The growth of GE Capital Real Estate's debt business would not have been possible without the effort of its national sales team, which spans some 60 professionals in 10 offices. Ed Coco, Atlanta-based senior managing director and national sales leader for GE Real Estate's North America division, oversees their activities. Having started his industry career in the early 1990s, doing RTC workouts, the executive has been through his share of market cycles. Here, Coco shares his take on how GE Capital Real Estate shifted its strategy to operate in the current market, while remaining a strong global and regional player.

The commercial real estate and finance markets have changed over the past few years. What have been the most significant shifts, and what do you expect to see in the next few years?

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