Assurity of Sale: Why Relationships Trump Randoms in Commercial Real Estate

Every broker has gotten that call.

"Hey, find me a deal." "If you come across a 10-cap, I’ll buy it today."

Sure you will.

After 18 years trading commercial deals, let me be blunt: those calls get tossed out with the bathwater. Not because we don’t love a good cap rate—but because in this business, talk is cheap, and time is expensive.

Real brokers work with real buyers. And real buyers bring more than ambition—they bring assurity of sale. That means clarity, credibility, and a proven track record of closing. You don’t get the good deals by cold-calling like it’s 2006. You get them by building a relationship worth the referral.

Here’s the truth: we only have so many hours in the day and only so many assets that are worth our time. So when a truly attractive deal comes along—the kind that doesn’t need a second showing or a long pitch deck—we send it to the clients who’ve earned it. The ones who treat us like strategic partners, not Craigslist vendors.

If you’re the one inviting us into deals, sending referrals, or looping us in before the LOI goes out—you’re getting the call. You’re on the list. But if you’re just looking for a one-night stand with a 10-cap, don't be surprised when we ghost you.

Because here’s what too many forget: the broker’s risk isn’t just the deal—it’s the time. We invest weeks, sometimes months, in due diligence, tours, contracts, and negotiations. That’s before a single dollar changes hands. We’re not gambling that time on investors who disappear when the LOI hits their inbox.

And neither are sellers. They don’t want to waste 60 days on a buyer who turns out to be all hat, no cattle. They want certainty. They want someone with a name that carries weight. Preferably one we’ve personally vouched for.

Now, let’s talk about the current climate. There’s been a spike this year in under-$5M funds, new to the game and hungry to buy. It’s a trend, and like most trends, it will pass. We’ve seen these cycles before. The seasoned brokers know what’s coming—we’ll be selling their distressed assets in 5 to 7 years, when the numbers stop penciling and reality hits the spreadsheet.

Tampa, in particular, is teeming with post-COVID newcomers. We keep their names. We keep in touch. And when the music stops, we’ll be serving those deals—nicely discounted—to the long-term clients who’ve been in the trenches with us all along.

So, if you want to see the best deals before they hit the market, don’t treat your broker like a car salesman. Treat them like a business partner. A strategic ally. Someone you want on your side not just for one transaction, but for the next decade.

Send referrals. Loop us in. Share wins. Build trust.

Because at the end of the day, real estate is still a relationship game. And the best deals always go to those who play the long game.

Mac Autrey