CM Flashcards
Statement on Confusion
Tom mentioned you thought I was interested in development. I did want to kick it off and just make it clear that I want to be apart of your team and the capital markets team. Initially when i was getting into real estate, I met with family who naturally steered me towards networking within development. I had the chance to meet with Jude in 2018 and was initally introduced to capital markets and had the chance to go for a different role with limited experience and since then I’ve worked to put myself in a position to where i can go for this again when the opportunity presents itself.
Why Not Development?
- -Too heads down (I desire a mixture of both heads down and sales)
- -A lot of time on the phone with cities + a lot of your success can be out of your control.
- -limited deals per year - would like to see more action
Statement about being on Ryan’s Team
I am going to be blunt and transparent with you both, I really want to be on your team. Everyone speaks very highly of who you both are as people and the success of your team speaks for itself. I realize this is a rare and amazing opportunity and I would be grateful to work underneath you and have your mentorship.
Why CM / Why Do I want this Role?
- Very intrigued with working with institutions versus individual tenants
- Desire a more sophisticated and strategic sales process.
- I believe the office market will rebound, I am not extremely bullish on WFH. Now is the time to be a trusted advisor to a lot of these owners who have probably been a bit uneasy over the last 22 months.
- Somewhat of an untapped market ( I know there has been more activity in recent months) but not many shops have an Associate dedicated to digging up these deals in the 5-20 Million dollar range
My Skill Set
– Sales Experience: Have had very demanding sales training and have been in a fast-paced/high-stress sales environment and had great success in such an environment. Know different buyer personas and how to work with all different types of individuals
– lots of experience “quarterbacking deals” and maneuvering many different objections/hurdles
– Team Player/Leader/know how to be a successful team member: Have either been part of a team or worked on a team my entire life. Realize the importance of communication and how to work together.
– Quick Learner/Intelligent: Was a finance major and it came very naturally to me. want to combine that with my sales experience.
– committed to this path: not 24/25/26 trying to find what I want. I know this is the role I want and the team I want to be on
– Great Culture fit: High motor, strong work ethic, personable,
—adaptable and coachable
NetSuite Experience
- -Spent first 12 months only setting meetings, pounding the phones. Was on the most successful team in NS. Averaged over 200 calls per week.
- Joined new “vertical” and had a hand in building the team from scratch. Had to be self-sufficient and drive own success. Completely built out the database and created our own marketing.
- Was consistently in top 5% of vertical and 10% of all sales reps (was in top 1% when I left to join Andrew)
- -Worked with many VC/PE groups since those were a majority of our customers. Their exit strategy usually involved implementing a new ERP as it added value and showed the sophistication of the company.
— turned down promotion to join brokerage team
Experience going for Multi-Family Role back in 2019
– Great experience, it came down to Drew Rafshol and me as the final two candidates.
– Feedback I received was that it had nothing to do with my ability or my fit on the team, but rather that Drew had RE experience and I didn’t.
– From that moment on, I knew I wanted to be a part of Capital Markets but had to get experience.
— one positive of not getting this positin was that on my NS team is I was really the go-to person and had the opportunity to mentor a few different team members. This was a great growth period for me professionally as I was able to still succeed as I took on a larger responsibility.
Sacrifice of leaving old job + commitment to CM
- -Knew that in order to put myself in the best position when an opportunity like this arose, I was going to have to leave NetSuite and gain real estate experience.
- -Naturally, given my sales background, the smoothest transition was going to be to join a brokerage team.
- -Took 6-figure pay cut
Questions about the Associate Program?
- I know katie is moving back – should I speak with her?
–What are your expectations for the Associate you bring on in this program?
– When Bentley went through the program, did you see a vast improvement from the beginning to the end?
– Do you know if this program is more designed for those coming from sales or financial backgrounds or if it is a healthy mix of the two?
– Day to Day look like?
–
Research of current Deals:
–Transwestern Deal
– Lake Street Deal
– Capital Partners Deal
–FIND OUT EACH PSF/ CAP RATE / Who was seller and who was buyer?
— after doing some research on catalyst/costar I noticed deal volume has substantially increased since the end of last summer and that has continued into 2022. Do you see this runway continuing for the rest of the year ?
Private Capital Sector / Why would I be successful in this market?
– from my understanding, this role is meant to be digging up and cultivating new relationships with owners in the private capital sector that historically has not has had as much attention from CM groups. i have had 4 years of doing this exact process and am very comfortable doing so.
—- I know this is the path I want, I’ve spent the greater part of 3 years preparing myself for this opportunity and I truly believe that if you want something bad enough you’ll commit to doing whatever it takes to be successful in that role.
Why me in this market?
- -Prospecting, prospecting, prospecting…
- –Not afraid to pick up phone
- -
Questions for Ryan:
- -What is the 3 to 5 to 10-year career path you see for this Associate?
- How long of a learning curve do you forsee someone having?
- – ASK ABOUT PROGRAM!!
- –ASK ABOUT HIS EXPECTATIONS
- -WHAT DOES DAY-TO-DAY INTERACTIONS LOOK LIKE WITH HIM AND SONJA?
- Has any team or shop historically focused on the office market in this range?
- -How many deals do you expect or how many deals do you expect someone to dig up in this year on a yearly basis?
– After meeting with the team, I feel like I have a firm understanding of what you are looking for in an Associate and I truly believe my past experiences align with what you are looking for. Is there anything I can clarify on my end or any doubts you would have about bringing me on?
Potential Questions he may ask me?
- -Why do you want to be on our team so badly?
- ————- Amazing opportunity to learn the business and be on extremely successful.
- ————- Great Culture fit, get along with everyone great and can see myself jelling seamlessly from Day 1.
- –great mixture of my financial background and sales experience
Why would you be a valuable asset?
————— not afraid to pick up the phone. team player. Quick learning and willing to put in the time to ramp up quickly.
Have you looked at joining or met with any other CM teams?
————- No, I have not. I am looking for the right fit and don’t want to just join any team. I want to be a part of CBRE.
Closing Statements /Timeline + Follow up Questions:
Anything else you need from me or anything I can clarify?
(Assuming he says no) - great, well thank you again for taking the time to meet with me. I just want to reiterate again my desire to be a part of your team and truly believe I would be a valuable asset.
I am looking forward to staying in touch as you work towards your final decision.
Reflection of meetings with other team members:
Tom - was great to meet with him and put a face to the name that I have heard a lot about. Given that he is at a later stage of his career, I think he was able to provide a different perspective. It was encouraging to hear him speak about the potential he sees in this Associate role and how bullish he is on the private capital sector.
Sonja – seemed like she was an amazing person, easy to work with, and really had a good pulse on the downtown market. Interesting to hear about her background in leasing and her transition into CM.
