How to Connect with Institutional Sellers and Buyers? (Investment Sales/Brokerage)
I've worked in brokerage for the past 4-5 years and have supported a full team of MM brokers focused on deals within the $5M-50M range on the financial/operations side. I am slowly transitioning to becoming a broker and have always been curious to how young brokers have formed connections with institutional buyers and sellers. I understand there are always warm leads from clients, sellers and buyers that have worked with your firm or team in the past but has anyone ever created relationships through cold calls, cold emails or meetings?
For example, I currently work in a large HCOL area (LA/SF) and would like to reach out to surrounding cities such as Dallas, Houston, Phoenix, Vegas, Atlanta to see if I can bring buyers from my current HCOL area to cities with potentially higher caps and return metrics. I'm originally from Phoenix and wanted to reach out to 50-100+ unit multifamily property owners there to see if they would be interested in having California buyers take a look at buying their properties in today's rapid changing inflationary market. Is this a dumb idea or has anyone tried connecting out of state sellers with potential big boy buyers?
Going to tell you one think. Many lenders that have brokerage sides have a footprint in the Dallas Area due to Fannie HQ. It'll be hard to fight the NYC firms that are being brought in to acquire properties. On the agency side 3-4 800m ports just went out. 2 were for acquisitions and had large targets in the Sunbelt/Texas area.
Under 100 units might be a good sweet spot as most properties in the portfolios are 150+.
But what is the downside to trying you waste a couple of minutes on the phone?
I was wondering if it might be a good idea to reach out to family offices or mom and pops shop that still own those larger 50-100+ unit properties to see if they would be interested in having an out-of-state buyer jump into the deal. I'm sure a good amount of properties over 100-150+ units have solid competitors willing to pay for market pricing at this time. You're right though, there is not downside to calling up a few operators to see what their plans are in the near future.
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