Our travels took us to Dallas, Texas for the last week of the State Fair of Texas – the world’s largest state fair – I’m told. After all, everything is bigger…
Anytime we travel, I always look for a lesson or two or at least a way to improve brokering commercial real estate. This trip was no different, but maybe a bit harder to ascertain.
So maybe a look at how the Orange County Fair and the Texas state fair differ would be fun with a bit of commercial real estate mixed in. If you’re up for it, here goes.
The first thing that hits you at the Texas State Fair is the scale. It’s enormous.
Big Tex greets you from his perch above the fairgrounds, smiling down on acres of exhibits, food stalls, and carnival rides. The Orange County Fair by comparison feels more intimate, more navigable, and, well, more California casual. Both are successful in their own way, but they serve different audiences with different expectations.
Commercial real estate is much the same. Some markets operate on a Texas scale – huge industrial parks, massive logistics hubs and sprawling development tracts. Others, like Southern California, require creativity within tight boundaries. We don’t always have more land to build on, so we learn to repurpose, subdivide, and modernize. It’s the difference between having a wide-open canvas and mastering the art of working inside the frame.
Another noticeable difference is pace. At the Texas fair, people linger. They stroll, talk, eat and soak in the atmosphere. In Orange County, we move faster. We come for an afternoon, check a few exhibits, maybe catch a concert, and then we’re on to the next thing.
This mirrors brokerage styles. In some regions, deals develop slowly through long-term relationships and measured conversations. In others, the tempo is brisk – speed, competition, and timing often determine who wins. The best brokers, like fair organizers, understand their crowd. They adjust their rhythm to match the market.
Then there’s the food. At the State Fair of Texas, deep-fried creativity reigns supreme. Fried butter. Fried bacon-wrapped hot dogs. Even fried cookie dough. It’s indulgent, over the top and delightfully unapologetic. At the Orange County Fair, you’ll still find your share of fried temptations, but there’s also a nod toward fresh, local and organic.
This difference in flavor has a lesson too. In brokerage, knowing your client’s appetite is everything. Some crave big, bold moves – buying large portfolios, chasing redevelopment plays, or taking on risk for the promise of reward. Others prefer steady, predictable, and sustainable decisions. Our job is to serve what satisfies, not just what’s trending on the midway.
I also noticed something subtle but powerful at both fairs: community pride.
The Texas fairgrounds tell the story of the state — its agriculture, innovation and culture. The Orange County Fair showcases local artists, small businesses and family-owned farms. Both fairs remind their visitors that they’re part of something larger.
Great commercial real estate brokers do the same. We connect businesses to communities, not just buildings to tenants. When a manufacturer expands, a warehouse fills, or a property sells, we’re shaping the local economy. Every transaction adds a thread to the fabric of the region we serve.
So what can the State Fair of Texas teach us about commercial real estate?
That size matters, but so does fit. That pace varies, but focus wins. That knowing your audience – whether they want fried Oreos or fresh fruit – is the key to satisfaction. And most importantly, that pride in place transforms transactions into relationships.
As Big Tex would say, “Howdy, folks!” Whether you’re buying, selling, or leasing, make your next deal something to smile about.
Allen C. Buchanan, SIOR, is a principal with Lee & Associates Commercial Real Estate Services in Orange. He can be reached at abuchanan@lee-associates.com or 714.564.7104.