CCIM Feature

Rising Stars(4)

These 10 CCIMs shine in the commercial real estate industry.

W hile many real estate professionals strive to be leaders, some work extra hard to become a known presence in the industry. These are the individuals that Commercial Investment Real Estate recognizes as rising stars. This group of CCIMs demonstrates leadership, success, and determination in many aspects of their professional lives, proving they have what it takes to shine in commercial real estate.

Edward B. Hanley, CCIM
President
Hanley Brown Group
Real Estate Advisors
Irvine, Calif.

After 13 years with large brokerage companies, Hanley realized that "too many politics interfered with my entrepreneurial spirit. The five largest brokerage firms control less than 15 percent of the market and today's technology allows me the same access to critical information," he says. As a result, in November 2004 Hanley and a partner founded Hanley Brown Group, currently one of Southern California's most active retail investment groups. The company grew quickly, adding eight retail investment specialists in 20 months. Hanley's company has completed more than 175 transactions in excess of $700 million in shopping center sales. He recently sold 20 retail properties valued at $200 million in Southern California, Texas, and Nevada, and his projected 2006 transaction reserve tops $300 million. Hanley also has heightened his industry profile by writing quarterly market reviews for national and regional industry publications and appearing as an International Council of Shopping Centers panelist.

Grant Jenkin s, CCIM
Vice President

Lehman Brothers Small
Business Finance
Indianapolis

Before Lehman Brothers approached him in 2005, Jenkins had never considered switching from brokerage to lending. But as part of its Midwest expansion, Lehman Brothers "was hiring active brokers who knew the local market," and an offer to head up the Indianapolis office was not something he could refuse. Jenkins worked in industrial sales and leasing for six years before switching to the financing side of transactions.

Now specializing in commercial real estate loans for owner-occupied investment properties, Jenkins uses his brokerage experience to his advantage. "Being young in a business dominated by seasoned brokers, I learned to sell my age as the fact that I'm the hungriest, most energetic, most eager broker in the market," he says.

Jenkins' energy and ambition carry over into professional and volunteer organizations as well. As 2005 Indiana Commercial Board of Realtors conference chair, he was responsible for an annual continuing education event for more than 400 brokers and he helped Indiana's Cystic Fibrosis foundation raise more than $200,000 as special events co-chair.

Federico Alcocer, CCIM, SIOR (right)
Executive Vice Pres
ident

Pablo Yrizar, CCIM, SIOR
Executive Vice President
Cushman & Wakefield Mexico
Mexico City
photo credit: Keith Dannemiller



Working as a team sin ce 1996, Alcocer and Yrizar have distinguished themselves as top producers at Cushman & Wakefield Mexico through their tenant representation assignments with major U.S. corporations in Mexico City and other major Mexican markets. In the past five years the duo has executed more than one-third of the largest class A office transactions in Mexico City. In addition, they handle disposition of investments and portfolio sales, including "the sale of more than 50 properties for Televisa in Mexico, the U.S., and Spain as well as more than $20 million in sales for Citibank throughout Mexico," Yrizar says. The partners credit strong market knowledge, a solid reputation, and proper research with earning repeat business from clients such as Ford Motor Co., MetLife Insurance, Reader's Digest, and General Electric.

A key part of their site selection process is to maintain a competitive climate among landlords to maximize savings and concessions for their clients throughout the negotiations process. "We continually remind ourselves that doing the homework always pays off," Alcocer says.

Ralph M. Du arte, CCIM
Senior Vice President
Sperry Van
Ness
Bethesda, Md.

After nearl y 30 years in business, Duarte broke into commercial real estate. "As one of the older rookies, I have been able to build on my past careers to facilitate my success as a commercial agent and broker," he says. Duarte began his career in computer hardware sales with IBM. He later started a software development company specializing in property management and eventually made the switch to commercial real estate brokerage because he wanted more control over his career. "I had sales experience and knowledge of the back-office side of the real estate industry from my software experience."

Duarte's technology background helped him learn the territory as he started his commercial real estate career, using mapping software to determine where different types of property were located. "The mapping program helped me understand different road systems and major arteries in the market," he says. In the three years since starting his career, Duarte has completed more than $21 million in transactions and this year opened his own brokerage office. "The designation was always a factor. It elevated my confidence to pursue more enriching transactions."

Aiman Noursoultanova, CCIM
Vice President
CB Richard Ellis/Lake Tahoe Investment Properties Group
Reno/Lake Tahoe, Nev.
photo credit: Chad Lundquist

"I chose commercial real estate because I wanted to get into a really entrepreneurial industry," Noursoultanova says. Originally from Kazakhstan, she followed an international scholarship program to Nevada earning a bachelor's degree in finance and a master's degree in business administration in 1999. Since joining the profession Noursoultanova has closed more than $250 million in transactions in the last four years, specializing in office, retail, and industrial investment properties.

Her designation and advanced business skills come into play often: identifying the right property for an exchange, analyzing community growth, and projecting local economic factors that may affect a property's future performance. Also, "These skills help you become more entrepreneurial and forward-thinking," she says.

