In an environment when everyone in US commercial real estate is basically making the same pitch, why are some firms more successful than others at raising capital?

Why are some firms more successful than others at getting the deal? 

In this episode, AFIRE CEO Gunnar Branson discusses these questions with the founder, chairman and CEO of Institutional Real Estate Inc., Geoffrey Dohrmann.

Branson and Dohrmann decide the key involves relationships and trust, and discuss ways to meet the challenge of building trust across international borders and between investors. 

Also on the agenda: Wisdom from commencement speeches! Marathon Man star Laurence Olivier’s advice to Dustin Hoffman! And what a catchphrase from one of Geoffrey Dohrmann’s old girlfriends has to do with relationship building in CRE.

LINKS
Geoffrey Dohrmann LinkedIn https://www.linkedin.com/in/geoffrey-dohrmann-cre-9b2b5a2/
Institutional Real Estate Inc. website
https://irei.com/
Dustin Hoffman on Laurence Olivier’s advice in Marathon Man
https://www.youtube.com/watch?v=fodPlCp-28c
IREI podcast with Bob Sessa on how LPs evaluate leadership
https://irei.com/video-and-podcast/nextgen-capital-conversations-episode-4-talent-and-retention/
Steve Jobs’ 2005 Stanford commencement speech
https://www.youtube.com/watch?v=UF8uR6Z6KLc
Blackstone president Jon Gray’s 2023 commencement speech
https://www.youtube.com/watch?v=T7fKDtOqZOY

To hear the globe’s top experts discuss opportunities in US property markets, register for future AFIRE conferences:
https://www.afire.org/events/

KEY MOMENTS
00:00 Marketing vs success
01:40 Guest introduction
04:08 Winning through trust
06:10 Inclusion and actions
10:39 Best practices
14:34 Ego and leadership
17:36 Ownership and accountability
21:24 Asset liability managers
31:49 Obi-Wan Kenobi comparison
34:26 Fiduciary financial objectives
38:26 Brand building asset
39:38 Commencement speeches
43:13 Success and relationships

DISCLAIMER
The publisher of the AFIRE Podcast is not engaged in providing tax, accounting, or legal advice through this publication. No content published in the AFIRE Podcast is to be construed as a recommendation to buy or sell any asset. Some information included in the AFIRE Podcast has been obtained from third-party sources considered to be reliable, though the publisher is not responsible for guaranteeing the accuracy of third-party information. The opinions expressed in the AFIRE Podcast are those of its respective contributors and sources and do not necessarily reflect those of the publisher.

The AFIRE Podcast with Gunnar Branson is the official, multiple-award-winning podcast of AFIRE, the association for international real estate investors focused on commercial property in the United States.

Hosted by AFIRE CEO Gunnar Branson, the podcast features informative and in-depth conversations with experts across the full spectrum of real estate, investment, sustainability, economics, geopolitics, and urbanism with a focus on helping each other become Better Investors, Better Leaders, and Better Global Citizens. To learn more, visit afire.org/podcast