Issue 3, 2018

KNIGHT PROPERTY MANAGEMENT Ed Valerio & Chad Clark BROKER TEAM OF THE MONTH Stein Koss & Tom Louer CEM-AZ.COM

• ISSUE 3, 2018

“THE WAY A TEAM PLAYS AS A WHOLE DETERMINES ITS SUCCESS. YOU MAY HAVE THE GREATEST BUNCH OF INDIVIDUAL STARS IN THE WORLD, BUT IF THEY DON’T PLAY TOGETHER, THE CLUB WON’T BE WORTH A DIME.” -BABE RUTH MAJOR LEAGUE BASEBALL PLAYER AND BASEBALL HALL OF FAME MEMBER

WORKING TOGETHER

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MEET YOUR LOCAL BANKING EXPERT Ericka LeMaster Senior Real Estate Loan Officer Direct Line: 602.952.5452 ELeMaster@alliancebankofarizona.com

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Letter from the Publisher Mentors & Mentees

14 COMPANY SPOTLIGHT

Knight Property Management

ARTICLES NAIOP President & CEO Suzanne Kinney, President and CEO of the Arizona Chapter of NAIOP, is set to make a positive impact

Fast 5: Women in Title Introducing a new CEM feature: FAST 5 Check out this quick "Q&A" with five experts in title

Newmark Knight Frank Michael Garlick is the Executive Managing Director and Phoenix Market Leader for Newmark Knight Frank

20

BROKER TEAM OF THE MONTH Lee & Associates

ICSC Trend Report Read why food halls are one of the hottest trends in retail right now

E X E C U T I V E P U B L I S H E R Mandy Purcell • mandy@mpmediaaz.com M A N A G I N G D I R E C T O R Karen Gallagher • karen@mpmediaaz.com E D I T O R Celina Busse • celina@mpmediaaz.com E D I T O R I A L Celina Busse • Tim Randall G R A P H I C D E S I G N Allison Martin • allison@mpmediaaz.com P H O T O G R A P H Y Carl Schultz All rights reserved. No part of this publication can be reprinted or reproduced without publisher’s permission.

Opinions expressed are those of the authors or persons quoted and not necessarily those of CEM. 2920 East Camelback Road, #228 • Phoenix, AZ 85016 • 602-955-2899 • www.cem-az.com

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Letter from the

PUBLISHER

“The delicate balance of mentoring someone is not creating them in your own image, but giving them the opportunity to create themselves.”

– STEVEN

MANDY PURCELL Executive Publisher

SPIELBERG

P

eople in the commercial real estate industry say it is a “business of relationships,” and I couldn’t agree more.

I’m so appreciative of the relationships and friendships I’ve made through the years of being Publisher of Commercial Executive Magazine.

The team is so proud of this Mentor/Mentee issue. They talked me into being on the cover for the first time in 10 years! The feature takes an intimate look at the personal relationships I have with my mentors and how I’ve drawn from their collective experience. We also highlight four other incredible mentor/mentee relationships which have organically developed from leaders in the industry guiding another.

KAREN GALLAGHER Managing Director

In this issue, we feature top executives making waves in their sectors. Some include Ed Valerio and Chad Clark from Knight Management, Suzanne Kinney from NAIOP, and Michael Garlick from Newmark Knight Frank.

Our Broker Team of the Month is the Koss | Louer team with Lee & Associates. The four-person team has an impressive 2,000 industrial transactions under its belt. Sitting down with Stein Koss and Tom Louer, we learned a lot about what makes them tick.

Commercial Executive Magazine is pleased to announce a new segment called “Fast 5.” Focusing on a different sector each issue, “Fast 5” will feature a Q&A from industry leaders. This issue, we hear from five outstanding women in the title industry.

Enjoy the issue, CELINA BUSSE Editor

© Copyright 2018 by MP Media, LLC

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C

elina Busse comes to Commercial Executive Magazine with a journalism background and a fresh take on digital components. With experience in editorial writing, marketing, and public relations, she is well equipped for her position as Editor.

Celina stays active by playing golf and tennis with her friends.

Celina graduated from the Walter Cronkite School of Journalism and Mass Communication at Arizona State University and has lived in Arizona for the past seven years.

She loves what Phoenix has to offer, especially the city’s outdoor activities, dining, and events.

When she’s not working, she loves spending time with her friends, cooking, traveling, and visiting her family in her hometown of Carlsbad, California.

Having grown up by the beach, Celina loves to wakeboard.

Celina has a passion for cooking, especially Italian food!

Š Copyright 2018 by MP Media, LLC

5

Executive

PROFILE President and CEO of the Arizona Chapter of NAIOP

A native of Arkansas, Suzanne Kinney moved around in her early 20s, finally settling in Arizona in 2001. The Grand Canyon State offered an excellent quality of life and the chance to work in a position that fit her career goals in public policy. Sixteen years since moving here, Kinney has realized those goals.

Starting Points

Named President and CEO of the Arizona Chapter of NAIOP — the Commercial Real Estate Development Association — in November 2017, Kinney has found the niche where she can make a difference for its members and create a positive economic environment for the state. /// “The organization focuses on networking opportunities, education, and public policy work,” she says. “On the policy side, our efforts involve legislative areas: infrastructure, workforce, taxes, incentives and the regulatory environment.”

Background

Kinney earned a Bachelor of Arts degree in political economy from Tulane University and Master of Arts degree in international relations from the University of Chicago-Committee on International Relations. /// “My first job in Arizona was at the Morrison Institute for Public Policy, Arizona State University (ASU) as a senior research analyst,” she says. “I was always interested in politics and economics.” /// After nearly three years at Morrison, Kinney accepted a role with the Arizona Chamber of Commerce and Industry. “The work was more applied than I had done earlier, which was more research oriented, and that was exciting for me,” she says. /// One year into the position, the chamber experienced a massive turnover and she was the only staff member to remain as leadership changed. /// “Glenn Hamer took on the executive role and because of the changes, I was able to accelerate my career and help transform the organization,” Kinney explains. /// Her 8-year tenure from 2005“Suzanne is smart and strategic, and she met all 2013 ultimately ended as Senior Vice of the key qualities that our (NAIOP Arizona) board President of Public Policy when she made the decision to strike out on her own as of directors identified as being important to our a policy consultant. “I took on multiple organization. Suzanne is also well schooled in clients including Freeport McMoRan, the Arizona Board of Regents and the Arizona public policy and has distinguished herself as a Mining Association at my firm Southwest good listener and collaborator. We are thrilled Business Policy, LLC.

NAIOP NAIOP calls itself the leading organization for developers, owners and

to have Suzanne as part of our organization.”

– Larry Pobuda, SVP & General Manager, Opus Development Company, LLC

related professionals in office, industrial and mixed-use real estate. It boasts 18,000 members in North America. The Arizona chapter consists of Kinney; Vice President, Katrina DeBaker; and an 18-member board of directors led by Chairman Andrew Cheney. /// “We have a fabulous board, very forward thinking when it comes to the industry, the Arizona economy, business conditions and the regulatory environment,” Kinney says proudly. /// Through its various events and offerings, members are provided opportunities to engage, network, learn and affect policy. “We have a number of great committees that advance our agenda,” Kinney says. “And we continue to deepen our connections and partnership with organizations such as Arizona State University and the University of Arizona.”

6

© Copyright 2018 by MP Media, LLC

Executive Suzanne Kinney, President & CEO of AZ NAIOP

PROFILE

“Suzanne Kinney is one of the state’s finest public policy and trade association talents. The commercial real estate industry is incredibly fortunate to have her in its corner. During her time at the Arizona Chamber, she provided deft analysis and advocacy on some of the state’s most complicated policy issues, which I know she’ll continue to do in her new role.”

– Glenn Hamer, President and CEO, Arizona Chamber of Commerce and Industry

Personal Off the clock, Kinney enjoys spending time with her husband and two children, ages 4 and 14. “David (her husband) works as an underwriter at VEREIT; it’s nice to both work in the same industry,” she says. /// Kinney also serves on the board of the Institute of Mental Health Research, and spends time with her daughter tutoring refugees in English at a local church. “I enjoy giving back to the community,” she says.

With commercial real estate in an upward trajectory and the Metro Phoenix economy strong, Kinney has the chance to shape the NAIOP Arizona Chapter for ongoing success. “This is a great opportunity and one I am excited to develop moving forward.”

Suzanne Kinney with husband, David Kinney © Copyright 2018 by MP Media, LLC

7

Women in

TITLE Quick Q&A with 5 Experts in Title

Felecia Buycks VICE PRESIDENT & ARIZONA STATE MANAGER, FIRST AMERICAN TITLE

What is the best advice you’ve received when it comes to doing business in title?

Fortunately, numerous well-trusted and respected colleagues have shared powerful advice with me. Many have emphasized that the title business is a relationship business, and that is true. But, the advice I lean on most focuses on what it takes to be a successful organizational leader in the title industry – (1) Be willing to listen to the voice of all stakeholders; (2) Embrace flexibility to be competitive and innovative with technology platforms; (3) Dare to be great by taking risks and remember that both failure and success yield the precious gifts of stretching, learning and growing.

Kylie Cook

DIRECTOR, COMMERCIAL SERVICES THOMAS TITLE & ESCROW

What advice would you give to someone just starting out in title?

