H
appy 2026, dear readers. I hope the close of 2025 was calm and that you feel refreshed and ready for the challenges ahead.
The past year was a personal turning point for me. I released my first book, *The SEQUENCE: A Personal Journey and Proven Framework for Commercial Real Estate Brokerage Success*. The response has been humbling and encouraging—professionals worldwide have embraced its emphasis on structure, discipline, and long‑term thinking, proving those principles transcend market cycles.
Looking forward, I’m already drafting *Holding the Keys: Commercial Real Estate Decisions That Shape Family Business Success*. Like this column, it will speak directly to family‑owned firms and their advisors, addressing the unique weight of real‑estate choices within those enterprises.
Beyond new titles, here are my key observations for 2026 in commercial real estate:
**Patience Pays Off**
The frantic decision‑making of previous cycles has cooled. Buyers and tenants who slow down, ask sharper questions, and negotiate deliberately will find better deals. While urgency still exists, artificial pressure will quickly be exposed.
**Reevaluating Ownership**
With interest rates stabilizing and lending standards clearer, many family businesses will reassess ownership versus leasing. The focus will shift from emotion to intentional strategy, whether they choose to buy or lease longer terms.
**Relocation Priorities Shift**
Rent has long dominated relocation talks, but efficiency will now take center stage. Workflow, labor access, power, yard space, parking, and overall functionality will weigh as heavily as cost. Firms that optimize operations tend to outperform those chasing lower rent alone.
**Industrial Resilience**
Industrial properties will remain a bright spot, yet not all will thrive. Buildings with functional obsolescence, excessive office space, limited loading, or poor access will falter. Well‑located, efficient facilities that meet modern logistics and manufacturing needs will continue to attract interest. Selection will be more critical than ever.
**Preparation Is Key**
Owners who prepare their assets before listing—clean documentation, realistic pricing, and a clear grasp of buyer motivations—will outperform those who don’t. In a market where buyers stay cautious and informed, preparation is no longer optional.
**Advisors Who Clarify Win**
Clients are weary of conflicting opinions and data overload. They crave thoughtful guidance, clear frameworks, and honest dialogue. Advisors who listen well and explain clearly will earn trust and long‑term relationships.
Markets will surprise us, headlines will distract, and predictions will be only partially right. Yet the fundamentals endure: commercial real‑estate decisions are about people, timing, and long‑term consequences.
Here’s to a healthy, productive, and thoughtful 2026. I look forward to continuing our weekly conversation.
Happy New Year!
Allen C. Buchanan, SIOR
Principal, Lee & Associates Commercial Real Estate Services, Orange
[email protected] | 714‑564‑7104
