Case Study: A Christmas Miracle in Damascus
How We Leased 12,700 SF of Industrial Space in a Town of 397 People
The Seemingly Impossible Challenge
Property: Former Greenway Equipment Building
Location: 17053 Highway 65 S, Damascus, AR
Specifications: 12,700 sq ft industrial facility on 2.63 acres
Timeline: Listed during Thanksgiving, leased by Christmas
Market Reality:
Population 397 vs. Little Rock metro's 748,000+
Let’s be honest: Damascus isn’t Little Rock. It’s not even close.
With a population of just 397 people in a rural Van Buren County town, this wasn’t your typical industrial leasing assignment. Census Reporter While the Little Rock metro area boasts nearly three-quarters of a million residents, Damascus offers small-town charm, Highway 65 access, and... not much of a tenant pool.
The brutal math:
- Little Rock metro population: 748,000+ potential customers, businesses, employers
- Damascus population: 397 residents (and we’re pretty sure most of them weren’t looking for 12,700 sq ft of industrial space)
- Tenant prospects: Few and far between
- Timing: Holiday season when the phone stops ringing
- Competition: Every broker pushing metro properties with easier access to labor, services, and infrastructure
Most commercial brokers would’ve listed it, sent a few emails, and waited until February when “serious buyers come back.”
We didn’t have that luxury. The owner needed cash flow. We needed a win. And frankly, we love a good challenge.
Why Damascus Is a Tough Sell (And Why That Matters)
Rural commercial real estate isn’t just harder—it’s a completely different game.
The Rural Reality:
Limited Tenant Pool
In the Little Rock metro, you’ve got hundreds of manufacturers, distributors, logistics companies, and growing businesses. In Damascus? You’re fishing in a pond the size of a puddle. Every prospect counts. There are no second chances with leads.
Workforce Concerns
Potential tenants immediately ask: “Can I staff this location?” With a population of 397, you’re drawing employees from surrounding communities. That’s a legitimate concern for any business.
Perception Problems
“Damascus? Where’s that?” Even Arkansas-based businesses hesitate at rural locations. The perception is limited services, slower permitting, and isolation from suppliers.
Infrastructure Questions
Internet speeds, utility reliability, proximity to major highways—rural properties face scrutiny metro buildings never encounter.
The Ghost Town Fear
Every business owner worries: “If this doesn’t work out, how hard will it be to sublease?” In a town of 397 people, exit strategies feel limited.
Our Strategy: Turning Obstacles Into Opportunities
We couldn’t change Damascus’s population. But we could reframe the conversation.
We Never Stopped Calling (Even When Everyone Else Did)
While other brokers enjoyed holiday time off, we stayed on the hunt:
- Made calls through Thanksgiving weekend when decision-makers actually answered their phones
- Followed up during Christmas week while competitors were checked out
- Same-day response time on every inquiry, no matter how small
- Immediate tour scheduling – we met prospects on their timeline, not ours
“In rural markets, you can’t afford to miss a single lead. There simply aren’t enough prospects to waste opportunities.”
We Didn’t Apologize for Damascus—We Sold Its Advantages
Instead of defending the location, we positioned it as the smarter choice.
Highway 65 Access = Distribution Gold
Major north-south corridor connecting Little Rock to Missouri. Perfect for logistics, distribution, or regional manufacturing.
Cost Arbitrage
Industrial rates in Damascus run 30–40% below Little Rock metro pricing. For cost-conscious operators, that’s real money saved on occupancy costs.
No Traffic, No Hassle
Employees aren’t sitting in Conway gridlock. Trucks get in and out fast. Loading docks without urban congestion.
Expansion Room
On 2.63 acres, there’s room to grow. Try finding that in metro Little Rock without paying a premium.
The Highway 65 Workforce Draw
We positioned Damascus as the hub of a 20-mile radius labor pool drawing from Greenbrier, Quitman, Clinton, and surrounding communities—suddenly the workforce story made sense.
