How strong is Marcus & Millichap?

Upman's picture
Rank: Baboon | 121

Since Marcus & Millichap is known to be competent at representing both the seller and the principle (correct me if I'm wrong), why is it not considered to be one of the top brokerages to work for as an Investment Sales associate?

Is it because of the fact that they don't provide a base salary? If it wasn't for the lack of salary that they provide their entry-level asscoiates, wouldn't they be the best brokerage to work in for someone looking to learn?

Comments (50)

Jan 26, 2018

I've heard that they don't deal with a lot of institutional clients so people see them as lesser to CBRE/JLL/CW

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Jan 26, 2018

Got it. So it's because their clients are smaller/developers.

Feb 1, 2019

Yes and for the most part they do a lot of 1031 deals from my experience. However, the biggest thing I would take into consideration is the specific brokerage team you would be placed on under the M&M brand and how much business they do. That is going to have the biggest impact on your success. Being able to jump into a team doing a lot of deals is going to get you exposed to a lot more with better benefits. In that business, you eat what you kill and it is going to be much easier to close deals working through existing relationships from an existing team.

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Jan 27, 2018

They are the equivalent of dog feces wrapped in aluminum foil. Some of the most immoral unethical scum you will ever come across in the RE business.

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Best Response
Jan 27, 2018

So I know four MM brokers that pull in all over a million a year.

Broker 1 - Former D4 football player who had a concussion injury. He graduated in Political Science.

Broker 2 - A former Toyota salesmen, who also sold residential real estate. He ended up doing commercial real estate. Guy is a serious talker and hustles like crazy. Probably makes 50 calls a day and is always on the road. He definitely has the used car salesmen vibe though.

Broker 3 - A former housewife who worked at a local RE shop selling houses in a small market. She also is a graduate of the prestigious Trump University (No joke)

Broker 4 - Former personal banker, fairly smart and a good guy, but probably wouldn't see him doing large institutional deals for HFF or JLL

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Jan 27, 2018
TeddyTheBear:

So I know four MM brokers that pull in all over a million a year.

Broker 1 - Former D4 football player who had a concussion injury. He graduated in Political Science.

Broker 2 - A former Toyota salesmen, who also sold residential real estate. He ended up doing commercial real estate. Guy is a serious talker and hustles like crazy. Probably makes 50 calls a day and is always on the road. He definitely has the used car salesmen vibe though.

Broker 3 - A former housewife who worked at a local RE shop selling houses in a small market. She also is a graduate of the prestigious Trump University (No joke)

Broker 4 - Former personal banker, fairly smart and a good guy, but probably wouldn't see him doing large institutional deals for HFF or JLL

this is fucking nuts. one of my favorite posts ever in the real estate forum.

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Feb 7, 2018

This sounds like the mix of people you get a residential brokerage tbh.. I knew MM had a reputation but damn haha.

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Feb 11, 2018

What the fuck is D4 football?

I come from down in the Valley, where Mr. when you're young, they bring you up to do like your daddy done.

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Feb 7, 2018

Division 4

Jul 12, 2019

The concussion probably helps tbh

Jan 27, 2018

For every successful, competent IS broker at M&M, there are dozens of inexperienced backstabbing scumbags that will lie to their coworkers and clients to get a deal done. You can't really blame them though, it's the culture there.

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Jan 27, 2018

If you want to dive right into brokerage I would say M&M is the best at that. For comparison, I know from talking with the head of my city's Cushman office that they do not hire cold callers. Their model is now 3 years as an Analyst before transitioning to an Associate Broker.

At M&M you will be cold calling all day to try and set up meetings with potential clients, when you finally get someone to bite and come in, more senior brokers kindly push you to the side and take over negotiations. From my perspective, that sounds like a terrible way to learn the business.

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Jan 27, 2018

I concur. Have had a few good friends who worked at their LA office for years, when they left, they literally gave notice the same day and already had their desks packed up. They said the culture was very cut throat and despite working their for 10+ years, they were concerned with blowback from them resigning so they left the same day. Pretty much sums it up.

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Jan 26, 2018

what kind of blow back were they anticipating?

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Jan 28, 2018

Everyone that I know that has worked at M&M has uniformly described the culture as a boiler-room, sink-or-swim atmosphere with very little collaboration or training. They will hire just about anyone, and at the entry level you are essentially a telemarketer. If you ever get a hold of a Marcus OM it throws out all the vibes I would be trying to avoid as a broker.

That said, while the guys I know who started there had to essentially re-learn real estate to get up to speed technically, the are phenominal on the phone and solid salesmen. If you had no other entry into the business and could claw your way through all the bullshit, it's better than nothing.

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Jan 28, 2018

With Marcus & Millichap you're working with people who own real estate as a side business. One of the things that turned me off to them was you have to cold call a lot. It's the doctor who owns a building or the guy whose dad used to own buildings.

