Luxury Commercial Real Estate in 2026: Aspen, Miami, Caribbean Deals

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In this episode, we're talking
to Kayla Mahoney, A broker at

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Ingle and Boker about untapped
markets, how to spot

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unconventional opportunities,
how to work with non traditional

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clients, and why boutique
brokerage firms often have a

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structural advantage in 2026.
So I'm really excited to have

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you on the show to talk.
I want to get into it.

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Kayla, where are you seeing
opportunity where others are not

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paying attention in 2026?
As we see right now, there's a

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lot of larger companies that are
getting into the Wellness space

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and there is a resurgence for
people leaving Airbnb and going

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back to the more traditional
hotels.

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Because of this, in my existing
relationships within the

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hospitality sector, my real
estate practice really focuses

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in on that luxury regards.
There's two ways in which I

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utilize untapped markets.
First one is going to

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unconventional markets where
there's a strong residential

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presence, a lack of commercial
presence and a significant

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amount of growth.
So the majority of my outreach

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for Q1 in 2026 is actually
really honed in on looking at

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Caribbean hotels.
I know that there's a lot of

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flags and a lot of concepts that
really want to have their mark

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in the luxurious Caribbean
islands.

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They're looking for these all
inclusive resorts.

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There are also a significant
amount of all inclusive resorts

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that are a little dated and with
the right property improvement

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plan can really be activated.
The reason why I love the

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Caribbean as a sub market to
really immerse myself into is

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just because unfortunately the
lack of resources and education

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in those markets.
So I can come in and provide

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value with my ability to
underwrite and analyze deals

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from what I've learned in CCIM.
And then also, so that's like

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where I like to tap who I like
to connect with more than

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anybody are residential
Realtors, specifically high

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performing residential Realtors
that are doing really well in

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their business.
But the costs for them to go and

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acquire Costar Krexi and learn
the local economics of each five

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sectors in real estate
investing, it's just more worth

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than work than worth for them.
So that's where I come in and I

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actually reach out to a lot of
residential Realtors to build

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referral partners.
And I know that when I was

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working in Denver, which I still
do have my practice in Denver,

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the amount of times I would talk
to a residential realtor who

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would end up getting turned away
from a commercial broker because

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of their lack of knowledge in
the industry.

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And a lot of the times,
especially these people who are

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taking care of clients with
their multimillion dollar homes,

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90% of multimillionaires make
their money through real estate

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investing.
So, you know, the lion's share

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of their buyers have a
commercial real estate portfolio

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too.
And by incentivizing them

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through a strong referral
program, they're able to take

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over their entire portfolio.
And from what I've learned from

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this is when you talk to those
owners directly, there is so

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much more trust built in because
they've already been helped and

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they had their agent perform on
the most intimate investment

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that they will purchase in their
current life, which is their

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house.
So really just being a tool for

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residential agents and providing
a strong referral incentive was

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actually how I got into the game
and was really able to leverage

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my brokerage career without
going more linear with how I

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transact.
Wow.

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You know, I also have a passion
for Caribbean hospitality, but

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more on the consumer end.
I got to work on my dad jokes.

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That was that was I'm sorry.
Oh no.

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Man, I bet it.
I mean, but wouldn't you rather

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be doing a showing at a high end
hotel or wouldn't you much

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rather be doing a showing on a
beach versus, you know, I'd walk

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into these MTV vet, but I would
walk into these C Class

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warehouses in my tall ass heels.
Like I had 4 inch heels when I

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started in commercial real
estate in Denver, walking

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through like the industrial
sludge and I was like, why am I

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not doing the same thing?
Even nicer buildings.

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Hey, and and that's a reason why
I transported up to Aspen was

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because once you get to a level
when it comes to luxury and

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income, people actually are
afraid to approach these people.

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And I'm sure it's under farmed.
And that's what we're talking

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about today is untapped markets,
right?

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Where can you catch an edge for
your time?

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Because the risk in 2026 isn't
being wrong.

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It's being crowded.
Kayla, how did you start working

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with unconventional clients?
I suppose you answered that with

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your residential clients.
Yes, that's just one facet of

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it.
But the residential Realtors

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don't necessarily always have
that clientele, but the ones

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that do, those are the ones I
really, you know, flourish with

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helping.
But how I really got into it was

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actually just from my own
network previously.

