I
n commercial real estate, the thrill of closing a deal can be all-consuming. The lease is signed, the commission check arrives, and it's on to the next one – or so we think.

    But what happens after the close is just as important as what led up to it. After decades in this business, I've learned that the final step in my transaction framework, which I call "Expand," can be a game-changer.

    My framework, SEQUENCE, stands for Source, Evaluate, Qualify, Under Contract, Execute, Negotiate & Close, and Expand. Each step builds on the previous one, but it's the last piece – Expand – where most brokers fall short.

    That's because Expand is where a good transaction turns into a great reputation. It's how you multiply the value of a single deal through visibility, credibility, and connectivity.

    Visibility starts with storytelling: sharing the client's success story, highlighting their challenge, and showcasing your role as a trusted guide. A simple LinkedIn post or newsletter blurb can go a long way in establishing your expertise.

    Credibility comes from consistently sharing closed deals, not just listings or market updates. When you show results, your audience takes notice – and referrals follow. I've seen it happen time and again: a prospect reads about a client I helped in their industry and becomes a referral source.

    Finally, there's connectivity. Every transaction touches multiple players, each with the potential to become future business sources. By staying connected, circling back with thank-you notes, or looping them into deal announcements, you can open doors you didn't know existed.

    A real-world example: I helped a manufacturing client relocate into a bigger facility in the Inland Empire and publicized the deal on LinkedIn and in industry publications. Within a month, I received two inquiries from other owners in the same industry – one of which turned into a six-figure assignment.

    So next time you celebrate a closing, take a breath and then take action: publicize the win, tell the story, and loop in your network. Your last deal isn't the end of the road; it's the beginning of your next opportunity.