Podcasts about investment sales

In this episode, host David Abrams is joined by James Nelson, a Wall Street Journal bestselling author, podcast host, and investor. James is also the Principal and Head of Avison Young's US Investment Sales group in New York City.James shares his journey from an English major at Colgate University to leading Avison Young's U.S. Investment Sales team, offering invaluable lessons on team-building, market adaptation, and embracing technology along the way.We explore the post-pandemic real estate market, discussing opportunities like residential conversions, the impact of technology, and the shift toward a tenant-focused office sector. James also highlights his vision for greater transparency and collaboration in the industry, as well as insights from his book, The Insider's Edge, aimed at empowering real estate investors.This is an episode filled with actionable insights and big-picture thinking about the future of real estate.Subscribe to TEN so you never miss an episode of the Tenant Experience Network.

Connect with Scott:https://www.linkedin.com/in/scottlunine/Read Scott's recent articles on Globe St.:Article 1Follow up ArticleClick to text the show! Email Jonathan with comments or suggestions:podcast@thesourcecre.comOr visit the webpage:www.thesourcecre.com*Some or all of the show notes may have been generated using AI tools.

In this episode of the Industrial Advisors podcast, Bill Condon and Matt McGregor review the significant market trends of Q1 2025 and offer projections for Q2. They discuss the strong return of capital markets, notable deals, and fluctuating vacancy rates across various submarkets such as South Seattle, Kent Valley, and Pierce County. The podcast also covers large tenant move-ins and move-outs, increases in port activity, and a bullish outlook on investment sales. The episode provides a detailed analysis of market dynamics that influence industrial real estate, investor sentiment, and future expectations.   00:00 Market Rebound and Q2 Outlook 00:43 Introduction to the Podcast 00:47 Q1 2025 Review: Dynamic Factors 00:59 Capital Markets and Absorption Trends 02:25 South Seattle Vacancy and Market Rates 03:23 Market by Market Statistics 07:34 Investment Sales and Market Activity 09:53 Conclusion and Future Outlook   You can find every episode of this show on Apple Podcasts, Spotify or YouTube, For more, visit industrialadvisors.com

On this episode of the Walker Webcast, Willy sat down with Walker & Dunlop experts Aaron Appel, Kris Mikkelsen, and Ivy Zelman to break down key market trends, attention-worthy asset classes, and what's shaping the industry's future. Tune in for expert perspectives on everything you need to know, from the impact of tariffs on the single- and multifamily markets and if you're better off renting or owning to the most investable markets, key deregulatory moves, and much more. Learn more about your ad choices. Visit megaphone.fm/adchoices

Whether you're a seasoned investor or just dipping your toes into the world of small apartment buildings, Chris Pearson and Nick Fluellen are here to give you the inside scoop on the latest trends, market shifts, and all things commercial real estate. Key Points: Upcoming Events: Old Capital's bus tour at the end of March. Virtual Speaker series with Jeff Adler of YardiMatrix in April. Conference in Dallas on October 8th and 9th. Save the Date! Old Capital Connection: New App for your phone! A community for accredited investors focused on multifamily investments. Provides exclusive updates, market insights, and new deal alerts. Market Sentiment: Positive sentiment at the National Multifamily Housing Council (NMHC) conference. Increased inventory and more deals hitting the market. Volatility in the treasury rates affecting the market. Broker Opinion of Value (BOV): High activity in BOVs indicating sellers' interest in knowing current asset values. 71 BOVs done in the last 30 days, suggesting increased market activity. Market Segments: Nick Fluellen's team at Marcus Millichap covers larger deals in DFW, 75 units and under, and secondary markets. Chris Pearson focuses on the 75 units and under segment, which he is seeing significant positive momentum. “These days, it's a lot easier to equity raise $3 million than $10 million.” Current Market Trends: Increased activity in smaller deals (75 units and under). First-time buyers and out-of-state buyers are more active. Deals are still being made with hard money, though the amounts may be smaller. Advice for New Investors: Tour as many properties as possible to get comfortable with the market. Submit offers even if they are below the asking price to stay active and top of mind with brokers. Understand the importance of having financing and equity lined up. Challenges and Opportunities: Volatility in interest rates and its impact on deal financing. The importance of rate locking to mitigate risk. To contact Chris Pearson: chris.pearson@marcusmillichap.com To contact Nick Fluellen: nick.fluellen@marcusmillichap.com   Are you ready to unlock the potential of Multifamily Syndications? Discover how Michael Becker's proven real estate syndication business can open doors to financial growth and long-term success. Visit SPIADVISORY.COM today and start your journey toward smarter investing!

This podcast is a recording of the panel Ralph Bumbaca, Regional President – Metro New York for TD Bank, moderated at Ariel's February 5th Coffee & Cap Rates event hosted by TD Bank. The panel of affordable housing experts Eli S. Weiss, Principal of Joy Construction; Tell Metzger, SVP of Equity Investments at Community Preservation Corporation; and Brendan McBride, Senior Development Director at Gilbane Development Company shared their unique perspective on New York City's commercial real estate market, with a particular focus on new housing policies and opportunities in the affordable multifamily sector.Over 200 NYC real estate professionals attended the networking breakfast held at TD Bank's conference center at One Vanderbilt. More information about the event is available here.

This podcast is a recording of the overview of the New York City investment sales market and key insights from Ariel Property Advisor's newly released end-of-year research reports that Shimon Shkury, Ariel's President and Founder, presented at the firm's February 5th Coffee & Cap Rates event hosted by TD Bank. Over 200 NYC real estate professionals attended the networking breakfast held at TD Bank's conference center at One Vanderbilt. More information about the event is available here.

Unlocking Commercial Real Estate: How Florida Retail Scholarships Empower Gen Z The Do You Ever Wonder podcast sought out Geoffrey Stevens after a discussion we had with prior guest J.T. Marting, a 20-year-old college student at Florida State.JT was the recipient of a Florida Retail Scholarship that enabled him to attend ICSC Florida at no cost. There he was able to network and learn about those critical factors and issues within the commercial real estate industry, as well as facing the commercial real estate industry.ICSC is a commercial real estate organization that sponsors events 'producing experiences that create connections and catalyze deals; aggressively advocates to shape public policy; develops high-impact marketing and public relations that influence opinions; provides an enduring platform for professional success; and creates forward-thinking content with actionable insights — all of which drive industry innovation and growth'. The episode with JT is titled 'A Rising 21-Year-Old CRE Star: Gen Z Hustler, X Gala Attendee, Protégé Of The GOAT, And Much More!' and can be viewed on YouTube here https://youtu.be/H4kB1YFWhoI?si=y-B1xZyspTigWtox.According to Geoffrey, the mantra and mission of Florida Retail Scholarships is to 'introduce students to the infinite possibilities that commercial real estate has to offer!That is a strong commitment to an industry that Geoffrey has called home for 25+ years. Currently Geoffrey is the President of Florida Retail Brokerage, a firm started in 1998 with Jay Keef, focusing on Tenant Representation, Investment Sales, and traditional Real Estate Brokerage.His tagline...Serving the needs of our clients with honesty, creativity, integrity, and 1st class service!Geoffrey can be reached...Email: gps@floridaretail.comPhone: 954-812-7657___________________________________________________The Do You Ever Wonder Podcast!Please subscribe if you like what you see and hear...Please subscribe to the Do You Ever Wonder podcast using the two links below, and don't be shy about sharing the links with your friends.YouTube: Subscribe to Do You Ever Wonder here:  https://www.youtube.com/channel/UCzmL4Yaump_9Q7tMSChDoUQStreaming: Subscribe on your favorite streaming platform here: https://areyouwondering.buzzsprout.com/shareDo you have a great story to tell?Are you interested in appearing as a guest on the Do You Ever Wonder podcast? Let Mike Haltman know at mhaltman@hallmarkabstractllc.com._______________________________________________Hallmark Abstract Service...You Buy Real Estate, We Protect It!

On this episode of the Sales Gravy podcast, Jeb Blount engages Denim CRO, Will Yarbrough, in a fascinating discussion on how to sell more and grow faster by linking the customer journey through a One Funnel Strategy. Sales and marketing strategies come and go, but one approach has been gaining traction for its simplicity and effectiveness: The One Funnel Mindset. This powerful concept challenges the traditional notion that more is better, instead focusing on perfecting a single, highly optimized sales funnel. At its core, the one funnel mindset is about streamlining your sales process. Instead of creating multiple funnels for different products or customer segments, you concentrate on building and refining one comprehensive funnel that guides potential customers from initial awareness to final purchase. Key Takeaways: - Unified Revenue Goals: Aligning marketing and sales under a single One Funnel Customer Journey and revenue goal eliminates internal competition and focuses on overall business growth. - Avoiding Complacency: Maintaining a focus on growth and continuous improvement is crucial to avoid stagnation in sales. - Customer Experience: Enhancing customer experience by providing a more unified customer journey. - Human Connection: Despite advancements in AI, human-to-human interaction remains vital in sales, especially for high-value deals. - Preparation and Investment: Sales success often depends on thorough preparation and continuous investment in personal development and training. - Shorter Sales Cycles: Buyers are increasingly making quicker decisions due to more readily available information, making each sales interaction critical. - Manager's Role: Effective frontline managers are essential in motivating sales teams by understanding and aligning individual goals with One Funnel goals and providing tailored support. - Big Pull Concept: Identifying and leveraging what drives each salesperson is key to maintaining their motivation and focus. The One Funnel Mindset: Unifying Marketing and Sales Yarborough introduced the concept of the "One Funnel Mindset," a unified approach where marketing and sales teams work together seamlessly towards common revenue goals. Traditional models often create a divide between marketing-qualified leads (MQLs) and sales-qualified leads (SQLs), leading to misalignment and inefficiencies. The One Funnel Mindset eliminates these silos, ensuring that both teams are aligned and focused on the same objectives. In this approach, leads are simply "qualified leads," with no distinction between marketing and sales. This unified perspective fosters collaboration, reduces friction, and ensures a smoother customer journey from awareness to purchase. By sharing goals, metrics, and strategies, marketing and sales teams can create a more cohesive and effective revenue engine. Enhancing Customer Experience: The Human Touch Despite the rise of artificial intelligence and automation, Yarborough emphasized the irreplaceable value of human interaction in sales. High-value deals, in particular, require a personal touch to build trust and rapport with customers. While AI can enhance the sales process by automating routine tasks and providing data-driven insights, it cannot replicate the nuances of human connection. Sales professionals must prioritize building strong relationships with their customers. This involves active listening, understanding their pain points, and offering tailored solutions. By focusing on the human element, salespeople can create lasting impressions and foster long-term customer loyalty. Shortening Sales Cycles: The Impact of Preparedness Another significant trend discussed in the podcast is the shortening of sales cycles. With buyers conducting extensive research before engaging with sales representatives, decisions are being made faster than ever. This shift places a premium on preparedness.

