Your key to success?
More effort, more calls, NOW!
Biggest moment/feeling of success?
In 2015, six-digit success.
Greatest challenge and how you overcame it?
Challenge: Losing several big listings. Solution: reviewing client database and brainstorming bigger, better opportunities. It’s a matter of connecting the dots – matching trade buyers who want to invest here with the right apartment properties in Sacramento.
Most notable Apartment Market trend?
Apartment pricing has reached peak levels. Make sure every Multi-Family acquisition has a sound operational strategy (new tenants, cost savings, online marketing, etc.) At these prices, investors must know who their prospective tenants are, what they can pay, and why they will choose this property over the competition.
Favorite building in which you were involved in the transaction?
Continental Arms, 39 units in Roseville. This is the acquisition that convinced me to focus on Multi-Family brokerage. It delivered significant value to my client. The property was languishing on the market, until the right investor came along and took it on. Again, it’s all about matching investors with the right properties.
Key to building great relationships with clients?
Get to know more about them. Ask them about the type of properties they like and why. Find out what craft beer they like. Find out about their families, the names of their wife and kids.
Key to building great relationships with other agents? I’m happy to strike a deal to move a deal ahead. Don’t be a slacker. If I collaborate with an agent, I basically consider them to be my client.
When did you obtain your BRE license?
Strangely enough I did it twice, in July of 2002, and again in 2011. When I got my license the first time, my plan was to broker apartments in Los Angeles but instead I got a job doing acquisitions for Westfield (the Australia-based, shopping center conglomerate). I didn’t need my broker’s license while I was at Westfield and I inadvertently let it lapse. When I moved to brokerage, I had to study up and take the test again.