Marketing Strategy

Once the listing agreement is signed we begin underwriting the potential sale. Some transactions fall apart during the due diligence period due to inaccurate information provided to the Buyer. It is important to view the property, inspect financial data and make copies of all necessary material. Once we prepare the marketing brochure we send an e mail blast and begin calling prospective Buyers.

In addition to our ten (10) point marketing plan, a major part of our marketing process is to contact possible buyers by phone. We have discovered that if an investor is satisfied with an investment in a certain location they will be more apt to want another property in the same vicinity. We have a data base of hundreds of owners for any particular location. Throughout the phone solicitation and marketing process we keep the Seller appraised of the reaction to the property, both positive and negative, in addition we will offer ideas to turn the negative into a positive.

We have a Buyer data base of over 5,000 people who have purchased an apartment house or shopping center in the last three years. In addition, we have a data base of over 19,000 apartment owners in Los Angeles, over 20,000 apartment owners in the San Fernando Valley, owners of 75 or more units in California and Nevada, and Shopping center owners in California and Nevada.

We are in continuous communication with most of the logical buyers for leased opportunities. We know which buyers are active and what their needs, processes and criteria are for acquisitions. However this buyer pool is always shifting and it takes a marketing process and team to make certain all potential buyers are accessed.

An important resource is our ability to access exchange buyers. In many instances we can directly impact their buying decision making process. The critical component is to orchestrate buyer's interest and mold the process of qualified activity. In this manner we can significantly enhance the seller’s ability to influence the negotiating process. This influence impacts price, due diligence periods, sensitivity to questions about operating history, physical issues, and requests for any representations and warranties, etc. It is our duty when representing a seller to place the Seller in a position of strength, while maintaining a quality relationship with the potential buyers. It is critical to express to potential buyers the limited number of opportunities they may have to purchase this size, location, and age of the asset. Our marketing package will emphasize these aspects. Considerable face-to-face interaction and phone calls will determine the extent to which these emotional elements can impact the pricing. We feel this is critical and requires a skilled marketing team. Face to face impact with real time market information and supporting market data is fundamental to successful marketing of an asset.

We have the ability to list and sell investment opportunities that are aggressively underwritten and priced to lead the market and set new levels in their respective areas. We are able to create an environment that results in heightened Buyer demand and ultimately price results. A competitive “bid-like” atmosphere is created that results and sometimes produces offers that exceed Sellers expectations.

Exposure to potential purchasers of a high quality asset should be through an experienced and informed agent. We have closed on a significant number of investment properties. Through this process, we have formulated an approach to marketing which implements the benefits of exposure and competition, while minimizing the impositions to the owner and their management team. These elements are implemented through a short and direct communication channel to the potential buyers and an understanding regarding the sensitivity of the ongoing operation of the property. This approach has been very satisfying and productive to our clients.