10 Leaders Transforming the Real Estate Industry, 2023

Real Estate is a contact sport Real Estate is a contact sport

Innovationisa Perspective

Therealestateindustryhasalwaysbeenadynamic

one,shapedbytechnologicaladvancements, changingmarketdynamics,andtheevolvingneeds andpreferencesofconsumers.NearingthestartofFY24,it standsatacrossroads,withnewchallengesand opportunitiesemergingonaglobalscale.

Inthesepages,youwilldiscoverthestoriesofindividuals whohavenotonlyadaptedtotheevolvinglandscapebut havealsospearheadedgroundbreakinginitiatives,setting newbenchmarksforexcellenceintheindustry.From leveragingcutting-edgetechnologytodriveefficiencyand sustainabilitytofosteringdiversityandinclusion,these leadershaveleftanindeliblemarkontherealestatesector.

Inourexclusiveinterviewsandprofiles,youwillgain insightintotheiruniquejourneys,thechallengesthey've overcome,andtheinnovativesolutionsthey've championed.Theseleadershailfromdiversebackgrounds andregions.Yet,theyshareacommoncommitmentto redefiningtherealestateindustry,makingitmoreinclusive, sustainable,andresponsivetotheneedsofthemodern world.

Astheworldcontinuestograpplewiththeeffectsofa globalpandemicandenvironmentalconcernstakecenter stage,therealestateindustryfacesunprecedented challenges.However,italsostandsonthebrinkof incredibletransformation.Theleaderswefeatureinthis issuearenotonlyshapingthefutureofrealestatebutare alsopavingthewayforamoreresilientandequitable world.

Wehopethattheirstoriesinspireyouasmuchastheyhave inspiredus.Inaworldwherechangeistheonlyconstant,it isindividualslikethesewhoremindusthatinnovation, determinationandapassionforprogresscanturn challengesintogrowthopportunities.

Thankyouforjoiningusonthisjourneytoexplorethe remarkableachievementsandvisionsofthese10Leaders TransformingtheRealEstateIndustryin2023.Wetrust thattheirinsightsandexperienceswillprovideyouwith valuableperspectivesasweallnavigatetheever-evolving landscapeoftherealestatesector.

October, 2023

Abhishek Joshi

Jenny Fernandes Anish Miller

FeaturedPerson

Brief CompanyName

ConorFlynn CEO

KimcoRealtyCorporation kimcorealty.com

ConorFlynnwasnamedChiefExecutiveOfficerofKimco RealtyandappointedtotheCompany’sBoardofDirectorsin January2016.Mr.FlynnjoinedtheCompanyin2003asan assetmanagerandhasheldavarietyofseniorleadershiproles withtheorganization.

DavidShumway RealEstateAgent

Dr.ShenettaMalkia FoundingPresidentand ExecutiveDirector

GeorgeMichaelides OwnerandManaging Director

HessamNadji PresidentandCEO

MarkManheimer CEO

CityWorthHomes cityworthhomes.com

ThePMsOfTheCityRealty thepmsofthecity.com

BuyandSellestateAgency buyandsell.gr

Davidhasbeenworkingintherealestatenicheandholdsthe legacyofbeingthemosthelpfulforhisclients.

Dr.ShenettaisthefoundingPresidentandExecutiveDirector ofEmpowermentEssence&MalkhiaRelationsLLC.Shenetta launchedThePMsOfTheCityin2019.

GeorgeistheOwnerandManagingDirectorofBuyandsell.gr EstateAgencyforthelast15years

HessamNadjiisPresidentandChiefExecutiveOfficerof Marcus&Millichap,aleadingcommercialrealestatefirm specializingininvestmentsales,financing,researchand advisoryservices. Marcus&Millichap marcusmillichap.com

NETSTREIT netstreit.com

UBSAssetManagement ubs.com

SamPrimm Co-owner

SavvasSavvaidis President&CEO

StephenStoner ManagingDirector

FasrerFreedom fasterfreedom.com

GreeceSotheby’s InternationalRealty sothebysrealty.gr

FirstIndustrialRealtyTrust firstindustrial.com

MarkManheimercurrentlyservesasourPresidentandChief ExecutiveOfficer,havingledthecompany’stransformation intoanetleaseREITin2019.

Oliviaisanexperiencedunlistedrealestatefundinvestorand portfoliomanager,withover10years’ofexperienceinvesting inEuropeandglobalportfoliomanagementonbehalfoflongterminvestors.

SamfoundedFasterFreedomtoteachpeopletobecome successfulrealestateinvestorsandachievethatsamefreedom andfinancialindependence.

SavvasSavvaidis,President&CEOatGreeceSotheby's InternationalRealty,isaseasonedrealestateprofessionalwith over20yearsofexperienceinluxuryresidentialrealestate.

Stephenhasbeenprovidingstrategicadvisoryandmanagement servicestocorporatecustomerstoaddresscomplexindustrial realestateneeds.

OliviaMuir HeadofSustainability, RealEstate&Private Markets

Hessam Nadji President and CEO

Therealestatesectorisadynamicandever-evolving

landscape,wherevisionarieshaveredefinedthe rulesofthegame.Fromtheearlypioneerswhosaw thepotentialoflandasavaluableassettothemodern-day innovatorswhoareusingtechnologytorevolutionizethe waywebuyandsellproperty;realestatehasalwaysbeena sectordrivenbyinnovation.

HessamNadji,PresidentandCEOofMarcus& Millichap,isoneofthosevisionarieswhoembraceschange andinnovation,continuingtoshapethefutureofthe commercialrealestatesector.Marcus&Millichapisoneof theindustry'sleadingfirmsandthelargestinNorth Americaspecializingininvestmentbrokerage,financing, researchandadvisoryservices.Thecompanywasfounded in1971andhasbuiltareputationasatrustedpartnertothe commercialrealestateinvestmentcommunity,dedicatedto creatingandpreservingwealthforitsclients.Embracinga client-centricapproach,Marcus&Millichaphasgarnered immensesuccessbyfocusingonlocalmarketknowledge, specializedexpertise,andskillfullyapplyingthattothe uniquecircumstancesofeverytransaction.

Hisjourneyisnothingshortofinspirational.Withan educationalbackgroundincomputerscience,his unconventionalentryintothecommercialrealestateworld showcasedthepowerofadaptabilityanddetermination.

Let's discover how Hessam’s innovation, adaptability and client-centric approach continues to chart a path for the company and its clients, ensuring a prosperous future in the commercial real estate industry!

AVisionaryLeader

Hessam'sjourneyatMarcus&Millichapbeganwhenhe joinedin1996asVicePresidentofResearchandAdvisory Services.Atthiscriticalpointinthecompany’shistory,an aggressivenationalexpansionwaslaunched.Nadjiwas specificallybroughtintoexpandthecompanyfromapure transactionalbrokeragetoincludeanadvisoryand consultativebrandforthefirm.Hisexpertiseinmarket trends,analysesandtechnologycontributedsignificantlyto thefirm'sgrowthandmarketposition.Overtheyears,he advancedthroughtheranks,playingkeyrolesinthe company'smarketing,strategyandsalesdivisions.His clientandmarket-facingroleastheheadofresearchmeant hespentthemajorityofhistimeinfrontofinvestorsand accompanyingthefirm’stopbrokersinclientpresentations.

