Real Estate Investors Need To Stay In The Zone

 

While talking with a student yesterday I was reminded of a real estate agent I knew more than 20 years ago, Hal, from the days of weekly meetings for agents and affiliate members (of which I was one). There was an older man, seemingly in his 70s, who would come casually dressed and talk with everyone. He would not pitch any listings or be involved in much activity.

One morning I got to chat with him and ask him what he is doing “these days”. He mentioned a nearby strip mall. It was like the ones we all drive past every day, with the phone store, sub shop, dollar store, beauty supply place, etc. That strip mall was owned by his company, fully leased, and his only source of income. The reason he went to every agent meeting he could was to be on top of any zoning proposals or anything which could possibly impact his mall. Those were reasons enough for him to keep his real estate license and pay his dues. I was able to tell him how much I admired him for doing that.

Fast forward to today, and we see a number of municipalities seeking changes in zoning and regulations to deal with the local housing situation. Some cities are looking to increase density by trying to create more multi-family parcels. Others are gearing up to increase affordable housing, with Opportunity Zones becoming an item again. As the below linked article demonstrates, Cleveland is one of those cities looking at changing things.

It’s as though Hal was ahead of his time. He would have been all over these proposed changes ahead of time and ready to make adjustments if it would impact his property. Sometimes it is too late to take action AFTER an ordinance or revised zoning comes into effect.

Chances are there are other developers, investors, and brokers well underway with proposals, offers, and a solid plan to take full advantage. They are ready to be “first in” on new opportunities. If you still think you “don’t have time to worry about those things”, at least take a moment to find someone to monitor for you. There just might be thousands of reasons it would benefit you, and each of those reasons includes a photo of George Washington. 

You have the choice of being ahead of changes or waiting until it’s too late. My team and I can be a critical part of your path to success!

 

https://www.bloomberg.com/news/articles/2026-02-19/at-100-euclidean-zoning-is-overdue-for-reform  

 

 

 

Plowing Through Informing Potential Buyers

 

It is good to see stories like the one linked below about how social media and technology can be utilized when there is a serious need for updated information to be distributed. During the disastrous period during which the Southern California wildfires raged last year, a single source for updated data was in place for everyone from impacted homeowners to large media outlets to compile and distribute accurate and updated information.

One thing I have found over the years is that real estate brokers, developers, and investors can act as sources of information for their target audience as a marketing tool without having to deal with a disaster situation. No matter how involved you are (or are not), it is possible to take the lead on informing people about the status of a major project or active situation. There are many situations in which being able to inform and update your database can capture the attention of people you want to be thinking about you and your brand. With the article linked below, an official source of information compiled and distributed “official” information. However, there is likely not the same considerations for real estate projects.

For example, suppose there is a new grocery store under construction in your farm area. Even though you have zero involvement in that, drive over every Tuesday and take photos of the progress of construction and post them. Remind potential buyers that if they live nearby they can get there within five minutes.

You don’t have to be directly involved or a project leader to take the lead. I try to remind and alert my valued clients, students, and connections about opportunities. One of my favorite marketing stories was a few years ago after a big snowstorm impacted the community surrounding a broker I was helping with marketing strategies. She lived a few blocks from a primary street, on which her newest listing sat. We both knew that the street would be among the first to be cleared. I suggested that she have her snow plow driver clear the driveway of her new listing immediately, and that she get to the property despite piles of snow.

She understood the mission and stood across the street taking photos of the clear street and driveway, including one with a car driving by on the street. Within minutes, she posted that photo on her social media. Her copy read “The seller has been to Kroger twice this afternoon!”. The post went out before many of the nearby residents could get out of their driveway.

What she posted was a major selling point at the moment at a time when her target audience could see it. It would not have mattered a week later. I still remember the pride in her voice when she told me three weeks later that she got a call from a potential seller that remembered “how hard I worked for my client on Third Street!”. 

Not bad for a $50 investment (the snow plowing) which also generated rave reviews from a very happy seller. Information and how your audience can use can and should be an effective part of your real estate marketing. Let’s connect!

