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Motivating Factors 

Commercial real estate brokers at IPC Commercial Real Estate in La Jolla, Calif., are motivated by fear of missing the boat &mdash literally. Last year, top brokers in this office and their spouses were treated to an eight day cruise

No-Fail Negotiating 

The outcome of commercial real estate transactions often hinges on the negotiating skills of the participants. Contrary to popular opinion, the most eager and aggressive brokers don`t necessarily seal the most deals. Competent, polished negotiators achieve a careful balance among

No-Lose Negotiating 

"You just have to put last things first.” I was having lunch with a CCIM recently when he uttered this boomerang phrase. We were discussing the art of negotiating, and I had asked him for his best strategy. “You've got

Make It Rain! 

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Online Job Resources 

Commercial real estate professionals can use online resources that will help them find jobs and locate qualified employees to hire. Here’s a list of the top comprehensive and commercial real estate focused job search engines. America’s Job Bank www.ajb.dni.us Like

Walking Tall 

Though Robert M. Mauk, CCIM, isn't a jockey, he spends a great deal of time in the winner's circle. The champions who share the spotlight with Mauk are the thousands of schoolchildren who take part in Winners Walk Tall, a

The Road to Success 

The rocky economy presents many bumps in the road for commercial real estate professionals mapping their future paths. Other obstacles block the view of what tomorrow's workplace will require. For example, how will you deal with a new breed of

The Private Investment Pool 

Last year, national and local private investors purchased more than $60 billion of commercial real estate through November, accounting for more than half of all commercial real estate investment, according to Real Capital Analytics. This makes working with private investors

Seeking Out Small Businesses 

Even though commercial real estate professionals offer important services to small businesses, they don&rsquo t always come looking for them, says Jeffrey Hulett, CCIM, a tenant representative at DHC Associates in Cleveland. &ldquo These companies are small and tend to

Solo Success 

Working solo was the right career move for Benedict J. Frederick III, CCIM. “I love what I do. Work is not work. I just get to have fun all day long,” says the founder of Ben Frederick Realty in Baltimore.

Top Appraisal Tips 

Appraisals rarely make or break commercial real estate deals, but they can delay them — much to the consternation of brokers waiting on commission checks. Often the problem is due to the lack or unavailability of critical property information. However,

Vanishing Vacancy 

As companies began leaving what was once the hub of Telecom Valley in Petaluma, Calif., numerous vacancy signs littered the empty buildings. Despite these vacant properties, builders continued to build, wooing new tenants away from existing landlords by offering modern

Thinking Big 

How do they do it? Those brokers and sales agents who operate in small markets or who work solo or with just a partner or two? How do they survive in a market as tough as today’s? Common thought might

Step It Up! 

How&rsquo s business? Pretty simple question isn&rsquo t it? Every day someone asks this or a similar question that seems innocent enough. And, like the vast majority of commercial real estate practitioners, you probably respond with a simple answer &ldquo

A Time to Buy 

By now it’s well known The commercial real estate recovery already has begun in core markets, where big deals are closing regularly. But there’s a lot of action in secondary and tertiary markets too. As these transactions illustrate, investors everywhere

Connecting With Corporate Clients 

More than ever before, corporations today are outsourcing real estate functions, including strategic planning and financial structuring, transaction management, and design and construction consulting, according to a recent Ernst & Young Real Estate Advisory Services study. But they are steering

Fast-Moving Deals 

Traditionally, commercial property buyers have had 30 days to 60 days to perform due diligence on potential property purchases before putting down sizeable deposits. But in today's competitive climate, diligence periods are shrinking to as few as five days to

The Coaching Experience 

In commercial real estate, the way we focus our time and energy is at the core of designing the future we desire. The old adage that insanity is repeating the same behavior and expecting a different outcome is true for

Assessing Risk 

In the commercial real estate investment context, risk is anything that creates volatility in a property or portfolio's expected or actual returns. In addition to analyzing returns and running cash flow projections, the most astute investors effectively understand risk analysis

Asset Management Strategies 

Through the acquisition, management, and sale phases of an investment property, it is up to the commercial real estate consultant to mix instinct and strategy for the benefit of the client. This can be a challenge in the hands on

Clicking with Clients 

Nathan F. Anderson, CCIM, SIOR, couldn't tell you what some of his clients look like. It's not necessarily because the industrial sales and leasing specialist with Kessinger Hunter & Co. in Kansas City, Mo., has too many clients to keep

The ABCs of TICs 

Interest in structured tenancy in common ownership as replacement property for 1031 exchanges has grown dramatically since the Internal Revenue Service issued Revenue Procedure 2002 22 in March 2002. One of the largest TIC deals took place last October when

Finding Common Ground 

When local university students began calling Midwest Realty Group LLC in Portage, Mich., pretending to be prospective clients for a real estate class assignment, Rick R. DeKam, CCIM, a partner in the office, always could pick them out. Rather than

Deal or No Deal? 

What's a transaction broker to do? In 2008, commercial real estate deals were down 71 percent from 2007, according to Jones Lang LaSalle. Total 2008 volume was only $126 billion, far below 2007's market peak of $437 billion. " This

From Concept to Reality 

The long term goals of public private real estate partnerships can be noble better downtowns, more livable communities, and a broadened tax base. In addition, these ventures often provide civic minded commercial real estate professionals with opportunities to get in