The commercial real estate market is picking up again. Deals are flowing, investor confidence is rising, and there’s a renewed sense of momentum. But if you’ve ever been part of a real estate closing, you know the truth — even in an active market, closing a deal still feels like walking a tightrope.
You can have a great buyer, a motivated seller, and all the right ingredients for a smooth transaction, but one tiny hiccup — a missing document, a title snag, or a lender delay — can send everyone into panic mode. And when emotions run high, it takes experience, patience, and a calm head to keep everyone balanced.
It’s rarely the big, dramatic issues that derail a deal. More often, it’s the small things — the missing signature, a lender’s last-minute documentation request, or a small wording tweak in a lease or estoppel that nobody noticed until the eleventh hour.
These little details can trigger outsized reactions because, by the time a deal gets to closing, every party is emotionally and financially invested. Sellers are already mentally moving on. Buyers are planning next steps. Lenders have money allocated. And brokers? We’re trying to keep the whole machine running on time.
I’ve seen it happen countless times: a seemingly insignificant issue spirals into a full-blown fire drill. That’s when steady leadership becomes the most valuable asset in the room.
So how do you stay cool when everything’s on fire? It comes down to three things: preparation, communication, and trust.
Preparation means having a checklist and sticking to it. I live by mine — it covers every step from contract to closing. It’s not glamorous, but it prevents surprises.
Communication means constant transparency. I’d rather overcommunicate than leave people guessing. A five-minute phone call to the lender or attorney often saves hours of stress later.
And trust — that’s the glue. Deals don’t fall apart because of problems; they fall apart because of mistrust. When clients, lenders, and brokers know they can rely on one another, small problems stay small.
In this business, the people make the difference. The best closings I’ve ever been part of weren’t just transactions — they were team efforts.
I’ll never forget watching a high-profile attorney personally drive two hours to hand-deliver signed documents because the courier missed a cutoff time. No assistant, no excuses — just pure commitment to getting it done. That’s the level of dedication you see when people care about the relationships, not just the deal.
That’s what separates good brokers from great ones. Anyone can fill out a contract or send an email. But great brokers build relationships that hold up when the pressure’s on. Deals get done because people trust the process — and more importantly, they trust each other.
Every closing teaches something new. Here are a few takeaways that have stuck with me through the years:
And when it all comes together? That feeling never gets old. There’s something deeply satisfying about watching a deal cross the finish line — not because it was easy, but because it was earned.
Every transaction tells a story. There’s a little chaos, a little drama, and a lot of teamwork. But those moments are exactly what make this business so rewarding. They remind us that commercial real estate isn’t just about buildings and leases — it’s about people, trust, and perseverance.
So the next time you’re in the middle of a tense closing, take a breath, steady your balance, and remember: the tightrope might be high, but the view from the other side is always worth it.
Justin Langlois, CCIM is a Commercial Real Estate Advisor with Stirling Investment Advisors, specializing in investment sales and landlord strategy across the Gulf South. Contact Justin to talk leasing strategy, portfolio value, or end-of-year positioning.