The Long Game in Buyer Representation: Why Some Industrial Deals Take Years
Graphic created by Amanda Eastwick, SIOR, CCIM | Cushman & Wakefield
Industrial space might look plentiful on paper, but finding a functional building that truly works for a buyer’s operations is another story.
In Northern Nevada — and in industrial markets across the country — many properties are technically “available,” but not all are usable for the unique requirements of manufacturers, distributors, or logistics operators.
For out-of-state buyers, this adds another layer of complexity. Without boots on the ground, it’s nearly impossible to evaluate whether a property is truly the right fit. That’s where buyer representation proves its value.
Common Misconception: Deals Move Fast
There’s a common misconception that commercial real estate deals happen quickly. While there are occasional “unicorn” opportunities — the perfect building at the perfect time — the reality is different.
Most industrial acquisitions take 12 months or longer from first conversation to closing. Some take years.
This isn’t a delay. It’s the reality of securing a property that truly fits the operational and financial goals of the buyer.
Challenges Buyers Face
Particularly for those entering a new market like Reno or the Tahoe-Reno Industrial Center, buyers often encounter:
Limited local visibility: Without being on-site, it’s hard to fully evaluate a property.
Usability vs. availability: A building may look promising in a listing but fall short on power, layout, or access.
Competitive landscape: The best opportunities often move fast, and many never hit public listing sites.
Without a trusted local partner, these challenges can delay decisions or lead to costly mistakes.
Why Buyer Representation Matters
Buyer representation isn’t about speed. It’s about acting as a strategic ally through the entire process, whether it takes six months, twelve months, or two years.
That means:
Consistent communication – Keeping buyers informed through every market shift.
Market insight – Analyzing not just what’s available, but whether it supports long-term operations.
Creative sourcing – Uncovering off-market opportunities and leveraging networks.
This approach ensures buyers don’t just purchase a building; they purchase the right building.
Results That Last
I’ve worked with multiple out-of-state buyers where the process spanned two years or more. These weren’t delays; they were demonstrations of persistence, trust, and strategy.
The result? Buyers acquired properties that aligned with their growth plans, rather than settling for whatever was available in the moment.
Key Takeaway
Buyer representation isn’t a transaction. It’s a strategic alliance, essential for out-of-state buyers and just as valuable for local occupiers navigating complex markets.
It’s persistence.
It’s trust.
It’s insight that goes beyond the listing sheet.
And when done right, it’s how buyers secure the right property — not just any property.
Ready to Explore Industrial Properties?
Whether you’re entering Northern Nevada or evaluating opportunities across U.S. markets, I can help you navigate the complexities of purchasing industrial property with confidence.
Let’s connect to talk strategy and find the right fit for your business.
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.