How Elite CRE Brokers Stop Hunting and Start Capturing Demand
Can data, media, and AI actually replace endless cold calls for commercial real estate brokers? Logan Freeman, co-founder of CRE Central in Kansas City, and Tyler Cauble, Nashville-based broker and developer, have built a brokerage model where they stop hunting and start capturing demand by following where capital is already moving — stacking $92M under contract/LOI and a $265M pipeline in one of the most volatile CRE cycles in modern history. Their Brokers Mastermind members are doing the same, from Jake Clark’s $8M Nashville deal with a six-figure commission, to multi‑million‑dollar land, industrial, and IOS transactions driven by niche authority instead of spray-and-pray prospecting.
In this episode, we break down exactly how Logan and Tyler shifted from chasing unready owners to becoming the obvious broker in a specific niche. We talk about how to read capital flows and transaction data to pick a lucrative niche, why “trend-first” brokers win more and faster (even in choppy markets), and how to turn one closed deal into months of proof-stacking content across LinkedIn, YouTube, newsletters, and AI-powered databases. You’ll learn how to build a top-100 list of ideal owners and buyers, structure your prospecting “wavelengths,” and transform every conversation, comp, and closing into inbound deal flow.
Get commercial real estate coaching, courses, and community to jumpstart your investment journey over at CRE Central: www.crecentral.com
Key Takeaways:
Cycle Context & Opportunity Window
CRE has rebounded from a 20% peak‑to‑trough correction to a renewed upswing: 2025 volume hit $550B (+19% YoY) and 2026 is pacing toward $625B+, driven by both forced sellers (can’t refi) and elective sellers locking in gains. Brokers are in a prime window to scale deal volume.Shift from Hunting to Capturing Demand
Instead of blanket cold calling, Logan and Tyler advocate reading capital flows and transaction data, then positioning yourself where capital is already chasing deals. Logan’s own shift to this model helped build $92M under contract/LOI and a $265M pipeline.Niche + Authority as the Core Strategy
The path to leverage is to pick one asset type, one geography, one buyer/seller profile, and become the authority. Examples include small‑bay industrial, IOS, data centers, medical office, flex, workforce housing, and build‑to‑rent in select markets. The goal: when investors search that niche + market, you are who shows up.Data & AI as a Proprietary Edge
Brokers should build their own proprietary databases—scraping public records, business journals, and listings; tracking every comp and closing; and using AI to underwrite, summarize, and turn deals into insights. This reduces dependence on platforms like CoStar/LoopNet and becomes a powerful listing and pitch asset.Proof Stacking: Every Deal Becomes Marketing
Each transaction should be multiplied into case studies, market breakdowns, newsletters, and social posts that demonstrate expertise. This “proof stacking” turns one fee into future inbound deal flow and deeper relationships with a curated top‑100 list of ideal owners and buyers.Choosing Platform & Path (Big Brokerage vs Independent)
Joining a large brokerage offers brand, training, and deal flow but comes with heavy splits and less control. Independent or smaller-shop brokers keep more economics but must self-generate business and infrastructure. The right answer depends on your strengths (hunter, data/ops, relationship builder) and willingness to build a niche platform.
About Your Host:
Tyler Cauble, Founder & President of The Cauble Group, is a commercial real estate broker and investor based in East Nashville. He’s the best selling author of Open for Business: The Insider’s Guide to Leasing Commercial Real Estate and has focused his career on serving commercial real estate investors.
