USAA's Alterman Feels the Power

LOS ANGELES-NAIOP's I.con: The Industrial Conference is being held next week on June 5 and June 6 at the Omni Los Angeles. The event offers the most up-to-date trends and information presented by some of the most notable names in industrial real estate. 

To preview the event, GlobeSt.com has reached out to some of the key speakers to discuss what they will present. Today, we talk with Stanley Alterman, executive managing director, USAA Real Estate Co., who moderates the “Power Brokers” session at the event.

Joining Alterman on the panel are Chuck Belden, executive director, Cushman & Wakefield of California, Inc.; David Bercu, principal, Colliers International Chicago; Rodney Davidson, VP, Jones Lang LaSalle; and William Waxman, executive VP, CBRE.

GlobeSt.com: Why the title?

Stanley Alterman: This session is comprised of a number of the top industrial brokers in four key markets in the United States. The panel will discuss the national industrial market trends, and some of the differences in local markets that the brokers represent. The focus of the panel discussion will be on what tenants/users are looking for in a building and where the demand for space is derived from. The name “Power Brokers” was selected because the panel consists of top producers from real estate brokerage firms in some of the largest industrial markets in the country.

GlobeSt.com: What's the biggest issue a true power broker faces?

S.A.: The biggest issue a top broker faces is continuing to find new business and to represent their client to the best of their ability by providing critical insight into the market and to negotiate the best real estate deal that is achievable for their client, whether they are on the landlord or tenant side of the transaction. It is the key issue because a broker is hired because of his ability to provide insightful advice to his clients.

GlobeSt.com: How does one become a power broker? Is it by dint of title, accomplishment or some other, indefinable method?

S.A.: Probably the main reason for a broker to be considered a “Power Broker” is for the broker to be a top producer on numerous occasions over many years of experience. Another important factor is the reputation of the broker in the marketplace. Finally, most power brokers are from the largest industrial markets in the country. For example, this esteemed panel comes from Chicago, Atlanta, New Jersey and the Inland Empire.

As reported earlier on GlobeSt.com, we previewed the NAIOP I.con panel titled "CIO Roundtable," led by Al Pontius, the managing director, Commercial Property Groups, Marcus & Millichap. The panel will look at the current investment climate and make forecasts for the future.