In2010,Hessamassumedresponsibilityforleading all the firm’snationalspecialtybrokeragedivisions,steeringthe

companytounprecedentedheights.Underhissupervision, thesedivisionsexperiencedrapidgrowthandfunctionedas clientserviceteamsofspecialistsinmorethan12real estatesegments.

Thisphaseofhiscareerincludesthecreationofadedicated divisiontoserviceinstitutionalclientsandelevatethe company'sabilitytocompeteforlargeraccounts.The division,calledInstitutionalPropertyAdvisors,orIPA,has sincebecomeamajorforceinthemarketplacebyservicing theneedsofpensionfundadvisors,publicREITs,sovereign wealthfunds,insurancecompanies,aswellasmajor developers,syndicatorsandprivatefundmanagers.

Hessamplayedakeyroleinthepreparationandexecution ofMarcus&Millichap'sIPOin2013,servingasthechief strategyofficer.InApril2016,hewasappointedasthe presidentandCEO.

Hessamisfrequentlysourcedbynationalbusinessmedia outletssuchasTheWallStreetJournal,Investor'sBusiness Daily,RealEstateForum,CNBC,FoxBusinessTV, BloombergTV,andvariouscommercialrealestate publicationsonbehalfofthefirm.Healsoisamemberof theNationalMultiHousingCouncil,theUrbanLand Institute,ICSCandNAIOP.

ThePathtoSuccess

HessamwasborninIranandhisfamilymigratedtothe U.S.in1978wherehisfatherhadalwaysdreamedofliving. TheIranianrevolutionforcedthefamilytoreturntoIran, withHessamstayingbehindinSeattlejustafterhehad finishedhighschool.

Whilepursuingacomputersciencedegree,hetookadata entryjobatGrubb&Ellis,thethird-largestfull-service commercialrealestatefirmatthetime.Hisjobwastotrack

e advisory insights offered by our research team identify emerging trends that investors can capitalize on to position ahead of the market.

10 Leaders Transforming the Real Estate Industry, 2023

andenterdataonpropertiesandtenantsoccupyingthem.As acomputersciencemajor,hehadeveryintentionof pursuingasoftwaredesignorprogrammingcareerbut embracedtherealestateresearchopportunityeventhough hehadnoknowledgeofcommercialrealestate.

Hiscareergrewrapidlyashestartedtofocusontrendsthat wouldhelprealestatedecision-makersandthebrokershe workedwithgainbusiness.Hewentwithbrokerstoclient presentationsandhelpedthemconvertmarketinsightsto tenantrepresentationandlistingassignments.Thisput researchinabusinessgenerationlightasopposedtoan academicexerciseandwasnoticedby Hal Ellis, Founder and CEO ofthecompanyatthetime.Withinafewshort years,Hessamwaselevatedtoleadthecompany’sresearch andtechnologynationally.

Throughouthiscareer,Hessam'sworkphilosophyhas alwayscenteredaroundgoingaboveandbeyondtoadd value,leadershipthroughservitude,holdingoneself accountabletoresultsanddeliveringvaluebeyond expectations.Ashefrequentlycitesininterviewsand presentations,heisabigbelieverintheAmericandream andtheuniqueopportunitiesaffordedtothosewillingto workhardinAmerica.Healsoseeshismainroleasateam buildersurroundinghimselfwithpassionate,individualistic thought-leaderswithapropensitytocollaborateandputthe companyfirst.

HoldingTheFort

Marcus&Millichapco-foundersGeorgeMarcusandthe lateBillMillichaphadavisionforthethen-small brokerage.TheytappedHessam’sresearchandtechnology expertisetoenhanceMarcus&Millichap’sbrand,focuson clientrelationshipsandboostsales.

Itwasagreatmatchofpersonalityandsharedvisionthat resultedinvariousroleexpansionsforHessamoverthe years,withthefoundersultimatelypromotinghimtoCEO in2016.

UnderHessam'sleadership,Marcus&Millichaphas expandedtonearly2,000investmentbrokeragesalesand financingprofessionalswith80officesacrosstheU.S.and Canada.Hessam'sprimaryresponsibilitiesinclude overseeingthecompany'sstrategicdirection,operations, drivinggrowthandcreatingvalueforclients,thesalesforce andsupportstaff.

Hiscommitmenttoswiftexpansionisunderscoredby

strategicappointments,acornerstonetoenhancingthe firm'sleadership.RichardMatricariaandJ.D.Parker, promotedtodivisionalCOOs,andGregLaBerge,Chief AdministrativeOfficer,illustratethisprogression.

MatricariaandParkertransitionedfrominvestmentbrokers toadeptmanagersoverseeingmultipleoffices.Their profoundgraspofMarcus&Millichap'sbrokers'needs, technologicalacumen,brandingprowess,andunwavering commitmenttodrivingtransformationhavebeen instrumental.

LaBergeoverseesinfrastructure,technologyinitiatives, administrativesupport,andresearch.Hisextensive background,spanning brokerrolestospecialty directorshipsandaugmentedwithsubstantialconsulting experience,enrichesMarcus&Millichap.

EvanDenner,HeadofBusinessforMarcus&Millichap CapitalCorporation(MMCC)brings30+yearsofreal estatecapitalmarketsmastery.SteveDeGennaro,theCFO, boastsaSiliconValleytechnologyexecutivebackground, coupledwithrobustM&Aexperience.MarkCortell,the firm'sChiefLegalOfficer,transitionedfromprivateequity, contributingvaluableM&Ainsight.ChiefMarketing OfficerAndrewStrockis,previouslyahigh-ranking marketingexecutive and businessstrategyconsultant, fortifiedtheleadershipteaminlate2021.

Thisdynamicsynergyamongthefirm'sthoughtleaders nurturesacultureofconsensus,individualideation,and vibrantdiscussions,culminatinginseamlessalignmentfor impactfulexecution.Thishasbeenfurtherdevelopedby Hessam'sleadershipphilosophy,whichcentersonstaying humble,servingaspartofateamandbeingaccountablefor clientresultsaswellasthecareerdevelopmentandsuccess ofthecompany'sprofessionals.Hessamispassionateabout seizingopportunitiesandleavingalastingimpactthrough thevaluehecreatesforothers.Thisisgroundedbyhis experienceasanimmigranttotheUnitedStates,whichhe believesinpayingforward.

ShortlyafterbecomingCEO,Hessamworkedwiththe Boardtoexpandthecompany'sgrowthstrategy.Marcus& Millichap'sprovenorganicgrowthisoneofthefirm's cornerstoneadvantagesinthemarket.Thecompanyhas continuedtoimproveitsorganicgrowthwhileexpanding itsgrowthstrategythroughkeyacquisitionsandby attractingmarket-leadingbrokersandfinancing professionalsandteams.

