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What a fishing lesson says about commercial real estate

April 18, 2026

Last week was quite special. You might have noticed my absence from these pages.

That wasn’t what made it special, by the way.

My wife and I spent an amazing week with our oldest grandson fishing in the Florida Keys.

We told all six of our grandchildren that once they turned 10 years old, we would take them anywhere in the United States they wanted to travel. Our oldest chose Florida.

Watching him spend countless hours on the pier at our hotel fishing — baiting, casting, playing the line, reeling, rinsing and repeating — I was reminded of a saying: “Every expert is a beginner who didn’t quit.”

Witnessing his tenacity, I drew a parallel with those who succeed in commercial real estate.

Stay with me, please, as I expand this idea.

At first glance, fishing and brokerage seem worlds apart. One involves patience and time on the water, the other conversations, negotiations and problem-solving. Yet at their core, both demand consistency and a willingness to keep going when results are not immediate.

Our grandson did not catch a fish every time he cast his line. In fact, most of his efforts produced no result at all. Still, he stayed with it. He adjusted his approach, asked questions and paid attention to what worked and what did not. Over time, he improved, not because of a sudden breakthrough, but because he refused to stop.

That same principle applies directly to commercial real estate. Success in our business rarely comes from a single moment of brilliance. It comes from steady, repeated effort. Calls that are not returned, meetings that do not convert, proposals that do not result in a transaction are all part of the process. Those who succeed understand that consistency, not intensity, is what produces results over time.

There were moments when the conditions were not ideal and it would have been easy for him to walk away. Instead, he leaned in, remained curious and stayed engaged. Eventually, his persistence paid off. Not through luck, but through effort sustained long enough to create opportunity.

In our business, there is often a temptation to search for shortcuts or quick wins. In reality, progress is built through a disciplined approach and a commitment to the process. Each step matters, and each action builds upon the last.

As I watched our grandson at the end of each day, tired but satisfied, I was reminded that growth rarely happens all at once. It happens gradually, through repetition, patience and a willingness to keep going.

The lesson is simple. You do not need to succeed every time. You simply need to stay with it long enough, remain consistent in your effort and trust that the results will follow.

Allen C. Buchanan is a principal with Lee & Associates Commercial Real Estate Services in Orange. He can be reached at abuchanan@lee-associates.com or 714-564-7104.

Orange County Register

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What a fishing lesson says about commercial real estate

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