02 May Persistence and Positioning to Grow the Client’s Portfolio
Mark Johns of ELIFIN® represented the buyer in the successful acquisition of the industrial property located at 200 Oil Patch Road in Broussard, LA.
Challenge
The buyer was not someone who came easily. Mark had cold called and left messages for months with no response. When the buyer finally called back, they were candid about why: it was Mark’s persistence that earned the conversation, not the timing. They had no interest in selling anything, but they were looking to buy, and they needed a broker who knew how to find the right opportunities in the industrial sector.
Strategy
Once the relationship was established, Mark went to work identifying acquisitions that matched the buyer’s investment criteria. This property, a newly constructed industrial building with a fresh five-year lease in place, was a strong fit. Mark brought the deal to the buyer and then had to win it. Multiple offers were on the table, and Mark structured and positioned the offer in a way that made it the most compelling choice for the seller. He worked the buyer through due diligence, keeping the process moving and the transaction on track through closing.
Result
The transaction closed successfully, marking the second strong industrial acquisition Mark had sourced and closed for his client, following a significant deal completed less than 7 months prior. What began as months of unanswered calls developed into a productive investment relationship, built entirely on the back of consistent, respectful persistence.
Leading Agent
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