Noursoultanova's knowledge and training helped her to become the current president of the Northern Nevada Commercial Real Estate Women chapter. "As CREW president, you are an ambassador for the industry and for promoting the success of women in commercial real estate through networking, education, and support," she says. She also is the 2007 secretary for the Northern Nevada CCIM chapter.

John J. Kuiper, CCIM, SIOR
Vice President, Industrial
Grubb & Ellis Paramount
Grand Rapids, Mich.

"To achieve success in your market, you need to work smarter and longer than anyone else," Kuiper says. As one of the top three industrial brokers in his market based on closed square footage, he has completed more than $100 million in transactions in the last two years, representing 4 million total square feet of industrial property in the Grand Rapids area. Due to his success, Kuiper received the Circle of Excellence National Achievement Award as one of his company's top 100 advisers in the country for sales volume, training participation, and mentoring.

Currently Kuiper is working on an 11-property portfolio totaling more than 1.8 million sf, one of the largest tenancy-in-common transactions in the Midwest. This deal has been a learning experience for Kuiper, particularly because he had to "sell" the Midwest market to outside investors. "We really focused on the diversity of the western Michigan manufacturing market and how it continues to provide stability in uncertain times," he says. The most recent sale in this portfolio was a $56.1 million transaction in August 2005.

E dward Nwo kedi, CCIM
Director of Multihousing
Brokerage
Cushman & Wakefield
Houston

No stranger to success, Nwokedi earned his CCIM designation in 2004 with the help of a Cultural Diversity Education Program scholarship. "The program gave me the confidence to join CCIM and the ambition to finish in one year," he says. One year after earning the designation, Nwokedi and a partner closed several transactions in 2005 totaling $220 million. This year, Nwokedi listed a $70 million, 32-story high-rise in Houston and is the exclusive multifamily representative for a $2 billion, 710-acre mixed-use development in Austin, Texas. He also was recently named head of Cushman & Wakefield's apartment brokerage division.

As a member of the institute's 2006 Jay W. Levine Leadership Development Academy, Nwokedi says the program is helping him to realize his full leadership potential. "I always thought that a leader was one person, but it's really a team effort with one vision," he explains. At the local level, Nwokedi is secretary and 2007 president-elect for the Houston CCIM chapter. In addition, he hopes his experience and accomplishments prompt "more people of color to earn the designation."

Bryan Black wood, CCIM
Broker/Aucti
oneer
Blackwood Co.
Greenville,
S.C.

When faced with pre-selling several units in a mixed-use development a few years back, Blackwood realized "the need for a faster, more efficient way for developers to market and sell pre-construction product," he says. "With a great deal of new product competition, auctions allow developers to manage demand and drive the public to a specific sales date, condensing sales to 45 to 90 days versus 9 to 18 months."

Since getting an auctioneer's license and starting his company in 2004, Blackwood has used a variety of auction sales methods resulting in $27.3 million in pre-sales in the past two years. His first auction project sold $15 million pre-sale units in two five-week marketing programs. In his most recent project, the Field House at West End in Greenville, which is part of a $30 million mixed-use redevelopment property in conjunction with a new downtown baseball stadium, he used a "reservation auction format my company developed that allowed the developer to set a sales price for each unit that met the performance requirements, while allowing bidding on the units most in demand," he says. The condominium developer received $6.7 million in pre-sales, 30 percent more than planned, and a seven-month concept-to-construction timeline. Currently, Blackwood's projects have a market value of $60 million.

Patrici a Quin ta na, CCIM
Leasing Dir ector
PS
Busine ss Parks
Miami

With more than 20 years of experience, Quintana was appointed leasing director of the Miami International Commerce Center two years ago. Located west of Miami's airport in Doral, Fla., the center contains more than 3.3 million square feet of light industrial flex and office space. To create a competitive edge, Quintana helped her company develop a broker-friendly reputation by hosting several broker-community events, including golf tournaments. "I also invite individual brokers out to lunch on a weekly basis. It gives us an opportunity to know the market, pick their brains, and find out what's new and different," she says. The strategy works: Last year Quintana and her team completed 242 lease transactions totaling more than 1.5 million sf.

Quintana's previous experience researching prospective sites for a new city hall helped her build valuable networking relationships with Doral's city officials. Since MICC is the largest commercial park and biggest taxpayer in Doral, Quintana looks for opportunities for MICC to participate in the community such as the Adopt-a-Street program.

In addition, Quintana was awarded the Production Achievement Award for producing the most cost-effective leasing transactions in her company. During 2005, her deals averaged an added economic value of 11.82 percent, which is 1.57 percent more than standard.

Stephanie Bell

“I went through the [recession in the] 1980s and purposely set out a market plan that would not have the boom-and-bust [nature] that comes with real estate cycles.” — Joe W. Milkes, CCIM, Milkes Realty Valuation, Dallas“We were anticipating a slowdown in the market and wanted to develop an avenue of business that would create a steady stream of income.” — Yvonne Jones, CCIM, CPM, Zifkin Realty Management LLC, Chicago“I help struggling companies rethink their business models, which includes determining the most profitable use of their real estate.” — Audie Cashion, CCIM, Alpha World Properties LLC, High Point, N.C.Stephanie Bell is associate editor of Commercial Investment Real Estate.

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