Hope Is Not a Strategy

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

Forget the rehashed headlines. We're breaking down the market with boots-on-the-ground analysis relating to tenants, market velocity, and how using data and AI is changing the game.

The Takeaway from Vegas: Retail is Strong

We just got back from ICSC Las Vegas, and one thing was clear: despite doomsday forecasts, retail has momentum. Leasing demand is high and price discovery / equilibrium dynamics are leading to increased deal velocity.

But amidst the optimism, a key insight stuck with us:

The brokers that are winning aren't chasing every deal. They're the ones being selective and strategic.

They aren't just "chasing listings." They're building trust, know their data inside and out, and aren’t afraid to say no. They act like advisors, not salespeople and that's what makes the difference.

Good vs. Great

There are two kinds of brokers:

• Those who tell clients what they want to hear.

• Those who tell clients what they need to hear.

The difference between the two………fear.

True advisors don't take on any deal. They dig deeper, assess motivation, and ask the tough questions up front. They aren’t afraid to get to “no” fast. They build conviction and relationships that last. Pushing for yes (sell sell sell) is a recipe for months spent convincing someone to act against their own reluctance.

Don’t do deals based on hope. Hope is not a strategy.

Qualify Like a Pro

The best brokers don't just ask, "At what price are you willing to sell?" They ask:

• "Does this client have a realistic sense of what the market will support?"

• "How will this asset be positioned in the market?"

• "What landmines could kill this deal or drastically impact pricing?"

Great brokers don't waste time dragging an unrealistic seller through a doomed process. That's babysitting, not brokerage.

Spotting Dead End Deals Early

If you've been in the business long enough, you know the red flags: an overpriced asset, a cap rate that doesn’t reflect risk, or a seller that will only sell at “his/her” price.

Great brokers don't try to fix bad deals. They cut them loose early and keep their pipeline focused on high probability opportunities.

What a Real Deal Looks Like

• Seller motivation is real (asset maximized, partnership exit, maturing debt)

• Pricing is in line with the market, not the memories.

• Comparables that validate—not inflate—the story.

• No fatal flaws buried in title, zoning, governing, or environmental docs.

No fantasies, only alignment.

Precision > Hustle 

The market doesn’t reward hustle, it rewards precision. Work smarter.

Being selective is what will set you apart. Precision builds your reputation. The best advisors qualify harder, close deals faster, and earn trust that goes way beyond a single transaction.

The Future Isn't Coming…It's Here Now

Brokers are using DealGround to move from good to great.

They're qualifying faster with actionable information, underwriting smarter, telling better stories, and saving time by finding the right deals. 

They're not waiting for "AI to change the industry." They're using DealGround to save time AND close more deals.

DealGround is here to make you faster, sharper, and smarter. We know what true greatness looks like, and we're here to help you get there.

In the last 24 hours, twenty seven brokers have joined our early access beta. They’re not waiting. Will you be next? 

Be Kind and Win!

DealGround