Michael King, JT Redd and I discussed the current state of the investment sales market in Salt Lake City. JT and Michael are my go-to resource for all things Investment Sales in. Their team currently has $500M of commercial real estate for sale and under contract, and nobody spends more time talking to buyers, sellers, developers, and LP equity than these two. Timestamps00:00 - Mini Perm Construction06:24 - Building in Downtown SLC09:27 - Strategies in Current Market12:14 - Preferred Areas/ Amenities16:35 - Townhomes18:20 - Construction Costs20:45 - Industrial Market28:36 - Conversions34:13 - Who Is Buying Right Now35:55 - Ground Floor Retail on Apartments39:28 - Office & Retail42:18 - Class A Strike Prices

Omar Morales is an investment sales broker at Berkadia that sells land & multifamily properties across South Florida. He has sold over $3.3 billion worth of real estate ranging from $130M land deals to $355M multifamily properties, even though his average deal size is roughly $50M.  In this episode, Chris and Omar discuss: - The state of the Miami RE market - Building a world-class network - The importance of building an online brand We'd appreciate you filling out our audience survey, so we can continuously work on providing relevant content to our listeners.  https://www.thefortpod.com/survey Topics: (00:00:00) - Intro (00:03:34) - The Morales family coming to America (00:10:49) - What's the state of the Miami RE market? (00:13:52) - Miami sub-market analysis: Brickell (00:19:05) - How have you built a world-class network? (00:28:11) - Blackstone  (00:30:40) - How hard is it to enter the Miami market? (00:35:16) - Are there noticeable differences between domestic and foreign buyers? (00:36:31) - What's your activity been like this year? (00:43:31) - How are people dealing with insurance in your market? (00:46:25) - The Condo crisis (00:55:59) - What are the things that get you to a quick ‘no'? (00:59:01) - Where would invest $20m in Miami and where would you invest $200m? (01:00:52) - Miami sub-market analysis: The Winwood market & Design District (01:03:48) - What characteristics do your smartest clients have that separate them from the rest? (01:06:54) - What has building a brand online done for you? Omar Morales: Follow Omar on X Omar on LinkedIn Berkadia Support our Sponsors Better Pitch: https://bit.ly/42d9L0I Fort Capital: https://bit.ly/FortCapital RE Cost Seg: https://bit.ly/3oC7JcY Follow Fort Capital on LinkedIn: www.linkedin.com/company/fort-capital/ Chris on Social Media: X: https://bit.ly/3BYIjcH LinkedIn: https://bit.ly/45gIkFd   Watch The Fort on YouTube: https://bit.ly/3oynxNX Visit our website: https://bit.ly/43SOvys Leave a review on Apple: https://bit.ly/45crFD0 Leave a review on Spotify: https://bit.ly/3Krl9jO  The FORT is produced by Johnny Podcasts

Key Takeaways:- It's important to price listings realistically based on market data to avoid getting a reputation for overpricing properties. Sellers may need to hear from multiple agents before accepting a fair market price.- Ask sellers questions upfront about their goals and how they want the property marketed to develop the best strategy. Different sellers have different preferences like privacy.- Cultivate relationships with potential buyers over many years to have a ready list to market listings to. Taking listings to many buyers helps strengthen negotiations.- Rely on market data and logic in negotiations rather than high pressure sales tactics. Commercial real estate is about problem solving creatively for all parties.

In this episode of the Industrial Advisors podcast, hosts Bill Condon and Matt McGregor review the industrial market performance for Q1 2024. They discuss the rise in vacancy rates across various submarkets, except for the Eastside, reaching an overall rate of 7%. The conversation also covers tenant and landlord markets, submarket performances, including South Seattle and Kent Valley, and the impact on different market sizes. The impacts of COVID on buying patterns, the shift in demand from durable goods to experiences, and the role of 3PLs in current market dynamics are analyzed. Additionally, they touch on investment sales activity, user market demand, challenges in the multi-story market, the implications of a bridge collapse on the supply chain, and development trends. The episode concludes with predictions for tenant velocity, investment activities, and vacancy rates in the upcoming quarters. 00:43 Diving into the Q1 2024 Industrial Market Review 00:52 Vacancy Rates and Market Dynamics Discussion 02:32 Submarket Analysis: South Seattle, Kent Valley, and Pierce County 06:29 Tenant and Landlord Market Trends 08:50 Investment Sales and Market Opportunities 13:00 The Impact of Multi-Story Developments and Amazon's Activity 16:08 Port Activity, Supply Chain Issues, and Development Insights 19:39 Q1 Recap and Predictions for the Upcoming Quarters You can find every episode of this show on Apple Podcasts, Spotify or YouTube, For more, visit industrialadvisors.com

Key Takeaways:- Charging for brokers opinions of value (BOV) can help ensure brokers put more time and effort into the analysis, and get clients more invested in working with them.- A BOV should include an in-depth analysis of the property through site visits, comparable property research beyond just Costar data, and a comprehensive written report.- Presenting BOV work as having value for the client's needs, rather than just doing it for free, helps establish the broker's professional expertise and value proposition.

What is commercial real estate?  Is the office valid today or is the office an old-fashioned ideology that faded with bow ties and IBM blue suites? In a post-pandemic world, the need to understand commercial real estate has never been more important.  In today's podcast, get an inside seat to a speech Jorge delivered at a book launch event in 2017 at Books and Books in Coral Gables, Florida.   To purchase of copy of Jorge's book on commercial real estate, please visit www.dontsignthelease.com and follow the links.  Please also consider subscribing and liking the show. Jorge Morales is the founder and President of Blue Box Real Estate, LLC - an independent commercial real estate firm in South Florida that specializes in Tenant Advisory Services, Landlord Advisory Services, and Investment Sales.  Please visit www.blueboxre.com for all your commercial real estate needs in Florida. 

This episode features the latest in Class A Office performance with Alex Woodlief, Director of Investment Sales at B6 Real Estate Advisors.The Crexi Podcast explores various aspects of the commercial real estate industry in conversation with some of the top CRE professionals in the space. In each episode, we feature different guests to tap into their wealth of CRE expertise and explore the latest trends and updates from the world of commercial real estate. Host Ashley Kobovitch sits down with Alex as he shares his journey from managing fraternity real estate in college to becoming a pivotal figure in New York City's commercial real estate sector, with experience in loft office, commercial development, and ground lease transactions. They discuss the challenges and transformations in the office market post-COVID, emphasizing the shift towards Class A buildings, tenant preferences, and the adaptability of New York City's real estate landscape. Alex also provides insights on the importance of networking, the impact of technological tools like Crexi, and offers advice for newcomers aspiring to enter the real estate industry.Welcome to The Crexi Podcast: A Deep Dive into Commercial Real EstateMeet Alex Woodlief: A Journey Through the Real Estate WorldFrom Fraternity Houses to Commercial Real Estate: Alex's Unique Path8 Navigating Challenges and Lessons in Real EstateBuilding a Powerful Network in Real EstateEmbracing Mistakes and Learning from ThemWork Ethic and Success in Commercial Real EstateAlex's Most Memorable Transactions and the Power of Going Above and BeyondNavigating the Office Investment Sales Landscape in ManhattanUnderstanding Today's Real Estate InvestorsThe Impact of Coworking Spaces on the Office MarketNew York's Unique Position in the Real Estate MarketFuture Predictions for the Office SectorAdvising Clients in Current Economic TimesRapid Fire Questions: Investment Insights and Industry ToolsMisconceptions and Advice for Aspiring Real Estate ProfessionalsIf you enjoyed this episode, please subscribe to our newsletter to receive the very next one delivered straight to your inbox. For show notes, past guests, and more CRE content, please check out Crexi Insights.Ready to find your next CRE property? Visit Crexi and immediately browse hundreds of thousands of available commercial properties.Follow Crexi:https://www.crexi.com/​ https://www.crexi.com/instagram​ https://www.crexi.com/facebook​ https://www.crexi.com/twitter​ https://www.crexi.com/linkedin​ https://www.youtube.com/crexiAbout Alex Woodlief:Alex Woodlief is a Director of Investment Sales with B6, specializing in Manhattan's Midtown South market. Alex has expertise in value-add loft office, commercial development, and ground lease transactions. He has been involved in the underwriting, sale, and capital raising of over $4 billion of New York City commercial real estate.Alex joined B6 from Kaufman Investments, the institutional acquisition arm of the Kaufman Organization, one of New York's oldest and largest private owners of office buildings. At Kaufman, he was responsible for sourcing new investment opportunities, managing landlord partnerships, and business development initiatives.Before Kaufman, Alex was an associate in the capital markets group of Cushman & Wakefield, focusing on middle-market investment sale transactions in Manhattan. Earlier, he raised capital for real estate credit and equity strategies for REIT sponsor American Realty Capital. Previously, he served as Asset Manager for SigEp National Housing, a boutique owner/operator and lender specializing in nationwide student housing assets.Alex graduated from Northeastern University with a B.S. in Political Science. He is a licensed real estate salesperson in New York and has held his FINRA Series 7 & 63 licenses. If you enjoyed this episode, please subscribe to our newsletter to receive the very next one delivered straight to your inbox. For show notes, past guests, and more CRE content, please check out Crexi Insights. Ready to find your next CRE property? Visit Crexi and immediately browse hundreds of thousands of available commercial properties. Follow Crexi:https://www.crexi.com/​ https://www.crexi.com/instagram​ https://www.crexi.com/facebook​ https://www.crexi.com/twitter​ https://www.crexi.com/linkedin​ https://www.youtube.com/crexi

Has the Miami office market, namely, the Brickell Avenue office market simmered down?  Today we discuss in detail a recent Wall Street Journal article aimed at Miami's hottest market, Brickell Avenue.  We'll look at the current conditions including the current Class A rate and occupancy, and walk through three new office development projects.   Available for our listeners is a full Brickell Avenue Office Report.  Send us a note at jorge.morales@blueboxre.com today for your copy. We track commercial real estate so you can focus on your business.  Please consider subscribing and giving us a thumbs up.  To learn more about commercial real estate and get an inside view of the industry, pick up a copy of Jorge's book at:  https://www.lulu.com/shop/jorge-morales/commercial-real-estate-office-leasing/paperback/product-v8k92wg.html?q=Jorge+Morales&page=1&pageSize=4  Blue Box Real Estate is an independent commercial real estate firm specializing in Tenant Advisory Services, Landlord Advisory Services, and Investment Sales. Find us at www.blueboxre.com.  

We've read much of the lower occupancy in the CRE industry from both vacancy and work-from-home employees.  But what are the domino effects of lower occupancy?  Today we discuss the impact of the slowdown in the office sector on cities: namely through devaluation which leads to lower taxes. Tune in to this weekly look at commercial real estate.  We track commercial real estate so you can focus on your business.  Please subscribe and give us a thumbs up. Want to learn more about commercial real estate, specifically office leasing?  Check out Jorge's book at: https://www.lulu.com/shop/jorge-morales/commercial-real-estate-office-leasing/paperback/product-v8k92wg.html?q=Commercial+real+estate+book&page=1&pageSize=4. Jorge Morales is the founder and president of Blue Box Real Estate, LLC, an independent commercial real estate firm in South Florida focusing on Tenant Advisory Services, Landlord Advisory Services, and Investment Sales.  Connect at https://blueboxre.com/.  

Welcome to the CRE Clarity Podcast with Jeremy Goodrich. In this episode, we delve into the net lease investment space with expert guest Miguel Jauregui. From mastering tenant selection to navigating the current lending landscape, Miguel shares valuable insights you don't want to miss out on. Learn more about Miguel and his story at creclarity.com! “Some of those Amazon-proof businesses are where people want to be today.”   01:04 Miguel is specialized in the net lease asset class. He's drawn to this asset class because of its lower management responsibilities and long-term stability.    Miguel explains some hurdles new investors should understand about the net lease investment space. Understand the lease and the tenant. Choose tenants with a strong credit profile and high FICO score. Be prepared for a potential vacancy if you're investing in a single-tenant property. “The state matters. The city matters. It's something that you have to consistently consider because you're gonna see different cap rates in different places.”   11:34 Miguel is a debt expert. He shares his best advice on putting together the best debt stack for a property. Location matters. Don't solely base your decision on the tenant. Always run your deals through a financing professional, especially in today's volatile lending market. Build a strong profile and have a well-organized PFS. “The bank is in the business of doing loans, not declining loans. They need to do loans, so be transparent with them.”   21:45 Toward the end of the episode, Miguel talks about how to navigate the lending process. The key is to be transparent with the lenders. Hiding any issues can ruin your long-term relationship with them.   There are still a lot of opportunities in today's market. View high interest rates or potential vacancies as opportunities to find value and negotiate favorable terms.    Miguel thinks that the market may be near its bottom. He anticipates market stabilization and potential improvement as interest rates decrease. About our guest, Miguel Jauregui Miguel has over ten years of real estate experience, developing his career from an analyst to his current role leading the capital markets team. Before joining SAB Capital, Miguel worked as a CRE Relationship Manager for Wells Fargo, as a Director of Investment Sales for Besen Partners, and was the NYC Co-Lead for Greysteel. In these roles, Miguel worked in multiple areas of the industry where he monitored over $170 million of real estate assets, brokered over $200 million of deals throughout New York City, and created relationships with capital market partners to support and educate his investor clients properly.  Mentioned in the show: His LinkedIn Shineinsurance.com www.shineinsurance.com/managing-commercial-real-estate-risk Jeremy's LinkedIn Need an instant insurance ballpark for your next Multifamily deal?! Answer 9 simple questions and we'll give you a sense of what insurance should be. Visit us here for everything you need to know: https://www.shineinsurance.com/ballpark/    Special thanks to Miguel Jauregui for taking the time to share so many great insights with us   If you enjoyed this podcast, there's a couple of things we need you to do right now:  ·   SUBSCRIBE to CRE Clarity on Apple Podcast, Spotify, or wherever you listen to podcasts  ·   While you there, please RATE & REVIEW the show  ·   SHARE with friends ·   Finally, please, JOIN the CRE Clarity Facebook Group Then, please share the show with whoever you think it will inspire. Until the next time, We truly appreciate you listening. Need the CRE Insurance Guy? More great stories & information at: Youtube – Blog – Podcast  

Making a lot of money in Real Estate doesn't require actively operating or directly investing into assets. Top-performing brokers can make a lot of money without any of the risk or brain damage of dealing with operations. As a highly productive broker, the sky is the limit in terms of how much you can earn. Many successful brokers make over a $1 million per year, and the uber elite can make several millions. The key is to identify the right niches and effectively market yourself. Dan Lewkowicz, Director of Investment Sales at Encore RE Investment Services, specializes in brokering shopping centers, medical office buildings, industrial fulfillment centers, and NNN fast food restaurants.

