Colliers Executive Vice President David Gabbai, who has spent 36 years in commercial real estate, says the most successful brokers are those who can solve problems creatively when market fundamentals change dramatically. In a landscape where traditional deal structures often break down, Gabbai argues that two qualities, deep relationships and multi-market experience, have become critical competitive advantages.
“My job title is effectively that of a problem solver for my clients,” Gabbai says. “I solve problems for both my team and for my clients, and make their lives easier.”
He points out that this ability to find solutions relies on factors not captured in financial statements: the depth of professional relationships built over decades and the strategic perspective gained from working across multiple markets, especially under stress.
Gabbai believes brokers who focus only on their local market lack the full perspective needed when conditions change quickly. Early in his career, he traveled extensively, building relationships and learning how real estate functions differently across the country. “My relationships, that I obtained early on traveling the country, enabled me to understand real estate, not only on a local level, but on a national level,” he says.
He explains that commercial real estate operates according to different rules and customs depending on the region. “How commercial real estate is handled in California is different from how it’s handled in Pennsylvania, Texas, New York, Georgia, or Florida, and the players are different,” Gabbai says.
This national perspective becomes especially valuable during market disruptions. When conventional deal structures fail in one region, brokers with multi-market experience can draw on strategies that have worked elsewhere. Gabbai says that developing relationships with a wide range of industry participants allows him to connect clients with the right people and approaches, even in unfamiliar territory.
“Having exposure and developing deep relationships and roots with all of those players enabled me to formulate a strategy that allows me to connect with those people regularly and represent my clients more deeply,” he says.
Beyond market knowledge, Gabbai emphasizes the role of trust-based relationships. He describes himself as “an old school handshake kind of guy,” a principle he credits to his mentors and continues to practice today.
This approach, he explains, is especially important during difficult market conditions, when creative deal structures require all parties to trust each other’s intentions. Gabbai says his clients and team know he will “always be there to back them, always be there to support them.”
He describes his reputation as an aggressive advocate: “fighting tooth and nail for my clients, which is respected, sometimes hated, but respected nonetheless, because I will always do what’s best for my client.” According to Gabbai, this style is effective only when paired with integrity and respect. “Everybody has to develop a style that’s aggressive, respectful, with integrity,” he says.
Gabbai says that commercial real estate brokerage is defined by constant problem-solving across multiple transactions, each with its own challenges. “No day is the same. There’s always something going on that’s different,” he says. Every day brings new decisions and requires consideration of the perspectives and needs of the different parties involved.
To keep up, Gabbai relies on detailed tracking systems and a flexible mindset. “I’m a big proponent of having a to-do list and checking things off, knowing that the list is never-ending. Every time you check one thing off, you may be adding two or three more things onto it,” he says.
As the leader of a six-person team, Gabbai spends significant time mentoring younger team members. Many of their questions hinge on practical experience that newer brokers may lack. He sees part of his job as helping them develop the judgment needed to navigate complex situations.
Gabbai’s focus on relationships and problem-solving suggests that, as commercial real estate becomes more complex and market cycles grow more volatile, experienced brokers with deep networks are becoming more valuable, not less. While technology and data analytics have changed many aspects of the business, Gabbai maintains that structuring creative solutions during market stress still depends fundamentally on relationships and experience.
He believes that technology can provide tools and information, but it cannot yet replace the pattern recognition and trust that experienced brokers bring to complex negotiations. The ability to craft solutions in uncertain markets, Gabbai argues, remains rooted in personal connections and knowledge built over years of hands-on work.
Looking ahead, the question for the industry is whether this advantage will remain as technology continues to advance. For now, Gabbai’s experience suggests that, in times of volatility, clients seek out brokers who can navigate uncertainty, draw on national networks, and solve problems that algorithms cannot yet address. As market cycles become less predictable, the value of seasoned problem-solvers is only increasing.
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