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Hello, Commercial Real Estate Pros! 🏢

If you’re in or around the world of commercial real estate, you already know—2025 isn’t business as usual. That’s why in this week’s newsletter, we’re diving deep into the real-world tactics that top agents are using to land serious deals, keep offers flowing, and adjust to the shifting climate (literally and strategically).

From lead qualification secrets to climate-conscious investing, there’s something here for every CRE pro who’s ready to level up.

Let’s get into it.

📰 Upcoming in this issue

• The Real Playbook Behind Commercial Real Estate Success 🏗️

• The Secret to Getting Commercial Buyers to Actually Make Offers 🤝

• The Heat Is On: Climate Change Is Rewriting Commercial Real Estate’s Rulebook 🌍

📈 Trending news

• Global CRE Outlook: What’s Fueling Growth Through 2032

• What’s Really Shifting in CRE? Top Trends to Watch in 2025

• How the Pros Flip Buildings: Wholesaling CRE, Simply Explained

The Real Playbook Behind Commercial Real Estate Success 🏗️ watch the full 15-min video here

Video published: April 16, 2025

I just watched “Key Questions for Commercial Real Estate Agents (More Seller Leads & Closings)” from Henry Eisenstein, and let me tell you—this wasn’t your average real estate advice session.

Eisenstein breaks down exactly how top commercial agents are winning in the field, with a sharp focus on how to evaluate deals, qualify leads, and close bigger leases that actually pay off.

From the right questions to ask gas station owners (hint: gallons per month is gold) to how to structure leases that land $50K commissions, this video feels like a masterclass in commercial real estate hustle.

Even better? He shares what not to waste your time on—and how new agents can play the long game smartly.

Key Takeaways:

• 📊 20:1 conversation-to-lead ratio is standard. Beginners can count “maybe” sellers, but pros focus on motivated sellers with realistic prices.

• ⛽ For gas stations, ask gallons/month & service agreements. These two questions tell you if it’s a serious opportunity or a time-waster.

• 🏢 Leasing gets profitable at 5,000–10,000+ ft². At that size, commissions climb—especially with long-term, triple-net tenants.

• 🧾 Tenant improvements (TI) = serious vetting. Landlords will spend $300K on Starbucks, not Joe’s Coffee. Financials matter.

The Secret to Getting Commercial Buyers to Actually Make Offers 🤝 watch the full 12-min video here

Video published: April 9, 2025

Henry Eisenstein’s “Setting the Right Expectations With Your Buyers in Commercial Real Estate” is a no-BS guide to finally getting buyers off the fence and sellers out of fantasyland.

His core message? Stop being your client’s best friend and start being their business partner. That means setting crystal-clear expectations: If a deal checks the main boxes, I expect an offer.

This isn’t about sending listings and hoping. It’s about demand generation, day-in and day-out—generating leads in the morning, and chasing offers all afternoon.

Henry also dives deep into working with unrealistic sellers, getting creative with seller financing, and why even lowball LOIs are better than nothing.

Key Takeaways:

• 📩 Set this rule early: If I send a deal, I expect an offer. Even if it’s low, an LOI moves the needle way more than silence.

• 💡 Use this magic phrase with buyers: “What do you think it’s worth?” Then ask, “Mind if I put that in writing?”—boom, instant LOI.

• 🔁 Seller won’t budge on price? Offer seller financing. Pay full price over time and still keep the buyer happy with cash flow.

• 📝 The biggest hurdle is not price—it’s pen to paper. Once buyers sign, they’re mentally invested. That’s when real movement starts.

The Heat Is On: Climate Change Is Rewriting Commercial Real Estate’s Rulebook 🌍 read the full 174-word article here

Article published: April 10, 2025

I just read the Warsaw Business Journal’s “Climate change is changing commercial real estate, investors facing challenges”—and let me tell you, the numbers aren’t just staggering, they’re transforming the very core of CRE strategy.

Between 2021 and 2023 alone, the EU saw €163 billion in climate-related losses—and only 10% of that was insured. That’s not just a red flag; it's a full-blown alarm.

CBRE reports that climate risks now directly impact cash flows, vacancy rates, and even access to financing. Tenants are waking up, too—40% say climate risk now plays into office site selection.

Poland may be a relative outlier in coverage, but for investors and landlords across Europe, the new rule is clear: no resilience, no returns.

Key Takeaways:

• 🔥 €163 billion in EU climate losses (2021–2023) were reported—only 10% insured, exposing huge financial vulnerability across CRE markets.

• 🏢 40% of companies factor climate risk into office decisions, reshaping tenant behavior and demand patterns for office space.

• 💰 Financing is drying up in high-risk zones, as banks grow wary of underwriting buildings vulnerable to floods, fires, or storms.

• 📉 Climate volatility affects rent, vacancy, and cash flow, forcing investors to rethink traditional valuation models and risk assessments.

Why It Matters

Commercial real estate isn’t just about buildings—it’s about strategy, timing, and trust.

Whether you're chasing more offers, closing bigger leases, or planning for long-term resilience in a changing climate, staying sharp on what actually works can set you apart.

These stories aren’t just trends—they’re a playbook for the future of CRE.

Anne Morgan
Editor-in-Chief
Commercial Real Estate Weekly