Brooklyn finished 2023 with investment sales totaling $5.15 billion, a 46% decline from the record-breaking 2022, which saw dollar volume top $9.5 billion, according to Ariel Property Advisors' Brooklyn 2023 Year-End Commercial Real Estate Trends report. Transactions also fell 30% to 839 compared to 1,206 the year before. In this podcast, Shimon Shkury, President and Founder of Ariel Property Advisors, and his guests Sean R. Kelly, Esq., Partner, and Stephen Vorvolakos, Director in Investment Sales, who specialize in investment property sales in Brooklyn, discuss the findings in the year-end report, the role interest rates played in the market last year and the need for lawmakers to pass legislation to encourage new development.

Key Takeaways:Cultivating relationships with banks, lenders, special servicers is important for finding distressed property opportunitiesNetworking groups like ULI, SIOR, and CREDO are good ways for brokers to meet developers and other professionalsSpecializing in a specific asset class or market allows brokers to become experts and better compete against generalistsThere are pros and cons to both small independent teams and larger brokerage teams, and brokers need to choose what aligns with their goals and personalityProspecting for off-market sellers requires manually calling owners and being discreet to maintain privacy for existing businesses

Join the commercial real estate Discord Channel: https://discord.gg/b6pGK6uj7PEpisode webpage: www.tylercauble.com/cre-daily

On the latest Walker Webcast, Willy was joined by Walker & Dunlop experts Ivy Zelman, Executive Vice President, Research and Securities, Kris Mikkelsen, Executive Vice President, Investment Sales, and Aaron Appel, Senior Managing Director, Capital Markets.  They covered hot topics facing the CRE industry including the potential impacts of the impending wave of loan maturities over the next three years, value-add vs. opportunistic strategies, trends they see in each of the asset classes, their outlooks for 2024, and so much more.  Watch or listen to the replay.    If you have any comments or questions, please reach out to your main Walker & Dunlop point of contact. We are all available to answer questions and provide assistance. Additionally, if you have topics you would like covered during one of our future webcasts, we would be happy to take your suggestions.   

This episode covers lessons learned from decades of success in NYC's commercial real estate with Stephen Preuss, Vice Chairman, Investment Sales at RIPCO Real Estate.The Crexi Podcast explores various aspects of the commercial real estate industry in conversation with some of the top CRE professionals in the space. In each episode, we feature different guests to tap into their wealth of CRE expertise and explore the latest trends and updates from the world of commercial real estate. In this episode, Crexi's Ashley Kobovitch sits with Stephen to discuss his journey from financial markets to commercial real estate, and approaching brokerage from an entrepreneurial mindset. They also cover valuable insights on the New York City market, broader national CRE trends, and the importance of assembling the best possible team around you for long-term success.  Their wide-ranging conversation includes: Introduction and Guest BackgroundStephen Preuss' Career JourneyLessons Learned and Daily HabitsBuilding a Successful TeamCreating Value for Clients and Memorable TransactionsPresent Day: Work at RIPCO and Industry ThoughtsThe Power of Hands-On Training and Open WorkspacesThe Future of RIPCO: Expansion and Market DominationThe Current State of the Commercial Real Estate LandscapeThe Future of New York City's Real Estate MarketThe Impact of Current Macroeconomic Factors on Real EstateInvestment Strategies and Advice for the Current MarketThe Importance of Building the Right Team in Real EstateFinal Thoughts and Sign-offs About Stephen Preuss:Stephen R. Preuss Sr is Vice Chairman at RIPCO Real Estate and leads their Investment Sales Division, where he focuses on Capital Markets for the Tri-State & New York Metropolitan Area. Stephen joined RIPCO Real Estate in 2021 as the highest-producing investment sales broker in Queens and one of the most successful capital market producers in NYC. Stephen's team consists of highly experienced members, including several partners, senior brokers, an entire support staff, marketing and analytical professionals; all with a diverse expertise throughout NYC & The Outer-Boroughs, New Jersey, Long Island & Connecticut.Over his nearly 20-year career, Stephen has achieved an ambitious track record with over 750 executed transactions with a total dollar volume of nearly $8 billion of investment and commercial real estate properties while consistently performing over 500 yearly property valuations and handling 60+ exclusive assignments at any given time. Stephen is widely recognized as the #1 top performer in the NYC outer-boroughs and is currently expanding that extraordinary success throughout the Tri-State marketplace.He is a key contributor to multiple major publications, including Commercial Observer & Bisnow, among several other regional and national publications. In addition, he is a regular speaker/panelist on annual prestigious panels, including several Brooklyn, Queens and Long Island Forums. Stephen is a board member of the Queens Community House, executive board member of the Queens Chamber of Commerce, and a main contributor to several other not-for-profit organizations, including the Long Island City Partnership, Greater Flushing Chamber of Commerce, Chinese Business Association, and the Chinese American Planning Council. If you enjoyed this episode, please subscribe to our newsletter to receive the very next one delivered straight to your inbox. For show notes, past guests, and more CRE content, please check out Crexi Insights. Ready to find your next CRE property? Visit Crexi and immediately browse hundreds of thousands of available commercial properties. Follow Crexi:https://www.crexi.com/​ https://www.crexi.com/instagram​ https://www.crexi.com/facebook​ https://www.crexi.com/twitter​ https://www.crexi.com/linkedin​ https://www.youtube.com/crexi

In this insightful episode of the Dakota Rainmaker Podcast, host Gui Costin, Founder and CEO of Dakota, engages with Matt Witkos, Managing Director at Eaton Vance, to explore the nuances of sales and distribution in the investment industry. Matt, with his extensive background, takes listeners through his professional journey from his start at Putnam to his current role, including valuable experiences at Nuveen and GE.The conversation centers around pivotal topics like identifying and engaging top advisors, a crucial aspect for business growth in the financial sector. Matt emphasizes the use of data and analytics in pinpointing these key individuals.Another significant theme is the optimization of sales capacity. Matt discusses the importance of resource allocation and the need for sales strategies that are both efficient and effective. This includes understanding the unique profiles of advisors and tailoring approaches accordingly. Matt also shares insights into adapting sales tactics across various channels and products, highlighting the necessity of flexibility and customization in sales strategies to meet the diverse needs of different market segments.The episode is further enriched by Matt's philosophy on sales leadership, focusing on the critical role of CRM systems and strategic client segmentation. He underscores the importance of these tools in not just managing sales processes but also in adding value to both sales teams and clients. This episode is particularly beneficial for professionals in the fields of sales, marketing, and investments. It offers practical advice, strategic insights, and real-world experiences from a seasoned industry leader, making it a must-listen for those looking to enhance their understanding of sales dynamics in the investment industry.Matt's expertise provides a roadmap for navigating the complex landscape of financial sales and distribution, making this episode a valuable resource for both seasoned professionals and newcomers to the field.

Welcome back to Greycast! Our guest today is Karim A. Hutson, the founder, chairman, and CEO of Genesis Companies, a renowned real estate development firm. With over two decades of experience, Karim shares valuable insights on self-reflection, aligning passions with careers, and creating opportunities. We'll also explore his dedication to community upliftment and addressing housing affordability.TakeawaysAdvice for success and personal fulfillmentThe role of real estate development in building communitiesChallenges and opportunities in the real estate industryImportance of interpersonal skills and graduate education in businessStakeholder relationships and collaborations in real estate developmentQuotes"Connect the lines between who you are, what you excel at, and what brings you fulfillment."-Karim A Hutson"Rethink underwriting and services provision, intertwining departments to address people's needs and issues effectively."-Karim A HutsonFeatured in this EpisodeKarim H. HutsonPresident & CEO, Genesis CompaniesLinkedin: https://www.linkedin.com/in/karim-hutson-9334a/Personal Website: http://www.genesiscompanies.com/Romain SinclarCo Host, Licensed Real Estate SalesPersonProfile: https://greysteel.com/team/romain-sinclair/Damani StrasnerAssociate, Investment Sales, GreysteelProfile:https://greysteel.com/team/damani-strasnerChapters00:00 - Introduction04:43 - Growing Real Estate Wealth for Black Families11:16 - Family Sacrifices and Commitment to Giving Back16:33 - Delivering Quality Products and Services to Tenants24:09 - Affordable Housing Advocacy: The Need for Subsidies and Tax Credits29:37 - Aligning Business Plans with Long-Term Goals32:54 - Housing Issues and Policy Debates39:00 - Prioritizing Sustainability and Communication44:31 - The Value of Interpersonal Skills: Highly Esteemed by CEOs48:27 - Collaborating with Nonprofits and Housing Authorities: The Genesis Approach56:04 - Addressing Housing Segregation: Confronting Ongoing Societal Issues01:01:26 - Achieving Goals through Introspection, Focus, and Dedication01:04:05 - ConclusionProduced by http://www.heartcastmedia.com

You know the story: interest rates rose and deal flow slowed. After a year and half of sluggish trading, what's next for NYC's investment sales market? Avison Young's Head of Tri-State Investment Sales James Nelson lays out the market dynamics set to drive office and multifamily deals. Ariel Property Advisors' Founder Shimon Shkury gets granular on the distress affecting the rent-stabilized market.

Podcast: Purpose-Driven Wealth Episode: Episode 101 - Warehouse Wealth - Exploring Industrial Real Estate and Sale-Leasebacks     We have heard lessons and discussions from market experts focusing on specific sectors of the real estate, but not much on what investors dub as “the ugly asset”. Join us and discover the nuances of the opportunities in the Industrial Real Estate.   In this episode of the Purpose-Driven Wealth podcast, Mo Bina speaks with Judd Dunning, a seasoned broker and the President of DWG Capital. Judd shares his knowledge in evaluating Industrial Real Estate deals, as well as explaining what a Sale-Leaseback is. Between the lessons and the thought-provoking statistics, this is a real estate discussion you don't want to miss.       Here's what you will expect in this episode:   Judd's family history in Real Estate How he got into real estate from entertainment. Outlook on industrial and multifamily real estate. Why retail investors are drawn to multifamily than industrial. People forget the asset type when they see the number. What is a sale leaseback? The manufacturing sector in investment numbers. Discussion on geographic markets. The political exposure component of investments. Main points on checklist when evaluating a deal. Do a rent survey. Price per square foot Location: know your neighborhood Do a background search.     About Judd Dunning:   Judd Dunning is a principal and well-known seasoned broker in Los Angeles. He is the recipient of Los Angeles Business Journal's 2022 Community Impact Deal of the Year award and a Commercial Executive Broker of the Year nominee, as well as Co-Star Power Broker award winner. With 19 successful years of institutional brokerage at the nation's top real estate firms, Mr. Dunning has executed over $1B+ of transactions and hundreds of millions of dollars in debt and equity placement. In 2021 to 2023, he closed more than $1B in real estate transactional volume including nine sale-leasebacks with a book value of more than $50M. Over his well-established career, Mr. Dunning's core emphasis has been providing strategic, institutional-level advisory services for stabilized, value-add and distressed retail, office, industrial, multifamily and development assets. He maintains a superior roster of clients, including many prominent institutions, funds and private clients.   Mr. Dunning's and his team's primary objective is simple: to deliver the highest quality commercial real estate transactional investment sale and capital markets advisory possible for his clients via DWG's seasoned, intelligent institutional-grade platform. Investment Sales. Capital markets. Done. That's DWG.   Judd Dunning Links:   DWG Capital Website: https://dwgcapitalpartners.com         Connect with Mo Bina on… Website: https://www.high-risecapital.com/ YouTube: https://www.youtube.com/channel/UC5ISsEKBHlkX7lk9b68SKLA/featured Instagram: https://www.instagram.com/highrisecapital/ Medium: https://mobina.medium.com/   For more information on passive investing in commercial real estate, please check out our free eBook — More Doors, More Profits — by clicking here: https://www.high-risecapital.com/resources-index

James Nelson of Avison Young is back to the show where we discuss our Q3 Investment Sales Report. James is the Principal and Heads of Avison Young's Tri-State Investment Sales group where he leads a team of three dozen professionals selling multi-family, office, and development deals. He has 20 years of experience and his team is part of Avison Young's Top Sales Professionals. James has also been included on the Commercial Observer's Power 100 list and has been named as one of CoStar's Power Brokers.