Episode Transcript:
Speaker 1 0:00
Welcome back to another broker growth live stream where I'm your host, Logan Freeman, with my other co host here today, Tyler Cobble and we're bringing you an episode today talking about brokerage, and it is sponsored by the brokers mastermind. About a year and a half and ago, Tyler and I started do, maybe it was two years ago, started to do some episodes on the podcast all about brokerage. And it was really this inflection point of when artificial intelligence was really getting adopted. It was really early on, and we also were training our brokers on a regular basis during the work days. And so we got together and we said, man, we got to build something. We got to build a curriculum, we got to build a group, we got to build a platform for real estate brokers that might be transitioning from residential, they may be doing some residential, but going into commercial real estate, they may be at a resi mercial firm and the only person doing commercial real estate at that firm. They may be at a bigger firm and just lost in the fold and need some support. How hard it is to get all the attention that you need from a duty, from a from a broker that's been in the industry for for a long time, if you are getting started. Man, and what is blossom from that is about 20 people now in the CRE Centrals brokers mastermind group, and the results are unbelievable. Jake Clark, big shout out to Jake. Just hit USA Today for closing his largest deal in Tennessee, the Nashville area. I can't remember the exact location, $8 million deal, six figure plus commission, and he texted me and said, this wouldn't have been possible if I wasn't in the brokers mastermind. And if you've been in commercial real estate for the past six years, I mean, you've lived through one of the most volatile cycles in modern history. Just want to set the table here. I'm going to break down what just happened, and the numbers tell this story. Okay, so 2020 let's go back. Can you believe Tyler covid was six
Tyler Cauble 2:15
years ago? I was I was actually thinking about that yesterday, because I was talking to somebody about when I decided to start the YouTube channel. And I was like, Oh yeah, you know, we started the YouTube channel during covid, you know, a few years ago. I was like, Oh my gosh, we're coming up on six years since I started the YouTube channel. That's kind of hard to believe.
Speaker 1 2:35
Well, our commercial real estate volume nationally in the United States was about $425 billion in 2020 that was kind of our trough, all right, 2021 was an 88% year over year increase to $800 billion 2022 another really good year, $780 billion so that peak really held through the first half, and there was a crash In the second half. Then 2023, $450 billion almost back to covid levels. 2024, $463 billion and now the inflection point. The Big surprise was in 2025 19% year over year, increased to $550 billion in commercial real estate. We are now in March of 2026 January, February. Numbers are in over 1200 commercial real estate deals done above $50 million the capital is back transaction volumes likely to hit 625 billion plus this year for two reasons. One, you've got non discretionary sellers. People have to sell. They cannot refinance. They will be selling. They already are selling. Then you have discretionary sellers, folks that have been in the industry for quite some time saying, Wow, prices are up two and a half percent year over year. There's a lot of stuff going on in the United States and in the world. There's a lot of markers I don't like. I'm getting out right. There's a lot of people I've talked to that said, hey, time is now, and I'm getting out of this, this real estate. So they're selling. So I believe that transaction volumes are going to be up. And I mean, we just lived through a 20% peak to trough. Valuation correction, capital marks broke, capital markets froze. And now finally, there's this big bump. And so what we're doing here today is talking to commercial real estate brokers to say, hey, right now is your time. But how are you working to capitalize on this increase in transaction volumes? I tell a little story. Back in 2021 2022 I was not doing brokerage 100% now we were doing private equity acquisitions, but I probably left 50 to $100 million of transactions on the table in 2021 to 2022 and I have vowed to make sure that will not happen again. And I'm proud to say you. Implementing this technique here that I'm going to show you guys here today, Tyler, I'm going to walk you through, as well as a few of the other components of the brokers mastermind that we work on on a regular basis, proof stacking, digital marketing, media, AI, all of the components rolled in together, has $92 million of real estate under contract, or loi for my firm here in Kansas City, with a pipeline of about $265 million that would be double, more than any of the real estate components I've ever done the last 10 years. And so we are, we are positioned well to capitalize, and I want to help you guys capitalize on this as well. So I think the timing is fantastic. Tyler and I have been wanting to get back on here and do this again. If anybody is following Tyler, he knows he's a little busy getting a boutique hotel opened up in Nashville right now. But also, you know, it takes a lot of work to kind of go through and run the different businesses that we've got going on. And like I said, we're closing deals almost on a bi weekly basis right now, and I want to get you guys there too. So Tyler, that's that's what we're doing here today. Do you have any thoughts on that front?
