Finding the right buyer can make the difference between a commercial real estate deal that sits and one that moves. The key is knowing where to look, who to contact, and how far beyond your existing network you are willing to go.
In this episode, Aviva Sonenreich and multifamily broker Robert Velez break down eight practical strategies commercial real estate brokers can use to find qualified buyers faster.
Robert shares his process for identifying the biggest players in a market, starting with existing relationships and neighboring property owners before expanding geographically and using CRE platforms, social media, company websites, and industry conferences. They also discuss the follow-up required to reach serious buyers, how Robert uses CoStar to uncover opportunities, and why persistence remains one of the biggest competitive advantages in brokerage.
Key Topics Discussed
- How to identify the biggest players in a market
- Why neighboring property owners can be some of the best buyers
- How to expand your buyer search from the ZIP code to nationwide
- Using CRE listing platforms and the MLS to increase exposure
- How Robert found a seller through Instagram and a buyer through X
- How to find acquisition contacts through company websites
- Using industry conferences and attendee lists to identify active buyers
- Why email and consistent follow-up can outperform a single cold call
- Robert’s CoStar loan and property-tracking strategies
- Why unconventional outreach times may help brokers get noticed
- The importance of relentless follow-up in commercial real estate brokerage
- Robert’s outlook for multifamily real estate
- Advice for new commercial real estate brokers
About the Guest
Robert Velez, CCIM, is a commercial real estate broker specializing in multifamily investment sales throughout Pennsylvania. He advises multifamily property owners and investors on acquisitions, dispositions, property valuations, and investment opportunities. Robert has built his brokerage practice around consistent prospecting, strong relationships, and a deep understanding of the buyer pool, helping owners position their properties effectively and connect with the right investors.
About the Host
Aviva Sonenreich is the Managing Broker and Owner of the Warehouse Hotline, a Denver commercial real estate brokerage specializing exclusively in industrial properties. She leads the firm’s brokerage operations, negotiates industrial sales and leasing transactions, advises clients on acquisition and disposition strategies, and oversees the company’s marketing and business development efforts. Through Commercial Real Estate Secrets, she interviews leading investors, brokers, developers, and industry experts to provide actionable insights on commercial real estate investing, brokerage, leasing, development, and market trends.
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