Listen in as Dr. Stephen Franson unpacks the lessons learned having opened over 500 Chiropractic practices with Remarkable Launch Expert, Jeff Hallberg. Top 3 Mistakes Chiros Make that cost them time and moneyThe first thing that you have to do to have a Remarkable Launch The 5 Phases of a Remarkable Launch 5 questions you must answer before you even start the launch processHow to save time, money - and avoid unnecessary brain-damage during your Launch Episode Highlights02:59 - Jeff shares his motivation that launched him to a career to help chiropractors open their practices and educate communities about chiropractic care.08:11- The importance of addressing blind spots and oversights in order to be prepared for success.13:55 -  Discover the significance of planning and having a clear vision for the practice.18:25 - Jeff discusses how the inherent power of storytelling, coupled with clarity and passion approved a loan despite doubts about their business plan. 23:17 -  Uncover what goes into a comprehensive business plan. 28:58 - Considering  the long-term growth potential when selecting a location, not just what suits your needs now. 33:08 - Understanding the costs and having a vision for the space plan is critical in avoiding overspending on construction. 34:40 - Surround yourself with experts to avoid costly mistakes and ensure success in the planning process. 37:48 - Building an effective digital footprint, using various platforms and channels, is crucial.43:34 - Dr. Erik Kowalke, SKED, joins Dr. Pete as part of this week's Success Partner interview.  Listen as they engage in a thought-provoking conversation with Dr. Erik about the importance of being intentional and leaving a lasting legacy. Dr. Erik shares insights on the power of convenience in a fast-paced world and how businesses need to adapt to meet the changing needs of their clients and how SKED can help you achieve this with a virtual CA.  About our Guest:Jeff Hallberg joined Lee & Associates Denver in 2015. He is a top performing commercial real estate professional specializing in high-level real estate development and brokerage with a history of guiding daily work routines and logistics relating to commercial development projects and brokerage activities.Twenty-Four-year commercial real estate and development career specializing in ground up development projects, Tenant/Landlord representation and Investment Sales. Through Jeff's work history he has had the opportunity to work with some of the biggest Landlords, and Tenants in the country. For the past seven (7) years Jeff has devoted a large part of his business to working with Principled Chiropractic Practitioners in guiding them through the process of opening their practice locations. This process includes but is not limited to consulting on site selection, letter of intent and lease negotiations, construction and financing.  Jeff takes the client through the initial stages of looking at markets and locations through opening the doors of the practice.  Jeff ensures that the client understands everything they need to know so they can make the best decisions for their future practice. https://www.lee-associates.com/ Resources MentionedTo download your copy of the 21 Step Launch Roadmap, please click here: https://theremarkablepractice.com/podcast-ep215-launchroadmapTo learn more about the REM CEO Program, please visit:  http://www.theremarkablepractice.com/rem-ceoFor more information about the Attraction Immersion, please visit: https://theremarkablepractice.com/2023-attraction-immersion/Build your dream team with Chiro Match Makers. Learn more at https://chiromatchmakers.com/For more information about SKED please visit: www.sked.lifeSchedule a Brainstorming call with Dr. PeteDr. Stephen's LinkedInDr. Peter's LinkedInThe Remarkable CEO WebsiteDr. Stephen's Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business

This episode explores strategies, insights, and the latest investment sales market news with James Nelson, Principal & Head of Investment Sales at Avison Young.The Crexi Podcast explores various aspects of the commercial real estate industry in conversation with some of the top CRE professionals in the space. In each episode, we feature different guests to tap into their wealth of CRE expertise and explore the latest trends and updates from the world of commercial real estate. In this episode, Crexi's Jessica LaRusso sits with James to cover everything from lessons learned, writing his book The Insider's Edge to Real Estate Investing, the latest and most important CRE trends to watch, and much more. Their wide-ranging conversation includes:Introductions and early career movesWorking with Bob Knakal & Paul Massey and key lessons learnedThe importance of discipline and doubling down on work ethic Writing The Insider's Edge to Real Estate Investing The importance of building relationships working a high-quality investment team to tackle investmentsKey takeaways investors need to know when identifying a potential opportunityBirds-eye view of current happenings in the investment sales marketDifferences between past market cycles and todayAdvice to newer brokers and investors navigating the CRE market Rapid-fire questions and sign-offsAnd much more!If you enjoyed this episode, please subscribe to our newsletter to receive the very next one delivered straight to your inbox. For show notes, past guests, and more CRE content, please check out Crexi Insights.Ready to find your next CRE property? Visit Crexi and immediately browse hundreds of thousands of available commercial properties.Follow Crexi:https://www.crexi.com/​ https://www.crexi.com/instagram​ https://www.crexi.com/facebook​ https://www.crexi.com/twitter​ https://www.crexi.com/linkedin​ https://www.youtube.com/crexiAbout James Nelson:Highly acclaimed investment sales broker James Nelson is the Principal and Head of Avison Young's Tri-State Investment Sales group in New York City. During his 25-year career, Nelson has sold more than 500 properties and loans totaling over $5 billion. His accolades include being named Commercial Observer's Power 100, a Crexi Platinum Broker Award winner, and receiving the Deal of the Year award by REBNY.  Nelson is also a serial real estate investor and has launched two real estate funds with total capitalizations of over $350 million. He is passionate about helping others achieve real estate success and offers regular training through his podcast "The Insider's Edge To Real Estate Investing." He regularly lectures at Columbia, Fordham, NYU, Wharton, and his alma mater Colgate. Nelson's greatest joy stems from spending time with his wife, Allison, and their three sons.

James Nelson is Principal and Head of Avison Young's Tri-State Investment Sales group where he leads a group of three dozen professionals in the sale of multi-family, office, development and retail properties. Avison Young is a full service global real estate firm with 5,000 real estate professionals located in 120 offices in 20 countries. Since its inception in 2018, James' sales team has closed over 150 sales valued at well above $2.5 billion dollars, resulting in his being named one of Avison Young's Top Sales Professionals, a Commercial Observer's Power 100, and a CoStar Power Broker. James has also been a recipient of REBNY's prestigious Edward S. Gordan Deal of the Year award. Some noteworthy clients include The Archdiocese of New York, Breaking Ground, The Carlyle Group, JP Morgan Chase, Salvation Army and Vornado among others. James has built a unique sales platform at Avison Young consisting of a unified, client first, sales group that is broken out by asset class, rather than territory, and where brokers share information and commissions in order to provide the best client experience. This is very much in line with his principally-owned firm, meaning that principals are personally invested in the long-term success of their clients. Throughout his close to 25-year career, James has been involved in the sale of approximately 500 property and loan sales for an aggregate value of over $5 billion dollars. Prior to joining Avison Young, James served as Vice Chairman of Cushman & Wakefield, where his team was ranked the number one Investment Sales broker nationwide in 2016. Previously, James was a partner and top producer for Massey Knakal for six of their last eight years and was named the company's youngest partner in 2004. James is passionate about real estate and helping others achieve success. Whether through his podcast or upcoming book entitled The Insider's Edge To Real Estate Investing, videos, or blog, he advises on how to navigate and stay on top of this ever-changing market. He enjoys guest lecturing at Columbia, Fordham, NYU, Wharton, and of course his alma mater Colgate. He is a regular source for the Wall Street Journal, NY Times, and the NY Post among other. James is on the boards of REBNY, Counselors of Real Estate, SparkYouth NYC and formerly YM/WREA. He is also a co-founder of the Real Estate Services Alliance (RESA) and the Colgate Real Estate Council. His greatest joy is spending time with his wife Allison and three sons Luke, Austin, and TJ either at home in Connecticut, up on the Cape, or traveling to their water polo tournaments on the West Coast.

This week we're joined by David Burley, Auckland Director of Investment Sales at Colliers to talk about all things commercial property.

On the latest Walker Webcast, we were once again joined by the Walker & Dunlop experts for a 360 view of the CRE markets. Kris Mikkelsen, Executive Vice President of Investment Sales, Aaron Appel, Senior Managing Director of Capital Markets, and Ivy Zelman, Executive Vice President of Research and Securities, covered today's most pressing topics. You won't want to miss this deep dive into the state of CRE. Watch the replay   If you have any comments or questions, please reach out to your main Walker & Dunlop point of contact. We are all available to answer questions and provide assistance. Additionally, if you have topics you would like covered during one of our future webcasts, we would be happy to take your suggestions.   

▶️ Visit to know more: https://www.raphaelcollazo.com/ Welcome, and for all your questions, Raphael Collazo is here to help you with Understanding Investment Sales with Kyle Matthews. If you are interested in learning about the many facets of commercial real estate, whether you're a business owner, investor, or just someone who's curious about the subject, you'll gain value from being a part of the group! In today's episode, Kyle discussed his background and experiences in the commercial real estate industry. Along with that, he talked about the nuances of commercial real estate brokerage & investment sales as well as how to become a top commercial real estate agent. So, watch the full video until the end to learn about the nuances of investment sales. ▶️ If you're interested in learning more about Kyle, check out the following links: ▶ LinkedIn: https://www.linkedin.com/in/kyle-matthews-ceo/ ▶ Website: https://www.matthews.com/ If you like the video, please SUBSCRIBE and don't forget to press the bell

The big question for retail in 2023 - will post-COVID "revenge spending" continue to fuel high sales, or are inflation and higher interest rates slowing consumers down?Jim Costello, Chief Economist with MSCI - Real Estate, joins Michael Bull to look at retail performance and how it's affecting sales volume and cap rate trends for the U.S. sector.  Brought to you by: Bull Realty - Customized Asset & Occupancy Solutions: https://www.bullrealty.com/ Commercial Agent Success Strategies - The ultimate commercial broker training resource: https://www.commercialagentsuccess.com/ Watch the video versions of our show on YouTube! https://www.youtube.com/@Commercialrealestateshow Follow us at: @BullRealty https://twitter.com/bullrealty @CRE_show https://twitter.com/CRE_show  

In this episode, Mike Kemether, Executive Vice Chair at Cushman and Wakefield, discusses his engineering background and how he applies engineering principles to sales in commercial real estate. He emphasizes collaboration and building a team to provide the best service to clients, and shares his perspective on the state of the real estate market and the importance of strong partnerships.lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

Karly Iacono is one of those people that you don't need to have a personal relationship with to come to the determination that she is impressive. Even if you just listen to her articulate real estate concepts on her CRE Fast Five series or watching her interview someone on a “Secret Sauce” episode, you know Karly is quite talented.How she got to where she is today, as an SVP of Investment Sales at CBRE, is a fascinating story that involves coordinating saving lives in the Hudson River to ensuring that there isn't a missing comma in a litigation document.Karly's multi-industry background leads to a great story for today's episode, and we hope you enjoy it!

Willy welcomes Kris Mikkelsen, Ivy Zelman, and Aaron Appel. Kris Mikkelsen is the Executive Vice President of Walker & Dunlop Investment Sales and is responsible for the origination and execution of investment sales and equity capital raise for multifamily assets focusing on the Southeastern markets. Ivy Zelman is the Executive Vice President of Walker & Dunlop Research and Securities. She is also the CEO of Zelman & Associates, a leading housing research and investment banking firm acquired by Walker & Dunlop in 2021. Aaron Appel is the Senior Managing Director of Capital Markets at Walker & Dunlop. He focuses on sourcing and structuring financing for all commercial real estate asset classes nationally. The episode starts with Ivy stating that the overall underwriting has significantly changed in terms of stringency and more conservative rent assumptions due to the uncertainty of capital cost. Kris explains that negative sentiment shows across the board because of the low supply index. A hawkish stance remains unless employment figures hike up. According to Aaron, core and value-add multifamily assets have liquidity but cost more. Less is needed to pay for the asset if borrowing costs increase substantially. Talking about his recent bridge loan, Aaron mentioned a good spread for the lender in loan value versus loan amount. Ivy adds that overall rent growth is holding up at levels of renewal basis; however, renewals will be stickier. Her forecast for rent growth is above 4.5% and moderation to 2%. The data is much more optimistic compared to new move-in rates. She also describes how more competition, such as in the supply from build-for-rent (BFR) operators or investors selling single-family rentals (SFR), is expected in 2023 and puts more pressure on decelerating rents. Affordability is also a factor for for-sale builders to turn to the rental market and sell units on a scattered basis. Although there are many construction loans in the market right now, Aaron believes getting them capitalized is challenging. He predicts a decrease in leverage of 10-15% and an increase in the cost of funds by 500 basis points. Inflation is a huge factor in the disinterest in these loans. Kris shares how this makes it difficult to predict numbers and adds that able-to sellers are currently clearing the market. Instead of finding buyers and committing to six-month deals, merchants now have to de-risk the rent roll. He also explains how they are currently transacting exclusively with closed-end vehicles not subject to quarterly markets or operating with separate account capital. He says that keeping sale activity to create liquidity and fund redemptions is the responsible thing to do. Aaron chimes in about how commercial real estate is a fantastic hedge against inflation, but with the swiftness of rate increases, it will undergo a reevaluation period of assets. When it comes to inflation, “the smaller the builder, the less likely they'll see relief,” Ivy says.

