Inflation tops 4% for the first time in 3 years on spike in gasoline prices Soaring gasoline prices, triggered by the U.S. war with Iran, have pushed inflation to its highest level in more than three years. A report from the Labor Department on Wednesday showed consumer prices in May were up 4.2% from a year ago. That's the biggest annual increase since April of 2023. By contrast, the Labor Department says average wages have risen only 3.4% over the last year, so workers' real spending power has declined...

By Marc Perlof | MarcRetailGuy CA #01489206 June 8, 2026 If you own retail real estate, here’s what just changed for you. Most retail properties do not lose value because of the original asking price. They lose value because owners misread buyer behavior after the property hits the market and react emotionally instead of strategically. In uncertain markets, correctly interpreting buyer feedback often matters more than the initial pricing itself. In the previous article, “How to Price Retail Property in an Uncertain Market,” we discussed how changing market conditions are affecting retail property pricing and buyer behavior across today’s market. What Changed What changes after your property hits the market? Once a retail property hits the market, the focus shifts from pricing strategy to market interpretation. Owners are no longer trying to predict value. They are now trying to understand how buyers are responding to the opportunity in real time. Some buyers move slowly even when they like the deal. Others negotiate aggressively just to create leverage. Some disappear completely while they review financing, compare other opportunities, or wait for more market clarity. This creates confusion for many retail property owners. Weak activity can feel like rejection even when some buyers still have interest. At the same time, activity alone does not always mean the pricing is correct. Why It Matters Why are the first 30 to 60 days so important? The first 30 to 60 days on the market usually provide the clearest signal. That is when buyers pay the closest attention to a new listing and when your property has the most visibility. If there are no offers, buyers may believe pricing is unrealistic or the property does not compare well to other opportunities. If buyers are showing interest but not making offers, the issue may involve tenant concerns, future expenses, lease structure, financing assumptions, or how the opportunity is being presented. Does a low offer mean your price is wrong? Not always. Sophisticated buyers often test seller confidence by negotiating aggressively even when they believe the property is attractive. This is especially important when multiple buyers remain engaged. Continued interest, requests for information, and active discussions often show that buyers still see value, even if they are trying to push pricing lower. Does buyer activity always mean your pricing is correct? No. Not all activity is good activity. A property attracting only unrealistic offers, unqualified buyers, or bargain hunters may indicate the wrong buyer pool is being targeted. That does not always mean the property is overpriced. It may mean the property is being marketed to the wrong audience or positioned in the wrong way. Long periods on the market can also create seller fatigue. Owners often become frustrated after months of uncertainty and begin making reactive decisions instead of strategic ones. That can lead to unnecessary price reductions, weaker leverage, and poor negotiation outcomes. Strategic Advice for Retail Property Owners How do you know if the issue is price or marketing? Start by looking at the quality of buyer activity. The goal is not simply generating attention. The goal is attracting qualified buyers who understand the property and have the ability to close. Before making major pricing adjustments, evaluate whether the issue may involve marketing and positioning instead of pricing itself. Weak marketing materials, poor presentation, limited buyer outreach, or failing to communicate the strengths of the property can reduce activity even when pricing is reasonable. When should you hold firm? You may be able to hold firm when multiple qualified buyers are still engaged, reviewing information, touring, or negotiating. Aggressive buyer comments do not always mean your price is wrong. Sometimes buyers are simply trying to improve their position. When should you adjust? You should consider adjusting when qualified buyers consistently identify the same concerns about pricing, lease risk, expenses, or future income stability. Repeated feedback from serious buyers should not be ignored. The key is responding strategically instead of emotionally. Waiting too long can weaken leverage, but overreacting too quickly can leave money on the table. Successful sellers protect leverage, maintain momentum, and keep the right buyers engaged throughout the process. Real Deal Insight We are seeing retail properties lose leverage not because the assets are weak, but because sellers either ignore legitimate market feedback or overreact to temporary uncertainty. Owner Self-Assessment If buyers are not moving forward on your property, are they rejecting the opportunity itself or are they negotiating strategically to improve their position? If your property is not generating the activity you expected, reach out directly. I will help you determine whether the issue is pricing, positioning, buyer targeting, lease structure, future expenses, or negotiation strategy before unnecessary value is lost. Are you interpreting buyer behavior correctly or reacting emotionally to uncertainty? In the next article, “How to Price Retail Property in a Buyer’s Market,” we will discuss how pricing strategy changes further when buyers gain more leverage and begin underwriting deals much more conservatively. Based in Los Angeles. Serving Southern California. Active across California. Advising clients nationwide. #RetailRealEstate #CommercialRealEstate #NNN #InvestmentSales #ShoppingCenters #StripCenters #CapRates #LosAngelesCRE #RetailProperty