Commercial Investment Real Estate

NOV-DEC 2017

Commercial Investment Real Estate is the magazine of the CCIM Institute, the leading provider of commercial real estate education. CIRE covers market trends, current developments, and business strategies within the commercial real estate field.

Issue link: http://cire.epubxp.com/i/897832

Contents of this Issue

Navigation

Page 41 of 90

Lewis Mulatero by Sara S. Patterson CCIMs are hitting home runs in multiple sectors, but the office sector gets knocked out of the park. Big-League Deals CCIM designees completed an outstanding year in 2017, with plenty of big deals in office, multifamily, industrial, and retail. In fact, office aced multifam- ily for the top spot, while retail topped industrial for deal volume. This reversal of fortunes among the big four sectors played out in a year of unpredictability and uncer- tainty in the political realm, but business remained solid for the commercial real estate industry. Several of those CCIMs who closed the biggest deals discuss the secrets of managing huge transactions and what the future holds for next year's deal-making. CIRE: What recommendations do you have for CCIMs interested in developing and closing big deals in their market? Tony Carlson, CCIM: It sounds counter intui- tive, but do not be focused on the size of the deal. Be focused on developing relationships and work- ing hard for your client. That hard work will be rewarded, and your transaction volume and deal size will grow. Larry Schedler, CCIM: The fundamentals of larger transactions involve the same skill set as smaller transactions. You need to understand the C C I M s' November | December 2017 37

Articles in this issue

Archives of this issue

view archives of Commercial Investment Real Estate - NOV-DEC 2017