In Episode 10, special guest Zachary Ziskin joins Derek Bestreich, Luke Sproviero, and Steve Reynolds to discuss the current trends in the Real Estate Market as we head into the end of 2022. 

David Ash is the managing director at Walker & Dunlop, which works with investment sales efforts across New York and executes across all asset classes. In this episode, he shares how starting out as a club promoter in college helped him discover his gift of bringing people together, how that led to a flourishing career in investment sales, and some of his insights into the New York City commercial real estate market.    David Ash | Real Estate Background Managing director at Walker & Dunlop, which works with investment sales efforts across New York and executes all across asset classes. He has also done $4.21B in sales transactions since the inception of his company Prince Realty Advisors. Based in: Manhattan, NY Say hi to him at:  LinkedIn Best Ever Book: Hit Makers: The Science of Popularity in an Age of Distraction by Derek Thompson Greatest lesson: Stay focused on what you're good at. Join the newsletter for the expert tips & investing content.   Sign up to be a guest on the show. FREE eBook: The Ultimate Guide to Multifamily Deals & Investing Register for this year's Best Ever Conference in Salt Lake City Stay in touch with us! www.bestevercre.com YouTube Facebook LinkedIn Instagram Click here to know more about our sponsors: PassiveInvesting.com | DLP Capital |Reliant

In this episode of the Closing Table Podcast, we are joined by James Nelson, the Principal and Head of Avison Young's Tri-State Investment Sales group in New York City. James shares his early beginnings as well as his different career paths. He also shares tips on how he manages to learn new things and how to close deals. Lastly, he talks about the importance of having good people around you and how to bring value to both your clients and mentors.    James Nelson is a highly acclaimed investment sales broker. During his 25-year career, Nelson has sold more than 500 properties and loans totaling over $5 billion. His accolades include being named Commercial Observer's Power 100, CoStar's Power Broker, and receiving the Deal of the Year award by REBNY.   What we discussed:    00:00 - Intro 03:01 - How did James' career in real-estate start? 04:35 - James' three different career paths 06:28 - How does James manage his learnings? 08:09 - What are James' tips for closing deals? 12:05 - How to surround yourself with good people? 13:03 - How to find a mentor? 14:35 - How James adds value to his clients and mentors 15:53 - James' book: The Insider's Edge to Real Estate Investing   Get 30 days free of ProDeal here.   Be sure to follow us on LinkedIn.

Director of Investment Sales and Strategic Partner Bobby Stamps and Managing Principal Brad Cooper with Blue River Development join the Atlanta Real Estate Forum Radio podcast to discuss the build-to-rent market and rising interest rates. Stamps and Cooper join host Carol Morgan in the All About Real Estate segment. Cooper has been with Blue River Development for 22 years with his partner and brother, Michael Cooper. After working in the Atlanta music industry for several years, Stamps decided to transition into residential sales and joined Cooper at Blue River Development four years ago. Cooper said, “I have been doing this for 22 years and plan on doing it for another 22 years!” Blue River Development provides land origination, development and banking for national home builders, regional builders and single-family rental funds and operators in nine markets across five states. Although the past few years saw agreeable interest rates and a booming market, the economy is changing fast, causing many home builders to halt or slow production. Blue River Development assesses supply and demand imbalances differently now compared to the 2008 recession. With an influence on several aspects of the home-building industry, rising interest rates have a particular effect on the build-to-rent market. Directly clashing with the finished product price, individuals are starting to see the return on cost change from the typical 4 to 5% to more than 6% in most cases. Many builders unable to take a big hit provoked a more creative deal structure approach. In order to adapt to today's fiscal environment, builders are beginning to hop on the bandwagon of becoming fee builders. Cooper said, “Builders have little to no financial risks in this scenario, and it has become an important revenue stream.” Build-to-rent groups are more selective on products and pricing, offering fewer deals in tertiary markets. In the past, Blue River Development has sold deals and lots to American Homes for Rent and other build-to-rent groups that handle their own vertical construction. After sparking up a deal between Haven Realty Capital and Davidson Homes, Stamps prioritized immersing himself within the build-to-rent space. As land developers, the company is well-versed in deals, builders, products, lot sizes, zoning, surrounding schools and more, making Blue River Development perfect for pairing home builders with build-to-rent groups creating successful deals! Stamps said, “We did all we could to network and stay ahead of the curve to gather the intel from all the main players in the build-to-rent game.” Tune into the full interview above to learn more about Blue River Development or visit www.BlueRiverDevelopment.com. Never miss an episode of Atlanta Real Estate Forum Radio! Subscribe to the podcast here. You can also get a recap of any past episode on the Radio page. Listen to the full interview above! A special thank you to Denim Marketing for sponsoring Atlanta Real Estate Forum Radio. A comfortable fit for companies of all shapes and sizes, Denim Marketing understands marketing strategies are not one-size-fits-all. The agency works with your company to create a perfectly tailored marketing strategy that will adhere to your specific needs and niche. Try Denim Marketing on for size by calling 770-383-3360 or by visiting www.DenimMarketing.com. The Atlanta Real Estate Forum Radio “All About Real Estate” segment, presented by Denim Marketing, highlights the movers and shakers in the Atlanta real estate industry – the home builders, developers, Realtors and suppliers working to provide the American dream for Atlantans. For more information on how you can be featured as a guest, contact Denim Marketing at 770-383-3360 or fill out the Atlanta Real Estate Forum contact form. Subscribe to the Atlanta Real Estate Forum Radio podcast on iTunes, and if you like this week's show, be sure to rate it.

