June 2, 2025

10230 INDIANA CT, RANCHO CUCAMONGA - 18,425 SF INDUSTRIAL WAREHOUSE

We talk a lot about price, terms, and negotiations in commercial real estate. But most deals don’t fall apart because of those. They fall apart because of timing and trust.

Case in point: a recent lease I closed in Rancho Cucamonga. The client needed a warehouse with dock-high loading and a yard for exporting electronics. We negotiated the terms, wired the funds, and were ready for move-in.

Then everything wobbled. The certificate of insurance didn’t arrive before Memorial Day weekend. The principal wasn’t available for the commencement walkthrough. The landlord started doubting whether the tenant was legitimate—even though the money was already in.

What saved the deal was simple: trust. I knew my client would perform, and we did everything we said we would. What good is a contract if one cannot honor their word? Without that credibility, the deal could’ve fallen apart over something as trivial as a three-day holiday delay.