SAN DIEGO—Creativity, timing and relationships are the most important elements in creating disproportionate value for institutional office investors today, CBRE's SVP Matt Carlson tells GlobeSt.com exclusively. Following our recent story about his joining the firm, we spoke with Carlson about his new role there, institutional capital's appetite for creative office and how this cohort's preferences will change over the coming year.

GlobeSt.com: What are your goals in your new role at CBRE?

Carlson: My goals are to better serve my clients and to create value in their investments as well as to grow the footprint of the CBRE San Diego landlord-agency group in Downtown San Diego and the mid-city markets. I am looking forward to working hard and having fun leasing some of the most premier assets in the marketplace.

GlobeSt.com: What are the key elements to creating disproportionate value for institutional office investors today?

Carlson: Creativity, timing and relationships are the most important elements in creating disproportionate value for institutional office investors today. Creativity and timing are conceived from exceptional market knowledge and real-time information. Relationships take years of effort, and it is always important to conduct business with the utmost integrity.

GlobeSt.com: How does institutional capital's appetite for creative office compare to that of other types of investors?

Carlson: Premier institutional capital has a big appetite for non-commodity opportunities. That means either class-AA buildings or other buildings that have elements that differentiate their product from the competition. In San Diego, we do not have a lot of old “brick-and-timber” buildings. The most-successful owners have been hyper-amenitizing their product to attract top tenants.

GlobeSt.com: How will institutional investors' choices change over the coming year as compared to previous years?

Carlson: As the price of assets continues to increase and cap rates continue to compress on top-quality product, long-term capital will rule the day. Life-insurance companies and other patient sources of capital will invest heavily in properties and continue to try to push rents.