T.C. Macker is the president of WESTMAC commercial Brokerage Company,  He started as a tenant tenure rep leasing office buildings in downtown LA, and he then transitioned to focusing on investment sales. Today T.C. is working on selling commercial properties. He selects properties that are interesting and unique.   [00:00 - 05:56] This is why you should always choose a commercial real estate broker who represents sellers. Selling a variety of properties in the Los Angeles area, most specifically on the west side Representing buyers and sellers equally Looking for opportunities to work with clients who are excited about their property and want to sell it quickly   [05:57 - 11:23] How to Sell a Property: Tips from an Expert Property sales are not as simple as just putting it on the market and hoping for the best.  There are many things that need to be taken into account,  Including tax consequences and; Zoning restrictions. Industrial warehouses are currently one of the most popular types of commercial property to sell, followed by apartments and retail. Office buildings are among the most challenging to sell due to the current recession and pandemic.   [11:24 - 17:01] Sellers should consider these key things before selling their property The opportunities for selling owner-user buildings, including office buildings, can be repurposed. Industrial properties are also still available, but have low cap rates and are hard to find investments in. Apartment properties are becoming more affordable as the housing market continues to increase. This will force more people to rent instead of buy."   [17:01 - 20:44] Closing Segment Reach out to T.C. Macker!  Links Below   ----------------------------------------------------------------------------------   Tweetable Quotes: “Whenever there's a challenging product type, that's where the opportunity really is.” T.C Macker Connect with T.C. Macker by following him on Facebook, Instagram, and Linkedin You can also reach him by Email tcmacker@westmac.com and by Phone (310) 966-4352 You can also visit https://www.westmac.com/ for more information.   Connect with me:   I love helping others place money outside of traditional investments that both diversify a strategy and provide solid predictable returns.     Facebook   LinkedIn   Like, subscribe and leave us a review on Apple Podcasts, Spotify, Google Podcasts, or whatever platform you listen on.  Thank you for tuning in!   Email me → sam@brickeninvestmentgroup.com Want to read the full show notes of the episode? Check it out below: [00:00:00] TC Macker: people don't know what we really do. And, and I try to tell people , it's complex to sell a property. It's not like, Hey, you just stick it on the market and good luck, right? I mean, you really have to know what you're doing. If you want to ensure that you go from A to Z and hopefully avoid as many hiccups as possible you know, people can get lucky. But if you wanna be continuously successful you better have a plan.  [00:00:31] Sam Wilson: TC Macker is an investment sales broker specializing in commercial properties in Los Angeles. Tc, Welcome to the show.  [00:00:38] TC Macker: Thank you for having me, Sam. I appreciate  [00:00:40] Sam Wilson: it. Absolutely. Tc, there are three questions I ask every guest who comes into the show in 90 seconds or less. You tell me where did you start? Where are you now and how did you get there?  [00:00:48] TC Macker: Oh, good question. Well, I I guess it's in the genes. My dad Tim Macker was a, a real estate commercial real estate broker in Los Angeles. and I guess I was the kid of the family that decided to go into the family business. So, always wanted to do what my dad did. I never knew really what he did. I didn't know what commercial real estate even really meant even up, even up through college. So, my dad was pretty good about separating, his business life and family life. But nevertheless, after I graduated college, Boston College, I came back and, and jumped right. Did started as tenant tenure rep leasing of office buildings in downtown Los Angeles. And today, Where are you? So I, I transitioned over time. I didn't, you know, when you jump into real estate, there's so many, you don't realize how many choices you have. You know, is it industrial? Is it retail? Is it office? Is it investment sales? Is it leasing? Is it self storage? Is it hotels? Is it golf courses? ultimately I moved from 10 rep leasing and of high rise billions in downtown Los Angeles to really focusing on investment sales. So selling. Commercial properties mostly on the side of the seller. Hmm. And really focusing my business on that.  [00:02:00] Sam Wilson: Got it. Got it. Tell me, so what, what are some things today, like, what are, what are some properties you've, that, that you're working on today that you'd say, Hey, you know, this is, this is an asset that I think is really fun that I'm working on, or, Here's a unique deal that, that we're putting together right now. [00:02:19] TC Macker: You know, we sort of, it, it, it, it's interesting and that's why I sort of selected this focus. , it's because I sell properties that could be as small as, as $2 million. And like I'm selling a pet hospital right now, where I'm representing this, this family that's owned this pet hospital for 30 years and they're finally retiring. very nice people and. I'm excited to represent their interest and we're selling to another pet hospital operator. So I'm doing that. And then on the other end of the spectrum, I'm, I'm selling a development site in Santa Monica, California. That's a very prominent site that. Where you could build 150 units and that's gonna go for something in the 30 million range. So, and I sell everything in between and some things that are even more so. But most of the stuff I sell is, is localized to. The LA market and more specifically, most of the stuff I sell is in the, on the west side, which is you know, sort of the Manhattan of, of California or of  [00:03:18] Sam Wilson: Los Angeles. Got it. And so you represent almost exclusively on the, on the seller, is that correct? That's correct. That's correct. And how does that Every once in a while I'll sell yeah, go ahead. Sorry. Well, how does that differ, I guess, because I'm, I, I'm not a, not a commercial real estate broker per se, so how does that differ, you know, from somebody, I guess that has a, a book of investors break, break the difference down, and why is it important? [00:03:44] TC Macker: Well, good question. And there's certainly people that are successful representing certain investors and certain buyers. Again, it's all about your client relationships that you make. I chose to represent sellers because I look at it, I like the seller's side. I like working with the property owner. Mm. I like the marketing aspect. And I also look at it as you know, if you're on the seller side, then all the buyers and buyers brokers are coming to you. If you're on the buyer broker side, then in many cases you have one shot or you're competing against other buyer brokers and other investors. So I thought for my business, for me I was more excited to be on the seller.  [00:04:24] Sam Wilson: What, what do you feel like are things there? What, what are some common things that you tell every client that you work with that helps them get their properties moved at the price they want? [00:04:36] TC Macker: That's a good question. That's a hard question. because sometimes, obviously I can't predict what the market will bear. Sure. I do tell them that, that my goal, is to. expose the property to as many investors and, buyers brokers as possible, and to also make the offering as as possible. So I, you know, I emphasize that with every single investment we put on the market, that we do it right, everything's approved by the client we make sure everything's professionally done with high quality professional photos, every property. So I have a. I have in my office a, a we created a if you're familiar with contracting, the Gantt chart, G a n t t chart. So if you're putting together a door and you give it to a contractor and the workman, they can go through and put the door in the jam and properly connect it. And it's very, very detailed. And so we took a Gant chart and applied it to commercial real estate and went through and actually have a big. Board over my office. I'm happy to hold it up with all the responsibilities and items that, the ingredients, so to speak to successfully sell a property from the pre-marketing to the marketing for the postmarketing. And, and then we also, and we also then assign tasks to, you know, some are seller tasks, some are broker tasks, some are lender tasks, some are buyer tasks. Some are title tasks, some are escrow tasks. So each thing is itemized. Cause a lot of people don't know what we really do. And, and I try to tell people it's, it's complex to sell a property. It's not like, Hey, you just stick it on the market and good luck, right? I mean, you really have to know what you're doing. If you want to ensure that you go from A to Z and hopefully avoid as many hiccups as possible you know, people can get lucky. But if you want to continue, if you wanna be continuously successful you better have a plan.  [00:06:22] Sam Wilson: Absolutely. What are some things that you feel like are on that chart you've made that would be surprising to our listeners? [00:06:31] TC Macker: I think a lot of it is the, you know, a lot of people sort of have an idea, if you're a late person, as to, how a property is sold cuz they sold their house or they bought a house before. . I think what's a little bit different when you're looking at selling a, a commercial properties is lot of things I would say in the chart that are in the pre-marketing and the postmarketing that people don't think about. You know, for example, in the post marketing, if you sold a property and you paid a million dollars for it, now it's worth 10. That's great, but now you have, if you haven't thought about the tax consequence, that can be, that can become a big problem. Cause you're, you're, you know, in California, with California state and Fed tax, you're gonna give away about 33.3%. To the government unless you decided to do a 10 31 exchange. So, a lot of people don't think about the 10 31 exchange until they're already in escrow, and we try to get out in front of those items with, with our clients. And we talked about it initially at the first meeting, you know, Hey, what are you gonna do with the proceeds? And some people may wanna go by, you know, sell out in the sunset and move to Hawaii, that's fine. But others don't understand all the complexities of, of what happens after you sell a property.  [00:07:43] Sam Wilson: I think that's really fascinating Yeah. To get, to get that out in the front. And those aren't things I think about from the sell side because I'm on the buy side typically, you know, which is, what are you gonna do with those proceeds? Of course, you know, we have those conversations later on with most seller. If, if it's a direct a buyer or direct a seller for us, cuz I wanna find out if there's owner financing available or at least if they'll carry some of it. But you know, for you, getting, getting that out, out, out right in the beginning is probably super super valuable to your clients. What are. What are some things, I guess, are there certain property types? I know you, you're dealing with everything from a pet hospital, which I'm really curious what's interesting about pet hospital and a veterinarian. Like, I don't, maybe I don't have enough experience with pets, but what's the difference, just pure curiosity. [00:08:27] TC Macker: That's a good question. You know, I, I guess it's just another way, you know, a vet clinic versus a pet hospital, they're very similar. Our zoning is, North California, we have just every, they make it challenging on us, so everything's put in a particular box. So, you know, and they only allow certain uses within certain areas. So it, it's a classification.  [00:08:49] Sam Wilson: Got it, got it. Okay, cool. So I guess when you, when you, when you looking at all these different properties, is there, is there one that's moving more than another? Is. Opportunity that you're, and again, I know you, you represent the sellers, but where do you see the most opportunity for investors? Cuz obviously you need both. So is there, is there one in particular that stands out to you right now as a great, a great opportunity or even a good opportunity to sell if you're a seller? Is, I mean, you know, is there a certain asset type? You said, man, right now is a great time to put what you own on  [00:09:22] TC Macker: the market. Two questions. I mean, you know, that's a question that I'm asked. Daily. And you know, I, I think right now with where we are, you know, if we're in a recession or not, certainly the darlings right now of types for commercial real estate seem to be industrial warehouses. I would say is number one. I would say a close number two would be apartments. And then there's a big gap. And the next one down I would say would be retail. And it's certain kinds of retail that don't necessarily eat with, you know, the internet, so, you know, soft goods or challenging, but maybe, you know, restaurants or obviously people still need to go to restaurants and those type of things. And then I would say a distant fourth, the major food groups. For commercial real estate investment would be office buildings. And I'd say office buildings right now are, are the most challenged because, because of this sort of the pandemic is, is put a lot of people sort of in limbo as to what they want to do. Are they gonna go back to the office? Are they gonna go a couple days a week? Are they gonna have half their employees come in? And we see this at, with every business at least in Los Angeles, where you see. Go look at the, you know, parking garages or the, or the parking lots. You'll see, you don't see a hundred percent full parking lots anymore. You see 40, 50% at best. And that seems to be a theme. And so there's a reshuffling of office space, you know, at, you know, before the pandemic. We were trying to put as many people as possible in one. and, in these sort of creative open full pen type spaces. And now with the, pandemic and now we're going back to maybe more, you know, keeping people apart from one another. So, we'll see, We'll see. So office buildings, I think are, are very challenged right now. You know, obviously there are some anomalies, you know, owner user office buildings seem to be in demand and we saw a lot of those. So that's someone that's renting right now that, Besides, they wanna own a own, own their own building. And you can get SBA loans are still plentiful. Although the loans have been, you know, rates have been creeping up it still can make a lot of sense for the right investor. So we are selling owner user buildings. We're still selling office buildings, but it's certainly a challenged product type now where there's opportunity. Look, whenever there's a challenged product type, that's, that's where the opportunity really is. You know, can you take that office building and repurpose it? Can you, you know, for something else, maybe it becomes, We've had an, we had an office building in our market. Go from you know, Eighties office billings that were ripped down are now distribution center for Amazon. So, that can happen. Obviously some other office billings are being torn down for housing. Some office billings re repurposed as housing, as apartment S, so it's ever changing. So that, that is opportunity. And I think with industrial, even though it's, in, in highest demand, there's still opportunity there too cuz there's only a limited supply of it. So yes, cap rates are low. Yes, it's hard to find investments in the industrial area, but if you can, it's, it'll probably be a long, a good long term hold. And then an apartment says, as at the affordability of homes continues to, to increase. I mean, it, it just, it's LA is a crazy place to own a house cuz it just, Now, now the, the housing, the houses are a million dollars and up for the, for the least expensive house. So how many people can afford that? And that's gonna force especially with the interest rates coming up, that's gonna force more people to be renters. So apartments, I think will continue to see the benefit of that sort of push, if that makes.  [00:12:48] Sam Wilson: Yeah, certainly it does. Yeah. What did I get a, I got an email today, it was a 30 year, I get, it's just a weekly staff shot that comes out and it was a 30 year fixed mortgage residential, of course. And it came out, it was like 6.875 was , the rate being quoted the day. And it was like another point, another quarter or 0.2 or 20, 25 basis points for a refile and that. I'm like, Wow, you. We're now in the sevens on and imagine about a million dollar, million dollar acquisition. That's, that's a lot for for the average American to to swallow. On a on an annual basis. So that's very, very interesting. Tell me this, you know, preparation when you, you know, obviously one of the things you said initially, we talked about this a few minutes ago, is that you asked me what are they gonna do with the proceeds are gonna 10 31 at, what are some other key things that you would recommend to sellers as they think about and prepare to sell their buildings? [00:13:43] TC Macker: Good questions. Cuz there's a lot of, a lot of things you have to think about. Most people don't think about such as if you're thinking about selling your property you know, simple things like going through and, and curing, you know, deferred maintenance. Looking at, you know, pulling a title report on your, on your property and making sure you clean up the, the title in case there's, you know, certain things that shouldn't be on the title that need to be fixed, like old loans or. Things that have been you know, easements and other things that you can cure prior, prior to putting on the market. Also, if you're doing a 10 31 exchange, and let's just say you and I own a property together and we hold it as an llc, one llc, it would be, best for us to do a rollout into a tenant in common situation. So, You and I have separate interests. We did that before we put the property on the market and that way we can both go our own separate ways and I can do it 10 31 and you may not, or vice versa. Or we might both do 10 30 ones, but that way we can separate our interest and go our separate ways. Versus if we keep it as that same entity, then we'd have to move our money together and go together. So I see that all the time. You know, I sold a property last year and I think we had 17 different owners. And so before we put the property in the market, we had to make sure we got all that. You know, properly documented so that everybody could do what they wanted with their proceeds. What, Those are things that people don't usually think, think about.  [00:15:14] Sam Wilson: No, certainly they don't. And what was the time, I'm just really curious from a personal point of view, how much time does it typically take for people to go from that LLC to tick structure? Is that planning that out? 30 days, 60 days? I mean, what's the look? It could be done  [00:15:32] TC Macker: quickly in terms of a quick claim deed. The The issue is more about the you know, talking to your accountant. So I, I always recommend people talk to their CPA accountant or tax attorney or both because different accountants and different tax attorneys have different interpretations of, of what, how they sort of season the rolling out. So some people think that that it's best to do the rollout a year in advance of selling your. some people have done it in escrow. obviously the, the goal is to not get, you know, flagged by the IRS until you, and, and you don't want your 10 31 to be invalidated, right? So that's the goal. But different people have different interpretations, so it, it is good to think about these things ahead of time, if you  [00:16:14] Sam Wilson: can. Yeah, absolutely. Absolutely. Anything else come to mind that you said, you know, these are, these are some things that sellers should really be considering that, you know, you commonly see people overlook?  [00:16:25] TC Macker: Well, I think also looking at your, you know, your tenant mix, depending on if you have tenants or not. You know, do you have any issues with your tenants that you can. fix ahead of time. I mean, by that, if you, there's some kind of improvement that hasn't been done or you know, there's some option coming up. Obviously you want to, you, you wanna make your rent roll as attractive as possible, you know, you get more. more, of a multiple, depending on your multiple will be bigger. If you have a better income, or excuse me, you have better income. If you have a better income, you're gonna have a. A better purchase price based on the multiple. So you wanna make sure your income is, you know, as best as possible. So, you know, if there's tenant leases coming up, maybe you renew them, maybe you don't depending on the situation.  [00:17:06] Sam Wilson: I, I like that idea of making your rent role attractive. Because that is, that's probably something that, you know, if you're thinking about selling, maybe, you know, you hadn't considered was going, Okay, lock in your tenants in, in longer term leases if possible. I mean, get 'em, get 'em. I would think, I would think that that would add value to the property going, Okay, hey, you know what? Maybe you're up for renewal. Let's go ahead and get a five. Get some, Get some built in. Built in increases in there, and go ahead and make sure that you're gonna be here for a while. And as many of those as you can lock up on your property, I would imagine would only increase the value of it.  [00:17:40] TC Macker: That's true that there's situations where I advise the opposite if it's an owner user property. So if a property has a short term month to Montana, let's say, and the property is gonna sell pro, you know, the probable buyer is a user, then I would say don't touch the tenant. Leave em b. But yes, most of the time it's, can we look at our rent roll and make, you know, cuz if you're buying as a pure investment, then the, the, depending on who the, the buyer is a lot of them wanna see a staggered rent role and they want to, they don't want how all the leases coming up in the same day. And they would like, you know, something as, you know, it's all, it's all risk. All based on risk. So when you look at cap rates, if you buy a McDonald's with a 20 year lease, they sell it a three and a half, 4% cap rate. And there's a reason for it. It's because it's, hopefully you don't have to do anything Hopefully you're just collecting mailbox money. versus, versus if I've got a mom and pop tenant, you know, vet hospital, let's say you know, are those people gonna be in business in three years, five years? I. So in the cap rate, it'll be adjusted accordingly. So it's just something to look at with each property. [00:18:48] Sam Wilson: Right? Absolutely. Love Ittc, you've given us a lot of things here to think about from the sell side. You know, as, as we consider selling properties, as you talked about, you know, looking at what it means to get our properties ready, making rent roll, attractive, thinking about zoning, you know, a lot of things that probably I don't think about as often because again, you know, we're mostly buyers. So it's I think it's really, really interesting to get perspective from you on what it's like to represent commercial property owners almost exclusively on the on the sell side. If our listeners wanna get in touch with you or learn more about you, what is the best way to do that? So,  [00:19:25] TC Macker: you can follow me on social media. I'm pretty active. I have my handle, is. West LA CRE on Instagram. You can also find me on LinkedIn, TC Macker, T period C, period. Macker, M A C K R. The T is for Timothy, the C is for Christopher. I go by T.C. My parents did that to me. So TC Macker on LinkedIn. I'm also on Instagram. Also Facebook. You can also reach me the old school way. My telephone number is (310) 966-4352 or by email T.C Macker West Mac, W e s t m a c . com [00:20:07] Sam Wilson: Awesome tc, thank you for coming on the show today. Certainly appreciate it and have a great rest of your afternoon and one include all of those links there in the show notes as well. So thanks again. Appreciate it,  [00:20:18] TC Macker: Sam, thanks for having me. I really appreciate it. Connect with me:   I love helping others place money outside of traditional investments that both diversify a strategy and provide solid predictable returns.     