It is a marathon, not a sprint, and you can never know too many people, so always show up. Some of my best clients and relationships have taken more than two years to cultivate. It is a huge compliment when someone tells me that I am one of the most professionally persistent people they know. Get involved. Not only in real estate organizations, but philanthropic organizations as well. Take the time to really know people, their business needs and what makes them tick. So much of what we do in our role is to assemble the best teams on a transaction. There is no better reward than making an introduction and watching a connection or business friendship made that translates into a new deal for our Thomas Title & Escrow team to service. This recipe has been one that makes for a career that I enjoy, and most days doesn’t even feel like “work.”

8

© Copyright 2018 by MP Media, LLC

Women in

Phyllis Dumond

TITLE

BUSINESS DEVELOPMENT OFFICER, STEWART TITLE

What is the biggest change you’ve seen in the title business?

The title industry has undergone a transformation from handwritten field notes/surveys for mining claims in 1880 to eSignatures and DocuSign in recent years. At Stewart Title, we embrace any technology that makes the real estate process more efficient, less expensive, more transparent and safer for property owners. It also aids in CFPB compliance and the continuing changes in regulatory requirements. In addition to the changes in the method of settlement services required by the CFPB to protect the consumer, the scope of an escrow agent’s legal duties and liability expanded in Arizona over the years to include the Duty to Disclose Fraud. What does the future hold? Blockchain and eNotarizations will revolutionize the real estate industry. It will change how title services are performed, how the transfer of property ownership is handled, and how real estate transactions are conducted in general. Emerging technology and Millennials are driving the change, increasing efficiency, accuracy, and security while shortening the closing experience.

Buying real estate on your phone... Who knew?

Vicki Etherton

PRESIDENT, LANDMARK TITLE

How do you overcome challenges in your business?

Commercial real estate transactions are complex, so challenges are inevitable in this business. To overcome this, we must first find and hire the right people. I take time getting to know potential candidates to help determine if they are a good fit. I seek out people that share our commitment to service and are excited to work in a collaborative, growing environment. Daily we face underwriting issues and it takes persistence to overcome them. Of course, underwriters are naturally cautious. I take time to listen to their concerns in detail and then exhaust every avenue in search of information to help them overcome concerns, find a solution and successfully close the transaction for our clients. Surrounding myself with a strong team is important, as I look to them to help solve problems, recognizing that they bring a unique perspective, knowledge and experience to the mix.

Patti Madden

PRESIDENT, SECURITY TITLE AGENCY

What does it take to be successful in the industry?

As a female in the title industry for 35+ years, and currently President of Security Title, I believe that being successful in our industry requires great composure under pressure, and a rapid response to questions and requests from clients. Success requires an open mind and continuous learning. You must be more than an escrow officer, you must be a business person with a laser focus on your goals.

With the current regulatory requirements and evolution in our industry, we must embrace change in order to keep up. Another great quality of a successful escrow officer to is to be a superior listener, and to be ready to accept blame if necessary, to apologize and to move on. Lastly, you must have the mindset to sell from behind your desk.

Don’t depend on anyone else to make you successful, you have to think high in order to rise above the ordinary.

© Copyright 2018 by MP Media, LLC

9

Your formula for growth.

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Š2018 First American Financial Corporation and/or its affiliates. All rights reserved. | NYSE: FAF

WHERE EXPERIENCE MATTERS

VICKI ETHERTON

RANDALL PARMELE

SHAUN TESSESOHN

TONY CHOE

JAY STUCKEY

MARIE VOLM

JOSH CONANT

CHRIS MADDOX

MICHAEL BISHOP

That’s why we take a hands on approach to handling complicated and nuanced transactions, earning Landmark Title a following of loyal clients both locally and nationally.

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S.R.P.M.I.C.

UPDATE

TRIBAL LAND Leasing Update By: Greg Mayer

The Metro Phoenix office market started off 2018 strong and continues to experience positive growth. In the first quarter of 2018, office vacancy was at 19 percent, which marks the lowest vacancy rate in more than a decade.

C

ushman & Wakefield currently tracks 22 office submarkets.

However, the Salt River Pima Maricopa Indian Community (SRPMIC) has not yet been established as its own submarket. If the SRPMIC was its own submarket, it would be one of the most competitive in Metro Phoenix. /// With a vacancy rate of 2.3 percent and rent per square foot at $26.44, SRPMIC is outpacing the Metro Phoenix average. The submarket will only continue to grow with 123,000 square feet currently under construction, which reportedly is already spoken for. Another 271,000 SF is expected to be delivered over the next year. /// SRPMIC development has grown significantly over the years. The community is quickly transforming into a “hospitality haven.” Take a drive down the Loop 101 and you will see SRPMIC success stories. They include notable projects such as Talking Stick Resort and Casino, Salt River Fields, Top Golf, OdySea in the Desert, and The Pavillions at Talking Stick. Great Wolf Lodge broke ground in January and is expected to open in 2019. /// One of the biggest – and perhaps most impactful – developments is the newly-completed 271,000 SF building that McKesson Corporation occupied. It went up on a ground-lease controlled by Salt River Devco. Historically, a ground-lease on Indian land is complex. Not only do negotiations need to take place between a landlord and a tenant, but getting additional approvals from allottees and the Bureau of Indian Affairs adds to the complexity. However, the community encourages the continued growth and therefore makes the process as seamless as possible. /// The San Francisco-based Fortune 500 healthcare giant decided in late 2016 to move its regional headquarters to the SRPMIC build-to-suit from its previous location at Scottsdale Galleria. The new McKesson campus will eventually house 2,200 employees, almost 60 percent more than its previous location.

This is important for the community in drawing the attention of other office users. A third building, at 120,000 SF, broke ground last month as part of the development. /// SRPMIC has set itself apart from most Native American communities by forward thinking and thoughtful development planning. It is evident that the community takes pride in what is developed, not only architecturally but also in the quality.

12

© Copyright 2018 by MP Media, LLC

S.R.P.M.I.C.

UPDATE

SRPMIC offers new and fresh concepts with plenty of unique entertainment and dining options not available anywhere else in the Valley.

It also capitalizes on its close proximity to Scottsdale, Tempe, and Mesa. All of these factors have helped drive development and bring tenants to the area.

GREG MAYER

Senior Director, Cushman & Wakefield

PROS of LEASING on Indian Land • 2.3 percent vacancy – leading the Valley’s vacancy • Easy access to both executive housing and labor housing • Freeway visibility for corporate identity • Amenities for employees including restaurants, shopping, banking, fitness clubs, concert venues, sporting venues, K-12 schools, secondary education, etc.

• Close to Sky Harbor International Airport (less than a 15-minute drive) • Close to Arizona State University (less than 10 minutes away) • Scottsdale address, nationally recognized as an affluent area • OPEX expenses – 20 percent more affordable to operate on Indian land • Excellent telecommunications with Saddleback Communication • One of the highest trained police departments in the state • Largest community college in the state, Scottsdale Community College

© Copyright 2018 by MP Media, LLC

13

Company

SPOTLIGHT

CHAD CLARK Regional Director, Business Development 14

© Copyright 2018 by MP Media, LLC

Company

SPOTLIGHT

Knight Management looks to be in capable hands, just the way founder Robert Knight wanted

ED VALERIO Director, Property Management

© Copyright 2018 by MP Media, LLC

15

Company

SPOTLIGHT

Transparent. Independent. Unwavering.

Words that define Knight Management and provide insight into an intentional deviation from large, multi-service corporate property management companies. “It is our strategic intention for Knight to be viewed by clients as only a third-party property management firm,” says Ed Valerio, Director, Property Management. “There is tremendous value in that concept. We singularly focus on best-inclass management of our clients’ properties.”

STARTING POINTS

Knight stakes claim as the Valley’s longest tenured, third-party commercial real estate management firm in Maricopa County. The company’s portfolio consists of more than 2.8 million square feet in Metro Phoenix. /// “Our focus is Phoenix and we are not trying to compete nationally with the big boys,” says Chad Clark, Regional Director, Business Development. “We offer local expertise and service with an unparalleled level of responsiveness to our property owners and tenants.”

BACKGROUND

Ed VALERIO

16

Founded as Robert F. Knight & Associates in 1977, the firm struck a niche in the market by solely focusing on management and avoiding the potential conflicts of also offering brokerage services. Knight has never competed with brokers, and therefore offers an appealing third-party relationship for specific properties with agents from every brokerage house. /// Bob Knight grew the management company with a philosophy that continues today.

The firm values its clients and staff in all it performs, leading to long-term relationships that are remarkable in the industry.

The company boasts very little turnover in clients and employees. Knight offers expertise at all levels of the business from managers and accountants to administrators and technicians. Knight Management’s goal for every client and property is to provide peace of mind to owners, create quality environments for tenants and enhance value for investors/landlords. /// Following the Recession, Knight Management emerged in 2014 still focused on this foundational ethos.

Yet, after nearly 40 years, Bob Knight was ready to bring in a new investor that would help transition the company beyond his fulltime leadership. Irgens, a Milwaukee-based developer with properties here in Phoenix, saw great value in Bob’s company and was attracted to the independent, third-party approach. /// “Bob was looking for a means to transition the business,” says Ed Valerio, director of property management for Knight Management. “I worked closely with Bob and navigated the leadership change. It was important for us to protect and grow what was best about Knight, while helping improve our efforts with Irgens’ backing. Bob stayed on to make sure we did not miss a beat with our tenured clients.” /// With more than 21 years of experience in the industry, Valerio is excited about the company’s prospects in Phoenix. /// “The first few years we really worked on rebranding the name and bring marketing resources to the table from the Irgens side,” says Valerio. “We also fully embraced the technological advances that add great value to property management.