PillarsofSuccess

ThesuccessofMarcus&Millichap'scommercialrealestate strategyliesinitsunwaveringcommitmenttoclients' wealthcreationandpreservation.Hessamsays,“Our overarching mission is to help our clients create and preserve wealth by providing the best commercial real estate investment sales, financing, research and advisory services in the industry.”

Marcus&Millichap'sfourmainchartersincludefurther buildingdominanceintheprivateclientsegment, increasingpenetrationinlarger,institutionaltransactions, expandingfinancingservicecapabilities,andstrengthening advisory,researchandconsultativeservices.

Marcus&Millichap'sphilosophyhasbeendrivenbybeing theverybestinitsspecializednicheof‘makingamarket’ foreverypropertyitrepresentsbyexposingittothelargest poolofqualifiedbuyersandmaximizingvalue. Thefirm alsoprovidesaccesstoactivelendersonthecapitalmarkets side,therebybringingthebestfinancingstrategyand executiontoborrowers.

Bycomplementingorganicgrowthwithtargeted acquisitionsandfosteringadiverseandinclusivework environment,Marcus&Millichapremainsattheforefront ofthecommercialrealestateindustry Thecompanyserves privateinvestors,high-net-worthindividuals,partnerships, privatefundsandmajorinstitutions.

e company believes that the eventual passing of the current ‘perfect storm’ that impedes brokerage and nancing will esult in higher volumes as the market reprices and credit conditions normalize.e company believes its strategy to invest in infrastructure, proprietary technology and strategic acquisitions during the current market dislocation will pay dividends as the market recovers.

ThePowerPack

Thecompanyhasspecializeddivisions,suchasIPA, recognizingthedifferentneedsandexecutionrequirements ofinstitutionalandprivateclients.AdditionallyMMCC,a topfinancingintermediary,primarilyservicesprivate clientsinthe$1-$20millionpricepointandacapital marketsdivisionwithinIPAthatservicesinstitutional financeneedsabovethe$20millionpricepoint.

Marcus&Millichap/IPAbridgesinstitutionalandprivate capital,providingvalueforsellersandexpanding investmentoptionsforbuyers.Thecompany’sresearch advisorycapabilitiessupportstrategyformationand decision-makingforclients,withdedicatedprofessionals producingpublications,researchbriefsandcustom analyses.

SeizingOpportunities

Sinceitsfoundingover50yearsago,Marcus&Millichap hasevolvedthrougheveryrealestatecyclewithasingle focusofaddingvaluetoitsclients.Hessamsays,“This means whether an investor is looking to buy, sell, refinance or hold – we’re ready to provide them with the marketleading expertise and services that we’re known for.”

Throughthemarket'supsanddowns,thededicatedresearch teamhasprovidedinvestorswiththeknowledgeand insightsneededtomakeinformeddecisions.Healsostates, “Our highly trained and specialized brokerage and financing experts serve as trusted advisors, working with our clients to make the right investment choices at the right times and execute with confidence.”

Thefirm’scapitalmarketsprofessionalshaveprovided clientswithfinancingexpertiseandtailoredsolutionswhen purchasingorrefinancingaproperty.Clientslookingtosell havefoundsuccessthroughthecompany’sunparalleled marketingplatform,cultureofcollaborationandabilityto accesscapitalacrossgeographiesandproducttypes.

IntegrationofModernPractices

Marcus&Millichap'sentirebusinessmodelisbasedon informationsharingtomatcheverypropertyitrepresents forsalewiththelargestqualifiedbuyerpool.Sharingdata amongitssalesforcehasbeenakeystonedriving technologyandautomationfocusfromthestart. Technologyisingrainedintheculture,businessplan, internallyandforclients.Manyenterprisesystemsand

Our company’s emphasis on knowledge, research, insights and advisory services ties back to how I started in the industry–tracking the local commercial real estate market in Seattle.

customizedapplicationsareuniquetothefirmand constantlyevolve.

TransitionsforPerpetualGrowth

Makingamarketinanymarkethasbeenalongstanding hallmarkofMarcus&Millichapforthepast50-plusyears.

Thecompany'sgoalistoachievethebestpossibleresults fortheclient,evenindisruptedmarketconditions. Knowingtherealbuyers,increasingtheprobabilityofa successfulcloseandidentifyinglikelylendersarecrucialin adisruptedmarket.Inmarketconditionslikethoseoftoday, “value-addedbrokerage”isevenmorecriticalandisanart thatinvolvesmakingamarketonepropertyatatime–this iswhereMarcus&Millichapexcels.

Marcus&Millichapintegratesalargeandqualifiedsales force,financingexperts,cutting-edgeresearch,information sharing,professionalmanagersandthelatesttechnology. Thecompanyisconstantlyimprovingandtakingits servicestothenextlevel,focusingonmaximizingvaluefor itsclients.

WhatNext?

Thecompanybelievesthattheeventualpassingofthe current‘perfect storm’instigatedbytheFederalReserve’s mostaggressiveinterestrateincreasesin40years, impedingpropertysalesandfinancingwillresultinhigher volumesasthemarketrepricesandcreditconditions normalize.Drawingfrompastmarketdownturns,thefirm hasdevelopedaplaybookthatconsistentlyresultedin above-averagegrowthandmilestonesinrecoverycycles. Thisisachievedthroughacontinuedfocusonrecruiting experiencedprofessionals,acquiringstrategic

complementaryfirmsandprovidingtraining,internal communicationandbestpracticessharingtosupportthe salesforce.

Anadditionalareaoffocusisproprietarytechnology enhancementstobetterconnectpotentialbuyersandsellers withinvestmentbrokerageandfinancingprofessionals.For example,theintroductionofanewtoolcalledMyMMI automaticallyconnectsbuyerswithavailablepropertiesfor saleandnotifiesthemofnewlistingsthatmatchtheir searchcriteria.Thisenablesclientstotapintothelargest qualifiedbuyerpoolsintheindustry,generatingmore interestandoffersonlistings.

Anotherareaoffocusistheexpansionofthecommercial propertyauctionplatform,whichprovidesanadditional avenueforcommercialrealestatemarketingand transactions.Therehasbeensignificantmarketinterestin thisoffering,whichhelpssecurethebestpossiblepricesfor sellersinanacceleratedtimeframe.

Additionally,thecompany'sloansaleandworkoutofferings throughitsdedicatedloansalesdivisionaimtoassist lendersfacingunforeseencircumstancesinthemarketor macroenvironment.Providingsupporttoclientsregardless oftheirgoalsandchallengesisakeyfeatureofMarcus& Millichap'sall-weatherbusinessmodel.

OnTrend

Commercialrealestateinvestorsarebecomingincreasingly sophisticated.Thisisbeingdrivenbythreeforces-the increasedavailabilityofinformationandresearch,the transferofwealthfromBabyBoomerstotheirchildrenand anincreasingnumberofinvestorswhoincluderealestatein theirportfolios.Asthistrendplaysout,investorsare placingagreateremphasisoninformationandinsightsona macroandlocallevel.