Facebook   LinkedIn   Like, subscribe, and leave us a review on Apple Podcasts, Spotify, Google Podcasts, or whatever platform you listen on.  Thank you for tuning in!   Email me → sam@brickeninvestmentgroup.com Want to read the full show notes of the episode? Check it out below: [00:00:00] TC Macker: people don't know what we really do. And, and I try to tell people , it's complex to sell a property. It's not like, Hey, you just stick it on the market and good luck, right? I mean, you really have to know what you're doing. If you want to ensure that you go from A to Z and hopefully avoid as many hiccups as possible you know, people can get lucky. But if you wanna be continuously successful you better have a plan.  [00:00:31] Sam Wilson: TC Macker is an investment sales broker specializing in commercial properties in Los Angeles. Tc, Welcome to the show.  [00:00:38] TC Macker: Thank you for having me, Sam. I appreciate  [00:00:40] Sam Wilson: it. Absolutely. Tc, there are three questions I ask every guest who comes in the show in 90 seconds or less. You tell me where did you start? Where are you now and how did you get there?  [00:00:48] TC Macker: Oh, good question. Well, I I guess it's in the genes. My dad Tim Macker was a, a real estate commercial real estate broker in Los Angeles. and I guess I was the kid of the family that decided to go into the family business. So, always wanted to do what my dad did. I never knew really what he did. I didn't know what commercial real estate even really meant even up, even up through through college. So, my dad was pretty good about separating his, his business life and family life. But nevertheless, after I graduated college, Boston College, I came back and, and jumped right. Did started in tenant tenure rep leasing of office buildings in downtown Los Angeles. And today, Where are you? So I, I transitioned over time. I didn't, you know, when you jump into real estate, there's so many, you don't realize how many choices you have. You know, is it industrial? Is it retail? Is it office? Is it investment sales? Is it leasing? Is it self storage? Is it hotels? Is it golf courses? ultimately I moved from 10 rep leasing and of high rise billions in downtown Los Angeles to really focusing on investment sales. So selling. Commercial properties mostly on the side of the seller. Hmm. And really focusing my business on that.  [00:02:00] Sam Wilson: Got it. Got it. Tell me, so what, what are some things today, like, what are, what are some properties you've, that, that you're working on today that you'd say, Hey, you know, this is, this is an asset that I think is really fun that I'm working on, or, Here's a unique deal that, that we're putting together right now. [00:02:19] TC Macker: You know, we sort of, it, it, it, it's interesting and that's why I sort of selected this focus. , it's because I sell properties that could be as small as, as $2 million. And like I'm selling a pet hospital right now, where I'm representing this, this family that's owned this pet hospital for 30 years and they're finally retiring. very nice people and. I'm excited to represent their interest and we're selling to another pet hospital operator. So I'm doing that. And then on the other end of the spectrum, I'm, I'm selling a development site in Santa Monica, California. That's a very prominent site that. Where you could build 150 units and that's gonna go for something in the 30 million range. So, and I sell everything in between and some things that are even more so. But most of the stuff I sell is, is localized to. The LA market and more specifically, most of the stuff I sell is in the, on the west side, which is you know, sort of the Manhattan of, of California or of  [00:03:18] Sam Wilson: Los Angeles. Got it. And so you represent almost exclusively on the, on the seller, is that correct? That's correct. That's correct. And how does that Every once in a while I'll sell yeah, go ahead. Sorry. Well, how does that differ, I guess, because I'm, I, I'm not a, not a commercial real estate broker per se, so how does that differ, you know, from somebody, I guess that has a, a book of investors break, break the difference down, and why is it important? [00:03:44] TC Macker: Well, good question. And there's certainly people that are successful representing certain investors and certain buyers. Again, it's all about your client relationships that you make. I chose to represent sellers because I look at it, I like the seller's side. I like working with the property owner. Mm. I like the marketing aspect. And I also look at it as you know, if you're on the seller side, then all the buyers and buyers brokers are coming to you. If you're on the buyer broker side, then in many cases you have one shot or you're competing against other buyer brokers and other investors. So I thought for my business, for me I was more excited to be on the seller.  [00:04:24] Sam Wilson: What, what do you feel like are things there? What, what are some common things that you tell every client that you work with that helps them get their properties moved at the price they want? [00:04:36] TC Macker: That's a good question. That's a hard question. because sometimes, obviously I can't predict what the market will bear. Sure. I do tell them that, that my goal, is to. expose the property to as many investors and, buyers brokers as possible, and to also make the offering as as possible. So I, you know, I emphasize that with every single investment we put on the market, that we do it right, everything's approved by the client we make sure everything's professionally done with high quality professional photos, every property. So I have a. I have in my office a, a we created a if you're familiar with contracting, the Gantt chart, G a n t t chart. So if you're putting together a door and you give it to a contractor and the workman, they can go through and put the door in the jam and properly connect it. And it's very, very detailed. And so we took a Gant chart and applied it to commercial real estate and went through and actually have a big. Board over my office. I'm happy to hold it up with all the responsibilities and items that, the ingredients, so to speak to successfully sell a property from the pre-marketing to the marketing for the postmarketing. And, and then we also, and we also then assign tasks to, you know, some are seller tasks, some are broker tasks, some are lender tasks, some are buyer tasks. Some are title tasks, some are escrow tasks. So each thing is itemized. Cause a lot of people don't know what we really do. And, and I try to tell people it's, it's complex to sell a property. It's not like, Hey, you just stick it on the market and good luck, right? I mean, you really have to know what you're doing. If you want to ensure that you go from A to Z and hopefully avoid as many hiccups as possible you know, people can get lucky. But if you want to continue, if you wanna be continuously successful you better have a plan.  [00:06:22] Sam Wilson: Absolutely. What are some things that you feel like are on that chart you've made that would be surprising to our listeners? [00:06:31] TC Macker: I think a lot of it is the, you know, a lot of people sort of have an idea, if you're a late person, as to, how a property is sold cuz they sold their house or they bought a house before. . I think what's a little bit different when you're looking at selling a, a commercial properties is lot of things I would say in the chart that are in the pre-marketing and the postmarketing that people don't think about. You know, for example, in the post marketing, if you sold a property and you paid a million dollars for it, now it's worth 10. That's great, but now you have, if you haven't thought about the tax consequence, that can be, that can become a big problem. Cause you're, you're, you know, in California, with California state and Fed tax, you're gonna give away about 33.3%. To the government unless you decided to do a 10 31 exchange. So, a lot of people don't think about the 10 31 exchange until they're already in escrow, and we try to get out in front of those items with, with our clients. And we talked about it initially at the first meeting, you know, Hey, what are you gonna do with the proceeds? And some people may wanna go by, you know, sell out in the sunset and move to Hawaii, that's fine. But others don't understand all the complexities of, of what happens after you sell a property.  [00:07:43] Sam Wilson: I think that's really fascinating Yeah. To get, to get that out in the front. And those aren't things I think about from the sell side because I'm on the buy side typically, you know, which is, what are you gonna do with those proceeds? Of course, you know, we have those conversations later on with most seller. If, if it's a direct a buyer or direct a seller for us, cuz I wanna find out if there's owner financing available or at least if they'll carry some of it. But you know, for you, getting, getting that out, out, out right in the beginning is probably super super valuable to your clients. What are. What are some things, I guess, are there certain property types? I know you, you're dealing with everything from a pet hospital, which I'm really curious what's interesting about pet hospital and a veterinarian. Like, I don't, maybe I don't have enough experience with pets, but what's the difference, just pure curiosity. [00:08:27] TC Macker: That's a good question. You know, I, I guess it's just another way, you know, a vet clinic versus a pet hospital, they're very similar. Our zoning is, North California, we have just every, they make it challenging on us, so everything's put in a particular box. So, you know, and they only allow certain uses within certain areas. So it, it's a classification.  [00:08:49] Sam Wilson: Got it, got it. Okay, cool. So I guess when you, when you, when you looking at all these different properties, is there, is there one that's moving more than another? Is. Opportunity that you're, and again, I know you, you represent the sellers, but where do you see the most opportunity for investors? Cuz obviously you need both. So is there, is there one in particular that stands out to you right now as a great, a great opportunity or even a good opportunity to sell if you're a seller? Is, I mean, you know, is there a certain asset type? You said, man, right now is a great time to put what you own on  [00:09:22] TC Macker: the market. Two questions. I mean, you know, that's a question that I'm asked. Daily. And you know, I, I think right now with where we are, you know, if we're in a recession or not, certainly the darlings right now of types for commercial real estate seem to be industrial warehouses. I would say is number one. I would say a close number two would be apartments. And then there's a big gap. And the next one down I would say would be retail. And it's certain kinds of retail that don't necessarily eat with, you know, the internet, so, you know, soft goods or challenging, but maybe, you know, restaurants or obviously people still need to go to restaurants and those type of things. And then I would say a distant fourth, the major food groups. For commercial real estate investment would be office buildings. And I'd say office buildings right now are, are the most challenged because, because of this sort of the pandemic is, is put a lot of people sort of in limbo as to what they want to do. Are they gonna go back to the office? Are they gonna go a couple days a week? Are they gonna have half their employees come in? And we see this at, with every business at least in Los Angeles, where you see. Go look at the, you know, parking garages or the, or the parking lots. You'll see, you don't see a hundred percent full parking lots anymore. You see 40, 50% at best. And that seems to be a theme. And so there's a reshuffling of office space, you know, at, you know, before the pandemic. We were trying to put as many people as possible in one. and, in these sort of creative open full pen type spaces. And now with the, pandemic and now we're going back to maybe more, you know, keeping people apart from one another. So, we'll see, We'll see. So office buildings, I think are, are very challenged right now. You know, obviously there are some anomalies, you know, owner user office buildings seem to be in demand and we saw a lot of those. So that's someone that's renting right now that, Besides, they wanna own a own, own their own building. And you can get SBA loans are still plentiful. Although the loans have been, you know, rates have been creeping up it still can make a lot of sense for the right investor. So we are selling owner user buildings. We're still selling office buildings, but it's certainly a challenged product type now where there's opportunity. Look, whenever there's a challenged product type, that's, that's where the opportunity really is. You know, can you take that office building and repurpose it? Can you, you know, for something else, maybe it becomes, We've had an, we had an office building in our market. Go from you know, Eighties office billings that were ripped down are now distribution center for Amazon. So, that can happen. Obviously some other office billings are being torn down for housing. Some office billings re repurposed as housing, as apartment S, so it's ever changing. So that, that is opportunity. And I think with industrial, even though it's, in, in highest demand, there's still opportunity there too cuz there's only a limited supply of it. So yes, cap rates are low. Yes, it's hard to find investments in the industrial area, but if you can, it's, it'll probably be a long, a good long term hold. And then an apartment says, as at the affordability of homes continues to, to increase. I mean, it, it just, it's LA is a crazy place to own a house cuz it just, Now, now the, the housing, the houses are a million dollars and up for the, for the least expensive house. So how many people can afford that? And that's gonna force especially with the interest rates coming up, that's gonna force more people to be renters. So apartments, I think will continue to see the benefit of that sort of push, if that makes.  [00:12:48] Sam Wilson: Yeah, certainly it does. Yeah. What did I get a, I got an email today, it was a 30 year, I get, it's just a weekly staff shot that comes out and it was a 30 year fixed mortgage residential, of course. And it came out, it was like 6.875 was , the rate being quoted the day. And it was like another point, another quarter or 0.2 or 20, 25 basis points for a refile and that. I'm like, Wow, you. We're now in the sevens on and imagine about a million dollar, million dollar acquisition. That's, that's a lot for for the average American to to swallow. On a on an annual basis. So that's very, very interesting. Tell me this, you know, preparation when you, you know, obviously one of the things you said initially, we talked about this a few minutes ago, is that you asked me what are they gonna do with the proceeds are gonna 10 31 at, what are some other key things that you would recommend to sellers as they think about and prepare to sell their buildings? [00:13:43] TC Macker: Good questions. Cuz there's a lot of, a lot of things you have to think about. Most people don't think about such as if you're thinking about selling your property you know, simple things like going through and, and curing, you know, deferred maintenance. Looking at, you know, pulling a title report on your, on your property and making sure you clean up the, the title in case there's, you know, certain things that shouldn't be on the title that need to be fixed, like old loans or. Things that have been you know, easements and other things that you can cure prior, prior to putting on the market. Also, if you're doing a 10 31 exchange, and let's just say you and I own a property together and we hold it as an llc, one llc, it would be, best for us to do a rollout into a tenant in common situation. So, You and I have separate interests. We did that before we put the property on the market and that way we can both go our own separate ways and I can do it 10 31 and you may not, or vice versa. Or we might both do 10 30 ones, but that way we can separate our interest and go our separate ways. Versus if we keep it as that same entity, then we'd have to move our money together and go together. So I see that all the time. You know, I sold a property last year and I think we had 17 different owners. And so before we put the property in the market, we had to make sure we got all that. You know, properly documented so that everybody could do what they wanted with their proceeds. What, Those are things that people don't usually think, think about.  [00:15:14] Sam Wilson: No, certainly they don't. And what was the time, I'm just really curious from a personal point of view, how much time does it typically take for people to go from that LLC to tick structure? Is that planning that out? 30 days, 60 days? I mean, what's the look? It could be done  [00:15:32] TC Macker: quickly in terms of a quick claim deed. The The issue is more about the you know, talking to your accountant. So I, I always recommend people talk to their CPA accountant or tax attorney or both because different accountants and different tax attorneys have different interpretations of, of what, how they sort of season the rolling out. So some people think that that it's best to do the rollout a year in advance of selling your. some people have done it in escrow. obviously the, the goal is to not get, you know, flagged by the IRS until you, and, and you don't want your 10 31 to be invalidated, right? So that's the goal. But different people have different interpretations, so it, it is good to think about these things ahead of time, if you  [00:16:14] Sam Wilson: can. Yeah, absolutely. Absolutely. Anything else come to mind that you said, you know, these are, these are some things that sellers should really be considering that, you know, you commonly see people overlook?  [00:16:25] TC Macker: Well, I think also looking at your, you know, your tenant mix, depending on if you have tenants or not. You know, do you have any issues with your tenants that you can. fix ahead of time. I mean, by that, if you, there's some kind of improvement that hasn't been done or you know, there's some option coming up. Obviously you want to, you, you wanna make your rent roll as attractive as possible, you know, you get more. more, of a multiple, depending on your multiple will be bigger. If you have a better income, or excuse me, you have better income. If you have a better income, you're gonna have a. A better purchase price based on the multiple. So you wanna make sure your income is, you know, as best as possible. So, you know, if there's tenant leases coming up, maybe you renew them, maybe you don't depending on the situation.  [00:17:06] Sam Wilson: I, I like that idea of making your rent role attractive. Because that is, that's probably something that, you know, if you're thinking about selling, maybe, you know, you hadn't considered was going, Okay, lock in your tenants in, in longer term leases if possible. I mean, get 'em, get 'em. I would think, I would think that that would add value to the property going, Okay, hey, you know what? Maybe you're up for renewal. Let's go ahead and get a five. Get some, Get some built in. Built in increases in there, and go ahead and make sure that you're gonna be here for a while. And as many of those as you can lock up on your property, I would imagine would only increase the value of it.  [00:17:40] TC Macker: That's true that there's situations where I advise the opposite if it's an owner user property. So if a property has a short term month to Montana, let's say, and the property is gonna sell pro, you know, the probable buyer is a user, then I would say don't touch the tenant. Leave em b. But yes, most of the time it's, can we look at our rent roll and make, you know, cuz if you're buying as a pure investment, then the, the, depending on who the, the buyer is a lot of them wanna see a staggered rent role and they want to, they don't want how all the leases coming up in the same day. And they would like, you know, something as, you know, it's all, it's all risk. All based on risk. So when you look at cap rates, if you buy a McDonald's with a 20 year lease, they sell it a three and a half, 4% cap rate. And there's a reason for it. It's because it's, hopefully you don't have to do anything Hopefully you're just collecting mailbox money. versus, versus if I've got a mom and pop tenant, you know, vet hospital, let's say you know, are those people gonna be in business in three years, five years? I. So in the cap rate, it'll be adjusted accordingly. So it's just something to look at with each property. [00:18:48] Sam Wilson: Right? Absolutely. Love Ittc, you've given us a lot of things here to think about from the sell side. You know, as, as we consider selling properties, as you talked about, you know, looking at what it means to get our properties ready, making rent roll, attractive, thinking about zoning, you know, a lot of things that probably I don't think about as often because again, you know, we're mostly buyers. So it's I think it's really, really interesting to get perspective from you on what it's like to represent commercial property owners almost exclusively on the on the sell side. If our listeners wanna get in touch with you or learn more about you, what is the best way to do that? So,  [00:19:25] TC Macker: you can follow me on social media. I'm pretty active. I have my handle, is. West LA CRE on Instagram. You can also find me on LinkedIn, TC Macker, T period C, period. Macker, M A C K R. The T is for Timothy, the C is for Christopher. I go by T.C. My parents did that to me. So TC Macker on LinkedIn. I'm also on Instagram. Also Facebook. You can also reach me the old school way. My telephone number is (310) 966-4352 or by email T.C Macker West Mac, W e s t m a c . com [00:20:07] Sam Wilson: Awesome TC! thank you for coming on the show today. Certainly appreciate it and have a great rest of your afternoon include all of those links there in the show notes as well. So thanks again. Appreciate it,  [00:20:18] TC Macker: Sam, thanks for having me. I really appreciate it.

