Early in my commercial real estate career, I spent most of my first five years walking the
streets of Los Angeles, knocking on doors, jumping on loading docks, and introducing
myself to business owners, property owners, and tenants.

One business became a regular stop. The owner wasn’t ready to make a move, but I
kept stopping in every couple of months to say hello. Over time, I got to know his son,
too.

Did getting in my car and driving over take more time than making a phone call? Of
course it did.

But in my experience, there’s no substitute for spending time face to face.
Some visits lasted only a few minutes. Other times, they were too busy, and I would just
leave my business card.

Years later, the son called to tell me his father had passed away. Business had slowed
down, and he didn’t want to continue running it.

He had received an unsolicited offer to purchase the family’s warehouse and wanted my
opinion.

I helped him evaluate the offer, negotiate a higher price, and improve the terms. After
the sale, he wanted to complete a 1031 exchange, and I helped him find a replacement
property.

Several years later, he received another unsolicited offer on that property. Once again,
he called me for guidance.

That sale has now closed, and we have identified another replacement property for his
next exchange. The goal is to provide reliable rental income over the next 20 years.

Looking back, I believe those visits made a difference.

We had years of conversations and market updates before he needed my help. When
that time came, he already knew me and trusted my judgment.

That one relationship has led to three completed transactions, with a fourth now in
progress. Most of that activity has happened within the last 10 years, but the
relationship started long before the first deal.

If you’re trying to build a relationship with a prospective client or another professional,
make the effort to meet in person.

You may leave with nothing more than a short conversation. Sometimes, that’s where
the trust begins.