Real Estate 101: What to bring to the closing table

Often it’s not what you know but who you know. Commercial real estate is best viewed as a relationship-driven industry.

Even with the best data tools at our disposal, I’ve found myself at the closing table due, in large part, to who I knew was the best, most likely buyer for any given asset. Getting a listing and knowing who to call for inside valuation or active buyers is invaluable.

Likewise, having outsiders refer my firm or me to a client is the best compliment I can ask for. We own the knowledge and have the experience – we build relationships.

– Steve Massell, Massell Commercial Real Estate