F
rom the bridge of a fishing charter, I watch my oldest grandson, eyes wide, convinced that fishing is the finest use of any moment. I don’t know where his passion started, but I know that when I was his age, I loved the same sport.
The difference lies in geography. I grew up a thousand miles from the nearest ocean, angling only in quiet Midwestern creeks and lakes where weather, not a 12‑pound yellowtail, dictated the day.
You might wonder how this relates to commercial real estate. Consider the parallels.
Fishing is an exercise in patience. You prepare gear, select bait, study the water, position yourself where fish are likely, then wait. Brokerage follows the same rhythm: research the market, assemble tools, identify promising assets, then persistently work the phone and email lines. Sometimes the activity is relentless; other times the market quiets and nothing bites.
Both fishermen and brokers share a key truth: you cannot force a fish to bite, nor can you rush a deal that isn’t ready. Success depends on timing.
Reading conditions is essential. Fishermen monitor tides, currents, temperature, and bird behavior; brokers watch interest rates, construction costs, vacancy levels, and tenant demand. Situational awareness shapes outcomes; ignoring the tide or the market can leave you empty‑handed.
Preparation matters. On a trip you tie knots, organize tackle, check fuel, pack food, and ensure sunscreen and a radio are ready. In brokerage, preparation means research, financial analysis, property tours, marketing materials, and countless pre‑deal conversations. When the moment arrives—whether a fish strikes or a client is ready—preparation determines who captures the opportunity.
The thrill of the catch is shared. A hooked fish or a closing deal sharpens focus, demands precision, raises stakes, and delivers satisfaction when patience and preparation pay off. The best in both fields know that the reward lies not only in the result but in the process of showing up, working hard, and staying ready.
As my grandson reels in another bonito, I’m reminded that fishing and commercial real estate offer no guarantees. They demand persistence, awareness, and a willingness to cast again even after empty attempts. The ocean doesn’t owe a bite, and the market doesn’t owe a deal. Yet, with proper preparation, the right environment, and a line kept in play, good things happen—whether on the Pacific or at my desk in Southern California.
Allen C. Buchanan, SIOR, Principal, Lee & Associates Commercial Real Estate Services, Orange, CA. Email: [email protected] | Phone: 714‑564‑7104.
