Retail Investors Take a New Approach

“I have seen a change in the last six to 18 months with clients’ needs in evaluating an asset,” Matt LoPiccolo, first VP at CBRE in the firm’s San Diego office, tells GlobeSt.com. LoPiccolo joined the firm this month from Marcus & Millichap, and he is already shaking up retail brokerage. The retail market is rapidly evolving, and LoPiccolo says that his clients need a more well-rounded approach to retail investment that includes everything from advice on tenant mix, tenant trends and lease rates to location analysis and debt and equity guidance.

“It has taken six to 12 months to fully underwrite and go through the process with a client,” he tells GlobeSt.com. “I wanted to hitch my wagon with CBRE to focus on not just transactions but looking at leasing as a component and getting my clients a list of tenants that could be replaceable or that have interest in this area. Ultimately, that gives me the credibility to execute a plan, and that gives the client a broad range or multiple options rather than just selling or exchanging.”

LoPiccolo, who has been at CBRE for two weeks, came to the firm because of the its focus on specialization. He believes that having a specialized team is what his clients need, and what he needs to develop the best strategies for retail investment. “The market is always changing, and specialization is such a key component to success. I feel that with all of the service lines that CBRE has, I am able to sit down and advise my client on all of the facets of owning an asset, whether it is leasing, debt and equity, management services and contractual services before focusing on transactions,” he says.

The catalyst for this approach is the change in the retail market and the extra scrutiny required before buying and asset. This has encouraged brokers like LoPiccolo to reevaluate the approach. “We want to be able to advise the client as to what they have, what to expect and what works best for their goals. A lot of times, clients have understanding of risks, but not the solution or the strategy of how to mitigate it. I believe CBRE gives us the ammunition to help clients obtain investment goals for their property.”

The shift toward universality in retail investment brokerage has already begun. “I have already engaged with the service departments to learn about their business and make sure that they are involved in the underwriting process,” says LoPiccolo. “I have also reached out to my clients to sit down with them about some of the things that we haven’t thought of and how to strategize to see what is in their best interest. My goal is to provide my clients with all of the options and figure out a game plan that is in their best interest to succeed.”