Transitioning from brokerage to repe
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Career Resources
Based on the most helpful WSO content, transitioning from a brokerage role to a position within a prestigious real estate investment firm like Fortress, Crow Holdings, or Hines is a strategic career move that many have navigated successfully. Here are some steps and considerations that could help you make this transition effectively:
Leverage Your Experience: Your experience in sourcing and underwriting a significant volume of deals is impressive and should be the cornerstone of your pitch. Emphasize your direct involvement in the deals and the skills you've honed, such as market analysis, valuation, and negotiation.
Networking: Real estate is a relationship-driven industry. Utilize your existing network and continue to expand it by attending industry events and joining real estate organizations like ULI or NAIOP. Connect with professionals who work at the firms you're interested in and seek informational interviews.
Cold Outreach: Don't hesitate to reach out directly to individuals at your target firms. A personalized email that highlights your achievements and expresses your interest in their operations can open doors.
Skill Enhancement: While you have a strong foundation, ensure that your financial modeling skills are top-notch, as this is critical for roles in real estate private equity. Consider taking courses or certifications if necessary to bolster your technical skills.
Market Yourself: Tailor your resume and cover letter to highlight the transferable skills and relevant experiences that align with the job descriptions of the roles you're targeting.
Understand the Firm's Strategy: Before reaching out or interviewing, research each firm's investment strategy thoroughly. Be prepared to discuss how your background can contribute to their specific approach to real estate investment.
Prepare for Interviews: Anticipate questions about your brokerage experience and be ready to discuss how it translates to the acquisition and asset management side of the business. Practice pitching an investment idea, as this is a common interview task.
Follow-Up: After networking events or interviews, always follow up with a thank you note reiterating your interest and the value you can add to the firm.
Remember, your brokerage experience has given you a solid understanding of the market and a network of contacts that can be invaluable to an investment firm. It's all about positioning your experience as a unique advantage that you bring to the table. Good luck!
Sources: 5 Things that Determine Your Success as a Commercial Real Estate Broker, Out of Brokerage --> Into Ownership Side (Acq/AM/Dev, etc), https://www.wallstreetoasis.com/forum/real-estate/qa-real-estate-analystassociate?customgpt=1, Getting Your Foot in the Door in Development, How to break into Real Estate Private Equity (w/ 0 RE Knowledge)
Move to JLL/CBRE/Eastdil/NMRK first. Im afraid Marcus won't cut it, at least for the firms you mentioned.
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Are you IPA or actually M&M? IPA you should
be good but yea everyone just shits on M&M for the broader cold call factory reputation
What is your opinion on going into a smaller repe firm that buys $5-50M deals. You think that’s a good launch pad into some of the larger firms?
Or would you still go cbre/jll route
I broke into my development firm by getting an invitation into the office (hardest part), built rapport in the meeting, and told the MD I will mop the floors for a job. Worked like a charm!
What size firm is this?
We're a tad over 300 employees
"I will mop floors for a job" I'mma use this line on my next interview lol nice one
I was in your position not too long ago (although I was at CB/JLL/CW, and the hiring market was better before rate hikes fwiw) and made the transition. I found it very difficult to get traction at the top megafunds like BX/carlyle/etc since they like to recruit from IB and MBA programs, so its tougher to stand out coming from brokerage, and I didn't have many strong networking connections at them aside from a few people I knew loosely from transacting with. I did get an interview at one of them, but the vibes were very off and I ended up withdrawing from the process (the analysts/associates I interviewed with all talked non-stop about how proud they were to work super long hours with frequent late nights/weekend work, and just seemed to have a very warped sense of priorities). I ended up accepting a job at smaller/regional shop that maybe 1% of users here would recognize the name and had an excellent experience. Comp was still solid (base was okay but small groups can be generous with bonuses/promote), WLB was great, and although my title was technically Asset Manager I was heavily involved in everything from acquisitions to IR and got to learn a lot about every aspect of the business without being siloed.
Very helpful thank you for the insight. When you say smaller shop what do you mean? I have a good relationship with some
This shop had about ~$2B of assets at around 66% average LTV, so around $700mm of equity of which around maybe $250mm was our own GP equity. It never felt like we were at risk from being too small if thats what you're worried about, the recurring AM fees were plenty to "keep the lights on" even if we stopped growing or had some bad years.
This is super insightful. Sounds like we're/we were in similar positions. Mind if I PM you?
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