{"id":241190,"date":"2025-05-14T09:33:40","date_gmt":"2025-05-14T09:33:40","guid":{"rendered":"https:\/\/peraltafinancing.com\/business\/real-estate\/before-you-pursue-that-deal-qualify-it-first\/"},"modified":"2025-05-14T09:33:40","modified_gmt":"2025-05-14T09:33:40","slug":"before-you-pursue-that-deal-qualify-it-first","status":"publish","type":"post","link":"https:\/\/fivemor.com\/?p=241190","title":{"rendered":"Before You Pursue That Deal, QUALIFY It First"},"content":{"rendered":"<p> <br \/>\n<\/p>\n<div id=\"post-32313366187\"> <!-- .et_post_meta_wrapper --><\/p>\n<div class=\"entry-content\">\n<p>Author: <a href=\"https:\/\/www.allencbuchanan.blogspot.com\/\">Allen Buchanan<\/a> This post originally appeared on <a href=\"https:\/\/allencbuchanan.blogspot.com\/2025\/05\/before-you-pursue-that-deal-qualify-it.html\">Location Advice<\/a> and is republished with permission. Find out how to <a href=\"https:\/\/blog.thebrokerlist.com\/blog-with-us\/\" target=\"_blank\" rel=\"noopener\"> blog with us<\/a> on theBrokerList.<\/p>\n<div style=\"line-height: normal; text-align: left;\"><span style=\"font-family: inherit;\"><\/p>\n<div class=\"separator\" style=\"clear: both; text-align: center;\"><a href=\"https:\/\/blogger.googleusercontent.com\/img\/b\/R29vZ2xl\/AVvXsEj0m9O1QImLUWZBvnLn02cszqIAKukHTuJfrEOvFoQ0Z69HA_Yddxr4W_MJVxAJO7_yiNXOqPVoA5Z8KrGp7pyFil6SPuBnN8tgq_CBdf91Gl24XSR6EJBqfE0asn67rd1OT9ctrbbizd7ECubA2RGHK_XWoC_JntfNSb4ol6MB7hiWZlo-owXJyP3zNSg\/s300\/Profile%20Pic_Allen_New.png\" imageanchor=\"1\" style=\"clear: left; float: left; margin-bottom: 1em; margin-right: 1em;\" target=\"_blank\" rel=\"noopener\"><img loading=\"lazy\" class=\"lazyload\" decoding=\"async\" border=\"0\" data-original-height=\"300\" data-original-width=\"246\" height=\"300\" src=\"https:\/\/blog.thebrokerlist.com\/wp-content\/uploads\/2025\/05\/Profile20Pic_Allen_New.png\" width=\"246\"\/><img loading=\"lazy\" class=\"lazyload\" decoding=\"async\" border=\"0\" data-original-height=\"300\" data-original-width=\"246\" height=\"300\" src=\"https:\/\/blog.thebrokerlist.com\/wp-content\/uploads\/2025\/05\/Profile20Pic_Allen_New.png\" width=\"246\"\/><\/a><\/div>\n<p>In commercial real estate, not every opportunity is<br \/>created equal. Some sparkle at first glance but fade with time. Others seem<br \/>ordinary but blossom into career-defining deals. After decades in this<br \/>business, I\u2019ve learned that success often comes down to asking the right<br \/>questions before diving in.<br \/>\u00a0<br \/><span style=\"font-kerning: none;\">That\u2019s why I<br \/>developed the QUALIFY framework.<br \/><\/span>\u00a0<br \/><span style=\"font-kerning: none;\">QUALIFY is an acronym<br \/>\u2014 a checklist, really \u2014 designed to evaluate whether a prospect or assignment<br \/>is worth your time and effort. It stands for: Quantitative Need, Urgency,<br \/>Authority, Loyalty, Intent, Fuel, and Yearning. Let\u2019s take a quick look at each<br \/>piece:<br \/><\/span><span style=\"font-kerning: none;\">\u2022<\/span><span style=\"font-kerning: none;\"> <span style=\"font-kerning: none;\">Quantitative Need: Is there a real, measurable<br \/>requirement? A client who says, \u201cI\u2019m looking for space,\u201d isn\u2019t enough. How much<br \/>space? When? Where? Why?<br \/><\/span><\/span><span style=\"font-kerning: none;\">\u2022<\/span><span style=\"font-kerning: none;\"> <span style=\"font-kerning: none;\">Urgency: Is there a compelling timeline? Deals<br \/>without deadlines often drift. Urgency adds gravity.<br \/><\/span><\/span><span style=\"font-kerning: none;\">\u2022<\/span><span style=\"font-kerning: none;\"> <span style=\"font-kerning: none;\">Authority: Are you dealing with the true<br \/>decision-maker? Chasing opportunities through multiple layers of approval<br \/>rarely ends well.<br \/><\/span><\/span><span style=\"font-kerning: none;\">\u2022<\/span><span style=\"font-kerning: none;\"> <span style=\"font-kerning: none;\">Loyalty: Is the client committed to working with you<br \/>exclusively, or are you one of many brokers they\u2019re contacting?<br \/><\/span><\/span><span style=\"font-kerning: none;\">\u2022<\/span><span style=\"font-kerning: none;\"> <span style=\"font-kerning: none;\">Intent: Is the client serious about transacting, or<br \/>are they simply \u201ctesting the waters\u201d?