of what I learn is very helpful for others, while some reinforces the need for the strategies I help them to form and the need to execute a complete plan.

A simple example is when investors tell me they “work on flips”. There are times when I see him or her so focused on a flip that they might miss out on a solid deal which could be a rental or could be flipped without performing a lot of rehab, even when needed. They think they need to “simply” formulate a single process and stick with it.

As the below linked article explains, there are some entities which clearly understand the value of having a plan or approach. Leaders in downtown Kansas City are an excellent example. While some municipalities and economic development groups merely “seek” investors, the K.C. group has formulated a solid plan which targets parts of the downtown area.

They are holding meetings to receive input from people involved and not directly involved in the project. More importantly, they have defined roles for developers, contractors, investors, and others that would be involved. Having the “clear blueprint” will truly create a community in which everyone works together while various groups and individuals each benefit. 

It is an excellent reminder to find the right role for the right people, which is important even on an individual basis. An individual flipper would do well to work with others looking to provide a similar path. Perhaps they could share in redeveloping a group of properties instead of a single property “here and there”. Doing so might be able to save each of them money, such as being able to purchase materials in bulk to divide among a group of investors and eventually being able to market multiple opportunities together.

Another set of eyes on the project may also help lead to being “first in” for other opportunities, whether for the specific project under review or a future opportunity!

 

https://rebusinessonline.com/how-to-balance-growth-and-heritage-in-kansas-citys-legacy-neighborhoods/ 

 

Possible Impact of Disney Expanding Real Estate

 

The huge 100+ acre project which will include a 1,367 unit apartment facility including affordable housing in the Orlando area would not command the level of attention it is getting were it not for Disney being involved. As the below linked article details, the permits and related have been approved and the green light has been given. 

 

Some will joke about the irony of Disney trying to make housing affordable while they continue to price people out of the valuable entertainment empire which established them. Others will wonder about a large corporation focused on a different industry stepping into the real estate world to this extent. How will real estate investors, especially in Florida, react?

 

My thinking is there will be much varied reactions, but how real estate investors and professionals respond tells a lot about who will be successful. Let those who think, "I can't compete with that, see you later" move on. Those that understand the importance of research will see the many opportunities this Disney development will open up, especially on the commercial real estate side.

 

Adding thousands of residents to a community creates demand for grocery and retail, restaurants, day care, auto maintenance, and potentially warehouse or industrial spaces looking to employ the locals. It may be worth researching for opportunities for transportation, waste management, solar power, and other possibilities. Being "first in" on a new opportunity can make you the leader and makes others compete against you and your team if they choose to compete at all.

 

It will also be interesting to see whether or not Disney shows its presence after completion. Will Mickey Mouse be appearing in the clubhouse every Saturday? Or will residents and visitors have no idea Disney is even involved? If it is the latter, I wonder if any of the other many major entertainment vendors in and around Orlando will attempt to make inroads to the residents and surrounding businesses.

 

Not many entities have the capability of taking on a project of this magnitude, especially when it involved major permit and zoning negotiation. However, there should be plenty of entities with the ability to thrive by being involved with a surrounding or adjacent project. All it takes is good research.

 

https://allears.net/2026/01/27/disney-worlds-attainable-housing-community-gets-major-permit-approval/ 

 

 

Original Or Franchised? Some Food For Thought

 

I use and encourage my valued connections, clients, and students to gather and use as much research in their favor as they can find. When people don't agree or prefer a different approach with me, they need to do some degree of research to come up with a response. They do so a percentage of the time. The purpose of real estate related research is to strengthen your case ahead of making you "right" all of the time. Personally, I think of it like hiring an attorney. We do not always hire an attorney to be "right". He or she is hired to win your case.

 

It is fascinating when one side presents favorable stats and trends to show why a property or opportunity should move forward, while another side has clear data to show why it should not. The current climate with sit-down restaurants provides a major example of different ways to look at the same situation. Many restaurants are struggling, and closings continue across the country. At the same time, many continue to hold their own and, in some cases, expand their presence.

 

As the below linked article demonstrates, you could make a case either way. Its focus is on New Orleans, which has a much lower presence of chain restaurants than most other metro areas. The featured expert in the article talks about how chains are doing better than the "local" operations, especially in that market. However, a real estate professional or investor with a different purpose could turn that around and point out the greater opportunity for chain restaurants to be "first in" with expanding to the area.

 

One aspect of the data is there is nothing to show for consumer preferences. In general, some consumers prefer a chain and to "know what they are getting", while others enjoy the unique local dishes and amenities they can't find near home. It is safe to say that many consumers look at the location, convenience, menu offerings, prices, and quality of service (in whatever order) to make their dining decisions ahead of whether it is a local or chain location.