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I have some pretty deep
connections within the

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hospitality space in Miami.
And that really just kind of

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catapulted my career.
And I remember when I was

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sitting in, you know, my
previous firm trying to hit up

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downtown Denver retail, I
realized I had no pieces to

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connect.
And that's not a bad thing.

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There are plenty of brokers who
are very well connected in the

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retail space, but when I'm
spending my nights and weekends

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like and where I'm going and
what I'm doing, I realized that

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I was in a different echelon and
being in that world was really

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how I was able to activate those
relationships.

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Before real estate, I worked in
the music industry as a graphic

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designer for a music magazine.
From that, a lot of my friends

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have are now pretty high profile
musicians that tour

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internationally.
And there's always people that

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have this lure of access from
connecting to creatives.

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And as a fellow creative who
went into a more, I want to say

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conventional career path, I
still have those life lasting

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friendships too, where I'm able
to, you know, shine and provide

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some sort of value even before
knowing them by getting on

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backstage at one of their
favorite concerts.

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And then it's like, OK, that
relationships built.

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We're able to hang out, we're
able to build that trust and and

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eventually they just kind of
come around.

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Networking and strategic
networking.

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Yes.
It's going to be big.

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I know it just.
Yeah.

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So you're obviously not.
This is not a theory.

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This is navigation in progress.
How do you?

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Spot.
Markets that maybe others would

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have initially ignored.
Just pay attention to what's

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happening in the world, really,
and paying attention to where

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money is moving nowadays with
how big we are and how we do

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have access to the entire world
and our computer, you could

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really tap into local markets
more than you ever were able to

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in the past.
And I kind of just backtracked

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it if it's like, OK, where do I
like to travel?

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Who do I like to spend my time
with?

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And most importantly, where am I
seeing cranes without a CBRE?

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Where am I seeing cranes with no
JLL signs surrounding me?

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Again, not that those bro
bridges are bad, but because

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they have the institutional
power, they already have the

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outreach in that market.
And so when I'm on my travels

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now, I'll look to see what is
emerging in that area.

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I think that's smart.
And you know, I'm, I'm

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reminiscing.
I was in the Caribbean last week

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and you're right, I didn't see a
big Top Shop sign anywhere.

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It's so smart to like have those
lenses even when you may not be

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working because that's where
opportunity can be found.

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Exactly.
And when you are working, you

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should always be surrounded by
people you know, like and trust

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and who are ultimately your
friends.

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And so where you spend your time
with your leisure should also be

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really where you focus your
efforts in marketing and

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outreach because it makes the
job less mundane.

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Also, what you would see a lot
of the times in different

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markets, specifically within the
Caribbean, because there's that

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lure for a vacation home.
You will see luxury residential

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firms, but you will not see the
commercial firms because there's

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not enough of a market share for
them to put a driving force

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behind it.
But in the residential realm,

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there is enough of a market
share and there are a so many

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smart agents like
internationally who are able to

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help you.
And for them by being able to

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work on a development or a hotel
or a retail center, not only is

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it helping their smaller
communities, but they're also

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able to put themselves as the
forefront as a preferred advisor

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there in commercial.
And you can come in and

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collaborate with them as a
referral partner to mostly

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mentor and also help get their
deals to the closing line.

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Huge.
That's fine.

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That sounds like a win win for
me.

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Yeah.
And you know, I it's just, it's

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really interesting seeing with
2026, like we're starting to see

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more optimism.
We're starting to see people

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understanding the rates and the
economics and, and deals

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actually making sense.
But the cost of construction is

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still astronomical.
We do have major labor problems

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and granted those are all in
every market as well, but for

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some communities that are
looking to be incentivized with

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development and are looking to
activate their tourism economy,

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you can come in and just help
them.

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That's interesting.
So you know in 2026, I feel like

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people are starting to finally
put out commercial real estate

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content online and experiment
with new marketing techniques

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for brokerage.
I wanted to see high level what

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you are finding to be your best
and most creative marketing

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tactic in 2026 other brokers are
not using today.

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Yeah.
So for me, when I first got into

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commercial real estate, I didn't
necessarily understand the

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industry of commercial real
estate, but I understood social

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media for my previous work at
music magazine.

