05/08/2025
As we head into ICSC’s biggest event of the year, I want to share three thoughts that I believe apply to anyone navigating the ever-evolving world of commercial real estate - no matter your role:
1. The consumer always wins.
A city leader near the Texas–Mexico border recently told me - proudly - that community input wasn’t a priority in their development plans. My response? That’s a massive red flag! If the people who live there aren’t part of the conversation, who do you expect to support and sustain what you're developing? Ignoring the consumer is a fast track to insolvency.
2. Time is valuable - yours and your prospect's.
Time has intrinsic value. The longer a decision drags on, the more likely it is that a better alternative will emerge. How can you shorten that decision window for your prospects? A friend in investment sales recently remarked, “Knowledge is power.” I don't disagree; however, in today’s information-ready environment, speed and clarity are your true competitive edge.
3. Be candid. Be bold.
You can’t expect someone to solve a problem they don’t fully understand - and they can’t understand it unless you’re willing to explain it. That means opening up about your frustrations, your failures, your unmet needs. Holding your cards close to the vest only delays progress. When you speak candidly to someone who is really listening, solutions will start to take shape.
Looking forward to many meaningful conversations at ICSC Vegas 2025!
