Winning at CCIM Live!
2012 conference attendees played their cards right.
October 2012, commercial real estate professionals descended upon the Paris
Hotel & Casino in Las Vegas for the annual CCIM Live! conference. In her
opening presentation Mayor Carolyn Goodman described the city as “the place to
be.” For those few days, it was also the place to hear industry experts weigh
in on topics that affect CCIM members’ businesses. In addition to the many
charms of the Strip, CCIM Live! offered a full program of education and
networking sessions. Commercial Investment Real Estate
asked attendees what drew them to Las Vegas and why they’ve already saved the
date for 2013’s conference.
State of the Market
particular interest was a very timely panel discussion on the state of the
financial markets,” said attendee Michael Anderson, CCIM, owner of RealSource
in Salt Lake City. “This is information I can use every day in building my
lending experts who participated in the commercial financing panel discussion
see improvement in the national market, but there’s still a lot of uncertainty
about the market’s long-term prospects. “We’re being much more aggressive than
we were a year or two ago from a financing standpoint,” said John Manganiello,
senior vice president and market executive for Bank of America Merrill Lynch.
Chad Gleason, CCIM, principal with Gleason & Co. in Kent, Wash., liked the
sound of that: “Hearing about groups that are willing to lend on TIs and fill
the gap between your main loan and owner contributions was a big relief,” he
fear of a “lending gap” in 2016 tempered the positive outlook among panelists.
They expect a commercial mortgage-backed securities shortfall that other
lenders, such as insurance companies, won’t be able to step in and fill. The
good news? “It’s an opportunity for CCIMs,” said Richard Podos, founder of
Lance Capital LLC. “Craft solutions that the next guy can’t figure out.”
or No Deal: Trends and Issues That Are Impacting Commercial Real Estate was led
by Brian Bailey, senior financial policy analyst with the Federal Reserve Bank
of Atlanta. After an in-depth examination of each commercial real estate sector
and CMBS, among other topics, Bailey concluded that the real estate market is
improving. However, the pace of that recovery is highly dependent on property
type and location.
favorite session among attendees was the CCIM Live! economic panel luncheon,
which began on a relatively positive note: “I don’t think we’ll see another
recession,” said Mark G. Dotzour, chief economist and director of research at
Texas A&M University. “We have too much pent-up demand.” But fellow
panelist Mark Vitner, managing director and senior economist with Wells Fargo,
was less optimistic. “U.S. fiscal policy is mathematically unsound and
unsustainable,” he said, explaining that, while we probably won’t go over the
fiscal cliff, significant “fiscal drag” is certain to plague the U.S. economy
in 2013. Suzanne Mulvee, senior real estate economist with Property and
Portfolio Research, offered a perspective on how the major commercial real
estate property sectors are faring amid these economic circumstances. “The good
news is that things are moving,” she said, citing falling vacancy rates in many
than $1.5 trillion of commercial real estate loans will mature in the next five
years. Panelists who participated in the Troubled Assets session offered four
perspectives on this situation: special servicers (Bill Stolberg, CCIM, CPM),
national banks (Jeff Johnson), community banks (Maryann Mize, CCIM), and
brokers/investors (Gary Ralston, CCIM).
was interesting to hear about the sheer volume of commercial mortgages that
will be coming due and opportunities for short sales,” said new designee
Timothy Salmonsen, CCIM, a broker with Century 21 Exclamation Realty in Rogers,
Maryann Mize, CCIM, senior vice president with Charlotte State Bank in Port
Charlotte, Fla., provided some pertinent information about the role of community
banks. “They’re an important source of financing on the sale of bank-owned
assets of larger financial institutions,” she explained. “And commercial real
estate loans comprise 30 percent of their loan portfolios.”
Tools You Can Use
Clarke, CCIM, CEO of NM Apartment Advisors, led day two’s first education
session, Innovative Marketing: Integrating Social Networking Into Your Existing
Marketing Plan. “Successful implementation of social networking requires
listening,” Clarke explained. He recommended several tools that commercial real
estate professionals can use to monitor social media, including Google Alerts,
TweetDeck, and HootSuite. “Don’t post listing after listing,” Clarke said.
“Start a conversation.”
who also teaches a course on technology and social networking through the
Institute’s Ward Center for Real Estate Studies, focused on practical tips but
also explained why social media shouldn’t be ignored. “Todd always offers
insight into the use of technology in real estate practice that we employ and
appreciate every day,” Anderson said.
conference closed with the CCIM All-Star Panel hosted by 2013 CCIM President
Wayne D’Amico, CCIM. D’Amico asked those top industry professionals who are
also CCIMs why they value the pin. “We’re bound together by the education,”
said Richard E. Frazier Jr., CCIM, director of real estate with Kaman
Industrial Technologies. “Since we speak the same language, we can move quickly
through a transaction, which is important in our business.” And Ryan Lorey,
CCIM, senior director with Broadcom Corp., noted that CCIM concepts can make a
big impact in the C-suite: “We can take the knowledge we have and educate
type of knowledge, for example? “One thing I learned about cash flow: More is
better sooner,” Lorey added.
