You're navigating a commercial real estate deal. How do you connect with the key decision-makers?

? Attend industry events network there ? Use LinkedIn for direct outreach ? Offer coffee meetings for chats ? Leverage mutual connections for intros ? Bring donuts to meetings always works ? Be genuine build trust quickly

If you are actively negotiating a deal, or 'navigating' a deal as you put it, you may be held at "arm's length" from the actual decision maker by the other side, as it is in their best interest to do so. But there are a number of things you can do: 1. Simply ask to speak with them and let their gatekeeper (whomever that is) know they should also be in attendance so they don't feel cut out of the deal; 2. Use resources such as LinkedIn to find out who they are; 3. Search company records, if it is publicly traded; and 4. Call the company switchboard and ask who in their organization handles that type of work (they will often tell you - BUT, then go back to point #1 otherwise you risk the gatekeeper's wrath.

If you're new in commercial real estate industry the first step would be research into the industry and get all the relevant information about stakeholders and decision-makers. Then apply that to the specific company concerned. At a stage you may need to meet with decision-makers with proposals or familiarization of each other's position. Later on subscriptions to industry newsletters, groups and community would provide most of the information and other details of getting across. For existing members where and how to get industry/organization details is taken for granted, including resources for inquiries when necessary. Today the internet, social media and AI have helped us in such circumstances.

All good suggestions however no. 5 is critical and definitely my fave…Beyond that, I had no idea that skee ball was a professional sport. Cheers!!!

To connect with key decision-makers in a commercial real estate deal: 1. **Research**: Identify the decision-makers using LinkedIn, company websites, and industry networks. 2. **Network**: Leverage your connections, attend industry events, and join relevant associations. 3. **Direct Outreach**: Send a personalized email or LinkedIn message highlighting mutual interests or specific value you can offer. 4. **Referral**: Ask mutual contacts for introductions. 5. **Gatekeepers**: Build rapport with assistants or staff who can help facilitate a connection.

Las relaciones en bienes raíces comerciales se construyen a través de interacciones genuinas, no solo de intercambiar tarjetas de presentación. Participa activamente en eventos de la industria y utiliza plataformas como LinkedIn para mantener contacto. Escucha más de lo que hablas; aprender sobre los desafíos y éxitos de otros te posiciona como un socio valioso y confiable. Con el tiempo, estas conexiones pueden convertirse en alianzas estratégicas que te conecten con los principales tomadores de decisiones, facilitando negociaciones y proyectos futuros.

Commercial Real Estate (CRE) business is a specialist skills that's not done in isolation. You pass through training and learning institutions of different cadres until you qualify to practise.? During this period you continue to build relationships.? Your network of relationships increase with joining relevant groups. You also expand your network when you interact with clients and decision-makers in the industry. Another opportunity to build relationships is involving in relevant events and training. These relationships become handy when navigating real estate deals and decision-makers.

Connecting with key decision-makers in a commercial real estate deal is crucial for ensuring a smooth transaction. Use your network to reach out to mutual contacts who can introduce you to the decision-makers. Work through brokers or agents to make the introductions to the right decision maker. If you’re working with brokers, ensure they have access to the key players and can facilitate introductions. Leverage technology to do some research and figure out who the key people are in an organization.

It's always a no if you don't ask! When it comes to getting things done and achieving top results, let's remove any call hesitancy or fear of being too forward. Ultimately we are here to get our clients the absolute best end result.

Las conexiones son la moneda más valiosa en bienes raíces comerciales. Una recomendación de alguien de confianza puede abrir puertas que de otro modo estarían cerradas. Antes de solicitar una introducción, asegúrate de haber demostrado tu valor, ya sea a través de colaboraciones anteriores o al ofrecer información útil. Esto no solo fortalece tu red, sino que también asegura que cualquier presentación venga con un voto de confianza, aumentando la probabilidad de que los tomadores de decisiones te tomen en serio desde el primer contacto.

In every industry there are pools of resources available and waiting in the database to guide stakeholders, decision-makers and members. There are also professional directories which everyone could leverage on for connection. There could be secretariats with libraries and database where one could learn? basic and essential industry tools and vocabularies about real estate deals. It's not uncommon in navigating through commercial real estate deals to connect with CEOs, staff or community leaders of relevant firms who are decision-makers in the deal for a meeting or influence When the need arises ask any of them for assistance and remember that you're building personal integrity at such times.

Your network is quite literally your networth…. Don’t be afraid to use it. Don’t be transactional. Own, grow, and care about your relationships

Effective communication is one of the most important aspects of any commercial real estate transaction. Figuring out up front what is most important to both the buyer/seller or Landlord/tenant in any transaction is crucial. Getting into the intricate details of what each parties goals are at the end of the day, will greatly improve your chances of putting together to a successful project. Always try to find a way to make it a win win for everyone involved.

In negotiations I assume that the other side has delegated to the right level of authority ( who presumably will report back as appropriate and necessary) therefore I always pay deference to the negotiating team of the counter party and do not seek to go over their head. It’s also possible on occasion that higher levels of authority will delegate to preserve relationships or have a subordinate team do some exploratory hard negotiations. On an impasse sometimes it’s helpful to negotiate certain points through the brokers who can have more open and direct conversations. If all else fails a succinct material issues list and a request for an “all hands “ call might get the key decision makes in the conversation

Match the medium the client uses. If they email you, email them back. If they call you, call them back. If they prefer phone calls or face to face meetings don't shoot them an email or text unless absolutely necessary.

La claridad y la precisión en la comunicación son esenciales al hablar con los tomadores de decisiones. Presenta tu propuesta de forma directa, destacando los beneficios claros y cómo se alinean con los objetivos del negocio. Escucha activamente para adaptar tu oferta en tiempo real según sus necesidades y preocupaciones. Esta habilidad para escuchar y responder demuestra que eres un socio que entiende sus prioridades, lo que no solo facilita el acuerdo sino que también construye una relación sólida para futuros negocios.

Offering a tailored solution is the final test of an CRE interaction. For your solution to be accepted: - You had to build rapport. - You had to identify the problem. - You had to sell the solution that best solves that problem. Rapport building. Critical thinking. Sales. All necessary in moving the CRE ball forward.

Being genuinely invested in WIN-WIN transactions keeps the focus on solutions that move towards successful closings. Problem solving not only gets the deal done but also shows competency and establishes solid relationships for future endeavors.

Los tomadores de decisiones están interesados en soluciones tangibles, no en promesas vagas. Al preparar tu propuesta, céntrate en cómo tu oferta resuelve un problema específico o mejora un aspecto crítico de su negocio. Presentar casos prácticos y resultados medibles refuerza tu credibilidad. Adaptar tu enfoque a sus necesidades demuestra no solo preparación, sino un compromiso genuino con el éxito mutuo, lo que te distingue como un socio valioso en un mercado competitivo.

You'll hear the same advice from almost everyone, but almost no one seems to actually do it: Follow up. You cold-called a prospect, got rejected time after time, then finally got through to a decision-maker. You had a great conversation - the principal even signaled that a deal may be close on the horizon. Then, you begin to wait. You're hoping for more information, but it doesn't come. Without following up, and staying top-of-mind, you are going to lose that prospect. Even if you are top-of-mind, you may lose the prospect. Following up and staying in front of them keeps your chances as high as they can be. CRE is hard enough - don't make it harder on yourself.

You should get all the contact info from the selling broker. Once you get this, learn who the Property manger is, talk with them. They will give you whom you can get all the data from once closing is complete and may pre give you info to change over utilities in advance of closing.