Real Estate 101: What to bring to the closing table

Commercial Real Estate expert Steve Massell emphasizes the importance of leveraging relationships to make it to the closing table in your market. 

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 MassellMassell Commercial Real EstateThe Georgia 100