Most brokers are reactive. They post the listing, run an email blast, and wait for the phone to ring. We do all of that, and we do it well. Then we do the part almost nobody does. We pick up the phone.

Before the buildings go to market, our system builds a probable buyer list for them specifically. It pulls the county assessment record for every property in the surrounding area: who owns it, where their mail goes, what they paid, when they bought, who financed it, and how many other buildings they hold. Out of that come the three groups most likely to buy a small Burbank building: owners of comparable product nearby, buyers who have closed on buildings this size recently, and exchange buyers with money that has to be placed on a deadline.

That list runs well over 100 names, and we call every one of them.