The Art of the Deal Begins with Client Trust

The commercial real estate brokerage business is very competitive. Regardless of the specific market or size of the agency, all commercial real estate brokerage firms are busy chasing clients and deals. In many cases, multiple brokerages are chasing the same client and same deal. It’s just the nature of the business and not unlike most successful businesses in any sector. However, the culture and business model of commercial real estate firms varies greatly and is a function of the firm’s leadership and history. Obviously, all of us want “the win”—we want to successfully close deals. That’s how we get paid and stay in business. But, how we go about representing our clients and get “wins” is important to those of us who place a value on integrity and honesty. Integrity and honesty are the cornerstones of developing client trust which, in turn, generates a mutually cooperative long term relationship.