Episode 5: Barden Brown, Managing Director, Brown Realty Advisors: Knowing the Sales Process Thoroughly, Providing Value First, Why Investment Sales is Not a Commodity Business ... But May Require More Husle,

In this fifth episode of the Origination podcast, Mordecai interviews Barden Brown, a top investment sales broker in the Atlanta area. See the time stamps for topics, highlighting the virtues of both patience and persistence.

1:52 – Barden’s introduction to investment sales

3:42 – The importance of patience

5:33 – Balancing patience with a sense of urgency

7:51 – Can you still cold call?

10:59 – Listing services are a “commodity” … but having a listing is a “monopoly”

15:06 – Difference between Investment Sales and Debt Origination

21:33 – Utopian integration of Debt and Investment Sales

24:47 – Market trends – migration of capital from New York to Atlanta, new interest from Israeli investors in Atlanta

29:19 – Investor assumptions to justify current pricing levels

31:59 – Legacy owners on the sideline

36:22 – Advice for college grads looking to get into the industry

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