Does Time Kill Deals? Yes—And Occupiers Feel It First.
In commercial real estate, time isn’t neutral—it’s a force that either moves you closer to your space or quietly works against you.
As an occupier, you’re often juggling internal approvals, financial forecasts, leadership input, and operational deadlines. Add in market shifts or slow-moving counterparties, and even the best-laid real estate plans can unravel. From firsthand experience working with industrial users across Northern Nevada and beyond, I can tell you: yes, time kills deals—and occupiers are often the first to feel the effects.
Here’s why.
Momentum Matters
Every real estate project starts with a spark: a need for more space, a market expansion, a lease expiration. That initial urgency is real and necessary. However, if delays occur, internal priorities shift. Leadership gets focused elsewhere. That “go” turns into a “maybe next quarter.”
Real estate deals don’t fall apart all at once. They fade—slowly and avoidably—when momentum is lost.
Market Conditions Don’t Wait
While you’re internally aligning approvals, the external market keeps moving.
Rates increase
Availability changes
Competing users act faster
Lease terms evolve
But it’s not just the market. Within your organization, things can also shift. A change in leadership, an unexpected miss in quarterly projections, or a budget realignment can abruptly stall or cancel your real estate plans. Time creates too much room for disruption, both outside and within.
Legal Redlines & Financing Friction
Real estate is a team sport, and one slow player… well, that player can significantly impact the entire outcome.
Delayed legal reviews, over-negotiated LOIs, or attorneys unfamiliar with the local market can stretch timelines and frustrate decision-makers. I’ve seen deals sit for weeks due to opposing legal counsel who can’t get on the same page, only for the tenant to walk away, burned out and ready to hit pause.
As a broker, one of the most valuable things I offer is a vetted network of trusted legal advisors who not only protect your interests but also understand the importance of timing, market conditions, and nuance. The best legal team gets deals done, not just reviewed.
Internal Bandwidth Has Limits
Let’s be honest: real estate is rarely your only priority. If a transaction drags on for too long, the bandwidth to push it forward evaporates. Department heads lose focus. Decision-makers get pulled into other fires. And suddenly, what was urgent last month is now a “nice to have.”
Whether you're managing growth, consolidation, or logistics shifts, extended deal timelines often clash with operational realities.
Opportunity Windows Close
Space that sits on the market for 90 days might not be there on day 91. That aggressive lease offer? It likely has an expiration date. And if you wait too long to engage the landlord or align internally, another occupier will be quicker to the table.
As space gets absorbed—especially in high-demand markets—what could have been an aggressive, below-market deal can quickly disappear. New comps reset landlord expectations, incentives disappear, and pricing becomes less negotiable. That “great opportunity” you were eyeing? It's now off the table—or it's back at full market rates.
In today’s industrial market, speed matters. Windows open, but they don’t stay open long.
Final Thought: Time Is Risk You Can’t Afford
For occupiers, time adds risk. Risk of missing the space. Risk of market opportunity. Risk of overpaying. Risk of losing organizational alignment. Risk of starting all over again.
That’s why managing momentum matters. Having the right team: broker, legal, and internal champions means staying ahead of delays, setting realistic expectations, and keeping your real estate strategy moving forward.
Because when it comes to making a move, timing isn’t just everything—it’s the difference between executed and expired.
Let’s talk strategy -If you’re navigating a lease renewal, relocation, or expansion, and want to avoid losing time (and opportunity). I’d be happy to walk through a timeline that aligns with your goals and market realities.
Broker | Industrial Specialist
Cushman & Wakefield – Northern Nevada
NV License # BS.146113
📍 Clear heights, concrete, and dock doors are my love language.
The views expressed in this blog are my own and do not necessarily reflect those of Cushman & Wakefield.