Commercial Investment Real Estate November/December 2017 | Page 39

C C I M s’
Big-League Deals
CCIMs are hitting home runs in multiple sectors, but
the office sector gets knocked out of the park.
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
by Sara S. Patterson
November | December 2017
37