Commercial Real Estate, CRE News

Q&A with T.C. Macker: How to Stand Out in a Crowded Market


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Want some tips on how to stand out in a crowded market? Click here to read my Q&A session in the latest edition of Commercial Investment Real Estate Magazine.

“I’m very niche-focused,” T.C. Macker, CCIM, says.

In the competitive Los Angeles real estate market,  that focus has proven successful for Macker, president and managing director of Coldwell Banker Commercial WESTMAC. During the past 14 years, he’s earned a consistent string of awards from Coldwell Banker Commercial, and was the company’s second-highest producer in 2016.

The L.A. native started his career as a leasing agent for Grubb & Ellis and joined Coldwell Banker Commercial WESTMAC in 2002. He talked to Commercial Investment Real Estate about how to stand out in a crowded market.

CIRE: How did you get into commercial real estate sales?

Macker: I was burnt out on leasing, and when I joined WESTMAC, I was able to do a sale. Once I did that, I knew selling was what I wanted to do.

But I needed to educate myself; I don’t even think I could calculate cap rate. I took the CI 101 class, and all of the sudden, my calculator became my partner at every meeting. I took all the classes in about a year and earned my CCIM designation.

Today all I do is sales. I’m mostly selling buildings in the $1 million to $20 million range. I’m below the institutional level, although I do sell an institutional building occasionally.

My niche is really sales to high net-worth investors and small funds. I’m geographically focused; my market is West L.A. to downtown for office and retail on major streets – Sunset Boulevard, Wilshire Boulevard, and Santa Monica Boulevard.

Read the rest of the interview here: Q&A with T.C. Macker, CCIM

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