 

 

https://www.prdaily.com/la-county-used-a-single-resource-as-the-backbone-of-its-social-strategy-to-inform-people-during-the-wildfires/

 

 

Find The Research And Find The Deals

 

There is a lot to be said for keeping track of industries outside of real estate which impact your real estate business, whether as a broker, investor, or developer. One example, especially on the commercial side, is restaurants. As 2026 unfolds, we continue to see some restaurants expanding to more locations while others are closing under performing locations. There are instances of both happening within the same markets, reducing the likelihood that demand is always the reason.

Successful marketing in real estate, whether a property, opportunity, or business or personal brand, comes from having the best possible offering or presentation. Be able to take information and spin it in your favor. The National Restaurant Association recently issued its latest research findings which could impact decisions in 2026. (It is linked below.)

Reviewing it shows plenty of trends and statistics which are based on hours of research over long periods of time. There are reasons to buy, expand, sell, or consolidate within a single in-depth report. The key to being “first in” on a new and successful opportunity is knowing how to find and utilize the right information in your favor.

A second and unrelated article is also linked below, providing an example of what can happen when you have the right research to apply to the right opportunity. Many of us have been following the resurgence in real estate and business in Detroit after many years of stagnant activity.

Some people may find it hard to believe, but there is about to be a $2.4 million investment in a Chinatown section of Detroit. It took plenty of research and experience to complete a successful proposal to bring an investment of that size together in an area that had not had it happen for a long time.

My valued clients, students, and connections are all over the U.S. with few involved in the happenings of metro Detroit. You can be anywhere and see how much the information provided in the two articles below, along with my theories of the impact of research, can make a difference. Chances are there are opportunities for a significant investment in restaurants and commercial real estate to happen. They need plenty of research and a very strong presentation in order to happen. To put it in restaurant terms, my team and I offer full service opportunities!

 

 

https://wtop.com/wp-content/uploads/2026/02/SOI-2026-Report-Watermarked.pdf

 

 https://www.metrotimes.com/food-drink/food-news/detroits-former-chinatown-slated-for-2-4m-investment/

 

 

 

 

Taking Top Billing For All Cash

 

Situations happen all the time in real estate which could be turned into a marketing advantage for at least one of the parties involved. Most of the time, they are not. I see so many situations which could be a “plus” for agents, developers, investors, and lenders. They would be if they knew to point them out.

Over the years, I have worked confidentially with real estate brokers, investors, and developers about seizing the moment when it happens. Sometimes it is turning a negative into a positive, even if you don’t really want to. 

One example is the below linked article, which recaps new rules put into effect for all cash buyers. Some of them have taken steps to keep their identity a secret for any of a number of reasons. They can’t hide their identity any longer, so they might as well embrace it and slant the situation in their favor.

Suppose “Joe” previously purchased an apartment building with all cash, but did not want residents and local business owners to know he is the one that took over. Now, he can’t keep it a secret. What he can do is ensure his transaction could help him in the future.

Joe could publicize his cash acquisition, and point out how “I saved my partners thousands of dollars in interest payments” or “I’m able to dedicate the money saved toward adding improvements for the property”. The first quote could help him attract cash investors that may be interested in working with him in the future. That could result in having additional funding which could bring Joe an acquisition he might not otherwise have been able to afford.

The second quote, about “improvements” could make potential tenants or partners pay attention to his value add approach, whether from a partner, buyer, or seller perspective. It is quite possible that Joe had completely different reasons for the all cash transaction. However, since he now must reveal the name of the purchasing entity, he might as well try to set himself and his business toward future successes he might not otherwise have been made aware of.

Even if using a new LLC or shell company to protect an identity, you can “allow” others to find out what you want them to, which would be to your advantage. It could make you “first in” on your next opportunity!

 

https://kstp.com/kstp-news/top-news/new-real-estate-rule-for-those-who-pay-in-cash-takes-effect-march-1/  

 

The Marketing Rebound From A Huge Potential Transaction

 

 

As of this writing, several days have passed without an update on the reported pending sale of the Transamerica Pyramid building which is a dominant part of the San Francisco skyline. If and as a sale goes public, it would mark the 2nd time in six years the property would have sold. There is more involved than the large size of the building and the hundreds of millions of dollars which would change hands.

The significance is what this news does for real estate professionals, developers, and investors active in the San Francisco marketplace. It adds plenty of uncertainty. Why would ownership sell after only a few years? Why would a large entity buy this property during a period of uncertainty for large amounts of office space?