Operational efficiency is dramatically enhanced by these new programs that can be monitored by handheld devices.”

© Copyright 2018 by MP Media, LLC

Company

SPOTLIGHT

TEAM

One of the intriguing prospects for Knight Management is the business development opportunity that comes with a growing economy and booming real estate market.

Enter Clark. /// “I spent 16 years in tax appeal at Wentworth and built a direct line to property owners, property managers, REITS, and brokers,” Clark says. “My strong relationships with industry leaders translates perfectly with my role at Knight.” /// “This is an ideal time for us to expand our efforts in third party management,” says Valerio. “As properties are sold, opportunities arise for our team to showcase the value of thirdparty management. And, of course, as developers feed the pipeline with new projects our potential client base expands as well.” /// Both Clark and Valerio come at the expansion of Knight’s platform from a similar angle. /// “We want to really hone in on creating value for clients from that sole perspective of property management,” Valerio says. “We emphasize the private owner and investor who wants responsive, hands-on management.

That is our niche.”

Chad CLARK

APPROACH

With Irgens’ impressive footprint of more than $2 billion in commercial and healthcare property development, Knight has been a strategic partner in servicing its Phoenix portfolio. /// “Interestingly, we function very much as a stand-alone entity under the Irgens’ brand,” Valerio says. “We treat them as a client in the management of their existing portfolio holdings. Mark Irgens was attracted to Bob Knight and his company because of its independence in the market and the unique niche he had created. Knight Management continues to function as a stand-alone company with completely separate management and Irgens is treated as an investor.”

THE DUO

With property management front and center, Clark and Valerio look to accelerate their growth plans for the company. /// “We are developing a good rhythm working together,” says Clark. “We are both about the same age and at similar points in our career. This has created a terrific synergy between us as we apply energy towards service quality and expanding Knight’s platform.” /// Bob Knight’s dedication to hiring the best employees and treating them well continues today. “Our employees understand the importance of problem-solving and efficiency for clients. They have great pride in their work and the value they create. This type of commitment is appreciated by everyone involved and fosters a great work environment,” says Clark.

ROOM TO GROW Knight Management looks to be in capable hands, just the way founder Robert Knight wanted. /// “What I love about this business is that no two days are the same. You are effectively responsible for executing an owner’s business plan for their investment,” Valerio says. “I enjoy the relationships and working with the building owner, its valuable occupants and those that contribute to its overall success.” /// Knight has a powerful engine that Clark is eager to rapidly grow. /// “We offer clients an impressive platform of third-party management, utilizing technological advances to enhance property values and providing impressive accountability,” says Clark. “This platform, combined with our network of relationships and the growing economy are sure to pay dividends for the company in the coming years.”

© Copyright 2018 by MP Media, LLC

17

SOLID FOUNDATION Values Commitment

INTEGRITY

We are a community at our core, committed to teamwork, service, expertise and fun. Our core values provide the solid foundation from which we serve our clients and support our Colliers team. This bedrock of life-work alignment provides the ideal springboard for a higher level of performance and outstanding relationships. Colliers team members demonstrate these core values in meaningful ways that go beyond the desire to achieve and catapult them to aspire. colliers.com/greaterphoenix Phoenix Scottsdale

+1 602 222 5000 +1 480 596 9000

Broker Team of the

MONTH

Stein, Victoria, Tom and Dylan of Lee & Associates 20

© Copyright 2018 by MP Media, LLC

Presented by Willmeng Construction

N

ow in the fifth year of their team partnership, Stein Koss and Thomas Louer, Principals at Lee & Associates, reflect and appreciate their accomplishments since they joined forces in 2013. /// “We both had success individually, but the combination has positioned us far better to serve our clients,” says Koss. /// “We have developed a synergy that allows us to grow the business,” says Louer.

“We are leveraging our different styles and expanding opportunities.”

STARTING POINTS

realized during his playing days, which ended with the Kansas City Chiefs’ organization, that commercial real estate was the business for him. /// “I was good friends with my college girlfriend’s father who was in the business,” he says. “It is a people business and capitalism at its finest.” /// Louer began his commercial career at Lyon Commercial (which later became Colliers) in 1988, followed by a 5-year stint at Cushman & Wakefield and then CBRE from 1994-2002. Those experiences provided an opportunity at Lee & Associates. /// For Koss, a less conventional approach led him to CBRE. /// “Sean Cunningham got a foot in the door for me as one of 60 applicants for a runner’s program,” Koss says. “I interviewed in front of eight guys and did not own a coat or tie. I thought I would play football again and at that point did not fully appreciate the opportunity.”

Lee & Associates is the nation's largest broker-owned commercial real MENTORS estate services firm. It has put up Along the path to Lee & some impressive numbers: $13 Associates, both men learned “Stein and Tom have billion in transaction volume the business from several in 2017, and an 85 percent extraordinary gurus. /// “I established themselves as one increase in volume over the was fortunate to be tutored of the top industrial teams in past five years. /// In that

by Jim Wilson in my early mix, the Koss | Louer Team the Valley. They start with a years as a runner,” Louer has done some impressive says. “We later became deep understanding of their work over the past 5 years: partners at Cushman & client and add thorough market 278 transactions totaling Wakefield.” /// Koss speaks more than 6.8 million with an almost reverence knowledge and persistence square feet. All told, in more about his mentor, Joe Porter, to continually outperform than 25 years in the business, along with colleague Pat their efforts have accounted for expectations.”

Feeney. /// “I had lunch quite 1,375 transactions and 64 million frequently with Joe, even up to the BILL PETSAS SF leased at a value of $1.2 billion. months before he passed away last President, Petsas Commercial /// “We are proactive brokers and do year,” Koss says. “He was such a great not adhere to the catcher-mitt mentality,” coach, very cerebral and an individual who says Louer. would sit and listen and talk to you about how your business was doing.” /// Koss and Louer stress that throughout their careers there were pivotal figures who BACKGROUND provided them important guidance. /// “When I started Any good partnership involves some competitive fire. in 1989 I was earning $14,000 a year at CBRE, barely For Koss and Louer, that could come from being scraping by and working nights at Cork'n Cleaver,” Koss intra-state rivals: Louer is a graduate of the University recalls. “I always joke that I should have paid Porter and of Arizona and Koss a graduate from Arizona State Feeney that money for the knowledge and fundamentals University. Koss played football for the Sun Devils and they provided me.” © Copyright 2018 by MP Media, LLC

21

Broker Team of the

MONTH

“Stein was fantastic. His patience with me and knowledge of the Valley was extremely valuable.

He put me in the right building at a very good price.”

WILLIE ITULE CEO, Willie Itule Produce, Inc.

TEAMMATES Koss joined Lee & Associates in 1997; Louer joined the firm in 2002. In 2009 during the depths of the Recession, Koss began exploring the notion of finding an industrial partner. “Tom and I did a lot of work together, but not as a team,” says Koss. “I always admired his abilities.” /// It took a few years, but once the combination began there was no looking back. /// “When we spoke to clients they preferred a team approach,” says Louer. “Together we possess the experience, put forth the effort, and have the trust of our clients.” /// The partnership has compiled an impressive portfolio of companies: ProLogis, Colony, Exeter, EastGroup, and Petsas Commercial to name a few. “We are proud of the energy and focus we provide our clients,” says Koss.

APPROACH Over the past several years, the partners have honed their skills and adapted to each other’s mindset and how they work with clients. /// “Tom and I have a different approach and different abilities, however our common philosophy when working with our clients is to be interested not interesting.” Koss says. “Listening to our clients is key for us. /// As their roster of clients expands, so does the team. It now includes Victoria Benavidez, marketing coordinator, and Dylan Shugrue, who is currently their runner. /// “With Dylan’s past experience and strong work ethic we anticipate that he will earn a junior partner position in the near future,” says Koss. /// With years of experience, Koss and Louer hold true to some enduring principles. “This is not a 9-to-5 job,” says Koss. “There are fundamentals you have to abide by, especially persistence,” says Louer.

22

© Copyright 2018 by MP Media, LLC

Broker Team of the

MONTH

PERSONAL Both men are dedicated to their families. Tom and his wife Molly have three children: Lindsey, Lauren, and Ben. “When I am not attending lacrosse or soccer games or visiting our oldest in college, I enjoy traveling, working out, and playing golf,” he says. “We have lived in the Arcadia neighborhood since 2000 and enjoy time spent with our neighbors and friends.” /// Stein and his wife Gena also have three children: Alexa, Grace and Zack. “Being a dad and coaching my kids in sports are my number one jobs,” he says. “Working out, swimming, and playing golf are some of my hobbies.”

LOOKING FORWARD There is much to look forward to for the Koss | Louer Team, particularly with Metro Phoenix’s strong economy and industrial space teeming with growth. /// “We are in the fourth inning and believe the cycle has five more years,” says Koss.

“We will continue to engage with clients in the belief that they do not care how much you know, until they know how much you care.”

“Tom & Stein have done an excellent job leasing PARC 17 for Colony Industrial. They take a hands-on approach and communicate effectively. They view each asset from an institutional owner’s perspective to help optimize the value of each building.”

