Hi, this is Chris Gardner with CTG Real Estate Services, and today we’re here with Bob Gresham of the Gresham Group. Bob and I have partnered together on commercial, multifamily and townhome development projects. Bob is a licensed broker and has an established company for the projects we partner on. This allows CTG to offer additional benefits to our clients.

Today, we’re going to talk with Bob about his background experience and how we partner together on multifamily and townhome development projects, so thank you very much for being here today, Bob.

Bob: Thanks for having me, Chris.

Chris: So just jumping right in, the first question I have for you is just your background. Would you mind telling us a little bit more about your background?

Bob: Well, it’s a pretty strong military background. I grew up the son of a 27-year Navy veteran. I grew up on Navy and Marine Corps bases, and then my entire upbringing revolved around a no-fail, can-do attitude. Failure is never an option, and we provide that option to all of our clients that we deal with. We have overcome obstacles. Far too often, people give up too easy. They run into one obstacle, and they give up. They see reasons for something to not be successful as opposed to finding the solutions to overcome obstacles and achieve success, whatever the success may be. We don’t take no for an option. We don’t give up. We don’t quit. We get the job done for our agents, for our clients, for the process. We get the job done, and people that have worked with us have seen that our commitment and our passion of what we do prevail over all obstacles.

Chris: Yeah, I have the military background too, and that’s one of the things that made us hit it off when we first met.

Bob: It is a strong brotherhood. I absolutely agree. There’s just something about the mindset of a veteran that failure is not an option. Once we understand what somebody wants, what the client wants, we just have to establish a plan of action — plan it, execute it, and get it done, bottom line. Everyone wins, and no one loses. We are quite often very successful from this mindset.

Chris: Great. Well, the next question I had for you is kind of centered around townhomes and multifamily. When a client wants to start a townhome or a multifamily development project, based on your experience, what have you found that makes the client and a project successful?

Bob: Well, you know from day one, one of the first things you have to do is establish the needs and the goals of the client. That’s their point of view. Our point of view is we have to determine their ability to perform, but what we do is we work… It’s multifaceted, but what we do is, we work with the client to determine what their needs and their goals are, and we set a specific plan of action how we’re going to help them achieve those goals. And then, you know, just as important as planning is the execution. You have to execute the plan. If you come up with this great plan and you don’t execute it, you get sidetracked or you don’t do what you plan on doing, the plan never gets executed. If you do it logically and you’re diligent in it, then everybody wins. Again, you have to determine their needs and interests, their goals, and you have to determine the best course of action to help the client achieve those goals, and then make it happen. We’re very good at that. We have a good history at helping people procure the land. If they’re looking to build, we can help them build. We can help them work through the zoning process with the local municipality to find contractors to build a project. If they’re looking for something that’s already built, that is a different course of action. If they’re looking for something that’s already built, we have all the capabilities. We have the manpower available to help them locate those properties, negotiate out the best terms and conditions for a good contract so that they can they can get what they’re looking for for their company or investment. We know how to identify the properties that give the client what it is that they’re looking to purchase.

Chris: So it sounds like, especially on the development side, it’s a lot of turnkey — everything from finding the vacant lands to helping to design.

Bob: Again, it goes back to step one — they tell us what they want, and we find a way to make it happen. If they want 365 turnkey apartment units, we can make it happen. If they want 365 townhomes in an area on 30 acres with a pool and a walking trail or whatever, we can make it happen. Whatever the client is looking for, we have the ability to identify it if it’s existing or help them build it if they’re looking to build and it’s not existing. All we have to do is have a mindset of what they’re looking for, and once we understand it,  put those two together and we’ll make it happen. All they got to do is give us a call and meet with us, and we’ll take it from there.

Chris: Okay, so I know you look a lot towards the future, same as I do. Everybody always has to plan ahead, but along those lines as far as that goes, what do you see for the market and our partnership in the near-term future? And how do you feel that’s going to affect our clients?

Bob: Good question. You know, they have to establish trust. Once we have that that trust established, that our clients understand and truly believe that we have the capability to facilitate all their needs, whatever they’re looking for — once that’s established, then we can focus on their goals and we can focus on the evolving process. This economy that we’re in, this market that we’re in, it’s an evolving process. It really is. Technology has to be recognized. Technology has to be used to the benefit of the client. We have the ability to use all processes, all technologies. Every month we establish new business relationships with partners that will help our clients that we have today, the clients that we haven’t even met yet, next month. We work every day, day in, day out to identify the latest technology and to identify partners in the future that will help us help our clients. That’s what it’s all about. It’s all about business relations. It’s about trust. It’s about knowing that you have people that are working for you that are working with other people to help you get done what you want to get done. We know how to do this; we’ve been doing it for 22 years. We’re in the top one percent in the entire United States — you know, actually we’re in the top half of one percent. We just say the top one percent because people can wrap their heads around it better. If someone goes to college and they graduate magna cum laude, they’re the top five percent; we’re in the top one percent. As far as I know, there’s no phrase for that, there’s no category for that. But we’re there. So people can call us and know that they are dealing with the top one percent of realtors in the country. You’re not going to get much better than that. Our rates are very reasonable, our knowledge and experience is off the charts. I don’t know what more I can say. Whatever the future brings, whatever technology brings, we’re embracing it. We utilize it, and we welcome it, and it’s all for the benefit of our clients, day in, day out.

Chris: I like how you used the word “partnership” a lot, because I know during our discussions and during discussions that we have with clients, that we try to build a team and see it as a partnership with our clients and our buyers and those things, too.

Bob: You know, our clients are part of our team. We have our real estate team. We have our development team. When we take on a new client — and we don’t take on every client. Not every client is going to meet the standards of commitment and professionalism that we want to work with. We are very good at what we do. We take our business very seriously. For the most part, that’s not going to include everybody, and that’s okay. Everybody has their own level. But if somebody is a serious professional investor, a serious professional in our business, in our realm, then we are more than happy to work with them. Not everyone is going to rise to that level, and that’s okay. But our clients are our partners; our clients are part of our team. They’re joining our team on our projects; we’re joining their team on their projects. It’s a partnership.  It’s a win-win, or no one wins. There’s no other option. Again, that’s why failure is not an option. It’s a can-do attitude from day one.

Chris: Well Bob, thank you very much for being here today and for going through some of these multifamily and townhome development questions and some of these projects we’ve got going on.

Thank you for watching this video. Today we talked about townhome and multifamily and commercial development, and we also highlighted some of the items and areas CTG and the Gresham Group partner on. We look forward to hopefully working with you in the near future.


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