I would like to think that the expected buyer knows something that the seller doesn’t. The use of office space in San Francisco has, understandably, not recovered from pre-pandemic levels. With the cost per square footage, it is not easy to believe that there is a strong case for residential conversion. Despite the portfolio of the expected buyer, this property would become a very expensive trophy.

You may not think the situation, however it plays out, impacts your brokerage, developments, or investments. Until or unless we learn more about what the expected buyer does, there will be a lot of questions which could impact other markets. If the sale happens with the seller losing millions of dollars, there will likely be a ripple effect on other large office buildings. Whether the new buyer maintains office space or converts to residential, a lot of people will be taking notice.

Landlords and brokers working to sell an office property are likely to be “reminded” of the San Francisco situation by potential buyers. On the other hand, investors and potential buyers with strong research to favor residential conversion, a surge in office space, or a push for retail, may have a new situation which is ripe for making offers to sellers that become even more concerned.

An effective buying or selling “pitch” able to raise fresh and documented concerns could make thousands, or even millions, of dollars difference for “your” side, especially when you are “first in” with a proposal. Without a research person or team working effectively and confidentially for you and your team, you miss out every time. 

 

https://nypost.com/2026/02/25/real-estate/san-franciscos-transamerica-building-is-being-sold/  

 

 

The Luxury of Having Solid Real Estate Research

 

 

What is happening with luxury housing may not be the way to judge the overall market, but it is interesting to notice how certain cities and markets are showing up as solid when it comes to luxury living. The below linked article contains research showing the "top" markets as of Q1 of 2026.

 

Real estate agents, developers, and investors can utilize this information in many ways, whether highlighting those markets to show sustainability or pointing out how their market "is not as competitive, allowing for more opportunity". It can be all about utilizing research to make your case to further your next potential listing, sale, investment, or opportunity.

 

There is one element to the below linked article and the information it details that my team and I find significant. I make it my business to point it out to my valued clients, students, and connections that are followers. Very few people in the industry, including those with many years of experience, will pick up on it. The article with this data appears in the National Law Review. The publication and website does not target homeowners, investors, or real estate professionals. Attorneys and those in the legal community are the ones that read the publication.

 

Why is this important for real estate pros and investors? 

 

It is because this is information that attorneys and other "influencers" of consumers and real estate professionals are reading and believing. If you are a real estate broker, you may be working with an attorney on a probate or difficult closing. Having he/she think that "only certain markets are strong for luxury properties" could influence a comment or direction they suggest. There is the chance that the comment is not in your favor. 

 

You can't possibly know what every attorney or people from other professions are taking out of context. Meanwhile, as a real estate research and marketing specialist, part of what I do is to monitor numerous sources. Your ability to say, "I know National Law Review shows Nashville among the leading luxury real estate markets" to an attorney helping you with a Nashville transaction puts you in a favorable light with them. Chances are they can refer other clients your way.

 

Knowing the source of helpful research could be what makes you "first in" on your next opportunity. My job is to help you find it. 

 

https://natlawreview.com/press-releases/new-data-identifies-austin-leading-market-luxury-real-estate-sustainability

 

 

 

Keeping Track - When The State Sues Cities Over Affordable Housing

 

We actually have a State suing several of its municipalities over legislation favoring affordable housing. What I find interesting is that things reached the point of legal action more than four years after the subject law was passed in Massachusetts. The below linked article indicates how the various municipalities are dealing with the lawsuit filings.

Information like this should be must reading for real estate developers, investors, brokers, and lenders whether in these areas or not. Opportunities are often created because someone knew how, when, and where to be “first in” to make them happen. The article can serve as a list of municipalities which are likely facing changes in how and when affordable housing is renovated or constructed to serve local residents. 

Part of what my team and I do is to make sure that valued clients, students, and connections can “push the button” and be ready as soon as a law, ordinance, or regulation goes into effect. If the change becomes effective tomorrow at 9:00 AM, I want to have a Proposal ready to submit at 9:01 AM. Waiting until it takes effect and starting your plan at that time is more likely to face competition, take too much time to get together, and probably means higher prices.

Think of it like when a concert or sports event is announced, and how within minutes local hotel rates rise significantly. Those who planned and speculated have already booked their reservations with much lower rates, gaining an advantage because they planned ahead. 