In the last 5 years, The Koss | Louer Team has completed 278 TRANSACTIONS totaling more than 6.8 MILLION SQUARE FEET

Tom

r

e Lou

BLAKE SULLIVAN VP, Colony NorthStar, Inc.

© Copyright 2018 by MP Media, LLC

23

Executive

PROFILE

Staffed with a strong team of professionals led by Michael Garlick, Executive Managing Director and Phoenix Market Leader, Newmark Knight Frank (NKF) is equipped to take its real estate business to the next level.

24

Š Copyright 2018 by MP Media, LLC

Executive

PROFILE

STA RT I NG POI NTS A native Phoenician and the oldest of four boys, Garlick attended Brophy College Prep and graduated from the University of Arizona. He started his career as a researcher for CBRE in 1993. After his apprenticeship with Tom Adelson, Jim Fijan and Jerry Roberts, Garlick partnered with Mike McQuaid and spent 17 years at Lee & Associates. /// There, he rose to the rank of principal faster than any associate in the history of the Phoenix office and eventually decided to make the biggest move of his career when he saw an opportunity in the market.

OP P ORTU NI TY During the last downturn, Garlick saw the brokerage landscape change and sought out a company with a national platform encompassing all service lines that enabled brokers to be entrepreneurial in their business practice. NKF was rising through the ranks quickly and growing rapidly in the commercial real estate industry. /// Garlick was recruited by NKF and made the move in 2013 to focus on enhancing his platform to benefit his clients. Garlick admits the move was a difficult decision, but ultimately the best opportunity for his career. /// “It’s been huge for my team,” he says. “We are now a part of a company that has capital to strategically acquire companies and assets to invest for our brokers, and ultimately for our clients.”

N E W M A RK K NI GHT F RA N K

With a focus on office leasing services, Garlick considers his team unique compared to most. /// “My role on the brokerage side of the team is landlord advisory with Jimmy Hoselton, while Mike McQuaid and Chris Krewson focus on tenant representation. Our hybrid team benefits our clients because we understand both sides of the deal from an agency and tenant perspective,” says Garlick. /// NKF’s numbers speak for themselves. Corporate wide, revenue is up 19 percent year-over-year in capital markets and up 24 percent in investment sales volume. Additionally, NKF’s leasing revenue increased by 20 percent last year.

M A N A G EMENT

In January, on the cusp of his fifth year at NKF, Garlick was promoted to Executive Managing Director of the Phoenix office. /// The hiring came after NKF looked at prospects who would succeed in balancing the role of both broker and manager. Executives were confident with Garlick’s abilities and have not been disappointed. /// “Expanding NKF in Phoenix is extremely important to me. I can’t do that by myself. I have to do that with our talent. Talented brokers are the lifeblood to a commercial real estate company,” says Garlick.

E X PA NSI ON

Garlick says when looking for talent, he keeps in mind his own career experience. /// “I’m looking for someone willing to take a risk. I was at Lee & Associates for 17 years before I made the move to NKF. It was like leaving a family; it was very hard to do,” he says. /// Risk-taking, creativity and self-motivation are qualities Garlick looks for in candidates – and characteristics he applies to his current role. /// “One challenge I’ve faced is that it’s very hard to recruit when the market is good,” he says.

“My job is to get brokers to understand what NKF is doing differently – our collaborative and entrepreneurial platform that defines NKF as a company at local and national levels.” /// Garlick says NKF’s advantage is its player-coach leadership. /// “Our CEO is a broker who sits among other brokers in an open office layout,” Garlick explains. “As a broker, I’m out in the community. While my team comes first, I’m here for the brand as a manager and leader.”

F U T U R E Throughout his 24-year career, Garlick has built long-term industry relationships.

He is also well respected in the Valley’s commercial real estate community. He has completed more than 850 transactions totaling more than 10 million square feet, valued at more than $1 billion of total consideration. /// Garlick’s humble work ethic might be the reason for his success. /// “It’s not about me; it’s really not. I’m a connector and we’re building for the future,” he says modestly.

© Copyright 2018 by MP Media, LLC

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STORY

ME N TO R S

&

M ENTEES

“Jim Pederson, Sharon Harper and Barry Gabel have been instrumental in helping me navigate my career path. Knowing that someone has your back and is just a phone call away is something I can count on from all three. And the best part is, they’ve all become dear friends.”

– M A N DY P U R C E L L , E X E C U T I V E P U B L I S H E R Commercial Executive Magazine

T

his special issue of Mentors and Mentees outlines Mandy Purcell’s relationships with her three mentors. While each relationship is unique, the support and guidance Purcell has received from her mentors has guided her through the past decade. In the following pages, Commercial Executive Magazine outlines four additional CRE mentor and mentee relationships.

The relationships featured have reaffirmed the important role that mentoring provides in all aspects of life.

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© Copyright 2018 by MP Media, LLC

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L to R – Barry Gabel, Mandy Purcell, Sharon Harper and Jim Pederson Sr. © Copyright 2018 by MP Media, LLC

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IN ONE WORD, DESCRIBE YOUR MENTOR/MENTEE:

JP: Entrepreneurial MP: Supercalifragilisticexpialidocious-nous

IF YOU WERE TO CHOOSE A DIFFERENT CAREER, WHAT WOULD YOU BE DOING?

JP: If I wasn't in real estate, I'd enjoy teaching.

MP: I'd be a fashion designer.

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"One of the first times I met Mandy was at a Commercial Executive Magazine photoshoot at a local desert park in July. It was 110 degrees outside and she was in an elegant dress. While trying to coordinate the photo, she took a cold beverage and placed it in her dress to stay cool.

That was my introduction to Mandy and she hasn’t stopped making me laugh since." – JIM PEDERSON

© Copyright 2018 by MP Media, LLC

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STORY

“I was absolutely in awe the first time I met Jim Pederson,” says Mandy Purcell. “He just has this presence; there’s nothing like it.”

J

im Pederson, Founder and Chairman of the Pederson Group, has much to look back on in his years as a groundbreaking leader in the Phoenix community. /// A native Arizonan, Pederson pursued a career in politics before becoming one of the most prominent retail developers in the Southwest. /// After receiving bachelor’s and master’s degrees from the University of Arizona, Pederson began his career as an administrative assistant to Phoenix Mayor Milt Graham. /// When Graham left office in 1970, Pederson campaigned with Sam Grossman, a real estate developer pursuing a Senate seat. Grossman lost but he offered Pederson a position as vice president at his development firm, Grossman Company. Pederson then went on to Westcor, Inc. as vice president of operations before starting his own company in 1983. /// Mandy Purcell, Founder and Publisher of Commercial Executive Magazine, recalls the first time she met Pederson. “I met Jim when I first started the magazine,” says Purcell. “I idolized him from the beginning because of his experience running for Senate.” /// Pederson is not one to shy away from challenges. His personal run for Senate began in 2005 against

© Copyright 2018 by MP Media, LLC

Jon Kyl, an incumbent running for his third term. Pederson lost, but used the defeat as motivation.

Pederson went on to grow his company into one of the most successful retail development firms in the southwest. /// Purcell has also faced trials with her business. “When I started Commercial Executive Magazine, it was in the beginning of the Recession,” says Purcell. “It was important for me to find a mentor like Jim, especially when times are hard for inspiration.” /// Pederson says Purcell has the same fundamental drive in business as he does. “We’re similar in that if someone says it can’t be done, we go out and do it,” says Pederson.

“I never thought anyone could effectively bring together all of the

“I never thought anyone could effectively bring together all of the diverse factions of our industry to share knowledge and pursue common goals.

Her cover stories are the best I’ve seen.”

– JIM PEDERSON

diverse factions of our industry to share knowledge and pursue common goals. Mandy has done that through events, the magazine and the networking opportunities she has created.” /// Pederson was one of the first panelists for Commercial Executive Magazine’s Fall Forum in 2008, an event Purcell hosts annually for the commercial real estate industry.

The Fall Forum brings together various sectors of the industry and features industry giants and their achievements as topics of discussion. /// Purcell has established Commercial Executive Magazine as a top publication in Phoenix since starting the magazine over a decade ago. /// “Mandy’s best quality is the creative way she gets a message across,” says Pederson. “She can present a person’s life story in a way that is informative and entertaining. Her cover stories are the best I’ve seen.” /// Purcell credits her success to those she’s surrounded herself with. “If I ever have a question or need anything, Jim always responds,” says Purcell. “His best quality is ‘Jim,’ what he’s accomplished in his life so far, from the politics to his generosity. Every time I ask him for support in charities or for the magazine, he never says no. He is an amazing person at his core.”

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WHAT IS ONE WORD TO DESCRIBE YOUR MENTOR/MENTEE?

WHAT IS YOUR MENTOR/MENTEE’S BEST QUALITY?

SH: Inspirational

SH: Loyalty – to her company,

MP: Superwoman

her community, and her friends.

MP: She inspires me to be a better

Both women grew up in Minnesota and have coveted Midwest values.

Sharon is from Mankato and Mandy is from Burnsville, only 90 minutes north of Mankato.

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person in every way. When I grow up, I want to be Sharon.

© Copyright 2018 by MP Media, LLC

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“I value Sharon's straightforward

advice. She always seems to lead me to the direction I should go,” says Mandy Purcell.