Marcus&Millichapaimstobethemostcomprehensive gatewaytosuccessthroughouttheentireinvestment spectrumforitsclients.Thisincludesaccesstoinventory foracquiringtherightassets,utilizingthecompany’s researchtovalidatepricingandsupply/demandtrends. Onceaninvestorisfocusedonmaximizingreturnsduring theholdperiod,thecompany’sresearchandlocalbrokerprovidedmarketupdateshelpbenchmarkperformanceand maximizeneeds.Whenitcomestimetorefinanceorsell, Marcus&Millichapcreatesvaluebyaccessingthelargest andmostqualifiedbuyerpoolforeachproperty Tosecure themostcompetitivefinancingandfavorableterms,itsloan

Grubb & Ellis had vision and market reach but lacked discipline and granular focus which sadly led to its demise. Having seen that in the early part of my career, I developed a deep appreciation for George Marcus and Bill Millichap’s focus on company fundamentals, internal support and client service. Marcus & Millichap has one of the strongest balance sheets in the business and no debt because of that discipline.

originatorsaccessthelargestnetworkoflendersinthe industry Tobringitalltogether,Marcus&Millichap’s executionissimplysecondtonone.

Tohelpinvestorsnavigatethecomplexitiesofcommercial realestateinvesting,Marcus&Millichap’sdedicated researchteamtracksandreportsonmajoreconomicand investmenttrends.Hessammentions,“The advisory insights offered by our research team identify emerging trends that investors can capitalize on to position themselves ahead of the market.”

Atthesametime,thefirm’sindustry-leading,highly specializedsalesforcecanofferinvestorsstreet-level informationharnessedthroughtechnologytohelpguide decisions.Marcus&Millichapbrokersfocusonspecific propertytypeshoningtheirexpertiseinthespecialty, makingthemthemostknowledgeableresourceatthelocal level.

Hessamsays,“Our company’s emphasis on knowledge, research, insights and advisory services ties back to how I started in the industry–tracking the local commercial real estate market to find an advantage.”Atthetime,henoticed thatthenuancesofthemarketwerecreatingunique opportunitiesandsoughtwaystohelpclientscapitalize ontheinformationmostwerelookingpast.Today,that strategyalignsperfectlywiththeincreasinginvestor sophisticationthatwilldrivethemarketinthecoming years.

Commercialrealestateinvestmenthaslongbeena

favoredavenueforthoselookingtodiversifytheir portfoliosandgeneratepassiveincome.The commercialrealestatesectorencompassesawiderangeof propertytypes,includingofficebuildings,retailspaces, industrialfacilities,andmultifamilyhousing.Whilethere arecertainlyopportunitiesforsubstantialfinancialgainin thismarket,itisessentialtounderstandtheassociatedrisks andconsiderationsbeforeventuringintocommercialreal estateinvesting.

CommercialRealEstatePropertyTypes

Ÿ OfficeBuildings:Investinginofficespacescanprovide stablerentalincome,especiallyinwell-established businessdistricts.However,theymaybesensitiveto economicfluctuationsandtenantturnover.

Ÿ RetailSpaces:Retailproperties,suchasshopping centersandmalls,offeropportunitiesforsteadyrental income.Locationiscrucial,asfoottrafficandtenant successcangreatlyimpactreturns.

Ÿ IndustrialProperties:Warehousesandindustrial facilitieshavebecomeincreasinglypopularduetothe growthofe-commerce.Thedemandforlogisticsand distributioncentershasdrivenuppropertyvaluesinthis sector.

Ÿ MultifamilyHousing:Apartmentcomplexesand multifamilyhousingcanprovideconsistentrental incomeandareoftenlessaffectedbyeconomic downturns.However,theyrequireactivemanagement andmaintenance.

Ÿ Hotels:Hotelpropertiescanyieldhighreturnsduring tourismseasonsbutmaybesubjecttoseasonalityand marketfluctuations.Theyalsorequirecareful managementandmaintenance.

OpportunitiesinCommercialRealEstate

RentalIncome:Oneoftheprimaryattractionsof commercialrealestateisthepotentialforstableand lucrativerentalincome.Commercialpropertiesoftenhave long-termleaseswithestablishedtenants,providinga consistentcashflowstreamforinvestors.

Appreciation:Overtime,commercialpropertiescan appreciateinvalue,potentiallyleadingtosignificantcapital gains.Economicgrowthinthearea,improvementstothe property,andincreaseddemandcanallcontributeto propertyappreciation.

PortfolioDiversification:Investingincommercialreal estateallowsfordiversificationoutsideoftraditionalasset classeslikestocksandbonds.Thisdiversificationcanhelp mitigateriskinyouroverallinvestmentportfolio.

TaxBenefits:Thereareseveraltaxadvantagesassociated withcommercialrealestateinvesting,including depreciationdeductions,1031exchanges,andpotential capitalgainstaxreductions.

TripleNetLeases:Somecommercialleases,suchastriple netleases,shiftcertainpropertyexpenses(e.g.,property taxes,insurance,andmaintenance)tothetenant,reducing thelandlord'sfinancialresponsibilitiesandincreasing passiveincome.

FinancingOptionsforCommercialRealEstate

Ÿ TraditionalMortgages:Commercialrealestate investorscanobtainfinancingthroughtraditionalbanks orlendinginstitutions.Theseloansoftenhavefixedor variableinterestratesandrequireadownpaymentof around20-30%.

Ÿ CommercialMortgage-BackedSecurities(CMBS): CMBSarebondsbackedbycommercialmortgages. Theyallowforthepoolingofloans,whicharethensold toinvestors.Thiscanbeanalternativefinancingoption forpropertyownersandinvestors.

Ÿ PrivateLenders:Privatelendersorhardmoneylenders canprovideshort-termloansforcommercialrealestate investments.Theseloansoftencomewithhigher interestratesbutcanbemoreaccessibleforcertain projects.

Ÿ RealEstateInvestmentTrusts(REITs):REITsare companiesthatownorfinanceincome-producingreal estateinvariouspropertysectors.InvestinginREITs offersawaytoaccesscommercialrealestatewithout owningphysicalpropertiesdirectly

Ÿ CrowdfundingandOnlinePlatforms:Someplatforms allowindividualstoinvestincommercialrealestate projectscollectively.Theseplatformscanprovide accesstocommercialpropertieswithlowercapital requirements.

Ÿ SellerFinancing:Insomecases,sellersmaybewilling tofinanceaportionofthepurchaseprice,allowing investorstoacquirepropertieswithlessupfrontcapital. Thisarrangementcanofferflexibilitybutrequires negotiationskills.

Ÿ JointVenturesandPartnerships:Collaboratingwith otherinvestorsorrealestatedevelopersthroughjoint venturesorpartnershipscanprovideaccesstolarger, morecomplexcommercialprojectsandsharedfinancial responsibilities.

Ÿ GovernmentPrograms:Somegovernmentprograms offerfinancingoptionsandincentivesforspecifictypes ofcommercialrealestateinvestments,suchaslowincomehousingorenergy-efficientprojects.

RisksinCommercialRealEstate

PropertyManagement:Effectivepropertymanagementis crucialformaintainingaprofitablecommercialrealestate investment.Inefficientmanagementcanleadtohigh vacancyrates,tenantdisputes,andincreasedoperational costs.

