Buyers Run the Show Now.

June 12, 2025

This image was created using AI and does not depict real people or companies

Welcome back to On The Ground, your bi-monthly digest of what's really happening in commercial real estate, powered by DealGround.

We're here to help you close deals, better position properties, vet buyers, and use data to stay ahead. 

Buyers Run the Show Now (2-min 47-second read)

CRE remains a great investment vehicle, but the power dynamic has shifted. Buyers today have choices, lots of them. There is more inventory on the market than ever. That makes buyers a scarce resource. You're not just competing with other brokers; your property is competing with other properties. How will you position yours to stand out? Your job is closing.

Demand has dropped while inventory has risen. The high-volume brokerage model may be broken. Getting 10 offers on your “C” asset isn’t going to happen.

The brokers leading now:

  • Know exactly what buyers want.

  • Present properties clearly - no fluff (don’t tell me about the City of Los Angeles or that UCLA is 10 miles away: thank you).

  • Deal with problems head-on instead of hoping the buyer doesn’t notice.

  • Only work on saleable deals. 

Positioning is what gets you paid. That means deep analysis, thoughtful stories, and knowing your data cold. Gone are the days of listing 25 deals, never reading a single lease, and waiting for offers. Advisory first. Focus only on the deals you can close. Think Jerry Maguire.

Show Them What Makes It Different

Buyers have numerous choices now. Prove why your property is better. Differentiation is key. Don’t tell them, show them.

Three fast food sites may appear similar (lease term, rent, increases), but granular differences impact value. Few brokers take the time to highlight these differences. The ones who do? They close deals. 

Deal With Problems Before They Kill Your Deal

Good positioning highlights the positives and addresses objections upfront.

Problems don’t kill deals, surprises do. Bring objections up first and buyers will trust you. Hide them and they’ll walk - along with your credibility.

What Real Positioning Actually Looks Like

  • Understand your seller’s motivation.

  • Know the best comps.

  • Focus on facts.

  • Outposition your competition.

You can't just tell a good story. You need data and credibility.

Know Your Buyer Before You Send Anything

Top brokers don’t send fifty deals to a buyer. They send two or three that fit the criteria exactly. Sending too many? That’s gambling, not advisory.

Use Tools That Actually Help

Every minute matters. Fast, confident answers build trust. 

DealGround gives you:

  • Instant access to lease data, rent history, and new opportunities.

  • The ability to build targeted lists by area, tenant type, or lease expiration terms.

  • Tools that support real analysis for brokers who want to make more money.

Bottom Line: Be Precise. Be Prepared. Be First.

Use solid data. Present it well. See problems early. Understand buyers. Price assets correctly. Spray and pray won’t work anymore. Precision, insight, and speed win. That's why we built DealGround. It’s working. You’re invited.

Be Kind and Win! 

DealGround

P.S. We’ve done 37 demos of the DealGround platform so far this week for active brokerage teams. Want in? Sign up here.