Ah, the emotional rollercoaster of commercial real estate deal hunting — where one minute you’re underwriting a dream, and the next, you’re ghosted by a broker that just doesn’t care about your feelings. Aside from finding a deal that actually pencils in underwriting, the process of deal finding itself can be long, emotional, and time consuming.

The two most common things I have experienced are crickets after submitting a LOI (Letter of Intent). And the deal falls apart during due diligence because the seller and broker “forgot” to mention the roof is about to collapse and the tenants haven’t paid rent since 2023.

But here’s some suggestions of how to stay fired up when your deals keep dying slow deaths and you are new to this world.

You remind yourself:
Every dead deal is tuition paid toward your future portfolio.

Every deal that doesn’t pencil? That’s your underwriting muscle getting jacked.

Every deal that falls apart in due diligence? That’s future you dodging a financial landmine.

Now grab a protein shake for your brain — here’s how to stay sharp and stay in the game.

1. Submit multiple offers via your LOI

Stop passing on the deal just because the numbers don’t match the asking price. Instead, send an offer — or better yet, multiple options:

• A clean cash offer (lowest price)

• A terms-based offer with seller financing

• A “creative” structure (just don’t get weird)

If the numbers are way off, include key notes from your underwriting logic in the message. Walk the broker through how you got to your number — rent roll comps, vacancy assumptions, cap rate spreads, etc. That way, even if the offer’s below asking, they see you as thoughtful, not insulting. Brokers respect buyers who do their homework and communicate like pros.

And you never know… today’s “no” might become a “circle back in 60 days” when the first buyer flakes.

2. Deals That Got Away? Follow Up Later

If your offer gets rejected, don’t get depressed or frustrated. Set a 75-90-day follow-up reminder and check if it actually closed. You’d be surprised how many listings come back around.
Sellers get cold feet. Lenders pull terms. Buyers bail.

Want to look like a total pro? Slide back in the broker’s inbox with:

“Hey, just checking in — I saw 123 Main St. was still on market. If that deal’s still in play, I’d love to revisit our previous offer.”

Consistency = credibility.

3. Level Up Your Network While You Wait

You don’t have to be on Crexi or Loopnet to find a deal.

• Drop into a local real estate investor meetup (and look for active wholesalers)
  

• Join a monthly mastermind

• Hop on a Zoom webinar or online networking event

The goal? Keep your name and buy box out there. Stay sharp. Find off-market leads. Surround yourself with people in circles and can refer you a deal directly. Even if you’re not closing this quarter, you’re stacking reps that make next quarter easier.

4. Turn Deals into Dollars

That deal you passed on? The one that the numbers worked but didn’t fit your buy box? Don’t just toss it in the virtual trash.

• Assign it to another buyer (yep, wholesale it if you’ve got the rights – even if it’s commercial or multifamily)

• Know a contractor/flipper or Commercial Real Estate investorlooking for funding? Refer them to yours truly, and collect a referral fee when it closes

Just because you’re not buying doesn’t mean you can’t still get paid.

5. Volunteer!

The Bible teaches that before you can lead, own, or build, you must steward what isn’t yours — faithfully, wisely, and with purpose.

You don’t graduate to “kingdom builder” until you pass “kingdom steward.”

Volunteering is your training ground.
Whether you’re sweeping floors, helping someone move, teaching kids, or building homes — you’re proving you can show up, follow through, and serve with excellence even when no one’s watching. One of my favorite places to volunteer, Habitat for Humanity!

And guess what? God is watching. And promoting.

“Well done, good and faithful servant. You’ve been faithful with little — I’ll make you ruler over much.” (Matthew 25:21)

So if you’re in a waiting season or feel stuck between visions — don’t just sit. Serve.

CRE isn’t just about winning deals. It’s about becoming the kind of person who can spot good ones, structure smart ones, and walk away from bad ones.

Every offer, every analysis, every broker convo — it all counts.

The game doesn’t stop just because a deal fell through. Neither should you.