While CCIM Live! attendees were winding down another successful conference,
anticipation for the next one was already building. Signs beckoning CCIM
members to “Reach for new heights” at October’s CCIM Live! conference in Denver
were prominently displayed in the halls of the Paris Hotel. And, with that trip
to Denver in mind, attendees were happy to offer advice for those who want to
make the most of their next CCIM Live! experience.
out there and introduce yourself,” Gleason said. “And put some time in at the
CCIM business meetings to find out what is going on with the national group.
You never know what you might learn or whom you may meet.”
points to the luncheon session as a great place to sit and chat with other
remember: “Networking is what you make it,” Anderson said. “It takes place in
the foyers, restaurants, and bars around the event.”
some pointers on making the first move? Gleason recommended Never
Eat Alone by Keith Ferrazzi with Tahl Raz. The book provides guidelines for genuine relationship-building, as opposed to
the inauthentic glad-handing sometimes associated with networking.
though the two-day conference is the main attraction, it’s not the only reason
to attend. “Research the local CCIM chapter and know what events are being
planned,” said Bobbie Mastracci, CCIM, designated broker/principal with Phoenix
West Commercial in Litchfield Park, Ariz. Chapter events offer an opportunity
for conference attendees to network with the hosts, who know the intricacies of
the local market as well as all of the entertainment their city has to offer.
face-to-face networking and a keen memory can only get you so far. “Have a
backup battery for your phone and bring a notepad — or in today’s technological
world, your iPad or tablet,” said Nicholas L. Miner, CCIM, vice president with
Orion Investment Real Estate in Tempe, Ariz.
finally, don’t forget to sign up and arrive early. “You want others out there
to see that you are attending,” said Eddie Blanton, CCIM, vice president/senior
adviser with Re/Max Executive Realty in Charlotte, N.C. “In order to be on the
attendee list and communication forums prior to the event, you need to be
signed up. Also, arrive the night before the conference starts and don’t rush
in and rush out. Share a room if you need to keep expenses down. But the longer
you are in Denver, the more opportunities you will have to connect and do
Rich Rosfelder is
associate editor of Commercial Investment Real Estate.
Dealers and Deal Makers
CCIM Live! attendees could be found among the gamblers and show-goers,
networking was the clear draw. “I went to learn about the ways that I can make
money with my CCIM peers,” said Eddie Blanton, CCIM, vice president/senior
adviser with Re/Max Executive Realty in Charlotte, N.C. “I networked with
existing friends, made new ones, and learned about the market and ways to make
This was a
common sentiment. And it wasn’t just attendees networking with attendees. “I
sought out education session panelists, along with CCIMs from all over the
world, to discuss various topics,” said Chad Gleason, CCIM, principal with
Gleason & Co. in Kent, Wash. “It was a very productive meeting for our
Robertson Jr., CCIM, senior commercial associate broker with Realty Executives
International in Tucson, Ariz., went to Las Vegas to meet fellow CCIMs from
outside the U.S., including a large delegation from the CCIM Taiwan Chapter.
“I’ve been stepping into the international sales arena and the CCIM community
has helped,” he said.
to the time between education sessions and in the evenings, the official
conference networking events offered opportunities for attendees to meet other
deal makers. “I attended the wine event on Saturday and had a great time,” said
Bobbie Mastracci, CCIM, designated broker/principal with Phoenix West
Commercial in Litchfield Park, Ariz., referring to the Southern Nevada CCIM
Chapter’s 16th Annual Wine Soiree and Auction, which was held in conjunction
with CCIM Live! This event gave conference attendees another reason to arrive
early and network with top professionals in the Las Vegas market.
Day two at
CCIM Live! began bright and early with a networking breakfast hosted by
conference co-chairs Bobbi Miracle, CCIM, salesperson with Commercial Executives
in Las Vegas, and Katya Naman, CCIM, senior vice president of Lowe Enterprises
Real Estate Group in Washington, D.C.
Celebrate Live! attendees recognized new designees and Wayne D’Amico, CCIM, who
was inaugurated as CCIM Institute’s 2013 president. “This is always an
important event,” said attendee Nicholas L. Miner, CCIM, vice president with
Orion Investment Real Estate in Tempe, Ariz. “It’s great to get the new
designees and new leadership in the same room so you know who you can contact with
issues and recommendations.”
The theme of
the event was “Your Opportunity to Excel.” It was also an opportunity for CCIMs
to network — and shake it — on the dance floor.