Commercial Investment Real Estate May/June 2017 - Page 15
CIRE: What in your political career was most
beneﬁ cial to working in real estate? CIRE: How has the CCIM designation affected your
relationships with clients and colleagues?
Saunders: I worked with a U.S. senator and governor, as
well as running for ofﬁ ce, so I got to know my future clientele.
As a legislator, I was dealing with agricultural leaders, as well
as commercial real estate leaders, and I quickly established
relationships with those individuals. Through building those
connections over the years, I already had established cred-
ibility with large landowners, community leaders, developers,
and investors. Saunders: Mostly through the recognition I received for hav-
ing earned the CCIM designation. Speciﬁ cally, the knowledge
of what I’ve learned, understood, practiced, and shared with
other commercial practitioners. I have a greater in-depth under-
standing of commercial real estate, which can help my clients.
For example, I recently suggested a client use a 1031 like-kind
exchange for turning nonincome-producing land into income-
producing commercial real estate. It’s these practices I learned
from CCIM Institute training.
CIRE: What advice would you give real estate
professionals entering the land industry?
Saunders: Further your education and really understand what
you are talking about. The more that you understand what you
are talking about, the more conﬁ dent you will be. Clients will
sense your conﬁ dence and industry knowledge.
Focus on your clients’ needs and attempt to ask more ques-
tions before you talk. Be more probing and understand what
your client is trying to accomplish. Stay focused on helping
them reach their goals. Learn, be professional, understand your
market, and, most importantly, specialize in one aspect of com-
mercial real estate.
CIRE: How has the CCIM designation improved your ability
to adapt your skills to the land and agriculture industry.
Saunders: CCIM has given me a greater understanding and
appreciation for the complexity of commercial real estate. It gave
me more conﬁ dence to be able to communicate about commercial
real estate. I position myself as an expert in land real estate, while
my CCIM colleagues try and focus on commercial properties.
The more conversant in commercial real estate I am, the more it
helps drive better opportunities my way.
Gina Orlandi is marketing coordinator at CCIM Institute.
Leverage the power of the CCIM brand.
Add “CCIM” as a certiﬁcation on LinkedIn
Link to the What is a CCIM page from your email signature
Wear your CCIM pin every day
Use the CCIM logo on all marketing collateral
Share CCIM content, including CIRE magazine articles
Visit CCIM.com to share content, download logos, and
May | June 2017