Recently had a client group lose a bid on the third tallest building in the Southwest, which ultimately sold to U-Haul for $23.6 million. Losing a deal is part of the game, but how you respond determines if you’ll win the next one.
A poll showed 54% of real estate professionals double down on better data after a loss, while 23% wait for the deal to fall through, and another 23% focus on making sure their clients listen to expert advice. Nobody voted for giving up. That says everything about how professionals should approach setbacks in commercial real estate.
Waiting for deals to fall apart is one approach—nearly 50% of contracts don’t close for various reasons, including financing issues, unexpected due diligence findings, or better offers surfacing. But if you’re relying on failed deals instead of positioning your client to win outright, you’re playing a reactionary game.
Winning starts with data. Knowing your competition, understanding seller motivations, and structuring offers that stand out can be the difference between closing and coming in second. Losing a bid is a lesson. The best investors and brokers don’t dwell on it—they adapt.
When your client loses a deal, what’s your next move?