I get this question a lot: “Where do you find your deals?”
The easy answer is everywhere. The real answer? Deals find me — because I’ve spent years putting myself in the path of opportunity. Yes, cold calls and referrals still work, but the best transactions of my career have come from places most brokers overlook.
So, in the spirit of helping you add a few more tools to your sourcing toolbox, here are seven unconventional — but highly effective — ways to find your next commercial real estate deal.
Cooperating brokers
Wait… cooperate with the competition? You bet. Some of my biggest wins came from fellow brokers who brought me into a deal because they trusted me to get it done.
Cooperation can extend your reach, reduce friction, and lead to repeat business — if you approach it with integrity and a long-game mindset. This business has a short memory for egos but a long one for fair dealing.
Social media
LinkedIn isn’t just for job seekers. I’ve had decision-makers reach out directly after reading a post I wrote that spoke to their pain point.
One recent industrial tenant prospect came from a short post I published about navigating rising lease rates in the Inland Empire. The key? Don’t sell. Share insights. Be useful. The right people will notice.
Strategic networking
Not all networking is created equal. Swapping business cards at a crowded mixer rarely leads to real relationships. I’m talking about high-trust, targeted networking — alumni boards, civic groups, niche masterminds. Years ago, I joined a local CEO roundtable — not to get business, but to give value.
Guess what? A few of those CEOs are now clients.
Speaking engagements
Public speaking has been one of the most unexpectedly lucrative parts of my career. Whether it’s a chamber event, a CRE panel, or a real estate summit, standing behind a mic positions you as an authority.
One audience member asked a question during Q&A that led to a tour, then a proposal, and ultimately a closed deal.
The lesson: don’t underestimate the power of putting yourself out there.
Blogging
I’ve kept a weekly blog going for over a decade. It’s never been about flashy graphics or keyword tricks—it’s about consistency and insight.
Many prospects tell me they feel like they know me before we ever speak. One client read my blog for six months before reaching out. When we finally talked, it was like we were old friends. That kind of trust accelerates the sales cycle.
Industry organizations
Want to surround yourself with serious players? Join serious organizations. SIOR has been a game-changer in my career. But here’s the catch—you have to participate. Don’t just add the designation to your email signature. Attend the meetings. Join a committee. Moderate a panel. Deals often arise not because you showed up, but because you showed leadership.
Writing a newspaper column
This month marks my 10th year as a contributing columnist for the Orange County Register (and since 2016, the Southern California News Group). What started as a way to give back to the industry has become one of my most powerful branding tools. It’s built credibility, opened doors, and — yes — produced deals.
People I’ve never met feel like they know me because they’ve read my thoughts every Sunday for years. That kind of visibility is priceless.
If your only deal-sourcing method is pounding the phones, you’re missing out. Today’s opportunities are as much about pull as they are push. The more value you give — publicly, consistently, and authentically — the more likely deals will find you.
Pick one of these seven and put it into play. You don’t need to try them all at once. Just start. Because the best deal of your year might come from the place you least expect.
Allen C. Buchanan, SIOR, is a principal with Lee & Associates Commercial Real Estate Services in Orange. He can be reached at abuchanan@lee-associates.com or 714.564.7104.