] I interviewed with them and they were completely honest and said you'd have to cold call 100 people a minimum a week and try and set up 5 appointments with potential clients to talk through their buildings. Then hopefully get 1 listing. The MD showed me the offices commission by person. In a middle market city they had over 7 people making 1 mil and 2 making 4 million. If you're ready to grind it out and make a ton of phone calls you can kill it if you aren't you're going to live with your mom for a long long time on that nothing salary.

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Feb 5, 2018

Ohh, I can contribute to this one since I currently work there. AMA.

Jan 26, 2018

Region/City?

What role?

Do you have a draw?

Hows the training?

Culture?

Feb 5, 2018
  • I should keep mum on this one for privacy reasons
  • Investment sales broker, been there for 3 years starting as an intern
  • Not sure what you mean by "draw"
  • Training was great IMO but just like the career it's not for everyone, I've heard at other larger brokerage houses that you can't start off as a broker until you work as an analyst in the company for a number of years or you have experience and you have prior clients
  • Culture is cutthroat as a broker, you eat what you kill. If you have the correct work ethic though. It's very worthwhile. The top agent in our office makes over $2M a year and drives a new exotic car every few years. 10 years ago he transitioned from working at a night club

My responses above are from my experience there as a broker. But I've been there long enough to see what life is like on the front-end (broker) or the back-end (analyst). I am not sure which part you want to know more about...

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Jan 26, 2018

Thanks!
Few questions:

  1. Do you recommend working as an analyst before going into Investment Sales?
  2. What kind of properties do you deal with?
  3. At your office, what kind of endeavors do IS associates pursue after a few years?
Feb 5, 2018
Upman:

Thanks!
Few questions:

  1. Do you recommend working as an analyst before going into Investment Sales?
  2. What kind of properties do you deal with?
  3. At your office, what kind of endeavors do IS associates pursue after a few years?
  • For the most part, if you are not familiar at all with CRE, that yes being an analyst first is the way to go. If you feel confident about your skills as a salesperson, there are certain property types where being you can be immediately successful without knowing that much about the underwriting. A good example is single tenant net leased. From a money perspective, if you want a stable income, be an analyst. If you can deal with income volatility and want to make some real dough, go for investment sales.
  • I do healthcare real estate now, I used to do retail
  • Successful IS associates either stay in IS, become analysts for a larger brokerage team, or move to another career. Since a broker is not salaried at M&M, in one year you will find out whether IS is for you, or your bank account will force you to make a decision.

Something to keep in mind. In our firm, it doesn't matter where you are a VP, Director or Associate, the job function is the same. You are a salesperson, a dealmaker. The difference is how many deals you generate and subsequently your income. Because of that, I don't care about job titles that much anymore, I used to when I was in college. I think this is same across the IS divisions in the other CRE firms too (CBRE, Cushwake etc.)

Feb 7, 2018

To give my $.02... I know a guy who did a year at M&M directly out of college, worked/networked his ass off, and landed an analyst gig at Eastdil IS. So IMO M&M isn't a terrible place to get a start, but I wouldn't want to stay there forever.

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Mar 2, 2018

Heard the same about M&M pushing a high volume of outgoing sales calls. Also heard the same about being cut-throat.

This might shed some light on just how they operate:

Greysteel CEO (Ari Firoozabadi) left M&M after getting fed up with the cutthroat nature (heard from a person I know at Greysteel - who knows how much of that is an internal spin from Ari but I'm not here to argue that).

However, what's public is the fact that M&M sued Greysteel (Ari) once he left and lost on some pretty damning findings.

Key Judgments
* Sanctions Marcus & Millichap for destruction of evidence: GRANTED.
* Judgment dismissing Marcus & Millichap's case: GRANTED.
* Judgment finding Marcus & Millichap liable on counterclaims filed by Greysteel and Firoozabadi: GRANTED.
* Court rules in favor of Greysteel/Firoozabadi and finds Marcus & Millichap liable for, among other thing, Defamation, Violation of the Lanham Act (federal statute), Tortious Interference with Prospective Economic Advantage, Breach of Contract, and Evidence Spoliation.

I'm sure some would argue that doesn't directly tie to being cutthroat and a high-volume sales environment, but not a great look for them.

Full court order here: https://mmlawsuit2.files.wordpress.com/2014/08/cou...
Judge's remarks are quite humorous.

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Mar 2, 2018

I've heard from a friend that works there that one of the more senior guys in his office makes the younger guys wrestle for deals.

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Mar 8, 2018

Secretaries in Manhattan office are hot. Mostly 8s and a couple 9s.

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Mar 8, 2018
Pokemon Master:

Secretaries in Manhattan office are hot. Mostly 8s and a couple 9s.

Kudos to this dude for providing truly vital information...

Jan 31, 2019

Well, I have been with M&M for over 1 year and my experience is much different than many posting in this thread.