 

My feeling continues to be that the demands of the audience should dictate. I call it the "Burger King Theory". It comes from years of noticing how many times you see a McDonald's only to see a Burger King in close proximity. King has probably saved millions of dollars on market research because McDonald's has already been placed to draw in the same target audience they serve. Hence, it could be a matter of what menu would best serve parts of the New Orleans area ahead of whether it is a chain or a local. Recent research shows there could be some good opportunities for those that know to take advantage of them. 

 

https://www.axios.com/local/new-orleans/2026/01/16/franchise-restaurants-grow-independents-decline

 

 

Not Taking A Real Estate Possibility For Grant-ed

 

 

Even if you do not understand or pursue grant proposals, it can be beneficial to be aware of when any involving real estate related projects are approved (or, in some cases, up for approval) because of the opportunities they may bring. The article linked below details a government grant for Galveston Harbor in Texas which will encourage and benefit visitors, whether for business purposes or not.

 

By attracting more visitors, they will need places to eat and various other services which may not currently be in place. Those become opportunities for investors, brokers, lenders, contractors, and eventually for employees. Knowing what and when it's coming can be the difference of being "first in" on an opportunity. You also may know of someone that could apply for the grant and may not be aware of such an opportunity if not for you bringing it to their attention.

 

The current highly competitive market makes it more important than ever to create opportunities which could benefit you, your team, and/or your client(s). 

  

https://www.spartnerships.com/port-of-galveston-receives-state-grant-for-mobility-pedestrian-traffic-safety-initiatives/ 

 

 

 

 

Keeping On Track For New Opportunities

 

 

Many cities continue to be involved with expanding local transportation, especially train service, with projects either starting or continuing during 2026. These projects can have a huge impact on commercial and residential real estate, and it can mean a lot for brokers and investors to be aware of the new opportunities resulting.

 

On the residential side, having new and existing housing within close proximity of a train station has been known to increase property values. I recall a study a few years back by a real estate firm in Chicago showing the increased value of homes within a mile of Metra commuter train stations in the suburbs. For commercial brokers, land and commercial buildings near a new station location can become more valuable. New opportunities like restaurants, convenience stores, and office buildings are sure to follow to accommodate area residents and employees.

 

When it comes to marketing properties and opportunities, it's all about location. Knowing about a transportation expansion and where new or remodeled terminals are going to be could make you and your team "first in" on a great opportunity!

 

The below linked article recaps major projects around the country. My team and I would be happy to assist in the planning and marketing of such an opportunity!

 

https://www.thetransportpolitic.com/2026/01/01/transit-expansion-in-north-america-a-look-ahead-to-2026-and-a-2025-roundup/ 

 

 

It's Not What One Broker Thinks. It Is What Your Client Is Thinking

 

 

I have talked with so many brokers over the years, whether marketing clients or not, that tell me how upset they are about an opinion story in print, on TV, or on social media. They feel it leads current and potential property owners to think something is true or a standard while they disagree. The same can be said for market trends. I’m no different. For years I have wondered why on earth real estate associations and organizations willingly publish trends such as a drop in home sales.

Those get people thinking they can’t sell their home either and may reduce their interest in even considering. There are situations such as in the below linked story, in which a prominent local agent is called upon to give an opinion about the market. Other local agents may disagree with the assessment, and that is to be expected.

However, those other agents are also competing for listings and sales with the “expert” that made the comments they disagree with. 

One of the many things I have learned over the past 35 years of helping brokers and investors with their marketing is that it helps to tell your audience as much of what they want to hear as possible. There are times it takes some “adjusting” to make that happen. If an expert tells thousands of people about blue widgets and your listing has red widgets, one of my strategies is to accept and compare.

Instead of trying to tell potential buyers why red is better than blue, make it a point to compare the two. “I know red goes great with yellow, but I think blue goes better with three or four colors”, is a good approach. By doing so, you reinforce what the potential buyer may be thinking and getting your points across.

Your goal is to get the transaction done ahead of being more of an expert than one of your competitors. It can be very helpful to gather the opinions of others in your farm area or market along with those reaching a similar target audience within and beyond your scope.

Being able to incorporate what your client and potential buyers may be thinking into your approach with them. It could make the difference of being “first in” on your next deal.

 

https://fox17.com/news/local/selling-or-buying-a-home-in-2026-expert-weighs-in-on-current-real-estate-market-middle-tennessee

 

 

 

Closing A $450 Million Portfolio Is Only The Start

 

 

Real estate brokers, investors, and leasing agents each, understandably, want to be promoting properties and deals under the best possible conditions. When a property or opportunity is not under the "best" conditions, do you continue?

 

It has always fascinated me how some people would move on while certain others would pursue the "problem" deal. There will likely be less competition, if a competitive situation exists. Some people and companies bring an expertise or skill set which is ideal toward potentially solving the problem or resolving the issues surrounding the potential deal.