M

andy Purcell admits, “I’m a terrible driver. For me to drive anywhere outside my bubble is very rare, especially Peoria.” /// Purcell was on her way to her first meeting with Sharon Harper, President, CEO and Co-Founder of Plaza Companies in 2008. /// “I’m extremely grateful for that meeting. Sharon gave me advice on who to pay attention to in the industry,” says Purcell. “Figuring out ‘who’s who’ in the business was important in the beginning stages of the magazine.” /// The two bonded over their home state of Minnesota, love of journalism, passion for philanthropy and of course, commercial real estate. /// “I always thought I would be a journalist like Mandy. That is my background and training, but when the road forked, I chose the real estate industry and moved in that direction,” says Harper. /// That move resulted in decades of success for Harper, who is a staple in the Phoenix commercial real estate community. /// Harper oversees all facets of Plaza Companies’ operations, including the ownership, development, leasing and management of nearly 10 million square feet of Arizona medical office properties, senior living facilities and bioscience/biotechnology centers, and complex mixed-use and project transformation. /// Harper, along with her husband, Oliver Harper, Co-founder of Arizona Medical Clinic, have been recognized in the community for their leadership and business achievements. Some of her honors include “Woman of the Year” by Valley Leadership, “Distinguished Service Award” by the Greater Phoenix Economic Council, and “Citizen Leadership Award” by the International Economic Development Council. /// Harper has been involved in several Arizona political campaigns for Governor Doug Ducey and Senator John McCain, university boards at Arizona State University and Creighton University, and charitable organizations. /// “She’s everywhere. She’s on every board. Every magazine cover,” says Purcell. “And she still manages to give back to the community and spend time with her family.” /// Purcell has been inspired by Harper since their first meeting together. She has featured Harper in Commercial Executive Magazine several times over the years. /// “When Mandy calls, we all answer. We answer because we know she has an innovative idea to share, questions to ask, thoughts about how to make something better, or a way in which we can help move philanthropic project forward,” says Harper. /// Purcell founded Commercial Executive Magazine in the midst of the economic downturn in 2007. /// “At the beginning, it was hard juggling two small children and the magazine,” says Purcell. “Sharon inspired me with her family, career and success. I knew if she could do it, with – SHARON HARPER everything else she’s involved in, I could too.” /// Since their first meeting over a decade ago, these two influential women have remained close friends. The admiration and respect they have for each other is mutual. /// “Mandy is the epitome of inspiration for others. The way she approaches business, family and the community inspires me to want to step up and participate on every level,” says Harper.

“Mandy is the epitome of inspiration for others.

The way she approaches business, family and the community inspires me to want to step up and participate on every level.”

© Copyright 2018 by MP Media, LLC

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WHAT IS SOMETHING YOU'VE LEARNED FROM YOUR MENTOR/MENTEE?

WHAT IS YOUR FAVORITE SONG?

BG: Perseverance pays off.

MP: Love songs are my favorite,

MP: Integrity is contagious.

especially "You Don't Bring Me Flowers Anymore" by Barbra Streisand.

BG: "The River" by Garth Brooks

WHAT IS YOUR GUILTY PLEASURE?

Barry and Mandy have bonded over their love of Mexican food.

Mandy practically lives on Taco Bell, especially the seven-layer burrito.

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© Copyright 2018 by MP Media, LLC

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M

ost people who meet Barry Gabel, Executive Vice President of Capital Markets, Institutional Properties and Office at CBRE, immediately take a liking to him. /// “Not one person can say anything negative about Barry,” says Mandy Purcell. “He’s extremely successful because of his sincerity.” /// Gabel’s team at CBRE was featured as one of Commercial Executive Magazine’s first ever “Broker Team of the Year” when Purcell started the magazine. He went on to win the honor for four consecutive years. /// “I met Mandy in our office nearly 10 years ago,” says Gabel. “We hit it off instantly and have been friends ever since.” /// Gabel and Purcell’s business relationship grew stronger in the years to follow. “Mandy would ask my opinion on speakers, topics and events,” says Gabel. “She would genuinely listen and take my advice. Sometimes, that advice would be a little fatherly, too.” /// Gabel’s desire to mentor professionals stems from his early career, when he was a mentee to several industry leaders including his older brother Warner Gabel, Ted Zinman, David Heiple, Richard Bricker, Sam Linhart and Jim Mahoney. “Those guys really paved a way for me to follow. They gave their time to me, and I’ve always felt a need to give back,” says Gabel. /// While Gabel and Purcell’s relationship started in a professional setting, it evolved into a friendship. “We just laugh,” says Purcell. “He’s like a big brother to me.

He’s always helping me out, whether it’s business advice or personal.”

“Barry is not only widely successful in the industry, but he’s one of the most lovely and gracious people I’ve ever met. There’s a reason I’ve featured him so many times in the magazine,” says Mandy Purcell. /// Purcell has also featured Gabel’s wife, Babbi Gabel, in her previous publication, Residential Executive Magazine. Babbi is an award-winning residential real estate Advisor and Scottsdale Area Expert. She has been serving Paradise Valley and Scottsdale as a specialist in single-family luxury real estate and highend luxury condos for more than 27 years. “Babbi and Barry are the best couple I’ve ever known,” says Purcell. “They’ve been there for me when I’ve needed them most.” /// With over 34 years of experience in commercial real estate in Arizona, Gabel has a reputation for being one of the most genuine leaders in the real estate community. He has been honored numerous times throughout his career for his professional achievements and character. Some of those include, “Investment Broker of the Year” by NAIOP, “Top 50 Producer” by Trammell Crow Company, and “Broker of the Month” by Commercial Executive Magazine. /// When reflecting on his achievements, Gabel agrees with Purcell. “It’s the little things. It goes back to being sincere,” he says. In addition to being a positive mentor in Purcell’s life, Gabel has mentored countless other professionals in the industry. Read about Gabel’s heartwarming mentorship with his partner and Vice President Chris Marchildon in the pages to come.

© Copyright 2018 by MP Media, LLC

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When Margaret Lloyd entered the world of commercial real estate as a bold and bright-eyed woman in a male-dominated industry, little did she know she would soon become a runner for a top retail executive, Jack Wilson.

Jack Wilson and Margaret Lloyd

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Š Copyright 2018 by MP Media, LLC

Cover R U N N E R S H I P Margaret Lloyd was hired at Grubb & Ellis Commercial Brokerage in 1983 after being interviewed by the entire retail division, including Jack Wilson. /// “It was during the interview process when Jack and I met,” says Lloyd. “There were two people in the division looking for a runner: Mike Polachek and Jack Wilson.” /// Management at Grubb & Ellis placed Lloyd with Wilson. /// “Back then, the runner was jointly employed by the individual broker and the company,” says Lloyd. “Jack paid most of my salary during that year.”

STORY

PAV I N G T H E WAY

During her year as a runner for Wilson, Lloyd was determined to do whatever it took to succeed in the male-dominated environment. /// “When Margaret first started, she used to wear these little bow ties,” Wilson recalls. “Sort of a way for her to fit in. It was cute, and I never said anything about it.” /// Lloyd agrees, “All I was thinking was how happy I would be if they treated me like one of the guys,” she says. “They did. Especially Jack.”

MENTORSHIP

PERSEVERANCE

FRIENDSHIP

As part of the retail division at Grubb & Ellis, Wilson’s duties included selecting sites for neighborhood and community shopping centers, commercial subdivisions, site planning coordination with developers and major tenants, retail leasing, buildto-suit and ground lease transactions. /// “My first obligation was to be sure I had something legit to give Margaret to work on,” says Wilson.

“I put together a deal on a shopping center and needed that shopping center leased. I said, ‘Margaret, there you go. You go lease it.’” /// Lloyd says the best thing Wilson ever did was make it a sink-or-swim environment for her. /// “That’s what our business is,” says Lloyd. “No one is going to tell you how to do it, where to go or when to do it. You have to have the self-motivation.” /// Wilson says Lloyd has exactly that. “Margaret has that magic,” he says. “She has the drive to succeed in the business.”

After leaving Grubb & Ellis, Lloyd went on to spend 10 years at The Pederson Group as vice president of leasing, where she managed the pre-development and leasing of approximately 5 million square feet of commercial office and retail properties. /// A few years following the downturn in 2008, Lloyd took a risk and transitioned out of retail and into healthcare. /// “One thing I’ve learned from Margaret is to not get hung up on one way to go,” says Wilson. “Look at what your skills are and translate them into a way that adjusts to the market.” /// Lloyd joined Plaza Companies in 2010.

Since then, she has been successful in the sale and leasing of more than 750,000 square feet of medical office properties. /// “I was flattered when Sharon Harper called me for a recommendation and I couldn’t wait to give it to her,” says Wilson.

“Watching Margaret succeed in that transition was extremely rewarding and I think it was a smart and savvy move she made.”

Although Lloyd and Wilson’s work doesn’t overlap much anymore, the two have a friendship that has stayed constant over the years. /// “Throughout my 18 years at Grubb & Ellis and beyond that, I would often ask Jack for business advice,” says Lloyd. Wilson stayed true to his passion for retail and is currently Managing Director at Cushman & Wakefield. /// When reflecting on her subsequent mentors, Jim Pederson and Sharon Harper, they along with Wilson share a similar mindset, “In real estate, you have to see the big picture and stay true to the ideals of honesty and integrity in everything that we do,” says Lloyd.

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A combination of mutual respect, genius, and humor is the foundation of Will White’s relationship with his mentors, Greg Vogel, Founder and CEO of Land Advisors Organization and Brian Rosener, COO. “People are lucky enough to have one mentor; I get two. With two different personalities and strengths,” says White.