Tyler Cauble 6:08
Yeah, man, look, I'm excited to be back doing this. It's been a little while since you and I have gone live, and I think, you know, the conversations that we have, I mean, one, it's kind of cool, because these are conversations you and I would be having if we weren't podcasting them or sending it out into the universe, and that's something that we talk about all the time, is like we should just record our conversations and send this out there. But to the topic that we're gonna be diving into today is, is really prescient, because, you know, I've built my entire career off of this. You know, yes, you want to be Hunting. Hunting is obviously a pretty big aspect of what we do as commercial real estate brokers. What happens, though, if the hunt is unsuccessful, that day, you want to be able to come back and have a couple of fishing lines that are out and hopefully have some fish on the hooks, right? That's exactly what we're diving into today. And that's what Jake has used. That's what David's used. That's what a lot of our members of the broker's mastermind have started implementing, because you've shared so much of this behind the scenes, of how to go out and create the demand that's or capture the demand that's already there instead of having to create it. There are clients out there that want the information that you're putting out, and they want your unique take on it, and that's, that's one of the ways you do that. So let's, let's
Speaker 1 7:25
dive on in absolutely head. On over to brokers mastermind.com Learn more about what we've got going on. We're adding members on a regular basis. Just had a new onboarding call with Mustafa out of Connecticut this morning. Very excited for him. He had to get off the call because he was showing up to a listing appointment, going through a walkthrough, doing the deals. So give us a ring. Give us a shout out. Find us on LinkedIn, YouTube, website. Let's get on a on a call. But today Todd and I really going to show you how to stop chasing deals. Is start capturing demand by following where capital is already moving. This has been a life changer for me. This year, the trend is your friend, and I want to talk about what that means. Most of us spend all of our time cold calling and pitching owners who aren't ready. That's hunting, and that's good, and it's work, but it's exhausting, and if you look a little deeper, the market is already telling us where capital is moving. We just need to listen and listen to the data in your specific market. What's going on in Kansas City is very different than what's going on in Nashville versus what's going on in Fort Collins, Colorado, versus where Mustafa is up in Hartford, Connecticut, right? And so we always answer questions with statistics, not opinions, and that's from our good friend and mentor, Bob knackel. But long story short, if you are willing to study the numbers, study the capital, study the transactions the market's already telling us where the capital is moving, and that capital moves in patterns, okay? Investors herd into specific asset classes, specific geographies and deal sizes, instead of asking who to call. Ask what capital is already chasing, right? So flip the script when you're thinking about what, what am I looking for with my lucrative niche? All right, maybe you do office properties right now, but in your market, office properties are not transacting, right? That could be the case, or the owners are trying to hold on until the office market continues to recover. Well, good luck, right? But you're seeing your buddy over there in the industrial sector close deals on a monthly basis, and you're like, man, that seems like something I should be getting into. Or maybe you're in one of these markets where self storage is just popping off, right? And that could be a really good opportunity. You got to find that, because if you do the. Time that you spend working on that asset class, you're going to get so much more return on that time. And honestly, man, this has been a big shift for me. Like I used to be the guy that in the hormozy approach, which I still am, I still outwork most people. But like I just said, If I work harder, I will get farther. And that is true. That is true.
Tyler Cauble 10:23
And work smarter too, right? Like, you don't have to always be the guy that's just knocking on every single door. Like, there's ways for you to scale this and what's what's really cool, too. Like, if we're going to take, you know, the theory that Logan's throwing out there and put it into action, I'll tell you this. I mean, having worked with Logan for years now, you know, just as friends, and then also, you know, doing the mastermind together, but seeing the behind the scenes of how he runs his brokerage, I think Logan, it must have been like a year and a half or two years ago, you told me, I'm going to go all in on land. I'm going to figure out everything that a broker needs to know with with, you know, with regards to zoning and how utility access works, and what's trending in that space, so that I can get ahead of it. I can work with these developers, and I can tell them exactly why this next piece of land is going to be the next big thing for them. And you've done it, man, you're working on on some massive land deals now, you've gotten into brokering land for data centers and stuff like that, all because two years ago, you noticed where the trend was headed with regards to new development, and you started studying it then. And look, that's the thing with brokerage. Sometimes it takes a little bit of time for you to build up that pipeline and for it to get as big as Logan's built it up to now, but imagine if he hadn't made that decision two years ago. It's been a game changer for you and your business. It's been awesome to watch you build
Speaker 1 11:55
