07/28/2025
You’ve heard it before: "In commercial real estate, people work with people they know, like, and trust."
It’s catchy. It's quoted at every networking mixer. But what does it actually mean in practice and why does it still matter in a market driven by data, deals, and dollars?
Let’s unpack it with a little story.
Meet Marcus, an industrial investor expanding into the Southeast. He’s comparing two capital sources:
Lender A: A regional group he was introduced to via email. Great rates, competitive structure. No prior relationship.
Lender B: A boutique firm he’s seen at conferences. He follows one of the principals on LinkedIn. They’ve traded messages a few times. Not the cheapest, but responsive, transparent, and always willing to hop on a call.
Marcus chooses Lender B.
Not because they were the cheapest. But because he knows their reputation, likes how they communicate, and trusts they’ll close on time.
That decision might not show up in a spreadsheet—but it’s how a lot of deals still get done.
Breaking Down the Bond
1. Know
You can close deals with people you’ve never met in person. Knowing someone today doesn’t require monthly lunches. It can mean:
Keeping in touch by phone call, text message and email
Following their social media content
Seeing their deals posted consistently
Having mutual connections who vouch for them
Digital presence is like a first handshake.
2. Like
In real estate, like-ability isn’t just about being friendly—it’s about being easy to work with. That means:
Responding quickly
Explaining terms simply
Not vanishing the moment things get complicated, and displaying emotional intelligence with solution-seeking behavior when and if they do
People will remember how you handled pressure more than your pitch deck, and your true essence over a curated feed.
3. Trust
Trust. A deal-killer or the deal-closer. Real estate can introduce high-stakes scenarios. Trust means:
You’ll perform, or communicate if you can’t
You’ve got a track record—or references who do
Trust can’t be bought, but it can be built. And the fastest way to lose it? Overpromising and underdelivering.
The take away is that in real estate, relationships are currency. Projects may start with spreadsheets—but they close with people.
💬 Let’s Talk
Have you ever made a decision based on the "know, like, trust" factor—even when the numbers pointed elsewhere?
Drop a comment—we’d love to hear what tipped the scale for you.