If you are not located and/or doing business in Massachusetts, monitoring stories like this one can still provide value. It is possible that municipalities you do business in are under new ordinances which allow for change, but there is some reason it hasn’t happened yet. Ideally, you become aware of upcoming effective dates weeks ahead, allowing you to be ready with a plan before others catch on. If you are not keeping track of zoning changes and municipal ordinances, among other matters, you could be losing out to your competition or missing out on opportunities. My team and I regularly keep track.

 

https://www.wcvb.com/article/massachusetts-sues-nine-towns-mbta-zoning/70188905

 

 

 

 

Marketing Properties Based On Marital Status

 

 

If you are a landlord, considering becoming one, or representing a current or potential one, it can be a huge help to prepare for the type of tenants you will have along with having methods to market to them. The below linked article, which contains interesting research about cities in which there are plenty of unmarried couples living together, shows one such trend to be aware of.

From a legal standpoint, it can help a landlord to be better prepared for potential problems when a couple has a breakup or one person has a financial crisis. An example is one person moves out and the remaining tenant gets stuck for 100% instead of 50% of payments and is struggling. In cities where “living together” is more common, having an immediate buyout policy in a lease may be possible. Gaining a vacancy on short notice is not ideal, but may be more economically feasible and much less time consuming than a lengthy eviction process which ALSO prevents you from getting a more solid tenant in place.

However, my concern is in how you market such rental opportunities, especially if you have a high percentage of vacancies to fill. You might attract more tenants when they know they could “share” the rent each month while being able to exit easily in the event a roommate is lost. Whether you should do this or not depends in part on how competitive the city or area your property is in. If your building is in an area where unmarried couples, family members, or groups of friends have choices of buildings to rent in, this concept may give applicants a big reason to choose your building. Others may not offer this option. From your point of view, being in an area with a high demand for “roommate” rentals means that your chances of filling an unexpected vacancy are higher than normal.

Explore what your options are to prevent possible evictions and problems with an attorney or real estate professional. Your real estate business can gain from bringing advantages to your properties, opportunities, partners, and clients. Being “first in” to offer them can make a big difference!

https://www.credaily.com/briefs/apartment-searches-reveal-relationship-trends-by-city/

 

When Another Real Estate Development Sets The Stage For Yours

 

Over the years, I have noticed how some people see stories like the below linked one about a huge affordable housing development coming to Atlanta and not even stopped to read it. They figure it has nothing to do with them or any projects they are currently working on, and that is if they are focused in the Atlanta area. I prefer that my valued clients, students, and connections feel differently when they see or hear about projects like the one written about.

It is true there is a developer in place and millions of dollars already secured from various sources. However, there is much more to the project to consider, and plenty of opportunities to come. On the residential side, there could be temporary housing opportunities for contractors and workers involved over the months it will take to construct the massive project. There will be utilities, roads, and infrastructure to work on in addition to building or renovating each dwelling. 

The commercial side is likely to bring plenty of opportunities for developers, investors, lenders, brokers, and contractors beyond the project. Chances are the residents will want and/or need grocery and retail nearby. Fast food and family restaurants, dollar stores, phone stores, and discount retailers will have new and additional residents to serve. There could be room for auto repair and public transportation to support the development. Now that the new Atlanta project is going to happen, it is at or possibly past the window to plan for projects which will be adjacent to the development area. Once word of the new project spreads, prices for currently available land will increase, revised zoning may be proposed, and investors and more investors and developers will swoop in.

If you are not in the Atlanta area, your development, investment, or brokerage group may or may not have an interest in possibly getting involved. If it is in the area, it demonstrates the importance of researching and “scouting” for future projects which could be difference makers. For entities that are investors, developers, and brokers not dealing with Atlanta, stories and projects like the Buckhead one can serve as a reminder to get and stay on top of appropriate major potential projects within your area(s) of interest.

Being “first in” on a new project, or what surrounds it, can make millions of difference. Let’s connect and get to work on finding some!

 

https://atlanta.urbanize.city/post/exclusive-beltline-homeless-facilities-affordable-housing-plans-cancelled-bankhead

 

 

 

Knowing How The Fix Is On In Philly

 

Some real estate investors and brokers see problems while others see opportunity in the same place. 