That's exactly right, Tyler, and that I'm that one decision has led to now over $60 million of real estate under contract. Was, I'm going to go figure this out, because it is a blue ocean strategy, all right? And that kind of brings us to the next opportunity. Is like, when what happens when you ride this trend? Right? Here's a real example, all right, and I'm a little embarrassed to say this. Okay, so I'm gonna be very transparent with you guys. I took this listing on, and I knew it was a good deal, but I looked at it from an industrial standpoint. So let me give you some, some, just some, some metrics. Here. It's a 19,000 square foot industrial property over two different properties. 114's 1000 square feet, the other one's like 4500 square feet, but it has close to nine acres of land, and it was industrial zoned for for outdoor storage, right? And I completely missed the boat in regards to the valuation and how much traffic, because I didn't know that at the time that since 2020 iOS rents in the United States are up 123% with a vacancy of 2.5% CBRE just put out a report yesterday, the average industrial rent across the United States 11 bucks, and if they have a specific methodology has to be 50,000 square feet or below, with at least four acres of land. Okay, so that's the that's the metric. IOS is at $13 per square foot. And so wow, I listed this property over 12,000 people were reached. 16 confidentiality agreements signed, nine meetings set. And these were not tire kickers. They were serious principals who already own this asset class and have capital ready to go. We are under contract over list price right now and going to close this deal in May. We had multiple offers. And what I want to say on this front is that the trend filtered this for us. Okay? Because after getting on the call with the first four or five of these groups, I said, you know, what do you guys, what did the buy box? They said, Well, we look for industrial outdoor storage with land coverage less than 30% Tyler, I didn't even know what my land coverage was on this property when I listed. We're like at 19% Additionally, the yard, the implied yard rent for this property is 44 cents per square foot. All right, the market is $1.25 okay, so we listed at 2.9 we're under contract at 3 million multiple offers. And this opened my eyes, because I said, Oh my gosh, I'm no longer hunting. I am capturing. The old model is building lists and pitching everyone, hoping that somebody's ready. The new model is identify. Find that trend building authority around it and letting serious buyers and sellers come to you. I'd rather talk to 10 qualified people than 100 people who aren't ready to go or if I bring the listing on, it's going to take six to nine months to sell. So how do you find this trend? Right? This is a good question to ask look at three different things, where is capital flowing, what's trading fast, and what narratives make investors lean in Okay, examples in today's marketplace, I think nationally, include small bay industrial, industrial, outdoor storage, data centers, medical office, flex, industrial and workforce housing, all of those seemingly have tailwinds behind them and have had capital raised for that product type. Now here's, here's a secret for you guys. Okay, when you can track where institutional capital is raising, right? There are funds and you can find this information, right? Brookfield, KKR, Blackstone, all those groups are going to be raising capital for certain asset classes that trickles down. Guess what? Most of our folks in the brokers mastermind are not selling properties to Blackstone, KKR and Brookfield, okay, but the institutional capital trickles down and that same trend. They have the best data analysts in the world. They got 1000s of them. They got aI models working on this right? So you can identify that trend by seeing where they're, where they're raising this capital for what's trading that's easy to find, right? Co star, correct. See Business Journal, what's what's actually trading in your marketplace, and then what narrative makes investors lean in? Here's another good one to track, on the conference side of things, where, what conferences are people going to? Oh my gosh, if I log into LinkedIn right now, there's another conference every single week on small bay flex right which used to be the redheaded stepchild of the industrial world, and now it's like everywhere, and everybody wants to get it. Okay? So in regards to being able to build authority around this, you don't want to post random things, right? Random deals. You've got to post one thing, pick one thing, one asset type, one geography, one buyer profile and own it. Okay? I own Kansas City. Search, Kansas City Medical Office. Search Kansas City, flex, small bay, flex, search, Kansas City, small bay, industrial USA Today, business, insider, case studies, videos, podcasts going to show up you. Search, commercial real estate investing in Nashville, Tyler Cobble is going to show up. So you got to create these market breakdowns, these case studies and these insights. You don't need more content. You need a reputation in a niche in practicality. What this means is, if you're in multifamily, for example, you get a software system that we teach people how to use in the brokers mastermind, like the Intel cre software system. You get a VA trained on Intel cre. You go get every single listed deal on the multifamily side into that database. Okay? And now you can even use deal ground and upload the OM and it will underwrite it for you. There are no excuses. You get a proprietary data set. You start to have your own comps. You start to know what's listed. You track it. One guy that's doing this incredibly well is max fiasco may out of Wisconsin. His newsletter every single week says off market deals traded. I emailed him. I said, How the heck are you getting that? He goes, dude, I go to the public records every single Monday, and I'm I'm pulling that stuff and I'm putting into my newsletter. Jay Clark does the same exact
Tyler Cauble 18:47
