Allen C. Buchanan, a principal with Lee & Associates Commercial Real Estate Services, recently shared his insights from more than five decades in the industry, detailing the steps he takes in a commercial real estate transaction. Buchanan has been involved in over 2,000 transactions, representing both occupants and owners in deals.
He emphasized the importance of sourcing, evaluating, qualifying, getting under control, executing, negotiating, and ensuring commission in a successful transaction. Buchanan also highlighted the significance of expanding on a deal to create momentum for future business opportunities.
Buchanan’s seven-step QUALIFY framework helps him determine if a lead is worth pursuing, focusing on factors like need, urgency, authority, loyalty, intent, fuel, and yearning. He also discussed the importance of getting paid and expanding on a successful deal through marketing, client appreciation, and referral building.
For more information on commercial real estate insights and services, you can reach Allen C. Buchanan at abuchanan@lee-associates.com or 714.564.7104.
Source
Note: The image is for illustrative purposes only and is not the original image associated with the presented article. Due to copyright reasons, we are unable to use the original images. However, you can still enjoy the accurate and up-to-date content and information provided.