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So I initially started, I made
an Instagram right away.

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I had Facebook, I was doing a
little bit of TikTok, nowhere

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near to the amount of TikTok
that you had.

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But then my accounts got hacked
and it was kind of a mess.

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That said though, when I looked
back at my social media, I was

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really only pulling tenant Rep
deals and I think it was because

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of a mix of my content as well
as my experience.

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So after that, about a year and
a half ago when AI really

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started to make its way into the
forefront, I ended up getting

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really into go high level and
building out automated emails

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and automated text files.
For me right now, the texting is

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actually worked the best because
there aren't many brokers

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utilizing it and you are going
in as another form of a cold

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call that's a direct contact.
Like yes, I always believe call

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first or have a dialer call for
you first just to make sure they

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hear a voice.
They know you're not a robot

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because we do get text
advertisements but not many

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Realtors just use automated text
messages.

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And I have a different funnel
for each of my listings for

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outreach and I've been able for
every listing to convert to

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buyers on average and it's
really helped my business

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through.
It's so ridiculously

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opportunistic and it's so crazy
how the institutional brokerages

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don't want to foster the
opportunity.

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And this is where as brokers and
investors and any type of

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professional, in my opinion, we
can lean in.

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And I think that them utilizing
modern marketing tools is a

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really strong opportunity for
brokerages that do to grow.

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You know, one group that I see
that super successful is science

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or Hearts.
Granted, he's on Netflix, he has

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that publicity, but he's growing
and he was very bullish on

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technology.
And I think that that's a reason

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why he is in the position that
he's in today, which is one of

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the top.
Yeah, absolutely.

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Yeah.
So why are non traditional

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clients frequently overlooked by
these larger brokerage

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platforms?
I think it's mostly just because

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of the inability for those
brokerages to execute on a

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portfolio wide basis without
implementing in referral

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partners because at the end of
the day, brokers are extremely

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oversaturated industry.
You can find a broker anywhere.

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I mean, it took me like 3 weeks
to get my real estate license.

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Like literally you could just do
it in 150 hours, take a test and

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you're a realtor.
And with the rise of reality TV

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and real estate, everybody sees
the glamour that comes from

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that.
And they're like, Oh my

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goodness, I can do this too.
So you get a monstrous amount of

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agents that come in and they're
looking for mentorship,

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00:13:52,320 --> 00:13:55,920
partnership.
So they end up going to a firm

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00:13:55,920 --> 00:14:02,040
like CBRE, Marcus and Nollechhap
JLL even in NAI and they're

230
00:14:02,040 --> 00:14:08,000
told, OK, you are going to be an
expert in this market, you are

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00:14:08,000 --> 00:14:10,360
going to be a master in this
territory.

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Anything else that is with
outside of the parameters of

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00:14:15,160 --> 00:14:18,880
this market in this territory,
you're going to have to refer

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00:14:18,880 --> 00:14:23,400
out to the brokerage that's in
that respective section and you

235
00:14:23,400 --> 00:14:26,280
know, and that works on being
truly the local expert.

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00:14:26,720 --> 00:14:30,880
But I don't know a single
portfolio owner that does not

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00:14:30,960 --> 00:14:34,160
own assets if it's in multiple
markets.

238
00:14:34,440 --> 00:14:38,240
I also don't know a single
portfolio owner that only owns

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00:14:38,240 --> 00:14:40,040
within.
I'm just going to use Denver

240
00:14:40,040 --> 00:14:43,520
since we both lived in Denver.
You know, I don't know a single

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00:14:43,520 --> 00:14:47,600
portfolio owner that only owns
multifamily or only owns office

242
00:14:47,600 --> 00:14:50,080
within one zip code of Denver
proper.

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00:14:50,600 --> 00:14:53,840
And and that's really what
you're going to do is just be

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00:14:53,840 --> 00:14:57,840
the best know everybody.
So now you have 5 different

245
00:14:57,840 --> 00:15:00,040
agencies that operate on that
caliber.

246
00:15:00,040 --> 00:15:03,120
So there's probably 10 to 20
different players that these

247
00:15:03,120 --> 00:15:05,000
people are all talking to that
are the same.

