After attending ICSC this year, I found myself reflecting on something that had very little to do with retail trends, market conditions, leasing activity, or development opportunities.
It was the people.
Commercial real estate is often viewed from the outside as a transaction driven industry. Properties are bought, sold, leased, and developed. Deals are negotiated. Markets shift. Opportunities emerge. While all of those things are certainly true, they only tell part of the story.
What makes this industry unique is the relationships behind the transactions.
Throughout the week at ICSC, I attended meetings, receptions, networking events, dinners, and informal gatherings. As I looked around the room, I noticed something that stood out. People weren’t glued to their phones. They weren’t scrolling social media or checking email while half listening to conversations.
They were present.
They were engaged in conversations. They were asking questions. They were listening. They were reconnecting with people they may only see a few times each year but who have become genuine friends over decades in the industry.
What struck me most was that many of the conversations had nothing to do with real estate.
People were asking about spouses, children, graduations, vacations, aging parents, and life events. They knew details about one another’s lives. They remembered milestones. They checked in because they genuinely cared.
Of course, business was discussed. Deals were explored. Partnerships were strengthened. But those conversations were built upon something much deeper than a transaction.
They were built on trust.
In many industries, networking can feel transactional. Conversations often begin and end with what someone can do for you or how they might fit into your business goals. Commercial real estate feels different to me. Relationships are built over years, sometimes decades. The people you meet early in your career often become lifelong connections. They watch your career evolve, celebrate your successes, support you through challenges, and continue showing up year after year.
That foundation changes the nature of business.
When relationships come first, conversations become more authentic. Collaboration becomes easier. Trust develops naturally. Deals move forward because people know each other beyond a company name, title, or email address.
It is one of the reasons conferences like ICSC remain so valuable. While technology continues to create new ways to connect, there is still tremendous value in sitting across from someone, sharing a conversation, catching up on life, and strengthening a relationship that may have taken years to build.
The most successful professionals in commercial real estate understand this. They know that relationships are not something you turn on when you need a deal. They are something you invest in consistently. They are built through conversations, shared experiences, follow up, and genuine interest in the people behind the business.
As I left ICSC, I wasn’t thinking about the number of meetings on my calendar or the volume of business cards exchanged. I was thinking about the relationships. The friendships. The conversations that reminded me why this industry continues to be such a special place to work.
Commercial real estate is certainly about properties, projects, and transactions.
But at its core, it is still a people business.
And that may be what makes it different from almost everything else.