 

If you have the expertise to overcome a specific challenge, you may be spending your time seeking that chance. The story about a company taking over a $450 million portfolio in New York City with the goal of overcoming 6,500 code violations and countless tenant problems is the most glaring example.The below linked article has the details.

 

From all accounts, the buyer has the financial resources to be able to make a success out of thousands of housing units. I'm sure many within the real estate community are questioning the deal. It is possible that ten years from now this could be ranked among the best deals ever. Or, it could start the downfall of one of the nation's largest real estate entities.

 

Executing the project takes plenty of precise planning, already based on thorough research which was convincing enough to pull the trigger and arrange for financing. With approximately $500 million involved, you had better believe there is solid research and planning. That planning could be done because of having people in place with the skill set to make the project happen. A situation for a real estate company to be "first in" on a significant long-term opportunity.

 

Let's explore the capabilities of you and your team! 

 

https://gothamist.com/news/judge-approves-controversial-sale-of-rent-stabilized-apartments-over-mamdani-objections

 

 

When Homes Appeal To Buyers In Different Ways

 

 

My hunch is that many real estate professionals see the headline of the below linked article and won’t even take a look. “Top 10 Desirable Metros Where Homes Cost Less Than $300,000” should attract real estate pros instead of discouraging them.

If I am not in any of those 10 metros, I’m reading this with two questions in mind. The first is, “What do the homes I represent have that the ones mentioned do not?”. Next, it should be “What do the homes in the article have that the ones I represent do not?”.

Knowing which differences to point out about a listing or opportunity could be the difference of getting a signed contract or missing out. One example I use with valued clients, students, and connections is a sold out football game. Tickets are priced differently for sitting at the 50 yard line vs. the back of the upper level in the corner of an end zone which faces the sun. Since the game has sold out, there are people willing to pay to do both. 

Some fans are sitting high up in the corner because that was all they could get. Others are there because it saved them over $100 over a higher priced ticket while they could still be inside to witness the game. There are fans sitting by themselves and others that must have a group of eight all together. Even though it is the same game within the same stadium, many fans have different criteria for attending.

Knowing what choices are being made, whether you agree with them or not, applies to the real estate scenario or what makes homes desirable. An agent or broker reading may be working on homes priced below $300,000 or well above that mark. A potential buyer may be looking for corner end zone houses OR one smack on the 50 yard line. Understanding that could help you become “first in” on getting to the closing table.

 

https://www.foxbusiness.com/real-estate/top-10-desirable-metros-where-homes-cost-less-than-300k

 

 

 

When The Business Needs The Person Who Can't Be There

  

A few months back, I was working with a real estate investor putting together a multi-million dollar commercial project that was seeking a partner. It took months of searching to finally come up with a potential partner which made it beyond initial discussion. The potential partner came back with a Proposal which would have made my client nearly one million dollars in profit within two years. At that time, there had not even been a shovel in the ground, and it appeared that the hours of work we had put in were going to pay off for all concerned.

My client turned it down and walked away. He was looking long-term and felt that his team’s contributions were worth significantly more than one million dollars even though they had not been executed. I see situations like this on occasion, where a business or real estate opportunity is attractive, but not positioned for mutual benefit.

The below linked article is a glaring example. It describes a situation for a successful business operation with a current owner not healthy enough to continue on. The challenge is that the owner is not easily able to find a person or entity able to continue under his current methods of operation. I’m seeing a similarity between the scenario in the article and the situation I had with the investor. When the buyer needs to start by doing things a certain way they did not create, it can be a problem. 

There are lessons to be learned from these scenarios.

 

https://www.hourdetroit.com/drinks-beverages/schramms-mead-seeks-a-successor/

 

 

 

 

It's About What The Buyer Thinks

 

 

Whether representing a seller or being the seller, you understand the best sales points of the property or opportunity. I have written thousands of ads and copy for listings over the past 35+ years. Every property has something unique to offer including the cookie cutter builder projects. 

Meanwhile, having unique features may not be the best selling point. There is often a difference in what you think the most important feature is than what potential buyers want. 

There are times a potential buyer is emphasizing a specific convenience. You might have the newest, cleanest, and a highly desirable location for a new listing. However, if the buyer is seeking a master bedroom that has its own adjacent bathroom and your new listing doesn’t have that, it could be a deal breaker.

Even a “typical” or “common” new listing advertisement and/or showing should emphasize what potential buyers want. Obviously, different potential buyers have different needs, wants, and financial qualifications. 

Agents and brokers who don’t think they need research in preparation of selling a listing often overlook what buyers want and “simply” go with what they think would be best, which is often successful. Exploring the most searched keywords is a great way to learn what potential buyers want. The below linked article is a prime example. If you can mention that one thing which is important to that buyer, your chances of getting to the closing table increase!

 

https://www.realestatenews.com/2025/12/26/zillow-wrapped-what-buyers-searched-for-in-2025