248
00:15:05,440 --> 00:15:08,920
And then when they say, OK, I
have a multi family property in

249
00:15:08,920 --> 00:15:14,360
Aurora I need to offload, but I
want to bring my capital down to

250
00:15:14,360 --> 00:15:16,800
North Carolina because I know
that there's going to be a

251
00:15:16,800 --> 00:15:19,240
residential need due to the
Toyota plants.

252
00:15:19,560 --> 00:15:22,040
And I know that Denver has a
compressed cap rate.

253
00:15:22,680 --> 00:15:26,520
You end up having to go and
refer that business out and

254
00:15:26,520 --> 00:15:28,560
you're referring it out
ultimately to somebody you don't

255
00:15:28,560 --> 00:15:32,800
know because those firms are so
large that that client might

256
00:15:32,800 --> 00:15:36,520
love you as an agent, but not
love the person that they're

257
00:15:36,520 --> 00:15:40,720
referred to.
And today with AI, the access

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00:15:40,720 --> 00:15:44,080
that we have to data and the
access that we have to

259
00:15:44,080 --> 00:15:47,240
information, putting listings
live, etcetera.

260
00:15:47,880 --> 00:15:51,680
Like, you really are working
with a person because you know

261
00:15:51,680 --> 00:15:54,960
them, you like them, you trust
them, and you're working with

262
00:15:54,960 --> 00:15:59,320
them for The Who they are, not
what they know, even though what

263
00:15:59,320 --> 00:16:02,920
they know is essential.
But if you're truly working in

264
00:16:02,920 --> 00:16:07,920
the brokerage industry, you can
find 50 people that know just as

265
00:16:07,920 --> 00:16:10,160
much as IG or just as much as
Aviva does.

266
00:16:10,160 --> 00:16:13,400
And granted, there's going to be
some nuances because of what we

267
00:16:13,400 --> 00:16:18,040
focus in, but any agent who's a
good agent is going to take the

268
00:16:18,040 --> 00:16:21,200
five extra minutes to go do that
research for fourth meeting to

269
00:16:21,240 --> 00:16:24,360
seal the deal.
The best clients are often the

270
00:16:24,360 --> 00:16:28,000
ones nobody else takes seriously
early on.

271
00:16:28,760 --> 00:16:31,920
Exactly.
And the off market deal I'm

272
00:16:31,920 --> 00:16:35,920
working on with Aviva attacks
that on the head and it's

273
00:16:35,920 --> 00:16:39,880
exactly what you're doing too.
It's a luxury property in a

274
00:16:39,880 --> 00:16:44,080
luxury market.
Nobody really cold calls in that

275
00:16:44,080 --> 00:16:47,400
market because they're afraid of
the competition.

276
00:16:47,400 --> 00:16:50,680
They're afraid of this one
family that's a developing

277
00:16:50,680 --> 00:16:53,200
family that's just going to
crime and monopolize it.

278
00:16:53,200 --> 00:16:58,320
So they say why bother?
But not every person within that

279
00:16:58,320 --> 00:17:01,160
some market likes that one
family.

280
00:17:01,160 --> 00:17:04,000
So why don't you go in and beat
their competition?

281
00:17:04,400 --> 00:17:08,160
I can't wait until in another
five years when we do, well,

282
00:17:08,160 --> 00:17:10,119
hopefully we do another podcast
before then.

283
00:17:10,119 --> 00:17:15,040
But it'll be funny to just like
look back at these and laugh and

284
00:17:15,440 --> 00:17:18,880
see how we grow.
And it's it's fun.

285
00:17:19,560 --> 00:17:22,760
It is fun.
I even look at racket what I was

286
00:17:22,760 --> 00:17:26,160
doing in 2021 on my Instagram
and I still have some of them

287
00:17:26,160 --> 00:17:30,160
saved and it's like, hi, my name
is Caleb Mahoney.

288
00:17:30,160 --> 00:17:32,440
Here are the five sectors of
commercial real estate.

289
00:17:32,440 --> 00:17:35,080
And oh, fun fact, I love death
metal.

290
00:17:38,520 --> 00:17:43,000
It's like it's like and they're
like my all pink and it's not

291
00:17:43,000 --> 00:17:44,520
true.
I love death metal and I was

292
00:17:44,520 --> 00:17:47,080
just learning the five sectors
of CRE and I didn't know what

293
00:17:47,080 --> 00:17:52,840
else to talk about.
With a failure rate of 90%,

294
00:17:53,360 --> 00:17:55,920
you're still standing so.
Standing.