We Marketed Where Rural Tenants Actually Look
Forget the fancy commercial platforms (though we used those too). We went where small and mid-sized industrial users spend time:
- Facebook industry groups – equipment dealers, manufacturers, ag-related businesses
- Direct outreach to regional operators looking for satellite locations
- Word-of-mouth networking in rural business communities
- Cold calls to growing businesses in surrounding counties
We targeted the right businesses for Damascus:
- Regional manufacturers seeking lower overhead
- Distribution companies needing Highway 65 access without metro costs
- Equipment dealers and service businesses tired of high rents
- Companies willing to trade location for value
We Structured a Deal That Made Sense for Both Sides
Finding a tenant willing to take a chance on Damascus was step one. Making the numbers work was step two.
The Owner’s Goals:
- Stable, long-term tenant
- Consistent cash flow after vacancy
- Minimal landlord responsibilities
The Tenant’s Concerns:
- Rural location risk
- Operational budget constraints
- Need for flexibility during ramp-up
Our Solution:
- Structured lease terms that balanced owner income with tenant runway
- Negotiated terms that de-risked the rural location for the tenant
- Created a deal both parties felt good about signing
The Christmas Miracle: Results
Let’s put this in perspective:
- Average days on market for rural industrial properties: 120–180+ days
- Damascus population vs. Little Rock metro: 397 vs. 748,000+ (a 1,883x difference)
- Seasonal timing: Slowest leasing period of the year
- Our result: 42 days, signed lease, occupied property
In Damascus, Arkansas—where potential tenants are scarce, the market is razor-thin, and holiday timing kills momentum—we made it happen.
That’s not luck. That’s aggressive marketing, relentless follow-up, and refusing to accept “wait until spring.”
Key Lessons: What Rural Leasing Taught Us
In Thin Markets, Every Lead Is Precious
You can’t waste a single inquiry. There’s no deep bench of backup prospects. We treated every phone call, every email, every Facebook message like it might be “the one”—because in Damascus, it might be.
Don’t Sell the Location, Sell the Value Proposition
Damascus will never be Little Rock. Stop apologizing for it. Sell what it does offer: cost savings, highway access, room to grow, and no urban headaches.
Timing Isn’t Everything—Availability Is
Everyone says, “Wait until Q1 when buyers come back.” But we proved that being available right now beats waiting for “perfect timing.” Decision-makers work through holidays. Be there when they’re ready.
Rural Deals Require Creative Thinking
Off-the-shelf lease templates don’t work in Damascus. You’ve got to structure deals that acknowledge the risks and rewards of rural locations. Both parties need to feel like they’re winning.
Hustle Beats Market Size
Damascus has 397 people. Little Rock has 748,000+. We still closed the deal faster than most metro listings. Why? Because we outworked everyone else. Population doesn’t determine outcomes—effort does.
The Harsh Truth About Rural Commercial Real Estate
Most brokers won’t take rural listings. They’re too hard. Tenant pools are too thin. Commissions take too long to materialize.
And honestly? They’re right—if you’re going to approach rural properties like metro listings.
Rural commercial real estate demands:
- Longer prospecting timelines – you’re searching regionally, not locally
- Constant availability – you can’t miss the one or two serious prospects
- Creative positioning – turning perceived weaknesses into strengths
- Aggressive marketing – blasting every possible channel because the pool is shallow
- Deal-making flexibility – standard terms won’t work; get creative
But when you do close a rural deal? It’s incredibly satisfying. You’ve solved a puzzle most brokers won’t touch.
Why This Matters for Property Owners
If you own commercial property in Damascus, Greenbrier, Quitman, or any other rural Central Arkansas town, you need to know this:
Your property isn’t going to lease itself.
The “post it and wait” approach fails in thin markets. You need a broker who:
- Understands rural market dynamics
- Won’t give up after the first slow month
- Has the creativity to position your property competitively
- Maintains aggressive follow-up when leads are scarce
- Knows how to find tenants beyond the usual channels
We proved it’s possible—even during Christmas, even in a town of 397 people, even when everyone said to wait.
Ready to Make Your Own Commercial Real Estate Miracle?
Whether you’re sitting on a vacant building in a small Arkansas town or searching for industrial space outside the metro grind, we bring the same relentless approach to every deal.
Let’s talk if you need help with:
- Rural industrial property leasing and sales
- Damascus and Highway 65 corridor opportunities
- Van Buren County commercial real estate
- Central Arkansas properties in thin markets
- Creative deal structuring for challenging locations
We specialize in the deals other brokers won’t touch. We may not take it, but we’ll give you honest feedback on how to get the deal done.