If you’re chasing flawless real estate deals, you’re probably leaving the best opportunities on the table. The most successful multifamily investors don’t look for perfection—they look for potential. In this business, the real money isn’t made buying pretty properties, it’s made by creating value where others don’t see it.
When I first started in real estate, the path to building a business was straightforward. You picked up the phone, called prospects, worked your sphere of influence, showed up to networking events, and if you stayed disciplined long enough, you could carve out a career.
That approach still works. But today, the landscape has completely changed.
If you're in commercial real estate and wondering why your leads aren't turning into deals… you're not alone. A lot of brokers think they're doing something wrong when deals don’t close. But the truth is you’re probably just beating yourself up as the real numbers are just tougher than most people expect.
Recently, I sat down with one of the most accomplished investment sales brokers in the country, Bob Knakal. Over the course of his career, he has closed more than 2,300 properties totaling roughly $22 billion in transaction value. Then in 2024, he decided to start over again and launch a new boutique brokerage. That decision alone says a lot. If a veteran operator believes opportunity still exists, what does that say about the future of the industry?