<br \/><\/span><\/span><span style=\"font-kerning: none;\">\u2022<\/span><span style=\"font-kerning: none;\"> <span style=\"font-kerning: none;\">Fuel: Do they have the financial resources to<br \/>complete the deal? No amount of motivation can overcome a lack of funding.<br \/><\/span><\/span><span style=\"font-kerning: none;\">\u2022<\/span><span style=\"font-kerning: none;\"> <span style=\"font-kerning: none;\">Yearning: Finally, is there emotional motivation? A<br \/>client who needs to move, grow, or solve a pressing problem will push through<br \/>obstacles.<br \/><\/span><\/span>\u00a0<br \/><span style=\"font-kerning: none;\">Years ago, I was<br \/>approached by a business looking for a large industrial building. On the<br \/>surface, it seemed like the perfect assignment. But as I ran through QUALIFY,<br \/>warning signs appeared: vague needs, no urgency, and no clear decision-maker. I<br \/>politely stepped back. That \u201copportunity\u201d dragged other brokers through months<br \/>of wasted effort.<br \/><\/span>\u00a0<br \/><span style=\"font-kerning: none;\">On the other hand, a<br \/>small but highly motivated manufacturer came along shortly after. They checked<br \/>every QUALIFY box \u2014 and we closed their lease within 45 days. It became one of<br \/>the smoothest and most rewarding transactions of my career.<br \/><\/span>\u00a0<br \/><span style=\"font-kerning: none;\">The lesson? In<br \/>business \u2014 and in life \u2014 our most precious resource isn\u2019t money. It\u2019s time. We<br \/>owe it to ourselves to invest our time wisely.<br \/><\/span>\u00a0<br \/><span style=\"font-kerning: none;\">Before you chase the<br \/>next shiny opportunity, take a moment to QUALIFY it first. Your future self<br \/>will thank you.<\/span><\/p>\n<p><\/span><\/div>\n<\/div>\n<p> <!-- .entry-content --><!-- post short info --><\/p>\n<div class=\"et_post_meta_wrapper\">\n<div class=\"single-author-info\">\n<div class=\"single-author-upic\"><a href=\"https:\/\/blog.thebrokerlist.com\/author\/location-advice\/\"><img loading=\"lazy\" decoding=\"async\" data-del=\"avatar\" src=\"https:\/\/blog.thebrokerlist.com\/wp-content\/uploads\/2024\/09\/Profile-Pic_Allen_New-150x150.png' class=\" avatar=\"\" pp-user-avatar=\"\" avatar-110=\"\" photo=\"\" height=\"110\" width=\"110\"\/><\/a><\/div>\n<div class=\"author_detail\">\n<h5><a rel=\"author\" href=\"https:\/\/blog.thebrokerlist.com\/author\/location-advice\/\"> Allen C. Buchanan<\/a><\/h5>\n<p>Allen has been a distinguished voice in the cre social media and technology community since he started his blog in 2010. Allen\u2019s posts are published weekly in the Sunday Real Estate Section of the Orange County Register. Allen is the creator of the popular YouTube video series Tuesday Traffic Tips. Allen has been named to the prestigious Top Ten On-Line CRE Professionals List for the past 3 years.<\/p>\n<\/div>\n<p> <!-- author detail over --><\/div>\n<p><!-- single-author-info over --><\/p>\n<div id=\"pre_next_post\"><a class=\"p\" href=\"https:\/\/blog.thebrokerlist.com\/attracting-tech-tenants-by-building-the-office-spaces-of-tomorrow\/\">Attracting Tech Tenants by Building the Office Spaces of Tomorrow<\/a><\/div>\n<p><!-- You can start editing here. --><\/div>\n<p> <!-- .et_post_meta_wrapper --><\/div>\n\n","protected":false},"excerpt":{"rendered":"<p>Author: Allen Buchanan This post originally appeared on Location Advice and is republished with permission. Find out how to blog with us on theBrokerList. In commercial real estate, not every opportunity iscreated equal. Some sparkle at first glance but fade with time. Others seemordinary but blossom into career-defining deals. After decades in thisbusiness, I\u2019ve learned [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":241191,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[99],"tags":[10465,32392,15980],"dealstore":[],"offerexpiration":[],"class_list":["post-241190","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-real-estate","tag-deal","tag-pursue","tag-qualify"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Before You Pursue That Deal, QUALIFY It First - Som2ny Network<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/fivemor.com\/?p=241190\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Before You Pursue That Deal, QUALIFY It First - Som2ny Network\" \/>\n<meta property=\"og:description\" content=\"Author: Allen Buchanan This post originally appeared on Location Advice and is republished with permission. 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