S.E.C. Real Estate Observer

Beginning in the early 1960s, commercial and investment real estate professionals began meeting in small groups to brainstorm solutions to the various problems of owning and operating commercial real estate. Out of those discussions, a prominent San Diego-based realtor named Richard Reno began to formalize the discussions, and the process he and his early associates developed has evolved into today’s highly organized marketing sessions.

During the era of plentiful money and easy credit, many brokers and brokerage companies walked away from creative real estate marketing because it was not thought to be needed. Cash to the loan became the rule of the day. With that philosophy, many local real estate marketing groups have either dissolved or fallen on very hard times. However, in “tough” times, I have found creativity in marketing real estate to be most beneficial, especially in the local markets.

The world of investment real estate has changed. In the 12 short months since the economic recession finally hit Wichita, everything about our commercial real estate market has changed, and those who do not recognize the new environment are destined for frustration and failure.

The Kansas CCIM Chapter has been awarded the coveted title of the Presidents Cup Award as the best small CCIM Chapter in the United States. All of us should be a part of something that is judged to be the best in the country at some time in our lives.

With the recent dislocations in the financial marketplace of our country, it seems appropriate to consider how to market real estate during this period of economic uncertainty. One of the important goals for either an owner wishing to sell or exchange, or for a broker seeking to perform brokerage services for a client is to clearly establish what a client’s true needs are versus what they say they want. Often the wants are quite different from the needs. For example, a client who will only accept all cash for his property is going to be at a severe disadvantage in trying to sell his real property.

In difficult economic times, when the economic news is mostly negative, different skill sets are necessary for commercial real estate brokers to successfully market commercial properties to users and investors […]