STARTING POINTS Vogel and Rosener were introduced to White through his father, Culver White, a longtime Phoenix broker. /// Since Rosener hired him in 2001, White has been instrumental in making Land Advisors Organization the top-volume brokerage firm in Tucson. /// “He’s the reason we’re successful down there,” says Rosener. “People think different and approach business different in Tucson. Having Will there – who really gets that – makes all the difference in the world.” /// As MSA Advisor for Land Advisors Organization’s Tucson market, White provides strategic direction for the sale and marketing of residential land to homebuilders, lot developers, and speculative investors throughout Pima County.

GUIDANCE White credits his success to Vogel and Rosener’s leadership. /// “They have had a huge role in the victories we’ve had down there,” says White. /// With Vogel and Rosener’s different personalities, White has learned from each of their strengths. /// “Brian is really good about tactical strategies to move us forward. He masterminds a lot of what we’re doing down in Tucson,” says White. /// While Rosener is focused on daily strategies, Vogel is focused on the big picture. /// “Greg doesn’t get pulled down in the detail of something. That’s a strength of his, one that he has taught me, too,” says White.

Greg Vogel (left) and Will White (right)

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MENTORSHIP Part of White’s role at Land Advisors is speaking at various industry events including forecasts, panel discussions, and forums. White says Rosener’s mentorship in preparing for these events has had a huge impact on his career. /// “Brian to this day has helped me with every single speaking engagement that I’ve done. He takes the time to sit with me, listen, and give me feedback,” says White. /// Similarly, Vogel’s guidance has been instrumental in his career. /// “Greg sees a lot in me that I don’t see in myself sometimes,” says White. /// White reflects on a memorable moment early in his career. “We were working on a deal and when it closed, Greg told me, ‘You know what, keep all the money.

Just get me back sometime.’ He helped me get my feet on the ground and I’ve never forgot that.”

FRIENDSHIPS Land Advisors just celebrated its 30th anniversary. Vogel started the company in 1987 and has led its unprecedented expansion into 22 markets across the United States. /// “Early on Will quickly became one of my closest friends,” Vogel recalls. “Will and I aren’t just mentor and mentee.

It’s truly become a lasting friendship.” /// That lasting friendship has led to a familiar bond when it comes to their family, sports interests, and hobbies.

Will White (left) and Brian Rosener (right)

“They both have a played a big part in who I am personally and professionally.

I am extremely thankful to both of them for the great work they have done and all the support they have given me.” – W I L L W H I T E

IN ONE WORD, DESCRIBE YOUR MENTOR/MENTEE: WW: Greg is just “Vogel.” It accompanies a little bit of crazy and a little bit of genius. Brian is “Solid.” He’s dependable, supportive and strategic.

BR: Relentless. Will is one of the most focused people you will ever meet, and if he puts his mind to something, consider it done. He won’t let up until it is.

© Copyright 2018 by MP Media, LLC

PERSONAL STORIES GV: Will and I have an affinity for Jackson Browne. We sit late into the night on occasion listening to the genius and meaning behind the lyrics. Will can play solo guitar and does a great job with “These Days” by Browne.

BR: I remember going to Will and Elizabeth’s wedding. It was at this beautiful house in the foothills of Tucson, sometime in the early 2000s. I had gotten married a year or so before, and I remember watching the ceremony and thinking “This is so adult – we’re all grown-ups now.” It seems like it was forever ago, but also like it was yesterday. We’ve certainly come a long way since then.

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hamid panahi & james crawley

HA D MI

PA N A

H

I(

LE

FT )

AN

D

JA ME SC

RA WL EY ( RI

GHT)

“Hamid wasted no time to put me into situations to gain real-life experience through escrow management, property tours, call-for-offers, and marketing collateral development to understand the full spectrum of brokerage. These interactions provided me with the confidence and experience to utilize deal stories and understanding in a short career to influence clients and win business. Over the last three years, Hamid has become not only a mentor, but a friend and the foundation of the relationship is both accountability and support.”

– J A M E S C R AW L E Y

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James Crawley and Hamid Panahi have been working together in the multifamily sector in Tucson since Crawley joined Marcus & Millichap as a sales intern in September 2015.

P

anahi interviewed him on a Sunday and hired him the next day. /// “I recognized immediately during our first meeting that Jimmy is coachable, driven, has grit, and is not afraid of failure,” says Panahi. /// Under Panahi’s leadership, Crawley has grown into a promising young agent at Marcus & Millichap.

Crawley won the company’s “Most Improved” award last year. /// “The learning process has been non-stop and comes in the form of both rigorous practice, execution, and thoughtful reflection,” Crawley says.

“Each transaction, meeting, or interaction can spur a workshop where we dig into the details to understand how we can become the best at our craft.” /// As a team, they have closed 35 transactions for a total sales volume of $220 million and were ranked the No. 2 team for total sales volume in Tucson in 2017. /// Panahi recalls the duo’s first deal.

“The gratification of experiencing our joint work and chemistry coming together for the first time to produce optimal results for our client is an experience that will stay ingrained in my memory,” says Panahi. /// Crawley credits his development to Panahi’s mentorship. /// “Hamid’s experience in management and training has proven to be invaluable in my growth and success,” says Crawley. /// The two have formed a bond that goes beyond “Mentor/Mentee,” and has grown to a true partnership and friendship. /// “We are alike in countless ways, which I would say is why we have been able to forge such a strong personal and professional relationship,” Crawley says. “His wisdom and experience are not bound to just professional advice but also life lessons. I lost my father my first year of college and Hamid has been able to provide that guidance and wisdom.”

“I HAVE FAILED MANY TIMES AND WILL CONTINUE TO FAIL – SUCCESS CAN’T BE ATTAINED WITHOUT FAILURE. I RECOVER BY REFLECTING, AND I TAKE PRIDE IN SHARING THOSE FAILURES AND RECOVERIES WITH JIMMY WITH THE HOPE THAT HE WILL LEARN FROM MY MISTAKES.”

STORY

In one word, describe your Mentor/Mentee: HP: Ambitious JC: Altruistic How often do you talk to your Mentor/Mentee?

HP: Every day.

JC: We probably see each other three days a week. In terms of how often we talk, my girlfriend refers to Hamid as my other wife.

What is your hidden talent?

HP: Merging songs seamlessly on two turntables with a mixer.

JC: Trivia Best and worst decision you’ve ever made?

HP: The best decision I have ever made was shaving my head. Worst decision I have ever made was delaying shaving my head.

JC: Best decision I’ve made was taking the leap into investment sales and aligning with Hamid and the rest of the team, whose tutelage has accelerated my growth substantially. Worst decision was waiting two years to get the windows tinted on my black car with black leather seats.

– H A M I D PA N A H I

© Copyright 2018 by MP Media, LLC

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BARRY GABEL CHRIS MARCHILDON Q&A: What is a memorable lesson you’ve learned?

BG: My first job was at a restaurant called The Salad Bowl. The owners wanted to drum up more business so I volunteered to wear a carrot costume and stand on the side of the road. I had people yelling and throwing things at me — it was brutal. I wobbled my way back in, grabbed a napkin, stuck it over my face and went back out there.

One of the groups that I waved at was my mom and dad.

Through my eye-holes in the napkin I see them walking over to me. My dad comes up and rips the napkin off my face. He said to me, “Always be proud to be a Gabel.” It was powerful. It was one of my very first lessons in life.

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CM: I could write a book on the things I’ve learned from Barry. One experience that was extremely memorable was our recent work trip to Laguna Beach, California. When we get invited to present a listing, the whole team goes. We closed the deal and the whole team, buyer, seller, leasing team, debt team and even some extra family (24 people) celebrated at a terrific dinner.

What I felt most heartwarming, was that Barry said something impactful about every single person at that table and how they were involved in the transaction. It was one of the most incredible experiences. Everyone was so touched by it. It’s a testament to who he is. This experience taught me a lot because you must really care about everyone involved because they are going to have some impact on the deal. Whether it’s property management, engineering, leasing, or debt and equity, he had something to say about every one of them. Caring, thoughtful, and completely impromptu. © Copyright 2018 by MP Media, LLC

“O

ne thing my dad told me at a young age is, ‘What I hope for you is that you find passion in what you do,’” says Barry Gabel, Executive Vice President, Capital Markets, Institutional Properties and Office at CBRE. /// Gabel holds his father’s words of advice close to his heart after losing him as a young adult. “When you lose a father at 18, your life changes immediately. I latched onto older guys that I could learn from,” says Gabel. /// Emulating those who took him under their wings, Gabel serves as a mentor to countless young professionals. This includes his partner and Vice President, Chris Marchildon, who also lost his father at a young age. “I identified with Chris because I lost my dad, too,” says Gabel. /// Marchildon was transitioning from professional baseball to the business world when he first met Gabel. /// “I really have no memory of my father, but Barry and a few others in the office knew him and remembered his influence.

I recall thinking, ‘this is so cool because I’m meeting with people who knew my dad,’” says Marchildon. /// Gabel suggested Marchildon join CBRE’s Phoenix research team where he spent two years learning “the ropes” of commercial real estate. Gabel kept his sights on Marchildon and in 2010, despite being in the midst of the worst economic downturn in history, decided to add him to his office investment properties team. /// “I wanted to teach Chris the business while the market was at its worst,” Gabel says.