thing down in Nashville. Yeah, I was gonna say, I mean, look with, with AI today, with Claude, with with the tools that you have access to, there's no reason that you can't be constantly scraping all of this information and creating your own database, right? I mean, there is a world where you as a broker are not going to have to rely on crexy, on loop net, on any of these other major online listing sources, other than for just marketing at some point, because you will be able to aggregate all of that information if you are not going on to Claude and having it scrape the business journal every single week for new closings that fit your criteria, so that you can add that into your database. You're already behind as a broker. It's so it is easier than ever today to create your own proprietary database. And I will tell you this when I sit down with owners and I tell them, here's the database of all of the comps that I have. Because I get the question like, why don't you use costar? Why don't you use loop net? I don't, haven't used those platforms in six years for our brokerage opportunities. And guess what, we've closed more than we ever did before we were using them. I don't think that we have to depend on it. They're nice to have. Have. Don't get me wrong, I don't think that we have to depend on them anymore, because you can go out and very easily scrape more data than you've ever been able to before. And imagine how impressive it would be for you to sit down with these property owners or just send out newsletters every single week when there's new closings that happen with the information on it and your take, what is your opinion on that price, on that closing, on what that's going to do for the neighborhood? Investors want to know that stuff because it helps them make better decisions. That's why they would follow you.
Speaker 1 20:37
That's exactly right, Tyler, and this is exactly what we teach in the broker's mastermind. Because when you think about it, people like, well, that's a lot of work. Sure it is, and that's why other people aren't doing it. That's the point. That's the point. Also, we take that work and then we repurpose that work into your monthly newsletter, into your own proprietary data set, into every single LinkedIn and social media posts into small snippets in regards to videos, and all of that is building that authority, right, that reputation in that niche. So the work becomes a trickle down effect to what you're talking about, and then you have something of value to actually provide to your niche. And this is exactly what I wanted to get into next is building that niche, niche. Okay, you need to build the top 100 you don't even need 1000 build a top 100 for your niche, owners, buyers, developers, equity sources who already transact at scale. Your goal is to become the broker that they think of when you see a deal in your category, okay? And this is extremely important, because it compounds, right? So we talked about this, right? Here's how it compounds. You ride that trend. You create content to gain visibility. That visibility gets you meetings. Those meetings turn into listings. Then you start to close deals, then you take those deals, and then we teach in the brokers mastermind exactly the way to take those deals, to create proof, and then stack that proof, which then fuels more content and bigger trends. So every deal becomes marketing authority, lead generation and social proof. So many brokers are missing this. They are missing the boat completely. Not only that, when's the last time you went through? And I'm seeing some comments here coming through, trying to find deals, when's the last time that you went through every conversation and meeting that you had in the last 12 months, somebody who said I'm not interested or I'm not ready yet, and you you re contact them with this authority, with this information, right? I have revived at least six to seven new opportunities this year, just because timing wasn't right, okay, so we call this in the brokers mastermind deal wavelengths, okay? Because a big component of this is, look, I don't know how much time to spend on prospecting versus follow up versus, you know, going after, you know, prior clients working on the deals that I currently have listed. Great. Got a framework for that, right? Got your you got your wavelength. If you're an engineer like my brain is, it's like, what percentage of my time goes to each one of those, right? And then, after you start to understand these wavelengths, you know where your unique advantage is and where your best return on time is. And then you eliminate, delegate, or automate every other component of your business. Being busy is not being productive, okay?
Tyler Cauble 23:47
When it comes when it comes to these trends, I want to add to this real quick Logan, when it comes to that trend, you know, if you're trying to think about, okay, well, how do I identify trends? Or how do I think through what I'm supposed to be saying here? The biggest thing is, what does this mean? What does this mean, a massive piece of land down the street sells. What does that mean? What is that going to cause to happen in that neighborhood? You know, a local hotel shutters. What does this mean an office building sells and is going to be converted into residential apartment units. What does this mean? You don't have to sit there and constantly think about, okay, how do I find a trend? Just find these deals that are closing, that are within the market, that you want to be talking to the investors about, and then ask yourself, What does it mean that this transaction occurred? That's all you have to do. That's how you create the content you don't you don't have to be like me and Logan and go and start a podcast and put your face out there or do a YouTube channel. You could just create your narrative on LinkedIn, create your narrative in a newsletter, share your narrative on an Instagram story. That's all that matters if investors start to realize that, hey, if they. Follow you in this medium. This is the medium that you like to talk about this information in, and they like your opinions, or they like your takes because it helps them make better investment decisions. That's the kind of content that they want.
