When deal flow slows down, brokers have to get more creative about where they look for opportunities. Sometimes that means looking beyond the active listings.
In this episode of Commercial Real Estate Secrets, Aviva Sonenreich and James Milner break down how commercial real estate brokers can find opportunities in a market where deals are harder to get done.
Aviva shares the CoStar strategy she used to identify an under-contract industrial property that matched her buyer’s criteria, discover the existing deal was struggling, and put a new purchase agreement in front of the parties. They also discuss using public records for prospecting, navigating the growing bid-ask gap, building valuable broker relationships, and why successful commercial real estate brokerage requires both a strong network and a digital presence.
Key Topics Discussed
- The CoStar hack Aviva used to uncover an industrial acquisition opportunity
- Prospecting under-contract listings instead of only searching active properties
- How brokers can find opportunities when an existing deal starts to fall apart
- Using public records to uncover commercial real estate opportunities
- Finding development activity and market intelligence through local government data
- Why relationships remain critical to commercial real estate deal sourcing
- Combining traditional broker relationships with a strong digital presence
- The widening bid-ask gap between commercial real estate buyers and sellers
- Why buyers are becoming more selective in a slower transaction market
- Looking beyond price when negotiating a commercial real estate transaction
- Why consistency and persistence matter when building a CRE pipeline
- Playing the long game with clients, brokers, and industry relationships
About the Guest
James Milner, CCIM, is the President and Owner of Appalachian Commercial Real Estate in North Carolina. A commercial real estate broker and appraiser with a background as a paralegal, James brings a research-driven approach to brokerage, using market data, public records, and local intelligence to identify opportunities and help clients navigate complex transactions. He is known for his client-focused approach, deep market knowledge, and emphasis on building strong relationships across the commercial real estate industry.
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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