In this episode of the Closing Table Podcast, we are joined by Brandon Polakoff, Principal and Executive Director of Tri-State Investment Sales in Avison Young's New York City office. He is recognized as one of the youngest Principals in the company – as a result of his outstanding performance since joining the firm in 2018.   Brandon compares the difference between his work-life balance at the beginning of his career to what it is now, he talks about tips on how to be successful when you are just starting out in the real estate industry, as well as his take on leadership. Lastly, he gives us his personal take on choosing the right career and his routines to keep himself grounded.    What's Discussed:   0:00 - Intro 1:55 - Brandon's work-life balance 5:01 - Brandon's actionable tips for someone who's just starting 10:15 - Importance of listening and observing in real estate 11:56 - What are Brandon's tips in terms of leadership? 13:32 - How Brandon mobilizes his team when deals come in 16:07 - How to identify if someone is pulling their weight or not 17:50 - When Brandon would like to slow down 19:44 - Brandon's thoughts on picking a career that resonates to your personality 21:14 - Brandon's routines to keep him grounded   Get 30 days free of ProDeal here:   https://www.prodeal360.com/trial     Be sure to follow us on LinkedIn here: www.linkedin.com/company/prodeal360

AJ is a co-founder of Capstone Companies, the US's largest privately owned multifamily brokerage. AJ currently sits on the board of Capstone and leads his development company, Catalyst Capital Partners, which has 14 multifamily projects in various stages. Listen in! Key Highlights: [00:01 - 10:55]  The Wild Ride of Real Estate AJ started his career in real estate in 2009 when the market was still recovering from the recession. To compete with larger investment sales firms, AJ's company developed a culture of teamwork and diligence to help them get into the business. The multifamily investment sales world has changed over the last 15 years, with more tailwinds than headwinds with the inflation rates. .[10:56 - 27:20]  Starting with the End in Mind AJ talks about how he began with the end in mind, considering the ways to give back to the community and be independently wealthy. The industry is strong, and the employment industry is strong, making it difficult to attract and keep good employees. Real estate investing is becoming more accessible to everyday investors, with the potential for prices to skyrocket. To be successful in investment sales, you need to be passionate about real estate, have a unique set of skills, and be willing to work hard. [25:35 - 29:10] Closing Segment AJ's advice to those wanting to explore the investment sales space: be charismatic, personable, hungry to learn, and willing to show up. You can apply at https://www.capstone-companies.com/careers/ (https://www.capstone-companies.com/careers/).  Key Quotes: “I started with the end in mind looking at where I want to be when I'm 50 years old, what I want my income to be like, my assets, my lifestyle…I really want to dedicate my life to giving back, and we're building some schools in South America and Central America, something that really drove me into real estate. Just the ability to become independently wealthy and then commit to myself to doing good.” - AJ Klenk “The hardest part these days with the [real estate] industry being so strong and the employment industry being so strong is it comes down to like what kind of person you are, right? And are you attracting others?... That's always forefront of our minds is trying to find folks with high integrity that we want to be next to every day.” - AJ Klenk Connect with AJ: Capstone's Website: https://www.capstone-companies.com/ (https://www.capstone-companies.com/)  Catalyst's Website: https://www.catalystcp.com/ (https://www.catalystcp.com/)  Linkedin: https://www.linkedin.com/in/andrewklenk/ (https://www.linkedin.com/in/andrewklenk/)  Connect with me onhttps://www.linkedin.com/in/brian-c-adams/ ( LinkedIn)! LIKE, SUBSCRIBE, AND LEAVE US A REVIEW on Apple Podcasts, Spotify, Google Podcasts, or whatever platform you listen on. Thank you for tuning in and Stay Tuned for the Next Episode COMING SOON!

Bethan has Nearly 20 years experience in Investment Sales, Property Management and Leasing with a focus on Retail and Office Properties. She is the founder of Foresite Commercial Real Estate, one of the fastest growing full service brokerage firms in Texas.Main Points:Breaking into the industry after moving to the country not knowing anyone in the fieldCreating a skill set and a reputation in the industry to climb the "ladder"Starting ForesiteThe Commercial Real Estate Training ProgramContact Bethany:www.foresitecre.combbabcock@foresitecre.com(210) 816-2734

Our guest for today's podcast is Helen Hwang, Senior Executive Managing Director at Meridian Investment Sales.  Helen is Head of the Institutional Investment Sales Group and is known as the most trusted commercial real estate advisor in NYC. Over a 23+ year career in commercial real estate in NYC, Helen has executed over 100 institutional sales and recapitalization transactions exceeding $30 billion in value. Prior to joining Meridian, in 2015, Helen spent 16 years at Cushman & Wakefield as an Executive Vice President, as the head of NYC Investment Sales. I truly enjoyed interviewing Helen for this podcast as she is a role model and inspiration for the AAAIM community.  Want to hear what it takes to be at the top of your profession, well, you are in for a treat. Without further ado, here is our conversation with Helen Hwang.

Power is in the hands of the ones with cash – that's the general prediction of the corporate real estate market moving forward post-pandemic. With multi-family companies throwing money at more rental housing and inflation numbers at an all-time high, the future is uncertain as consumers struggle to afford a place to live. Research and Securities Executive VP Ivy Zelman, Investment and Sales Executive VP Kris Mikkelsen, Capital Markets Senior Managing Director Aaron Appel join Willy Walker on this week's Walker Webcast as they dissect the current condition of the corporate real estate industry, why money is king, the probability of a soft landing versus a hard landing, and their thoughts on the best areas to invest in right now. Ivy Zelman sheds light on how rentals are unsustainable as more capital is flowing into the space, and a backlog of properties without leases exists. She also points out the disconnect between buyers' willingness to pay and sellers' expectations. Kris Mikkelsen lays out where he would put on his dollars – capital assets where rates can be reset and capital in markets with strong growth fundamentals and low risk. He emphasizes a lower leverage point and the ever-changing cost of homeownership in the past three months. Aaron Appel believes the future of CRE isn't completely bleak, as time and time again, we've witnessed the market adjusting when there's enough distress. But with the country's escalating debt, inflation comes as a result of working to overcome it. Tune in to this new episode of Driven By Insight — CRE State of the Union with Ivy Zelman, Kris Mikkelsen, and Aaron Appel. GET NOTIFIED about upcoming shows: » Subscribe to our YouTube channel here: https://www.youtube.com/channel/UC5jhzGBWOTvQku2kLbucGcw » See upcoming guests on the #WalkerWebcast here: https://www.walkerdunlop.com/webcasts/