295
00:17:56,480 --> 00:17:59,440
I'm still standing.
And I actually got more

296
00:17:59,440 --> 00:18:04,240
engagement on those responses
because it wasn't directly about

297
00:18:04,240 --> 00:18:06,840
my business, but it was about me
as a person.

298
00:18:07,080 --> 00:18:10,080
And people work with you because
of who you are.

299
00:18:10,320 --> 00:18:14,000
When they have technology that
could blast their listings, do

300
00:18:14,000 --> 00:18:17,440
all the exposure.
I mean, if they have basic, if

301
00:18:17,440 --> 00:18:19,880
the owners have basic
negotiation skills, they can

302
00:18:19,880 --> 00:18:23,560
sell it on their own and save
upward of six points if they're

303
00:18:23,720 --> 00:18:25,880
paying agents properly like they
should.

304
00:18:27,280 --> 00:18:30,480
But they they don't want to deal
with the headache and they

305
00:18:30,480 --> 00:18:34,040
really appreciate your service.
They really appreciate your

306
00:18:34,040 --> 00:18:37,600
knowledge and they appreciate
the fact that you make them feel

307
00:18:37,600 --> 00:18:40,320
special.
Among things, but yes.

308
00:18:41,320 --> 00:18:44,440
So aside from the fact that
dealing with an institutional

309
00:18:44,440 --> 00:18:48,040
brokerage is like dealing with
the mafia, why do you feel

310
00:18:48,320 --> 00:18:50,080
boutique brokerages are the
future?

311
00:18:51,320 --> 00:18:54,600
I feel for me at least, a
boutique brokerage is the future

312
00:18:54,600 --> 00:18:57,440
with my business because of the
flexibility.

313
00:18:58,000 --> 00:19:02,240
My background is.
How I learned everything in real

314
00:19:02,240 --> 00:19:06,240
estate today is through
exchanging and with the

315
00:19:06,240 --> 00:19:09,880
exchangers I again another
untapped resource.

316
00:19:09,880 --> 00:19:13,880
I would sit there every
Wednesday for like 3 years with

317
00:19:13,920 --> 00:19:18,400
a bunch of gentlemen with the
median age being 75 and these

318
00:19:18,400 --> 00:19:22,720
guys are talking about how they
flipped a Persian rug and

319
00:19:22,720 --> 00:19:26,280
converted it into ground for a
mobile Home Park.

320
00:19:26,280 --> 00:19:30,920
And then to get funding, they
ended up using their car that

321
00:19:30,920 --> 00:19:34,160
was owned free and clear as
collateral and threw in a couple

322
00:19:34,160 --> 00:19:37,960
like gems that they had sitting
around like raw rubies.

323
00:19:37,960 --> 00:19:42,200
And, and you know, I, I think
that institutional brokerages do

324
00:19:42,200 --> 00:19:44,880
not have the flexibility to
transact like that.

325
00:19:45,200 --> 00:19:48,640
And in today's world, in today's
economics, when conventional

326
00:19:48,640 --> 00:19:53,120
financing or alternative
financing does not work, you

327
00:19:53,120 --> 00:19:57,200
have to be able to get creative.
And when you are told to be

328
00:19:57,200 --> 00:20:00,840
rigid and to be in your place,
it essentially stifles your

329
00:20:00,840 --> 00:20:03,120
growth.
You know, I know a lot of these

330
00:20:03,120 --> 00:20:06,360
large brokerages, they have
their brokers come in, their

331
00:20:06,360 --> 00:20:08,680
brokers crush it.
They do the best that they can

332
00:20:08,680 --> 00:20:10,360
do.
They're an expert in their

333
00:20:10,360 --> 00:20:11,960
territory.
They're an expert with the

334
00:20:11,960 --> 00:20:14,440
ownership.
They do a fantastic job.

335
00:20:14,680 --> 00:20:16,600
They know the market inside and
out.

336
00:20:16,800 --> 00:20:18,800
And because of the amount of
brokerage that they've done,

337
00:20:18,800 --> 00:20:23,600
they know how to invest when
they go to like their brokerage

338
00:20:23,800 --> 00:20:28,320
head and they say, hey, like, I
actually found this sweet deal.

