Some of the most interesting commercial real estate opportunities never appear on a public listing. Finding them means knowing how to identify property owners, reach the right decision-makers, and start conversations before a property goes to market.
In this episode, Aviva Sonenreich and Rob Velez discuss how commercial real estate brokers find off-market deals and build relationships with property owners. Rob shares how he went from handling a wide range of transactions in a small town to specializing in larger multifamily properties—and how social media helped him expand his network beyond his local market.
They walk through Rob’s prospecting process, from researching ownership information in CoStar to reaching owners through LinkedIn, email, cold calls, texts, and direct messages. Aviva and Rob also discuss how outreach changes when working with institutional owners, why specializing can reshape a brokerage business, and what it takes to start conversations before a property hits the market.
Key Topics Discussed
- How to find off-market commercial real estate deals through direct owner outreach
- Why specializing in a property type and transaction size can change a broker’s business
- How LinkedIn, Facebook, email, and text messages fit into a multifamily prospecting strategy
- Using CoStar to research property owners and find contact information
- Why the guest still makes cold calls while also using virtual assistants for outreach
- How outreach differs for institutional owners and individual property owners
- Why institutional hold periods can help brokers identify potential selling opportunities
- The differences between working on smaller transactions and larger multifamily deals
- How social media can help brokers build relationships outside their local markets
- Why brokerage can be a valuable way to learn from experienced real estate operators
About the Guest
Rob Velez, CCIM, is a commercial real estate broker with KW Commercial, specializing in multifamily investment sales with a focus on larger apartment transactions and off-market opportunities. He began his career as a generalist broker in a small town before using social media to expand his network, build relationships with investors and property owners, and establish a niche in multifamily real estate. His experience offers a practical perspective on building a specialized brokerage business and using digital platforms to uncover new opportunities.
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.
Looking for an Industrial Property That Isn’t Listed?
Not every warehouse opportunity is publicly advertised. If you’re searching for a specific building, location, or property type, a targeted search can help you explore options beyond the listings you’ve already seen.
The Warehouse Hotline helps buyers and tenants find industrial real estate throughout the Denver metro area, including through direct outreach to property owners. Tell us what your business or investment needs, and we can help you explore the market.