“Only a quality team can achieve.” /// Marchildon is an invaluable member of CBRE’s growing investment sales team; Gabel’s guidance and mentoring are at the core of the team’s success.

What is your secret talent?

BG: I love to sing and dance.

Cover

STORY

Gabel’s impact on his team is unmistakable. /// “It rubs off on all of us. People ask me if it’s real and it is. He makes us want to be better,” says Marchildon. “You never know what the day is going to bring, but you know you’re always going to have a positive influence who’s looking over you.” /// Over the years, Gabel instilled his four guiding principles in Marchildon: demonstrate accountability, be honest, always do the right thing, and work hard. While none of these are groundbreaking ideas, Gabel knows staying the course can be difficult in a career full of competing demands. /// “Heartache is part of this business because we can’t always control the outcome of a deal,” says Gabel. “Success comes from relying on those four values.” /// Since their first meeting nearly a decade ago, Gabel and Marchildon have forged a work relationship that has evolved into a father-son bond. /// “We have a lot of similarities. We love family, friends, and giving back to the community,” says Gabel.

“We really care deeply for our clients who have turned into exceptional friends.” /// Sitting down with Gabel, it’s easy to see that he truly has found passion in his work. “When I wake up in the morning, I’m excited to see my teammates. I’ve been doing this for 34 years and I’ve never once regretted getting out of bed and going to work.

I think that’s the atmosphere of our team.”

In one word, describe your Mentor/Mentee:

CM: I’m a foodie. I love to cook.

BG: This is probably one of the biggest compliments I’ll ever give him. My kids will tell you the most important word to me ever is "Accountable." Chris is accountable.

What is your vice?

CM: The first word that comes to mind is "Caring." Barry cares more about his family, friends, clients and colleagues than anyone I have ever met. In addition to the care Barry shows towards people in his life, he also cares more about the detail, follow up and execution with respect to every aspect of his business.

BG: Email and French fries.

CM: My secret talent is also tied to my vice… I really love good food.

© Copyright 2018 by MP Media, LLC

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PERFORMANCE ADVANTAGE.

May 2018 YTD: $600 million in value | 3.2 million square feet | 17 transactions closed or under contract Our team helps our valued clients unleash the potential of their real estate investments, delivering outcomes that drive business and bottom-line performance. How can we help you transform your real estate into real advantage?

Barry Gabel Executive Vice President 602 735 5273 barry.gabel@cbre.com

cbre.us/ipmetrophoenix

Chris Marchildon Vice President 602 735 5625 chris.marchildon@cbre.com

Will Mast Vice President 602 735 5206 will.mast@cbre.com

YOU'RE ENTITLED Withey Morris is your advocate at City Hall.

Land Use • Zoning • Real Estate

(602) 230-0600

Building Arizona from concept to completion Withey Morris - Arizona's most trusted land use law firm.

info@WitheyMorris.com WitheyMorris.com

Industry

TRENDS

The number of projects that involve renovating buildings and turning them into new spaces has climbed steadily since the Recession thanks to new adaptive reuse programs. Identifying potential legal issues early can prevent major pain later.

Here are five tips to guard against common legal issues when redeveloping and restoring infill properties:

1

DEED RESTRICTIONS AND CC&RS: Buildings and land uses initially intended for a distinct purpose years ago may have use restrictions that limit its utility today. Study the title report and associated documents to verify whether the proposed use is permitted within or prohibited by the CC&Rs or property deed restrictions.

2

ZONING DUE DILIGENCE: The underlying zoning and attendant stipulations or conditions of approval cannot be overlooked. Proper due diligence should discover potential pitfalls by analyzing the underlying zoning, permitted uses, applicable development standards, and any restrictive stipulations of approval. Identify whether a zoning approval is tied to a specific plan of development that could impact building renovations, architectural modifications, or footprint changes.

DEVELOPMENT STANDARDS: Parking requirements and development standards can become unforeseen obstacles. With adaptive reuse, the developer is challenged not only by the building preservation and remodel, but also by existing site constraints such as lack of parking, access, on-site circulation, building setbacks, ADA retrofitting, and more. Identifying possible code deficiencies and potential solutions is critical from the outset. Whether by variance, interpretation, shared parking model, or rezone, a variety of legal options exist which can serve as useful tools in solving common problems with adaptive reuse endeavors.

3

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Š Copyright 2018 by MP Media, LLC

By: Adam Baugh

BUILDING CODES: Buildings constructed years ago were designed with entirely different code standards which can make functional changes impractical. As an example, a recent four-story office building was converted into an indoor storage facility but required massive structural analysis and re-engineering. Early issue spotting can prevent major legal problems later in the case of construction defect, negligence, or personal injury.

4

CITY PROGRAMS: Many municipalities are adopting adaptive reuse programs to revitalize existing buildings. Study the adaptive reuse program and criteria to ensure you meet the minimum requirements such as building size, historical significance, incentive area, and qualifying criteria. Know the program parameters and hire land use and zoning counsel familiar with that particular municipality’s processes, regulations, and norms. /// A good example implementing this approach is the Colony on 7th Street in Phoenix. It was previously an abandoned assisted-living facility and commercial building covering multiple parcels. /// The initial challenge was converting an older building to a new use given the mixed underlying zoning, the odd parcel shape, the narrow depth, the lack of parking, and poor access. The second set of issues involved resolving concerns from neighbors, HOAs, abutting property owners, and area activists. Third, we identified potential concerns and issues with city staff, engineering and development reviews, and elected officials. Finally, after all those items were weighed, we developed a strategy to navigate those issues and the entitlement process.

5

Š Copyright 2018 by MP Media, LLC

Attorney Bio: Adam Baugh is an owner at Withey Morris, PLC, where he has been practicing land use and zoning law since 2007. He is a seasoned and successful lawyer who regularly works with city councils, planning commissions, and neighborhood groups in representing landowners, developers and businesses in obtaining land use entitlements.

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Industry

TRENDS

By: Brent Mallonee

T

he restaurant business has always been subject to fads: fast-casual dining one year and food trucks the next. One of the hottest trends right now in the restaurant business, and in retail in general, is the food hall. Food halls are popping up around the U.S. At the current rate, by 2020 the marketplace will have tripled in size in the span of just five years, according to Cushman & Wakefield’s recent Food Halls of North America report. Based on underconstruction and planned projects, Cushman & Wakefield projects there will be 180 food halls by year-end and 300 by the end of 2020.

LOWER COST TO CONSUMER RESTAURANTS THRIVE IN SHARING ECONOMY HIGH LEVELS OF FOOT TRAFFIC

Food halls are not a fad. They represent a new operating model that provides users lower costs, significantly higher levels of foot traffic, and are the sharing economy for restaurants. In fact, Phoenix already has one food hall: Desoto Central Market on Central Avenue. While Desoto is the only recognized food hall in Phoenix so far, expect more in the future.

S E N I O R D I R E C TO R , C U S H M A N & WA K E F I E L D

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Industry

TRENDS

Phoenix has been recognized nationally for the evolution of our culinary scene. Restaurants and concepts have emerged in Phoenix and gone on to expand nationally.

If the trend takes off here, it will only draw more culinary innovation as people use the food hall as an incubator space to test different ideas and will then propel our culinary scene even further with new concepts and fusions.

Š Copyright 2018 by MP Media, LLC

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Industry

TRENDS

T

o the uninitiated, a food hall may simply seem like just a new take on the classic mall food court. However, there are significant differences between a food hall and the classic food court. Yes, there are multiple vendors under one roof, but food halls differentiate themselves with an emphasis on connectivity and interaction with the customer.

Food halls create synergy as well as safety in numbers. However, developing food halls has some high barriers to entry because of the large amount of capital they require up front, with little to no preleasing, and not having "credit" tenants. As food halls multiply across the nation, the benefits to restauranteurs, restaurants, and consumers are undeniable.

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Š Copyright 2018 by MP Media, LLC

Industry

TRENDS

They allow restaurants to inhabit a small space that takes little capital and time to get up and running. They also present an opportunity to test new concepts to grow a business and eventually become a free-standing, self-sustaining company.

Food halls underscore the strength of a market’s foodie culture. Phoenix doesn’t currently have food hall projects on the scale of those found in markets like New York, Chicago, or San Francisco.

Adding food halls will substantiate that Metro Phoenix has the diversity and viability to support new and innovative developments.

© Copyright 2018 by MP Media, LLC

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Managed by:

Industry

EVENT

Winners of Student Challenge Embrace Local WWII History in Glendale Students Compete in the 5 th Annual REIAC/Rockefeller Group MRED Challenge

MAY 8, 2018 REIAC/Rockefeller Group Challenge winners and sponsors (left to right) are MRED Director Mark Stapp; team members Robby Leonard, Cody Wolfe, Mohammed Almehaidib, and Josh Rodriguez; and Rockefeller Group Vice President/Regional Director & REIAC Southwest President Mark Singerman.

(Photo by Peter Madrid. Event held at Arizona Country Club.)