I spent more than 21 years with BAC doing more than 120 CRE loans for US Trust and ML clients and really enjoy CRE. Bank got cheaper and cheaper with raises and bonuses so I quit my 6 figure salary and benefits to bet on myself. Had some sales experience with BAC, but wanted out of banking to get into RE. My Regional Manager gave me a shot and i don't regard going for it.

I had the benefits of knowing i had a nice retirement from BAC to use to bridge my income to get the training and build my database of property owners and i launched in June. M&M has a Pace Setter award for new Associates and it is 4,000 calls 10 proposals and 2 listings within the first 16 weeks. Four guys from my region made Pace Setter and several of my buddies in training have already washed out. I made it and have the first deal UC working on the next one and had many meetings and other proposals but looking good for two meetings i had this week so I feel like I am on my way. I am loving every bit of this job after 21 years at BAC but my experience helps me a lot because of I have deal stories when talking with clients to help build credibilty.

Our office really works well together has we refer clients to other brokers in a different speciality type so I don't feel l I'll ke M&M is cutthroat like others on this thread.

I joined a team half way through my training knowing that I would be giving up a chunk of my commission check, but having a team where you can leverage their track record and have your Senior Agent help you get better in meetings, proposals, etc was the right call for me. The bulk of the guys that become successful usually start out with a team.

I could have stayed at BAC and been miserable or bet on myself to earn more money than I ever could at the Bank but believe I will make more money in 2019 doing this than the six figures I was making for BAC.

It isn't easy, but if you follow the metrics it does work. Hope you guys find this helpful.

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Jan 31, 2019
psudave4:

M&M has a Pace Setter award for new Associates and it is 4,000 calls 10 proposals and 2 listings within the first 16 weeks.

Wow that is quite a sales funnel.

Glad you are enjoying it. I don't think any of us know what goes on inside M&M so thanks for elucidating a bit.

Jan 26, 2018

Thanks for sharing your story. Good to know you've been killing it. Out of curiosity are the other guys who made Pace Setter also folks who bee==rin multiple years of experience to the table?

Feb 1, 2019

also note that both team and office would be different. Which location/market are you in?

Feb 2, 2019

M&M is really a small facet of a much larger firm including IPA and PUR run by Al Pace. While much of what is said on here is accurate, M&M does give you exit ops into the orgs I mentioned above. One of the Eastdil guys we worked with came from M&M before going to IPA and then off to ES.

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Feb 3, 2019

Short answer - not strong

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Jul 11, 2019

I've been working at Marcus for a few months now, obviously I don't have an immense amount of experience in the field but from what I can tell, most people on this thread don't really know what they're talking about. It's true that Marcus is an eat what you kill environment but how cutthroat it is amongst your peers is dependent completely on your team. In brokerage the national reputation of the firm doesn't matter, what does is what market you're in and what team you're on. The team I've been on is one of the top producers in the country and it definitely feels like a family. The question here is do you want to make a killing out of UG throwing yourself into the real world and getting experience right off the bat by grinding your ass off or do you want to have a safer job that may pay dividends in the long-run if you really stick with it but has a significantly slower day to day.

Jul 12, 2019

It very much sounds like other people know a lot more about it than you. You have a few months experience with one team in one market.

And saying the national reputation of your firm doesn't matter is absurd. Of course it matters. Of course other people operating under the same brand name as you will have some impact on your business. I know brokers I'll never buy from again. And I'll avoid those firms to the extent I can because the shit that went down happened under their banner. It wasn't M&M, but I'm sure there is someone out there who got screwed by a Marcus broker and it may very well become your problem some day.

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Jul 12, 2019

You've definitely taken quite a few sips of the M&M koolaid. Coming from someone that is on the buy-side in acquisitions, I can promise you that the national reputation of the brokerage does in fact matter. I see 5-10 OMs a day, all from different brokerage teams, and across the board the deals and quality of the OMs I receive from the major houses (CBRE, JLL/HFF, Eastdil, C&W, Colliers) are night and day better than anything I receive from the smaller shops (NAI, M&M, Boutiques, etc). Sure, every once and a while M&M pulls down a deal that probably should've gone to CBRE or JLL, but that is rare. Half the time M&M is trying to sell me shit like a cold storage facility in a cave located in Bonner Springs, Kansas.

Besides the deals and OMs, the quality of the brokers is much better as well. There are a lot of good and bad brokers that work for the smaller shops, but that percentage goes way down with the bigger shops, and the median broker is substantially worse at M&M than any of the major shops.

For every M&M broker clearing a million, there are 50 on the buy-side that are also. Grinding your ass off cold calling people while sucking down on a draw and being subjected to what is essentially indentured servitude is not smart. Working for M&M, the skillset you'll learn will be parallel with that of a used car salesmen or life insurance/annuity peddler. You'll learn how to cold call people and have just enough surface level knowledge to sound like you know what you're talking about to an unsophisticated investor.

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Jul 12, 2019
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Jul 11, 2019
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