 

The below linked research and data details plenty of both in Philadelphia, emphasizing the number of existing homes which were built prior to 1960. It is likely that some developers, investors, and brokers will run the other way upon reviewing the information. The ones that think “Who can I talk to about getting involved?” are the ones I want to work with. There are major opportunities for lenders that could help home owners, along with investors who understand what it takes to execute Subject To deals.

Meanwhile, the City of Baltimore is among several municipalities which have introduced programs within the past couple years to facilitate city-owned parcels being sold to local investors with a commitment to building much needed housing. 

Put these scenarios together, and we see large cities taking opposite approaches while addressing the same problems. One side is to entice new local investors to purchase, while the other side is working to help current owners to make improvements and increase the value of their properties for the benefit of many.

These two different situations each create opportunities, but what they are depends upon what you and your business do, where you do it, and how creative you think. To me, either way there are also plenty of learning opportunities. It would be interesting to track some of the specific eligible properties in Philadelphia over the coming months. 

By doing so, here are some examples of what you could find out:

• A number of percentage of homes which are fixed up

   

• The eventual impact of repairs and upgrades on eventual resale value 

   

• Type(s) of loans and repair plans made available 

   

• Names and info about participating investors, lenders, and brokers involved

   

If you are not in Philadelphia, you could benefit by understanding how these programs work and gauge their success. Perhaps you are, or can be involved in bringing this to a municipality you serve, whether via legislation or being able to be “first in” to offer it to home owners and investors.

These are still more ways you and your team could be using research to create opportunities which make your business or portfolio thrive. My team and I are available to help you get there!

https://philly-stat-360.phila.gov/pages/home-plan

 

 

 

Does Going Back To The Office Really Hit Home?

 

 

Seeing how more companies are ending or reducing the “work from home” opportunities could and should be a reason for adjusting your marketing of properties and opportunities. As the below linked article shows, there are some markets with a higher concentration of hybrid work situations. Workers that need to go into the office full-time or more frequently than the previous five years may be facing concerns about their commute and commuting time. Some have moved since before the pandemic forced these changes.

Many people that could work majority or exclusively from home had moved to a home where there was less or no worries about commuting. They no longer had to be near the train station, bus stop, or freeway. Now that things are changing, there may be people open to selling or buying with regard to their “new” or more frequent commute.

Some of these decisions may come without regard to mortgage rates and other financial challenges. For example, one hour less of daily commuting time could save an hour a day of day care costs and gas money. Suppose that totals $200 per month. Meanwhile, a “new” mortgage that costs $150 per month more may not seem appealing as a stand alone. However, using the just described situation, a $150 per month additional mortgage increase becomes money SAVED. Saving $50 per month amounts to $600 a year, while adding convenience.

Chances are your client hasn’t thought about that, and may be hesitant to sell and buy because they don’t see the “savings” it would bring. However, you need to know how your farm area shapes up in terms of “working from home” or “returning to the office” status. It’s still another reason why and how you could benefit from having a research person or team on your side. You could be “first in” on helping your clients to save money on housing. My team and I do market research and can help you create client-specific presentations!

 

https://www.newhomesource.com/news/housing-market-trends/the-best-u-s-markets-for-hybrid-work-lifestyles-in-2026/

 

 

 

Older Homes Sellers - You Have "Senior" Price

 

As much as I’m all about taking real estate research and utilizing it to your advantage, I also see situations which stretch the facts more than they should. In my opinion, the below linked article is an example, attempting to place blame on a seller and mostly due to the age of the seller. The author claims that some senior citizens are getting less for selling their homes. Reasons given include neglected maintenance and listening to investors instead of having them listed traditionally. The intent is to keep sellers from “listing independently” instead of on the MLS, which could be able to fetch a higher selling price.

I have been working with agents and brokers since 1988 and have written or rewritten thousands of unique property ads for many different formats. That is more than enough time to realize that properties do not “sell themselves”. Marketing properties is about painting the picture with the buyer in it. One thing my team and I cannot do by ourselves is thoroughly educate potential buyers.

The below linked (and others) article appears to frame older sellers for not listing their homes traditionally and supposedly losing money. Meanwhile, the “investors” use of data, to their advantage, also makes a good case. One of the methods investors use to discount their purchase price is by telling the potential seller they will purchase “as is”. Many seniors, who are the subject of the aforementioned article, are not easily able to afford spending thousands of dollars on repairs and replacements just to sell the house.

