The One Where We Messed Up | What’s the Commission? Episode 12

What happens when commercial real estate brokers admit all the things they've gotten wrong? In Episode 12 of What's the Commission, Nick Terry and Landon Coker trade their usual wins for a candid look at the deals they lost, opportunities they missed, and mistakes that still make them cringe. From showing up to a major meeting completely unprepared to missing out on a 75,000-square-foot warehouse opportunity because of poor follow-up, they unpack the lessons that only come from getting things wrong. They also get into failed listing pitches, missed deadlines, unclear communication, and why letting a promising deal sit without a next step can cost more than you realise. They break down the difference between active and passive failures, how to follow up without sounding desperate, and why taking ownership of mistakes matters more than pretending they never happened. Plus, they celebrate Landon's promotion to Vice President, reflect on the growth of Rifle CRE, and explain why tenants planning an early-year move need to start looking much sooner than they think. Missed deals, hard lessons, and proof that sometimes the best way forward starts with getting it wrong. Key Takeaways: • Preparation starts before the meeting. Never assume you know what a prospective client expects. Ask the right questions beforehand so you can show up with something valuable. • The opportunities you don't pursue can be the most expensive mistakes. Staying in touch with existing clients and understanding their future requirements can prevent major deals from slipping away. • Always establish the next step. Whether it's a listing pitch, off-market opportunity, or client conversation, leaving things open-ended gives someone else the chance to move first. • Follow-up should feel confident, not desperate. A full pipeline, consistent communication, and genuine market knowledge make it easier to stay relevant without pressuring prospects. • Own your mistakes before they become bigger problems. Missed feasibility deadlines, unclear responsibilities, and delayed paperwork can create serious financial exposure. Accountability and better systems help protect everyone involved. • Failure is part of the business. Lost pitches, rejected calls, and missed deals aren't necessarily wasted experiences if you use them to improve your process and approach. • Start your real estate search earlier than you think. Due diligence, negotiations, internal decision-making, moving logistics, and holiday slowdowns can quickly eat into your timeline. • Success comes from doing the work consistently. Strong processes, proactive prospecting, and delivering for existing clients create opportunities that compound over time. About Podcast: What’s the Commission is a light-hearted look at commercial real estate, hosted by Nick Terry and Landon Coker — brokers, investors, and business owners. They break down what’s happening in their day-to-day, dig into real deals and industry trends, and run regular segments like “The Dumbest Thing We Heard in Real Estate This Week.” Equal parts insight and entertainment for anyone in commercial real estate, investing, sales, or business.