I must
admit, I used to be a huge baseball fan. The crescendo of my fandom occurred in
2002 when the Angels prevailed over the Giants in the seventh game of the World
Series. I couldn’t imagine it ever being any better than that season, so my
interest waned. Last night, I found myself tuning in for the seventh game
climax and oh my goodness, what a game!
You
may be wondering what the seventh game of the World Series has to do with
commercial real estate. Indulge me for an inning or two while I explain.
1.
Never assume the game is over. In the Game 4 win vs. the Philadelphia Phillies, the
Dodgers prevailed 2-1 in 11 innings thanks to a bases-loaded, two-outs scenario
that turned on a misplay.
CRE
lesson: Deals may drag on, go to “extra innings,” or appear stalled. Staying
engaged, remaining ready and spotting the opportunity when it comes can make
the difference. Just because it looks like lapsed momentum doesn’t mean the
deal is dead.
2.
Deals like ballgames can turn on one swing. Last night, the Dodgers were down to their last outs until
an unlikely number two hitter launched a home run in the top of the
eleventh inning. Then in the bottom of the inning they held on by stranding a
runner on third with one out and turning a game-saving double play. Game over!
Dodgers win.
CRE
lesson: That’s commercial real estate in a nutshell. You don’t always win with
your cleanup hitter. Sometimes the surprise player steps up. And when pressure
mounts, execution and defense matter as much as offense.
3.
Keep depth and “bench strength” ready. In that win and others, the Dodgers relied on talent beyond
their starting pitchers and starting eight with role players stepping up.
CRE
lesson: Build a team and system so you have back-up options: alternative
properties, secondary brokers, backup financing, contingency plans. When the
“regulation innings” don’t finish the job, you’ll want your bench ready to step
in.
4.
Execution under pressure counts. The 11th inning is the “extra” inning with fatigue, stress,
and uncertainty all rising. The Dodgers executed.
CRE
lesson: As deals drag closer to closing - or during unforeseen disruptions
(zoning issue, financing hiccup, tenant pull-out) your ability to execute
calmly under pressure distinguishes you. Systematic processes, clear roles,
pre-planned checklists help you perform when others choke.
5.
Persistence builds culture.
The Dodgers’ repeated success in extra-innings, high-leveraged situations shows
a mindset and culture of fighting until the end.
CRE
lesson: Over the long term, cultivating a team/brand that refuses to give up,
that always follows through to finish strongly builds credibility. Your track
record in “extra innings” (long deals, tough markets) becomes a differentiator.
6.
Use the moment to build story and momentum. Such a dramatic win becomes part of the team’s narrative.
CRE
lesson: When you bring a deal over the finish line under challenging
conditions, tell it. Use the story to broadcast success, attract next clients,
build your reputation.
Every
commercial real estate deal has its ninth-inning moment, when the outcome can
shift with one good swing or a steady glove. The brokers who win are the ones
who keep believing, keep executing, and never let the pressure change their
approach.
