368. How Elite CRE Brokers Stop Hunting and Start Capturing Demand

About this episode

The episode discusses how elite commercial real estate brokers can shift from hunting for deals to capturing demand by leveraging data and market insights.

Key Takeaways: Cycle Context & Opportunity Window CRE has rebounded from a 20% peak‑to‑trough correction to a renewed upswing: 2025 volume hit $550B (+19% YoY) and 2026 is pacing toward $625B+ , driven by both forced sellers (can’t refi) and elective sellers locking in gains. Brokers are in a prime window to scale deal volume. Shift from Hunting to Capturing Demand Instead of blanket cold calling, Logan and Tyler advocate reading capital flows and transaction data , then positioning yourself where capital is already chasing deals. Logan’s own shift to this model helped build $92M under contract/LOI and a $265M pipeline . Niche + Authority as the Core Strategy The path to leverage is to pick one asset type, one geography, one buyer/seller profile , and become the authority. Examples include small‑bay industrial, IOS, data centers, medical office, flex, workforce housing, and build‑to‑rent in select markets. The goal: when investors search that niche + market, you are who shows up. Data & AI as a Proprietary Edge Brokers should build their own proprietary databases —scraping public records, business journals, and listings; tracking every comp and closing; and using AI to…

People in this episode

Host: Tyler Cauble

Guest: Logan

Topics covered

• commercial real estate
• broker strategies
• market trends
• capital flows
• data analysis

Keywords

• CRE
• deal volume
• market insights
• AI in real estate
• broker strategies

Mentioned in this episode

Organizations: CoStar, LoopNet

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