T

hree teams consisting of graduating students from Arizona State University’s W. P. Carey School of Business, Masters of Real Estate Development (MRED) program competed for cash prizes. Copperstate Development captured the top honor, garnering $1,000 each for team members Robby Leonard, Cody Wolfe, Josh Rodriguez, and Mohammed Almehaidib. /// This year’s project was the 148-acre Arizona State University Thunderbird School of Global Management campus in Glendale. It will become vacant as ASU is moving the school to its downtown Phoenix campus. /// “The biggest challenge was taking into account what the city really wanted compared to what the market was asking for,” Leonard said. “The greatest satisfaction was getting through the three-synthesis process and finally coming to a conclusion. You know what you’re looking for in the build-out process, marketing, and the pro formas. You really get to see how the development process works.” Leonard said. /// Each team was allotted 10 minutes to present a development solution followed by questions from the audience. Audience members chose the winning team immediately after the presentations. /// Mark Stapp, director of the MRED program, said the challenge has made great strides in just five years. /// “Two things get better every year,” Stapp said. “One is the support that comes from the REIAC membership and the Rockefeller Group because that’s how this becomes real in terms of the student experience and not just in theory. The student experience continues to improve as we develop an alumni base. As the program develops a reputation, we get better students every year.” /// In addition to sponsoring the annual Challenge, REIAC Southwest awards two $2,500 scholarships to MRED students that have a financial need and want to pursue real estate careers in Arizona after they graduate.

By: Peter Madrid

© Copyright 2018 by MP Media, LLC

COPPERSTATE’S WINNING ENTRY, THUNDERBIRD FIELDS, is a four-phased, master-planned development focused on balanced housing types, conservation, rehabilitation, and redevelopment.

Copperstate proposed new and rental homes, adaptive re-use projects, single tenant retail, open space, medical offices, and respects the history of the former World War II airbase that opened in 1946. Historical elements on the campus include Founders Hall, Hangar 1, and the old air traffic control tower.

OTHER FINALISTS PROJECT DETAILS

ATLAS PARTNERS – Oasis Village at Thunderbird, a multi-generational village that also preserves the history of Founders Hall, Hangar 1, and the control tower. Atlas highlighted connectivity and walkability in a mixed-use community. It featured amenities seen at The Presidio in San Francisco and Agritopia in Gilbert.

GP DEVELOPMENT – The Landing at Thunderbird, a mixeduse development geared towards active and retired service members.

Plans called for converting Hangar 1 into an incubator for veteran-owned businesses. It features single family and multi-family housing, senior living, medical offices, a specialty grocer, and a landing loop featuring a splash pad, pavilion, and dog park.

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Project to

WATCH

Douglas Allred Company’s Latest Development is Another Example of Vision and Timing By: Danielle Furletto

The Douglas Allred Company, a San Diego, California-based developer, is taking off with construction of a 617,000-squarefoot campus for Orbital ATK, marking another milestone in the company’s continued success to anticipate the needs, growth, and trends in the Arizona market.

Located at the intersection of the Loop 101 and 202 freeways on a 47-acre site at the southeast corner of Price and Willis roads, the 617,000-square-foot campus for Orbital ATK will serve as its Launch Vehicles Division Headquarters along Chandler’s Price Road Corridor within Park Place.

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Project to

T

he ground-up, multiple-building facility will serve as Orbital ATK’s Launch Vehicles Division headquarters and is being constructed by Willmeng Construction. The Phoenix-based commercial contractor has been the preferred GC for Allred on nearly every project within the 180-acre Park Place campus in Chandler. Orbital ATK’s new office and state-of the-art manufacturing space are located at Park Place. /// “Dave and the team at the Douglas Allred Company have a laser focus to strategically create appealing and unique campus environments, the business acumen to assemble the land, and the ability to successfully negotiate leases that are mutually beneficial at a speed that is truly unparalleled in the market,” said Willmeng President James Murphy. /// This is the latest example of Allred’s unique blend of skill and art in anticipating an area’s potential long before a business corridor is apparent.

Allred first entered the Arizona market in 1997 with the redevelopment of Allred Center at Southbank, two single-story office and manufacturing buildings. The project garnered a Best of NAIOP Industrial Build to Suit of the Year. This success continued with its second development at Eastbank, resulting in fully leasing the property as well. /// Allred has developed a successful recipe for attracting and quickly securing corporate headquarters. This includes the relocation of Infusionsoft’s headquarters from Gilbert in 2012 to Park Place and the Orbital ATK campus at Park Place in Chandler. Allred invested in more than 72 acres of land initially in 2007 at what is now known as Park Place. /// The evidence of Allred’s vision and steady

WATCH

strategy playing out was never more evident than with the commencement of a speculative office building in 2012 within Park Place. It was the only spec office building to start construction in all of Maricopa County.

This bold move resulted in fully leasing the building to Infusionsoft before construction was completed. /// The same year, while Arizona was experiencing a downturn generally considered one of the worst in the nation, Allred started its second speculative development at Allred Riverpoint, a 13-acre site that later was fully leased to Asurion LLC. /// “When the dust has settled and the employment rate is up, we owe a big thank you to those who never stopped — David Allred never stopped,” Willmeng’s Murphy said in an interview nearly six years ago during the peak of the Recession. /// The consistent approach that marks Allred’s history of success in the Valley for more than 20 years stems from David Allred’s keen eye for a deal based on relationships that are genuine and loyal, coupled with the ability to predict the market ahead of the trends. /// Park Place has fully-leased all of the buildings constructed since the masterplan development first began in 2008. Upon completion, the park will encompass 3 million square feet of fully-occupied space including the project from Orbital ATK. /// Given that the park is fully leased, the Douglas Allred Company is underway with two new buildings that will deliver in Q1 2019. It will provide another 280,000 SF of inventory for future users. /// As this latest project, Orbital ATK, completes construction in 2019, we can anticipate future plans coming from Douglas Allred Company that continue to shape and lead the development in the Valley.

Developed by Douglas Allred Company, Park Place is a 180-acre, master-planned office/flex space development.

© Copyright 2018 by MP Media, LLC

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UILDING MOMENTUM B BUILDING MOMENTUM 4 LOCATIONS IN CHANDLER AND GILBERT 4 LOCATIONS IN CHANDLER AND GILBERT

CHANDLER CORPORATE CENTER IV AVAILABLE NOW

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RG Chandler 101

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INDUSTRIAL, AND FLEX | INFRASTRUCTURE IN PLACE | Loop 101 at Chandler Boulevard OFFICE Gilbert Road PROVENAZ EXPERTISE IN FOREIGN TRADE ZONES | FULLY ENTITLED / READY Chandler, and Queen Creek Road INDUSTRIAL, OFFICE AND FLEX | INFRASTRUCTURE IN PLACE | TO BUILD rg-chandler101.com Chandler,TRADE AZ PROVEN EXPERTISE IN FOREIGN ZONES | FULLY ENTITLED / READY TO BUILD Rockefeller Group Office, hotel and retail 100,243 s.f. flex/industrial RG Chandler 101 Chandler Available for sale DivisibilityCrossroads to 15,788 s.f.

Loop 101 at Chandler Boulevard Gilbert Road Available now RG Chandler 101 Chandler Crossroads Chandler, AZ and Queen Creek Road Loop 101 at Chandler Boulevard Gilbert Road rg-chandler101.com Chandler, AZ Rockefeller Chandler, AZ and QueenCorporate Creek Road Chandler Center IV Gilbert Crossroads Group Office, hotel and retail 100,243 s.f. flex/industrial rg-chandler101.com Chandler, AZ Rockefeller Chandler,AZ Germann Road just east of Group Available for and sale retail Divisibility to 15,788 s.f.

Office, hotel 100,243 s.f. flex/industrial 4100 W. Galveston Street Gilbert Road Available now15,788 s.f.

AvailableAZ for sale Divisibility 43,007 r.s.f.to office/flex Gilbert, Available now now Available +/- 45 acres available for Chandler Corporate Center IV Gilbert Crossroads land sales and/or build-to-suit Chandler,AZ Germann Road just east of opportunities Chandler Corporate Center IV Gilbert Crossroads 4100 W. Galveston Street Gilbert Road Chandler,AZ Germann Road just east of office/flex D E V E L O P E R 43,007 E X C L U S I V E A G E NT Gilbert, AZ 4100 W.r.s.f.

Galveston Street Gilbert Road Available now +/45 acres available for Office: Phil Breidenbach, SIOR 43,007 r.s.f. office/flex Gilbert, AZ phil.breidenbach@colliers.com land sales and/or build-to-suit Available now +/- 45 acres available for 602-222-5073 opportunities land sales and/or build-to-suit opportunities Industrial: Paul Sieczkowski, SIOR D EV E L O P E R

James V. Camp

D EV E L O P E R

E X C L U S I V Epaul.sieczkowski@colliers.com A G E NT

Mark Singerman, LEED AP

Senior Vice President and Regional Development Officer

Vice President Regional Director - Arizona

RGDC-CA@rockgrp.com

RGDC-AZ@rockgrp.com

®

www.rockefellergroup.com

James V. Camp

Mark Singerman, LEED AP ®

SIOR 602-222-5085 E X COffice: L U S I V EPhil A Breidenbach, G E NT

2390 E. Camelback Road, phil.breidenbach@colliers.com Office: Phil SIORCCIM Rob Breidenbach, Martensen, SIOR, Suite 100 602-222-5073 phil.breidenbach@colliers.com rob.martensen@colliers.com Phoenix,AZ 85016 602-222-5073 Industrial: Paul Sieczkowski, SIOR 602-222-5082 602-222-5000 paul.sieczkowski@colliers.com www.colliers.com Industrial: Paul Sieczkowski, SIOR 2390 E. Camelback Road,

602-222-5085 paul.sieczkowski@colliers.com