If you work in commercial real estate in California, you know that successful advocacy in this environment takes more than tracking legislation. It takes organized chapters and steady relationships that open doors when it matters. That was the clear throughline of a recent advocacy session at NAIOP’s I.CON West in Los Angeles.
The panel featured moderator Jonathan Shardlow, land use attorney, Allen Matkins, alongside Kaitlin Arduino, president, Murphy Development Company; Roland Neary, vice president of business development, of Deacon Construction; Courtney Wing, vice president, development and construction, Newcastle Partners; and Skyler Wonnacott, vice president, California Business Properties Association (CBPA).
What unified advocacy looks like in practice
California is a different landscape for NAIOP. While many chapters across the country focus mainly on state issues, California chapters spend significant time at the local level with city councils and county boards. That is because policy often starts locally and then reappears as statewide law. Sacramento’s unique vantage point lets chapters see those policy ripples early, but the real strength comes from coordinated action across regions.
NAIOP San Diego runs an active legislative committee, supported by a legislative consultant, with monthly meetings that include city, county and statewide briefings. Members get Friday news briefs that pull out local, regional and state developments in plain language. These updates keep the chapter informed and ready to organize calls to action when something moves.
NAIOP SoCal has dedicated government affairs staff, added local lobbyists for L.A. and Orange County, and deepened coordination with CBPA at the state level. A 50-member legislative affairs committee meets monthly, so members hear direct updates and know when to engage.
California’s scale and diversity make a single voice insufficient. The same bill can have very different effects in the Inland Empire, near the ports of L.A. and Long Beach, in the Bay Area’s urban infill, or in agricultural counties around Sacramento. As Wing put it, most legislators do not come from real estate, so the job is to simplify the message and provide clear, local examples of impact.
AB 98 and SB 415 case study
AB 98, focused on warehouse development standards, became a case study in how to align the industry and improve a bill that initially posed serious risks for projects and land use across the state. The chapters worked together on a detailed redline that circulated not only within commercial real estate, but also to adjacent industries. The end result was SB 415, which clarified AB 98 in ways that reduced litigation risk and brought more stability to planning. Wonnacott noted that the coalition secured 21 fixes to AB 98 with limited pushback because the work was unified and grounded in practical changes.
Direct outreach mattered too. Shardlow emphasized that contacting your legislator is not a box to check. It is a process that can include district meetings, site visits, repeated follow-up, and targeted member communications. “You cannot just send one email,” he said. That persistence helped keep AB 98 and SB 415 top of mind in a capitol that sees roughly 3,000 bills each year.
Beating back the vacancy tax
Last year, the coalition helped stop a statewide vacancy tax proposal that would have charged $5 per square foot on vacant commercial space. Beating this legislation required coordinated chapter alerts, strong local relationships, and a steady voice at the California State Capitol. The hard truth, as Wonnacott said, is that relationships and resources open doors. “You are not going to get calls or texts back if you are not playing in the system as it exists.”
Chapters with active PACs can mobilize quickly, and CBPA has worked to grow statewide capacity to about $1 million. That is modest in Sacramento, but it could create access when timing is right. Turnover in the legislature means the work does not stop. With about 40% new members at the start of the current cycle, the same bad ideas can return with new authors. The only antidote is early, ongoing education and a unified message.
Relationships matter
Effective advocacy succeeds when people build trust and carry a consistent message. As Wonnacott put it plainly: “Relationships are key, and more important in the California state capitol.” Legislators respond better when a community shows up with solutions, not only objections. That is why chapters are expanding from a defensive stance to a mix of defense and proactive ideas. Even small, sensible fixes can build goodwill when you are in the room testifying for something positive.
Wonnacott noted that gubernatorial candidate Congressman Eric Swalwell told their group that “California is a blue state held down by red tape.” Politicians understand that these challenges are real; the good news is NAIOP chapters are proving that unified advocacy can be incredibly effective. Shardlow emphasized that presenting a single set of changes reassured legislators that they would not get conflicting calls from other parts of the industry the next day.
Tools that make coordination faster
NAIOP Connect, the online platform for chapter leaders, is becoming a useful clearinghouse for fact sheets, talking points, and studies. If a chapter is facing an Industrial Special Risks (ISR) policy, a warehouse buffer proposal, or data center rules, someone else may already have vetted materials ready to share. That shortens the time from alert to action.
Three takeaways to build influence
- Organize locally, act statewide. Keep monthly legislative meetings, share weekly briefs, and be ready to escalate when needed.
- Invest in relationships. Meet in districts. Invite legislators to sites. Offer practical fixes. Follow up.
- Back it with data and a PAC. Coalitions and credible numbers turn opinion into policy. PAC resources open doors when speed matters.
These actions give the commercial real estate industry the ability to speak with clarity and credibility when the stakes are highest. When chapters stay aligned, informed and engaged, they have the influence needed to shape policy that allows commercial real estate to thrive in California.
This post is brought to you by JLL, the social media and conference blog sponsor of NAIOP’s I.CON West 2026. Learn more about JLL at www.us.jll.com or www.jll.ca.