Speaker 1 25:11
That's exactly right. 100% I'm seeing a great, great question here from Cole. Cole, getting your reputation with a big owner, right? All right. So Cole, two things on this front. First component is that that owner needs some leasing help. So you may not go and win the investment sale, right, but you can go in and say, Mr. Owner, Mrs. Owner. What do we need to do to get your property ready for a sale. Well, man, I got this elbow space in this retail shopping center, and I cannot get leased out, right? I got this hard to lease space. What are you doing right now to get that leased out? All right? So now you've got an opportunity to add value in regards to the leasing side of thing. Then you can position this into well, if we get that space leased out, how much more value is that actually going to bring? Right? Okay, well, if it's not substantial, then you go for lease and for sale, right? And if you don't have the proof right of I've done this 100 times before, then you have to sell them on your work ethic and adding value to the leasing side, or other ways to optimize the property to get it ready. Also. The other thing you can do Cole is find out the top five buyers of retail strip centers in that area. Call them and you say, I've got an opportunity. Owner is looking to disposition on this property here in the next three to six months, whatever the timeframe is, what is your Buy Box? What are you seeing in the industry? How are you underwriting deals? What do you need from a per square foot basis? Are you looking for value add or stabilize? And now you go back to that owner and say, Hey, this is what the market is telling me, right? This is the targeted requirement you already talking about here on the slide off market discovery, right? That's fantastic. So now you need the targeted requirement, and then you can figure out how to add value to that owner, okay? And then you have to be willing to work like mad to gain the trust and the relationship there, because that's all you can rely on here. Hopefully that answered your question on that front,
Tyler Cauble 27:22
yeah, I think that that really leans into CO excels question as well. You know, hey. I mean, they're saying, you know, I could see in our market, big boys are transforming former office spaces into residential assets. However, it's hard to enter this market. I can see the opportunity, though, in industrial only. I mean, the biggest thing is, if there is a market that you want to break into you, you got to go step by step, right? You're not going to be able to jump in and just take on an $18 million shopping center listing for a couple of reasons. One, that's probably a pretty sophisticated investor. They know what they're going to be going for on the sale. But two, you don't want to screw those opportunities up, right? You want to be honest with yourself and honest with that owner and say, Look, I would love to take this to market, because, damn, that'd be a great commission check. I'm not the best broker for you right now, but if you start working on the leasing, you get to know that asset incredibly well. You have those conversations with the owner. You start learning how to underwrite and how to handle investment sales in the meantime. Then you start researching, like Logan said, find all those big buyers, start having those conversations with them, see if you can bring an off market offer, right? That is how you start to get a foot in the door with these owners. You know, yeah, maybe they're not going to just straight up list their shopping center with you, but that doesn't preclude you from going out there and sourcing potential buyers for it. That's how you get to get in the middle of a deal. And also sometimes earn bigger commissions, because you're really representing both sides of the deal,
Speaker 1 28:47
absolutely and colossal. I will also just say this, the market is already doing the work, and if the big boys look, I don't go do office to resi conversions downtown, CB, JLL, Cushman, they own that market, right? So you got to pick your horse All right. So you got to choose one trend. You got to choose one asset class, one geography. You build that top 100 list that we talked about. You get your 30 day content plan based off of data. Stop trying to be the broker in every market. Become the broker in one and just remember that capital leaves footprints. Our job is to follow them and to lead that conversation. All right, that's the takeaway from today's episode here in regards to the brokers mastermind. And if you can adopt this perspective, all of the work that you start to do compounds on top of it. And I'll say from a mental standpoint, you're like, Man, I got to go do all this research and all what am I going to do with the research? But if you know that the research is going to build out a 30 day content plan and also create something that you can use on. Your calls, in your meetings, on LinkedIn, on social media, it just becomes so much easier to be able to do that work and know that it's going to be valuable. So hopefully that was helpful for everybody. I'm not sure if we've got any more questions or not, but that's what I wanted to get across today, and this, this whole perspective and framework has been an absolute game changer for for our business here in Kansas City.