StrategiesforSuccessfulCommercialRealEstate Investing

ThroughDueDiligence:Beforeinvesting,conduct thoroughresearchontheproperty,market,andpotential tenants.Understandingthelocaleconomicconditionsand rentaldemandisessential.

Diversification:Considerdiversifyingyourcommercialreal estateholdingsacrossdifferentpropertytypesand geographiclocationstospreadrisk.

PropertyManagement:Engagereliableproperty managementservicestohandleday-to-dayoperations, tenantrelations,andmaintenance,ensuringyourinvestment runssmoothly.

FinancialAnalysis:Evaluatethefinancialaspectsofa potentialinvestmentcarefully Assesscashflow,operating expenses,andpotentialforappreciation.

RiskMitigation:Bepreparedformarketdownturnsby maintainingsufficientcashreservestocoveroperational costsincaseofvacancies.

Olivia Muir

IalwayshopedI'dmakeagoodleaderinbusinesswhen

mytimecame,enablingmetoputintopracticeaskill I'vehonedoverdecadesononesportsfieldoranother atschoolanduniversity

Theopportunitytoleadmyownteamcameinmid-2022,as weemergedfromthepandemic(forafinaltime?)that transformedourworldsandworklives.Hybridworkinghas clearlybeenagamechanger,whichisheretostay;forour firm,ithasenabledustowin(andkeep)keytalent,while competitorspursuedmoreaggressiveback-to-the-office strategiesatallcosts.Formepersonally,ithasbeen immeasurablyvaluable,enablingmetostrikesome semblanceofawork-lifebalance.Butasanemployeeand leader,ithasalsobroughtnewchallenges,asweallknow, whichnodoubtwillcontinuetoevolveandchange.

Likeanygoodchallenge,thereisn'tasinglesolutionor 'best'remoteleadershipapproach.Aneffectiveleadership styledependsontheleader,theteam,theindustryandthe context.Forme,asuccessfulmodernleaderoffersa numberofkeyqualitiesasoutlinedbelow.

Two-waytrustisparamount,butweallknowtakestimeto buildandismadeharderinavirtualworld.Myteam, spreadacrossfourcities(London,NewYork,Zurichand SanFrancisco),wasnewtomewhenItookover.Regular, shortinformalone-to-onecatchupswerekeyto acceleratingmyrelationship(andmutualtrust)building, includingthatoften-skipped-oversmalltalkaboutfamilies, weekends,holidaysthatmustbeintentionalinaremote world.IfIdon'tcareaboutmyteam'slivesoutsideofthe office,Icannotmanageandleadthoseindividuals effectively;'humanising'theremoteworkplace,reminding ourselvesthatwhilewemaybeinteractingviascreensitis ultimatelywithanothervulnerablehuman.Knowingmy team,theirstrengthsandweaknesses,enablesmetoadapt myapproachtoeachindividualandtrytogetthebestoutof eachofthemwhilealsoenablingmetobeaflexibleleader toaccommodatepersonalrequirements,whichIotherwise wouldn'tbeawareof.Icannottalkabouttrustwithoutalso

mentioningpsychologicalsafetyandtheroleofaleaderin ensuringthatforateam'sculture;psychologicalsafety enablesopencollaboration,challenge,feedbackand democraticdialoguethatweallknowacceleratesconsensus andultimatelyresults.A'NoRulesRules'approach,ifyou will,(asfarasthatispossibleinhighlyregulated institutions)toensureindividualfreedomandresponsibility andcollaborativetrustacrossandwithina(vulnerable) team,drivenbythedesiretoachievethebestoutcomesand acceleratetowardstheteam'svision.

About the Leader

Olivia Muir is the Head of Sustainability for Real Estate & Private Markets (REPM) within UBS Asset Management (UBS-AM). In this role, she is responsible for sustainability capabilies, processes and products across all business areas in REPM, along with her team. Olivia also oversees the expansion and growth of new sustainable investment acvies across the business.

Prior to this, she was a Porolio Manager in REPM's Mul-Managers Real Estate (MMRE) plaorm since 2013. Olivia was involved in underwring and monitoring investments across Europe and the UK, as well as managing three global mandates. She also led MMRE's sustainability acvies since 2015.

Olivia joined UBS-AM in June 2011, where she worked within the direct real estate team in the UK. She sits on the REPM Management Forum and a number of industry bodies, including GRESB's Real Estate Standards Commiee.

Willingnessto'getyourhandsdirty'Ithinkisalsokey, demonstratingthataleaderisacaptainonthemuddyfield notasuitedmanagerwatchingfromthesidelinesandthisis particularlytrueinavirtualworld,whereitislessclear whoisdoingwhatandhandsonhelpcanreally demonstrateactionevenwhenremote.Notaskshouldbe 'beneath'aleaderandagoodleaderiswillingtodo whateverittakestogetsomethingdonewiththeteam,even ifthatdoesmeanundertakingadministrativetaskson occasion.

Linkedtothisisenablement,aroleagoodleaderhas alwaysplayedfortheirteam,virtualornot.Iregularlyask myteamwhatIcandotoenableorhelpandIthinkthisis nowmoreimportantthanever;leadersmustbevery intentionalaboutensuringtheirteamsareenabledbecause inthevirtualworlditishardertospotareasofissueand challengethanifyouweresittingnexttosomeoneevery day.Soensuringyourteamisadequatelyresourcedand connected,doesn'tfaceunnecessarybarriersandhasthe support/toolstheyneedtogettheirtasksdoneisan increasinglyimportantaspectofleadershipwhichwemust beveryintentionalabout.Thenextsteptothisenablement ofateamisthenofcourseempowermentandlinkstotrust discussedabove,togetherformingawinningcombination foraneffectiveenabledandempoweredteam.

Communicationismyfinalvitalcomponentforasuccessful relationshiporteamandasaleaderIamincreasingly intentionalnotjustaboutcommunicationstyle,butmore importantlyaboutlistening,whichvirtuallymustinclude extraattentiontobodylanguageandemotionalsignsthat don'tneedsomuchintentionalthoughtwheninperson.The knowledgeinmyteamismorethanIcanevergrasp,as theirleadermyroleistoaidinconnectingdots,enabling discussionandensuringthatthatknowledgeisusedwhere itismostneeded.Communicationfromallistherefore paramount,althoughwemustbecarefultostrikeabalance andavoidoverwhelmingdiariesandminds.

Communicationofaclearvisionwithpurpose,and associatedprecise,detailedtargetoutcomes(setina collaborativeandtransparentway)isparamount;wemust know(andgenerallyagreewith)whichdirectionwe're planningtodrivein,wemustthenbesurewe'reallactually drivinginthatsamedirectionand,perhapsmostcrucially, wemustknowwhywe'regoinginthatdirectiontoo.

Myfinalwordsconsidermyownroleandfocus, sustainabilityinrealassets.Acomplexandever-evolving

space,asweallknow.Myteamis,asmostother sustainabilityleadswillagree,sailingunchartedterritory quiteoften,withfewtroddenpathstofollow.Idonot thereforehaveeveryanswerorknowthateverypathwe pursuewillbecorrect.Howtowinbuy-inandsupportfor yourambitions,withoutalwayshavingtheevidencetoback thatup,isanothernecessarypieceinmanyleaders'toolkits.

