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/