Tyler Cauble 30:24
Well, Logan, while we're waiting for any other possible questions to come in, if there are any, I want to ask you. I mean, what? What are you seeing in your brokerage business today? I mean, you know you started off in the multifamily world. We all know where the multifamily market went. You transition into land, I want to know, like, just selfishly, what's going on in the land market. How are you getting deals done? Because a lot of brokers, I hear this complaint all the time, it's tough to get development deals done because interest rates are high, construction costs are high. You know, lenders are very scared to win on these deals, but you're closing them. So share your secrets.
Speaker 1 31:02
Man, yeah. Well, I think that I know what's going on in Kansas City, and I'll give another example here. One of the components that's a big trend is build to rent in Kansas City. Build to rent in a lot of markets. People thought that market was dead, and I think it did get overbuilt in a lot of different markets, but Kansas City has been one of the top build to rent markets for like, five or 10 years. We are just now seeing assets trade to institutions on the build to rent which is now Okay, so that's the trend, right? All right. So exit strategy, you can sell these properties to big institutions. Guess what? Followed six to seven emails to me inbound leads on LinkedIn saying we're coming to Kansas City to look for land to build for rent product. Do you have any of those opportunities? Well, yes, I do. I've got four of them. When are you coming to Kansas City? So that's a trend, right? So now on the flip side, right, we've got tough land to sell, right? It's in a tucked back area. It's a small parcel, you know, it's not really that great of access. That's going to take a long time, right? And so all of the land that I'm working on is land with development potential, and we will work with the owners to say, hey, to get this land ready. We need to do X, Y and Z, annex it, rezone it, chop it up, get into different partials, right? All those people, we got to do a MoDOT traffic study, right? We got to do all these different things to get it ready. Or it's going to sit and there's not going to be any activity on the property. So two things you may have to work with a landowner to get their property ready. It couldn't be. It might not be today. And the second part is make sure that you're doing land with the trend that is behind it. So if assets are trading in that asset class, developers are going to come and this is straight from Sam Zell's book. Am I being too subtle, right? It's like the data center boom. There's trillions of dollars going into that right now, all right, and so land will transact for that asset class. Why? Because there is so much capital looking for that. Now, if you've got a 10 acre parcel, I had a client call me. I got 10 acres of land. It's zoned only for an office building. I said, Good luck, buddy. Good luck. Because getting anybody to do an office property development right now is very difficult, especially if it's not medical office okay. And I don't think that trend is going to change anytime soon. On that front, there's too many of these assets out there that you can go and repurpose into something else, or there's Class A buildings that still need to be leased up, so there's a better opportunity on that front. So I think that's my answer on that front, all right.
Tyler Cauble 33:47
Coexel has another question. Is there any sense to join some of the big brokers, brokerages like Marcus and Millichap, or is my current brokerage okay as well?
Speaker 1 33:57
Yeah, you know, I think this is highly specific to your needs, right? And we've helped four or five members now in the broker's mastermind navigate this conversation and this decision. And the first part is, what are your strengths? You need to understand what your strengths are. Go take Ray dalios principles. You assessment. It's free. You can also take Strength Finders. You'll have to pay $10 to do that. But are you are you a hunter? Are you a gatherer? Are you a data person? So like, if you are a hunter, then you're probably okay out there, just being on a lone wolf or being by yourself. But if you're like, Hey, man, I really thrive in an environment where I can work with a team and I don't have that much experience, maybe working with a big brokerage is a good opportunity for you. Maybe a hybrid, right, like an SVN or something like that, could be a good opportunity for you as well. Do you have the capital for the platforms, for the listings, for the administrative work? So many questions to go into that, but I would say most of. Members in our group. They are not at one of the largest or the larger brokerage shops. Okay? We typically are working with these folks that want to build something unique, and they're carving out their own niche to go gain
Tyler Cauble 35:15
market share. Yeah. I mean, look, there's nothing wrong with going to one of the bigger brokerages. They've got a lot of resources. They get a lot of deal flow, right? But if you are, like Logan said, if you're fully capable of generating your own business, there's no need for you to be at one of those shops, because you're going to give them at least 50% of your commissions, and you're probably going to be on a team, which means you're splitting the your 50% with 123, other people, if somebody from within the company originally found that client and they referred them to you. You're going to have to be paying them a referral fee so you actually end up working on these pretty big deals. But, you know, I ran the math. I was like, Man, I could, I could close million dollar deals and make more money than the average CBRE broker does on their average deal, simply because of how they end up having to split it so many ways. But you have to be confident in being able to go out and source those million dollar deals. That's the biggest that's the biggest difference there. Cole is saying, three years in, sold a 12 unit multifamily deal, 24,000 square foot warehouse, retail bank, mixed use project, offices, all off market, double ended. I don't know what asset to focus on. I mean, Cole, it sounds to me like you should keep not focusing. If you're you're closing all of these off market double ended. It sounds like you're focusing on the right thing. Logan, what are your thoughts there? Do you think somebody should specialize? Do you think they should generalize?
