These 10 CCIMs shine in the commercial real estate industry.
By Stephanie Bell |
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
Hanley Brown Group
Real Estate Advisors
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.
Lehman Brothers Small
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
Executive Vice Pres
Pablo Yrizar, CCIM, SIOR
Executive Vice President
Cushman & Wakefield Mexico
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
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,"
Ralph M. Du
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
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
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
Director of Multihousing
Cushman & Wakefield
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."
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.
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.