Thisbringsusbacktotheimportanceofvisionand communication,aclearvisionwithpurposeandtheability tocommunicatepersuasivelyandcollaborativelyinorderto winsupporttodriveyourteam'sagendaforwardandenable themtosucceed.Allthisisclearlyharderinavirtualor hybridworld,theemotionalwinningofheartsandminds frombehindascreenandensuringyourmessageisloud andclearabovethedogbarking,thedoorbellringingand themobilehiddenbeneaththewebcam.

Inthebustlingworldofrealestate,wheredreams

arebuilt,andpropertiesaretransformedinto homesandlucrativeinvestments,thereexistsa dynamicandenterprisingco-ownerwhostandsout amongthecrowd.Withanunwaveringpassionforthe industryandakeeneyeforopportunity,SamPrimm hascarvedanicheforthemselvesandtheiresteemed realestatecompany

Inthefast-pacedrealmofbusinesstransactions, wheredealsarestruck,andpartnershipsareforged, Samstandstallasatrustedandrespectedfigure.His deepunderstandingoftherealestatemarket,coupled withhisunwaveringcommitmenttodelivering exceptionalresults,hasgarneredthemareputation thatissecondtonone.

Withanimpressivetrackrecordofsuccessful venturesandaportfoliothatspansacrossresidential, commercialandindustrialproperties,Samhas establishedhimselfasaforcetobereckonedwith. Theirabilitytoidentifyemergingtrends,anticipate marketshifts,andleveragestrategicallianceshas propelledtheirrealestatecompanytonewheightsof success.

BeingtheCo-ownerofFasterFreedom,heisguided byacustomer-centricapproach;Samensuresthat

clients’needsandgoalsarealwaysattheforefrontofevery transaction.Thepersonalizedandtailoredsolutionshave earnedthemthetrustandloyaltyofadiverseclientele, rangingfromsmallbusinessestomultinational corporations.Whetherit’sidentifyingundervalued properties,negotiatingfavorabledeals,orproviding comprehensiveinvestmentstrategies,Sam’sexpertiseis unmatched.

Inaworldwhererealestateisbothanartandascience, Samandhiscompany-FasterFreedom-havemasteredthe delicatebalancebetweenthetwo.Hiscreativity,combined withmeticulousattentiontodetail,hascreatedremarkable spacesthatinspireandcaptivate.

WeatInsightsSuccessinterviewedSamonpioneering innovativesolutionsthatstreamlineprocessesand maximizevaluefortheirclients.

Let’s delve into the intercepts of the interview!

Briefouraudienceaboutyourjourneyasanacademic leaderuntilyourcurrentpositionatyourcompany. Whatchallengeshaveyouhadtoovercometoreach whereyouaretoday?

Mystoryisrelatableformostpeople.Mostpeopleare normal,andIamasnormalasitgets.Igrewupinthe middleofthecountry,Missouri,andinthemiddleofthe middleclass.

Iamnormalandhaveachievedsomeprettycoolstuff despitenothavinggrownupwithasilverspoon.Ihave flippedover1000housesandownover$45millioninreal estate!

Enlightenusonhowyouhavebeenimpactingthe dynamicindustrythroughyourexpertiseinthemarket.

Ihavealmost2.3millionfollowersonsocialmedia.Igive awayatonoffreeadvicethatmotivatesandgivesdirection forpeopletotakeactionandinvestinrealestatefor themselves.Ialsohaveover1200studentsthatownover $200millioninrealestate.

Describeindetailthevaluesandculturethatdriveyour organization.

Belowarethecorevaluesthatdefinetheethosof FasterFreedom:

Ÿ AmindsetofAbundance:Thereisenoughfor everyone.

Ÿ Embracethebeliefthatthereisenoughforeveryonein therealestateindustry.

Ÿ Fosteracollaborative,inclusiveenvironmentthat encouragescooperationandmutuallybeneficial outcomes.

Ÿ Approachbusinessopportunitieswithamindsetof abundance,seekingwin-winsolutionsforallparties involved.

Ÿ ContinuousImprovement:Grow,innovateandbe opentochange.

Ÿ Fosteracultureofgrowthandlearning,both individuallyandasateam.

Ÿ Encourageinnovationandadaptabilitytostayaheadof markettrendsandevolvingclientneeds.

Ÿ Embracechangeandactivelyseekoutwaystoimprove processes,strategies,andoutcomes.

Ÿ Integrity:Wedotherightthing

Ÿ Upholdthehigheststandardsofhonesty,ethics,and transparencyinallbusinessdealings.

Ÿ Demonstrateastrongmoralcompassandalwaysdo whatisright,eveninchallengingsituations.

Ÿ Buildtrustandcredibilitywithclients,partners,and stakeholdersthroughconsistentintegrity

Ÿ Funandsupportive:Friendly,openanddramafree

Ÿ Fosterafriendlyandopenworkenvironmentwhere teammemberscanthrive.

Ÿ Promoteadrama-freeatmospherethatvalues collaboration,mutualsupport,andpositivity.

Ÿ Encourageahealthywork-lifebalanceandcelebrate achievementstogetherasateam.

Ÿ CouragetoPersevere:Beunstoppable.

Ÿ Embracechallengesandsetbacksasopportunitiesfor growthandlearning.

Ÿ Demonstrateresilienceandarelentlessdriveto overcomeobstaclesandachievesuccess.

Ÿ Encourageacan-doattitudethatinspiresothersto persistandpersevereinthefaceofadversity

Ÿ ExtremeOwnership:Justownit.

Ÿ Takefullresponsibilityforactions,decisions,and outcomes.

Ÿ Encourageacultureofaccountabilitywhereindividuals takeownershipoftheirresponsibilitiesandoutcomes.

Ÿ Leadbyexampleandinspireotherstotakeownershipof theirrolesandcontributetotheoverallsuccessofthe company

Ÿ LoveandRespect:Putpeoplefirst.

Ÿ Prioritizethewell-beingandsatisfactionofclients, partners,andteammembers.

Ÿ Treateveryonewithempathy,kindness,andrespect, fosteringacultureofinclusivityanddignity

Ÿ Cultivatestrongrelationshipsbasedontrust, understanding,andgenuinecareforoneanother.

Undeniably,technologyisplayingasignificantrolein almosteverysector.Howareyouadvancingtowards technologicalinnovationstomakeyoursolutions resourceful?

WehaveleveragedAIandcreatedourownChatBotjust likeChatGPTbutfocusedonrealestateinvestingand answeringquestions. www.samchat.io isthesite.

What,accordingtoyou,couldbethenextsignificant changeinyoursector?Howisyourcompanypreparing tobeapartofthatchange?

Theeconomicandrealestateshiftsarealwayssomethingto keepaneyeon.ButArtificialIntelligenceiscominginto theworldandwillaffecttherealestatemarketand investingmarket.Iamstayingontopofallthenewsand embracingtechnologyandAI.Historyshowsusthatthose whoembracetechnologyprogresswithit,andthosewho resistitfadeaway

Wheredoyouenvisionyourselftobeinthelongrun, andwhatareyourfuturegoalsfortheorganization?