Speaker 1 36:32
Yeah, well, I think that we have a framework in the brokers mastermind. Cole, I'd Happy, happy to share with you. We'd love to get you in the group, but also happy to talk with you about it regardless. And it's called defining your lucrative niche, and it's a data backed strategy. So we go in and we look at the last two years of transactions in the different asset classes that you might be interested in, right in your geographic location. We figure out how many deals traded, what was the volume? Okay? And then how many brokers are in that industry and in that space, all right? And what we're trying to do is really define for you where the biggest opportunity is. For example, I don't go after a ton of multifamily properties in Kansas City. There must be 5060, multifamily brokers running around doing that, right? I could, and I could say, hey, my spotlight strategy and all this is different than everybody else, but that's not my focus, right? Because I want to play in a blue ocean, something that's harder to figure out, something that's unique, that I know the trend is behind, right? And there's less competition. So, you know, I think you can be successful in both of those, but I would definitely go through the defining your lucrative niche strategy, which takes time, and we've helped about 12 people go through that in the mastermind now, and given them extreme clarity on what to focus on. And once they do, they start to really start to gain momentum, because they know what they're they're best at. So Cole, I would say, reach out. Let's get you into the mastermind. But let's also talk about, you know, how we can help you define your lucrative niche.
Tyler Cauble 38:04
And happy to do that. Yeah, he's Michael, one of our, one of our members up in Indianapolis. He went through this process with Logan, Michael Marlin. It was really, really cool to see, because, I mean, Michael was just, you know, he was in the same spot. He was trying to figure out which direction should I go. And, you know, Logan had this call with him. They nailed it down, and Michael's just crushing it now. Logan, great conversation, man. Guys, we're excited to be bringing this content back. You know, Logan and I took a little break for a little for a while, I've had a lot going on, he's had a lot going on. So we are going to be coming back to you both on LinkedIn and on YouTube every couple of weeks, with more content around brokerage strategy, about closing deals, the actual tactics that you guys can be using let us know in the comments both on LinkedIn and on YouTube. Doesn't matter. We look at both of them, what you're struggling with, what you're wanting to grow in, what you would like for us to be talking about, and we will. We'll make sure that we bring that to you guys. Logan, bring us home.
Speaker 1 39:05
All right, guys, if you want to learn more about what we're doing on a regular basis, get in a group where people are doing $8 million deals, $3 million deals. Juma, up in Indianapolis is, you know, did $10 million last year. He'll do 10 million in the first quarter this year,
Tyler Cauble 39:20
David got an $18 million deal, and he corrected you on it, because you said, like, 17 and a half. And he was like, no, no, 18. So if you want to learn
Speaker 1 39:29
how to do that, and you want to do it systematically, and be around a group of individuals learning AI and how to do this, and be like, hey, I need to be able to figure out how to eliminate, automate and delegate and focus on the most profit producing activities. Head over to brokers, mastermind.com we're gonna be coming with with more good information like this. I don't think you're gonna find it anywhere else, because this is coming straight out of my brain and Tyler's brain, from what we're experiencing on the ground every single day. I really appreciate everybody that showed up today, excited to. Continue to do this. So head over to brokers, mastermind.com, connect with Tyler and I LinkedIn, YouTube, all the podcast platforms, and happy to chat with you.
Tyler Cauble 40:09
Cheers, guys. We'll see in the next one.