They see not having to spend $8,000 on a new roof (for example) as money saved, and being able to sell more quickly by not having to wait. They may have already spoken with an agent about traditionally listing who told them they would need to upgrade that roof. What the seller wants to accomplish is selling the home.

Blaming the sellers does not solve the problem. Frankly, it doesn’t give them any reasons to list on the MLS if it means having to spend money to get the sale. The agents, brokers, and real estate associations need to be educating seniors on “keeping up” their homes YEARS before the time comes to sell. The problem isn’t going to be solved without taking all of the steps necessary to prevent it from happening. Having a long-term plan can make you “first in” on the opportunity for your next successful transaction.

 

https://nationalmortgageprofessional.com/news/older-owners-sell-less-market-sales-take-some-blame 

 

 

Real Estate With OPI (Other People's Ideas)

 

 

I love a great idea, especially when it involves real estate development and can be duplicated in other places. It makes no difference whether you like or don’t like the person (or entity) that came up with the idea, especially when you can make it happen without involving him, her, or them.

As the below linked article details, plans have been approved to implement a major tunnel project in Nashville which will connect and transport thousands to millions of people between the Airport and downtown. It is being done with private financing, saving millions for the municipality while facilitating a significant expansion which will be an economic winner for all concerned.

For consumers, especially airline passengers, they gain a convenience, and one which is currently not available to and from the majority of airports. If you read the previous sentence again, you see my point. As a real estate professional, investors, lender, or contractor, you can (hopefully) envision the possibilities around the country for similar projects. 

There could be so much more than “just” the multi-million dollar transit system. The terminals and entrances will have room for restaurants, convenience stores, and retail. Adjacent facilities can include parking and perhaps valet service. Hotel operators would be salivating at not needing shuttle service to bring visitors to and from within close and easy proximity.

The tunnel project is not going to cost the City of Nashville anything because it is being privately funded. You can’t tell me that other municipalities wouldn’t go for that. A developer could even take this a step further and explore for an Opportunity Zone within minutes of a large airport. There are so many possibilities out there, and exploring them now could position you and your team “first in” on a life-change opportunity. Meanwhile, my team and I write business plans and create feasibility studies, case studies, and offering memorandums. Let’s talk!

https://www.wsmv.com/2026/02/12/nashville-airport-authority-advances-tesla-tunnel-project-connecting-downtown-with-bna/

 

 

 

 

Having A Title For Your Real Estate Marketing Theme

 

 

How can watching or following the local news impact your marketing? I come across many connections, clients, and students who miss out on plenty of opportunities. Meanwhile, we all know that there are people out there up to no good and showing bad intent. Sometimes things naturally go wrong which possibly could have been prevented. That happens in just about any industry or line of work. Clearly, real estate is no exception.

Knowing about major problems caused, whether naturally or by wrong doers, could significantly benefit your business or a current or potential client or customer. From a marketing standpoint, the below linked article provides a couple of examples.

It is unfortunate that a wrong doer is getting away with creating frivolous multi-million dollar problems for homeowners in the Beverly Hills area. Victims are losing valuable time and money. Understanding what the problem is and what could be done to prevent it “from happening to you” is the lesson.

My first reaction upon seeing this story was to send it to a valued connection that owns a title company. He could be sending the story to his luxury homeowner clients, whether he includes an offer to check their property or not. It is possible that he would do so at no cost to let his repeat clients know that their deed is completely safe as a nice gesture.

Chances are the homeowners he does that for at no cost and alerts them are going to tell their friends what their “title guy” did for them, especially if they didn’t know about this story. The story might also cause an active investor to search their current portfolio and/or dig further into potential investments. 

The result of reading a story like this could be of help to you and your team along with your database. You may have choices for how to respond, such as offered above. Being “first in” on a solution or strategy puts you in a more favorable position, when “all you did” was read or watch a news story. If you don’t have time to monitor all things real estate, let’s talk!

 

 https://abc7.com/post/homeowners-say-beverly-hills-businesswoman-is-wrongfully-hitting-homes-multimillion-dollar-liens/18593045/