OurgoalistobringanNBATeamtoSt.Louisandhavea billion-dollarorganization.Thereisnosetdateforthis goal;let’sjustsayitisalong-termgoal.

Whatwouldbeyouradvicetobuddingentrepreneurs whoaspiretoventureintothedynamicindustry?

Don’tgiveup.Itsoundssimple,butthereispowerin simplicity Thedifferencebetweenthosewhomakeitand thosewhodon’tisnotskills,connections,orevenhard work.Thedifferentiatorispeoplethatfail,giveup,and thosethatwin,fail,anddon’tgiveup.

Whatmakesrealestatesuchapowerfulwealthcreation tool,andwhatstrategiescanbeemployedtoinvestin realestateeffectively,evenifitmeansoutsourcingthe learningprocessorincurringreasonablecosts?

Realestatehascreatedmoremillionairesthananyother typeofinvestmentstrategy.So,figureoutawaytobuyreal estate.Whetherthatmeanshiringoutthelearningprocess, itisawealthcreationtoolandthemostprovenpathto wealth,sofigureouthowtoinvestinrealestateatall reasonablecosts.

Technology in Modern The Role of Real Estate Technology in Modern

Therealestateindustryhasundergonearemarkable

transformationinrecentyears,largelythanksto advancementsintechnology Traditionalmethodsof buying,selling,andmanagingpropertieshaveevolvedtoembracea digitaleracharacterizedbyefficiency,transparency,and accessibility.Inthisarticle,wewillexplorethemultifacetedroleof technologyinmodernrealestateandhowithasrevolutionizedthe wayweengagewiththisindustry

PropertySearchandDiscovery

Oneofthemostnoticeablechangesbroughtaboutbytechnologyin realestateisthewaypeoplesearchforproperties.Gonearethedays offlippingthroughclassifiedadsordrivingaroundneighbourhoods insearchof"ForSale"signs.Now,prospectivebuyersandrenters canaccessawealthofinformationonline.Realestatewebsitesand mobileappslikeZillow,Realtor.com,andRedfinoffer comprehensivelistingswithhigh-qualityphotos,virtualtours,and detailedpropertyinformation.Thisconveniencestreamlinesthe searchprocess,savingbothtimeandeffort.

VirtualToursand3DVisualization

Technologyhasalsointroducedimmersiveexperiencesintothereal estatemarket.Virtualtoursand3Dvisualizationtoolsallow potentialbuyersandrenterstoexplorepropertiesfromthecomfort oftheirhomes.Thisnotonlyimprovestheefficiencyofproperty viewingbutalsoreducestheneedforin-personvisits,makingthe processmoreaccessibletothoseunabletotravel.Virtualreality (VR)andaugmentedreality(AR)applicationstakethisastep further,enablinguserstovirtually"walkthrough"propertiesand visualizepotentialrenovationsorinteriordesigns.

DataAnalyticsandMarketInsights

Data-drivendecision-makinghasbecomeahallmarkofmodernreal estate.Advancedanalyticstoolsprocessvastamountsofdatato

providereal-timemarketinsights.Investorsand professionalscanaccessinformationonpropertyvalues, rentaltrends,neighbourhooddemographics,andmore. Predictiveanalyticsevenhelpinforecastingfutureproperty valuesandinvestmentopportunities.Thisdata-driven approachempowersstakeholderstomakeinformed decisionsandadapttochangingmarketconditions.

BlockchainandSmartContracts

Blockchaintechnologyistransformingthewayrealestate transactionsoccur.Smartcontracts,poweredbyblockchain, automateandsecurevariousaspectsoftherealestate process.Thesecontractsfacilitatetransparentandtamperproofpropertytransactions,reducingtheriskoffraudand costlylegaldisputes.Furthermore,blockchainenables fractionalownershipofpropertiesthroughtokenization, makingrealestateinvestmentmoreaccessibletoabroader rangeofinvestors.

PropertyManagementandMaintenance

Propertymanagementhasalsoevolvedwithtechnology

Propertyownersandmanagerscannowusesoftware platformstostreamlinerentcollection,leasemanagement, andmaintenancerequests.InternetofThings(IoT)devices, suchassmartthermostatsandsecuritysystems,enhance propertyefficiencyandsecuritywhileprovidingreal-time datatopropertymanagers.Thisnotonlyimprovesthe tenantexperiencebutalsoreducesoperationalcosts.

SustainableRealEstate

Technologyplaysapivotalroleinadvancingsustainability inrealestate.Energy-efficientbuildingdesigns,smart HVACsystems,andrenewableenergysourcesaremade possiblethroughtechnologicalinnovations.Moreover,data analyticshelppropertyownersidentifyareasfor improvementinenergyconsumptionandreducetheir environmentalfootprint.Greencertificationsand sustainability-focusedtechnologiesarebecomingkey sellingpointsformodernrealestatedevelopments.

RealEstateMarketingandsocialmedia

Technologyhasreshapedhowpropertiesaremarketed.Real estateprofessionalsleveragesocialmediaplatformslike Instagram,Facebook,andLinkedIntoshowcaseproperties, targetspecificdemographics,andengagewithpotential clients.High-qualityphotos,videos,andvirtualtourscreate visuallyappealinglistingsthatcanreachabroader audience,eveninternationally

Additionally,socialmediaadvertisingandtargeted campaignshelpboostpropertyvisibility.

ArtificialIntelligenceandPredictiveAnalytics

ArtificialIntelligence(AI)hasmadesignificantinroadsin realestate.AI-drivenalgorithmscanpredictproperty values,identifyinvestmentopportunities,andanalyze markettrends.Chatbotsandvirtualassistantspoweredby AIprovideinstantresponsestocustomerinquiries, improvingcustomerserviceandresponsetimes.Moreover, AIcanenhancethepersonalizationofproperty recommendationsforbuyersandrentersbasedontheir preferencesandpastbehavior

Real-TimeCommunicationandCollaboration

Collaborationtoolsandcommunicationplatformslike Slack,MicrosoftTeams,andZoomhavebecomeessential intherealestateindustry.Realestateprofessionalscan communicatewithclients,colleagues,andcontractorsin real-time,facilitatingseamlesstransactionsandproperty management.Thisalsoallowsforremoteworkandflexible schedules,makingiteasierforprofessionalstobalance workandpersonallife.

DroneTechnology

Droneshaverevolutionizedpropertyphotographyand inspections.Realestateagentsanddevelopersusedronesto capturestunningaerialfootageofproperties,showcasing theirfeaturesandsurroundings.Dronesarealsoemployed forpropertyinspections,allowingforadetailed examinationofroofs,facades,andotherareasthatmaybe challengingtoaccessotherwise.Thistechnologyenhances theduediligenceprocessforbuyersandinvestors.

OnlineMortgageandFinancing

Obtainingamortgageorfinancingforapropertyhas becomemoreaccessibleandconvenientthroughonline platforms.Fintechcompaniesofferdigitalmortgage solutions,allowingborrowerstocompleteapplications, submitdocuments,andtrackthestatusoftheirloansonline. Theseplatformsstreamlinetheapprovalprocess,reduce paperwork,andexpeditefunding.

