Commercial Investment Real Estate November/December 2018 | Page 32

Dan Adamski
R. Craig Coppola
Jill Rasmussen
CCIMS’ BIGGEST
DEALS OF
Andrew Cheney
Neil Merin
Bill Adams
Top
deal-makers
of the year
share their trade
secrets.
Gregg Kafka
by Larry Guthrie
istory repeated itself with another banner year
for CCIM designees. While the office sec-
tor dominated deal flow yet again, multifamily,
retail, industrial, and land sectors also saw strong
investment. But what about the people behind these deals?
CIRE spoke with the CCIM designees recognized with
the biggest deals from our 2018 issues to discover their
secrets to big deal success and what they see in their crystal
balls for 2019.
CIRE: What recommendations do you have for CCIMs
looking to identify, develop, and close big deals in
their markets?
Dan Adamski, CCIM: In addition to the obvious
answer of earning a CCIM designation to highlight your
commercial real estate proficiency, develop an expertise and
become known for it. Looking to the medical industry,
general practitioners make $150,000 a year because they are
familiar with many acuities, whereas brain surgeons make
$1 million a year because they have intimate, deep knowl-
edge of one subject, and people in need will seek that out.
Jill Rasmussen, CCIM: Cultivating long-term
relationships is critical to developing and closing large trans-
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November | December 2018
Cathy Jones
actions versus a one-off deal. Building that trust and provid-
ing enduring value for your clients is your gateway to future
opportunities and referrals.
Cathy Jones, CCIM: CCIMs already have a good
foundation of education and experience to effectively handle
big deals in their markets. They need to implement the
prospecting tools, develop the right teams around them,
and present themselves and their work products in a very
professional manner. The main goal is to develop long-term
relationships and build on those.
Andrew Cheney, CCIM: To identify the big
deals, CCIMs need to have a vision that the average broker
doesn’t. It’s about being able to see deals before they happen,
and finding a connection or some other way into the deal
before it gets traction.
Bill Adams, CCIM: Most of my big deals have been
relationship driven, and those relationships started with small
transactions. Representing your client well in a successful
small transaction will lead to more deals and larger deals.
Neil Merin, CCIM: Curate a deep knowledge of
your market and product type with the goal of being the most
COMMERCIAL INVESTMENT REAL ESTATE