strategy and process

Our Process

When you’re evaluating partners to guide you through a complex real estate transaction, it’s important to understand their priorities and how they think. The following describes our approach.

“Failing to prepare is preparing to fail.”
– John Wooden


Many brokers operate from a transaction mindset.

They begin touring or listing properties and focus on “getting the deal done” too early in the process. While this approach is sometimes appropriate or necessary, it can hurt the client’s negotiating position. It tends to put commissions ahead of solutions. We avoid those pitfalls by forging a relationship with you.

It’s a simple equation: good relationships are built on listening. We learn about your needs, your plans, and your budget. We get to know the business plan behind the need. That way, we can make your priorities our priorities. In other words, we’re not just experts on the real estate market. We become an expert on your specific business and real estate needs. Only then can we match your real estate need with the solution that fits your business plan. We don’t just want to close a deal. We want to start a long-term partnership with you.


A good plan is more than developing a timeline or setting a sale price.

It’s a comprehensive process that anticipates costs, budgets more realistically, and negotiates more effectively. It builds on a thorough understanding of the market. We give you an early, realistic assessment of the market and estimate the feasibility of getting a deal done. Depending on project scope, our process involves carefully-selected experts early on, including project managers, architects, engineers, general contractors, and FF&E vendors. We do more planning – and better planning – than other brokers. The result is a smoother, more predictable transaction.

“I run the road, long before I dance under the lights.” – Muhammad Ali


Our planning process reduces risk and uncertainty.

It creates options, and maintains leverage in the execution of your transaction. In an acquisition, we do this by making sure the key players – the architect, engineer, and general contractor – are working for your interests and not someone else’s. That means they’re not misspending tenant improvement dollars or padding costs. They’re also not delaying work unnecessarily. They follow the plan we establish – and they understand who’s signing their checks. It also means that we aggressively pursue alternatives and leverage. In a disposition, our mantra is “persistence and consistency.” We communicate with all the right people, and we make a point of being helpful, proactive, and easy to work with. We are relentless in applying our knowledge to beat the market to the upside on a disposition and beat it to the downside on an acquisition.