My growth has come from working from my first position as a leasing consultant to multiple management positions within large property management firms.

Dr. Shenea Malkia-Sapp h.c.

Dr. Shenetta Malkia-Sapph.c.

Dr. Shenetta Malkia-Sapph.c.

Unleashing the Power of Potenal

Unleashing the Power of Potenal

Asyouventureintothedigitalgatewayofher professionalworld,youwillfindyourself immersedinatapestryofachievementsand insightsthatshowcaseherunwaveringcommitmentto revolutionizingthefuture.

Convergingpassion,expertise,andinnovation,Dr. ShenettaMalkia-Sapph.c.isamagneticpresencethat commandsawareness.Herextraordinaryjourneyinvites youtojoinherinseekingknowledge,transformation,and boundlessgrowth.

WecaughtupwithDr.Shenettaanddiscussedher upcomingprojects.

Below are the highlights of the interview:

Briefouraudienceaboutyourjourneyasanacademic leaderuntilyourcurrentpositionatyourcompany. Whatchallengeshaveyouhadtoovercometoreach whereyouaretoday?

ThejourneythatIamonisacontinualone.Iamnotyour typicalCEO,Broker,REALIST,orPropertyManager.My growthhascomefromworkingfrommyfirstpositionasa leasingconsultanttomultiplemanagementpositionswithin largepropertymanagementfirms.

Ionlyknewsomeavailableopportunitiesastheyarenot alwaysrevealedtowomen,especiallywomenofcolor.It's verydifferentwhenyoulookandsearchfortrainingand developmentcourseswhileworkingandnavigating,andby thegraceofGod,hereIam.Myjourneyincludessome

highsandmanylows,whichhavehelpedmedevelopinto theleaderIamtodaywithmythreeorganizationsand withinmycommunities.

SomeofthechallengesIhadtoovercomebeganwith believingIcouldandbelongingintheroomsIentered,no matterhowfaralongIwasinthebuildingofmy organization.Yousee,wearechangingthefaceofreal estateatThePMsOftheCityLLCandThePMsoftheCity REALTY.Weareworkingtoeradicatebullyingandsuicide atEmpowermentEssencewhileempoweringcommunities withtheresourcestheyneedtoliveawholelife.

Someofthechallengeswearestillworkingthrough,as withmanyothersmallbusinesses,minoritybusinesses,and women-ownedbusinesses,areaccesstocapital.Thereare manyopportunities,andapplyingforthemandstayingin tunewiththefundingopportunitiescanseemlikeanother job,butit'sneededandworthit.Icontinuetoeducate myselfonlaws,regulations,andgeneralitemsthatallow metoservemyclientsandcommunitymore.Tohelp another,wemustcare.Tocare,wemustunderstandwhat wearefacing.Keepgrowingandbeingadifference.

Enlightenusonhowyouhaveimpactedthedynamic industrythroughyourexpertiseinthemarket.

OurimpactsinceCOVIDcomesfromouradvocacywork forsmalllandlordsandtenants.Housingisabasicliving needandrequirescontinuedfundstomaintain;weensure thevoicesofsmalllandlordsandthosewhowanttobecome homeownersareremembered.Wehelpbringsolutionsto thetablebyservingonmultiplecommitteesrelatingto

policies,procedures,andhousingopportunities.Training bothourclientsandtenantswhilesolvingsomecomplex landlords'issuesiswherewethrive.

Describeindetailthevaluesandculturethatdriveyour organization.

Thevaluesdrivingmyselfandthebusinessbeginwith equality,integrity,justice,andhonesty.Theseareatthetop ofourlistbecauseweknowthatwecanbetterservethe communitiesandourselvesbymaintainingourvalues.We liketosleepwitheaseatnight.ItwouldalsoberemissifI didnotsayweconstantlyreevaluatehowtoimprove becausewecanneverhitthemark100%.Ourvalueskeep usgrounded,andwiththem,weaccomplishmore.

Thecultureofthefirmfamilyacceptability.Weconsider eachotherfamilyandspeakthetruthinlovetoour colleagueswhenweknowsomethingisincorrect.Wedon't letpeoplefloatandfail.Saysomethingasyounoticeit respectfullyandtactfully

Undeniably,technologyisplayingasignificantrolein almosteverysector.Howareyouadvancingtowards technologicalinnovationstomakeyoursolutions resourceful?

Technologyismostcertainlyahottopicintherealestate industry.It'susedforeverything,suchasmarking, management,maintenance,bids,accounting,budgeting, etc.Weensureoursuppliershavethelatestthingsweneed toserveourclients.Participatinginnewreleaseupdates andsamplingitemsisveryimportant.WealsouseAIfor screeningourpotentialleaseholders.It'snotalwaysjust whatyouaredoingbuthowreliablethedataisandthe recordkeeping.

What,accordingtoyou,couldbethefollowing significantchangeinyoursector?Howisyourcompany preparingtobeapartofthatchange?

It'shappeningalready;hedgefundfirmsarelargerbanks buyingsingle-familypropertiesandthenleasingthem becausemostleaseholdersneedtopreparetobecome homeowners.Weareeducatingourleaseholdersonhow communitiesbuildtheircreditscoresandbecomelandlords sotheycanstartbuildingwealthfortheirfamilies.

Forourfirmandbrokerage,wehelponbothsidesandlook forwardtocontinuingtoaidinthesupplyofaffordable

housingthatisaffordableformostfamiliesatthe50and60 %FMI(FamilyMedianIncome)

Wheredoyouenvisionyourselfinthelongrun,and whatareyourfuturegoalsfortheorganization?

Ourfutureisindevelopment,includingowningand managingourportfolioofcommunities.Theproperty managementsideofthefirmwillexpandintotheGeorgia market,andthebrokeragewillalsoextendtoGeorgiaand thenFlorida.

Ourgoalistoaid100familiesinthenexttenyearsin becominghomeownersandorimprovingtheiroverall creditandmoneystory.Educationishowwehelpour clients,whichhelpsustellothersaboutourworkand services.

Whatwouldyouadvisebuddingentrepreneursaspiring toventureintothedynamicindustry?

ThemostextensiveadviceIcangiveanypersonmoving anddoingwhat'sintheirheartistoprovidethemwith grace.Planandleaveroomforchange.Takeit professionallyandnotpersonally,thoumanywillmake thingspersonal.Sticktoyourpurposeandyouroriginal WHY Thismaychangeasyoureachnewlevelsbutalways rememberit.Leaveroomfornewcolorsandexpansions. Oh,andremember,YouBelongintheRoom!

Youcanreachouttomehere.

Ÿ Remember,youcantagmeasyourcoach. www.malkiarelations.com

Ÿ Realestatetraining-www.thepmsofthecity.com

Ÿ BookingsforSpeakingengagements–www.dearbrokengirl.com.

Ÿ SuicidePreventionTraining–www.empowermentessence.org

Real Estate is the Closest thing to the Proverbial Pot of Gold