Commercial Real Estate Secrets

Sales gets you in the door. This is what keeps you there — according to Ken Ashley, Executive Director at Cushman & Wakefield, who's spent 30 years building a name for himself in commercial real estate.In this episode, Aviva sits down with Ken to talk about the brutal first year that almost made him quit the business entirely (8.5 months with zero closed deals), the three decisions he made after the 2008 crash that changed everything financially, and why he became one of the first brokers in the industry to build a personal brand on social media back in 2009. That early bet eventually turned a COVID-era Twitter list into CREI Summit, the conference where some of the top producers in the industry openly share the exact strategies most brokers keep secret — including the "meet sheet" system Ken now teaches every young broker who asks him for advice.

In this episode of Commercial Real Estate Secrets, Aviva Sonenreich sits down with Dr. Shimon Blau, a candidate for Colorado’s 1st Congressional District, for a conversation about the issues affecting Denver businesses, property owners, and real estate. They discuss what a member of Congress can actually do for local businesses, the cost of development and housing, permitting, tariffs, federal funding, and the potential impact when major employers leave a market. Dr. Blau also shares his experience as a physician, small-business owner, and real estate owner, and explains the policies he says he would prioritize in Congress. Learn more about Dr. Shimon Blau’s campaign at BlauForCongress.com.

Before you invest in a real estate syndication, how do you know whether the deal—and the person running it—deserves your trust? In this episode of Commercial Real Estate Secrets, Aviva Sonenreich sits down with multifamily investor and syndicator Natasha Falconi to break down three things every passive investor should check: the sponsor’s track record and skin in the game, the debt and underwriting assumptions, and the fees you’re actually paying. Whether you’re considering your first syndication or evaluating your next one, this conversation will help you ask better questions before committing capital.

What makes a business worth buying—and how do you build one that gives you the freedom to sell or keep it? In Part 2 of Commercial Real Estate Secrets, Aviva Sonenreich and Kory Mitchell, founder of Iconic Founders Group, explore what buyers look for in a business, why some overlooked industries offer opportunities, and how strong leadership, recurring revenue, and the right real estate can create long-term wealth. Kory also shares what he would do differently after selling his family business, from buying property earlier to investing in better financial systems and knowing when not to sell. Looking to lease, buy, or sell industrial real estate in Colorado? Visit www.warehousehotline.com.

What does it actually mean to become “famous” as a real estate broker—and why does it matter? In this episode of Commercial Real Estate Secrets, Aviva Sonenreich sits down with David Murphy, aka the “Dock High Guy,” to talk about how he built a recognizable niche in industrial real estate and used social media to expand his reputation far beyond traditional networking. David shares what worked, what didn’t, why authenticity beats constantly promoting listings, and why building a brand—just like building a brokerage—is a long game. Have an industrial real estate need? Visit ww.warehousehotline.com.

Selling a successful business can create life-changing wealth, but the check is only part of the story. In this episode of Commercial Real Estate Secrets, Aviva Sonenreich sits down with Kory Mitchell, founder of Iconic Founders Group, to unpack what he learned growing a family environmental services company to 37 offices, 1,400 employees, and hundreds of millions in revenue before selling it. Kory shares the emotional side of exiting, why he kept the real estate, how leverage changed the way he thinks about growth, and what business owners often misunderstand about private equity, environmental due diligence, and preparing a company for sale. If you own a business, warehouse, or both, this conversation offers a practical look at building wealth before, during, and after an exit. Buying, selling, or leasing industrial real estate? Visit https://warehousehotline.com/

What does a commercial real estate reporter notice that most investors, brokers, and owners miss? In this episode of Commercial Real Estate Secrets, Aviva Sonenreich sits down with BusinessDen reporter Matt Geiger to go behind the headlines and uncover how CRE stories actually get found. Matt shares how he tracks transactions, permits, financing records, and development activity, why the people behind a property often tell a better story than the building itself, and what greater transparency means for the real estate market. They also dig into the changing worlds of warehouses, retail and office, the future of real estate media, and what Matt has learned from watching Denver’s commercial real estate market evolve deal by deal.

How much does it actually cost to rent a warehouse in Denver, and what should tenants budget beyond the advertised rental rate? In this episode of Commercial Real Estate Secrets, Aviva Sonenreich uses a real 16,000-square-foot industrial property in the Denver market to break down base rent, triple-net expenses, and the true all-in occupancy cost, including why smaller warehouse users should consider underwriting roughly $14–$16 per square foot all-in as a starting point. Aviva also shares five practical leasing tips for tenants and landlords, covering everything from negotiating leverage and tenant desirability to why almost every part of a commercial lease can be negotiated. Plus, she reveals a negotiation strategy that could save tenants more over the life of a lease: focusing on lowering the starting base rent instead of automatically chasing free rent and other concessions.

New construction often gets criticized for being lower quality than older homes, but is that reputation actually deserved? In this episode of Commercial Real Estate Secrets, Aviva Sonenreich sits down with Zach LeMaster, founder and CEO of Rent to Retirement, to explain why today’s building codes and construction standards can make new properties more resilient and attractive investments. Zach also shares how he evaluates builders, invests in markets across the country, builds reliable local teams, and uses turnkey real estate to help investors grow portfolios without managing everything themselves. If you’re considering new construction or investing outside your local market, this episode breaks down what to look for and how to make smarter investment decisions.

Flex space is attracting growing attention from investors, developers, and businesses, but what exactly makes the asset class work? In this episode of Commercial Real Estate Secrets, Aviva Sonenreich sits down with Hamza Ali to break down what flex space is, who leases it, where development makes sense, and why demand is growing from trades, recreational users, startups, and other emerging businesses. Hamza also shares how he went from his first flex development to building a $50 million project, plus what investors should understand about construction costs, location, tenant demand, and designing space the market actually wants. If you’re considering investing in, developing, or repositioning flex space, this episode gives you a look at the opportunities and challenges shaping the asset class today. Learn more about Hamza’s Flex Space Connect event here.