What if your biggest client took eight years to win?

In commercial real estate, the best relationships aren't built overnight. They're earned through patience, consistency, and years of creating value long before a deal ever happens.

In this episode, Aviva Sonenreich sits down with Cory Zelnik, Founder of Zelnik & Company, to discuss what it really takes to build long-term client relationships in commercial real estate.

Key Topics Discussed:

Why it took eight years to win Panda Express as a client
How to build commercial real estate relationships that last decades
Why patience is one of the most valuable skills in brokerage
The importance of staying top of mind with clients over the long term
How elite brokers become trusted advisors instead of transactional salespeople
What national retailers look for when expanding into new markets
Emerging retail concepts and trends shaping New York City

About the Guest:

Cory Zelnik is the Founder and President of Zelnik & Company, a New York City-based commercial real estate brokerage specializing in retail leasing and tenant representation. With more than three decades of experience, Cory has represented national retailers, major landlords, and growing restaurant brands, including Panda Express, helping clients expand through long-term relationships and strategic market expertise.

About the Host

Aviva Sonenreich is the Managing Broker and Owner of Warehouse Hotline, a Denver-based commercial real estate brokerage specializing exclusively in industrial properties. As host of Commercial Real Estate Secrets, Aviva interviews top brokers, investors, developers, and industry leaders to uncover the strategies, habits, and lessons behind long-term success in commercial real estate.

Make Smarter Real Estate Investment Decisions

This episode is sponsored by HouseCanary, giving investors access to rental estimates, sales comps, market trends, and analytics across 136 million U.S. properties. Trusted by 6 of the 10 largest single-family REITs.

👉 Learn more: https://www.housecanary.com/