Real Estate Journal — Pennsylvania — September 16 - 29, 2016 — 3C
www.marejournal.com
M id A tlantic
P ennsylvania By Edward G. Ginn, Capital Markets Real Estate Network Networks fill the void of the Vast Capital Markets Real Estate Middle
T here appears to be a battle for the capital markets commercial
firms – especially networked firms. We started the Capital Mar- kets Real Estate Network with four firms based in Pennsylva- nia and one in California, and are in talks with other candidate firms. The founding CMREN firms and members are: • Equity Retail Brokers (Philadelphia, PA) -- a retail focused brokerage firm; Ed- ward Ginn, Ken McEvoy and Bart Delfiner • Bennett Williams Com- mercial (York and Lancaster, PA – full service commer- cial brokerage, NNN Multi-
also check out the people in them and how they are run. After all, one thing hasn’t changed about our business regardless of size and scale, and that is that commercial real estate services remain a relationships business so do business with people you like, respect and trust. Edward Ginn is a prin- cipal with Conshohocken, PA-basedEquityRetail Bro- kers. He is the co-founder of the Capital Markets Real Estate Network and is also a leading member of Retail Brokers Network. n
Tenant Retail Sales special- ists); Chad Stine and Brad Rohrbaugh • The Flynn Company (Philadelphia, PA – full ser- vice commercial brokerage and office/industrial special- ists); Colin A. Flynn • Duquesne Commercial Funding (Philadelphia, PA – mortgage brokerage services); Gerard O’Malley and Tim McGinley • May Realty Advisors (Los Angeles, CA – NNNMulti- Tenant Retail Sales special- ists); Matthew May The benefits of being part
of a network, particularly a niche-oriented group, far out- weigh sitting on the sidelines and staying 100 percent locally focused. They include: added gross revenue by making more money with less effort and less stress; fewer expenses, and bet- ter marketing budgets; plus the ability to attract the best and brightest team members. In short, networks work. The structure and fees to participate in networks varies substantially and interested firms should not only conduct a cost/benefits of networks that they may potentially join but
real estate in- dustry in the middle of the sales market ($4,000,000 to $30,000,000), and the ser- vice provid- ers appear to be separated
Edward G. Ginn
into three primary categories. • National firms with mul- tiple service lines and divisions • Regional/local companies • Specialty Firms (firms ser- vicing a narrow sector student housing, self-storage, NNN assets of a single tenant such as Walgreens) The successful service pro- viders in all of these categories have a team approach. The team is led by two to three se- nior brokers, mid-level brokers, and support personnel. The national firms are look- ing to gain more market share in the middle market. Which is currently evident in the way DTZ is working to enhance its investment in Cushman & Wakefield, while Newmark Grubb Knight Frank is follow- ing up on its recent assemblage of strong local/regional compa- nies by beefing up or adding service lines to compete for selective business. The regional/ local firms are scaling up by having teams focused on a spe- cific sector and geographic area. Specialty firms are trying to grab additional market share by dominating a specialty market. All of these firms need to stay efficient. There’s a reason for this and to quote from Bill Gates: “The inefficient middle- man is doomed.” That is why some partners and I, as well as founding firms, started the Capital Markets Real Estate Network this past summer. We are going to stay efficient and we see opportunity in serving the investment sales middle market. That’s not to say national firms aren’t capable or interested in serving this mar- ket, because they are on both counts. However, the difference in this market range is in the in- vestors themselves. The inves- tor profile on deals closed in this range is more often comprised of local and regional investors, particularly high net worth individuals and small limited partnerships, which is a group that is perfectly aligned with strong regional and specialty
Capital Markets Real Estate Network Regional Members:
Equity Retail Brokers (Philadelphia, PA) -- a retail focused brokerage firm; Edward Ginn, Ken McEvoy and Bart Delfiner
Bennett Williams Commercial (York and Lancaster, PA – full service commercial brokerage, NNN Multi-Tenant Retail Sales specialists); Chad Stine and Brad Rohrbaugh
The Flynn Company (Philadelphia, PA – full service commercial brokerage and office/industrial specialists); Colin A. Flynn
Duquesne Commercial Funding (Philadelphia, PA – mortgage brokerage services); Gerard O’Malley and Tim McGinley
Edward G. Ginn Colin Flynn
Chad Stine Gerard O’Malley
For more information and membership opportunities contact: Edward G. Ginn 484-417-2201 eginn@cmren.com Ken McEvoy 484-417-2226 kmcevoy@cmren.com “Growth is never by mere chance; it is the result of forces working together.”
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