339
00:20:28,600 --> 00:20:34,200
I'd like to go in as a partner.
I will pay your Commission.

340
00:20:34,200 --> 00:20:36,520
I'll pay your brokerage fee
upfront.

341
00:20:36,880 --> 00:20:39,800
I would like to use my
Commission for a down payment

342
00:20:40,000 --> 00:20:45,120
and syndicate this asset.
You're told, no, you cannot do

343
00:20:45,120 --> 00:20:48,720
that.
And for me at least, the goal of

344
00:20:48,720 --> 00:20:51,840
being a broker is to become an
owner, because by becoming an

345
00:20:51,840 --> 00:20:54,600
owner, you're able to build
legacy wealth that lasts for

346
00:20:54,600 --> 00:20:58,320
generations.
And if I'm told by my boss that

347
00:20:58,320 --> 00:21:02,520
I can do that for other people,
but I cannot do that for myself

348
00:21:02,800 --> 00:21:06,960
with my relationships that I've
built, done.

349
00:21:07,720 --> 00:21:10,760
And I think more people are
starting to realize that too.

350
00:21:11,360 --> 00:21:14,000
You don't have to force a
transaction in a boutique

351
00:21:14,000 --> 00:21:15,960
brokerage.
You have the freedom to choose

352
00:21:15,960 --> 00:21:18,800
the right ones.
Absolutely and.

353
00:21:19,280 --> 00:21:21,000
Yeah.
I was going to say, and it's

354
00:21:21,000 --> 00:21:24,280
really interesting right now
seeing the acquisition with

355
00:21:24,280 --> 00:21:28,080
Compass because I believe that
Compass is primarily a

356
00:21:28,080 --> 00:21:32,080
technology company.
And I, I do see them trying to

357
00:21:32,080 --> 00:21:36,000
figure out a way to utilize
technology to eliminate the role

358
00:21:36,040 --> 00:21:39,120
of an agent in order to collect
more for their funds and then

359
00:21:39,120 --> 00:21:42,520
converting their agents into
co-ops or giving them stock

360
00:21:42,520 --> 00:21:46,480
share something like that.
You know, I can I can totally

361
00:21:46,480 --> 00:21:51,120
see that happening to try to
demise the agent and you know,

362
00:21:51,120 --> 00:21:55,720
by by not providing flexibility
with your clients as well as a

363
00:21:55,720 --> 00:21:58,640
personal relationship.
You know, it could be a

364
00:21:58,640 --> 00:22:00,560
friendship, it could be a
mentorship.

365
00:22:01,040 --> 00:22:03,640
It could just be like, like me,
I end up getting a lot of

366
00:22:03,640 --> 00:22:07,760
clients because they will see
like a lot of drive that remind

367
00:22:07,760 --> 00:22:10,760
them of their daughters or see a
lot of drive or, you know, have

368
00:22:10,760 --> 00:22:14,000
that relation because their kids
are my age and they like to see

369
00:22:14,000 --> 00:22:18,880
that I hustle, which is I guess
not something common in today's

370
00:22:18,920 --> 00:22:21,160
world.
Young people are hustling.

371
00:22:21,160 --> 00:22:23,520
They just sit behind their
computers and type away.

372
00:22:23,800 --> 00:22:27,440
So, you know, you don't really
want to have a company that's

373
00:22:27,440 --> 00:22:30,120
going to stifle your own growth
and your own freedom.

374
00:22:30,760 --> 00:22:33,840
No, that does not sound like a
party I want to attend there.

375
00:22:36,200 --> 00:22:39,680
Are still a lot of people who
make great money brokering in

376
00:22:39,680 --> 00:22:43,480
that trend, in that fashion, and
I think that's fantastic.

377
00:22:43,480 --> 00:22:47,480
But no, I don't want to go in as
a junior broker, do 500 cold

378
00:22:47,480 --> 00:22:52,120
calls a week knowing that cold
calling is dead, get maybe 3

379
00:22:52,120 --> 00:22:54,200
responses.
And no, after pounding the

380
00:22:54,200 --> 00:22:58,800
phones for a year and a half, I
have a book of clientele that I

381
00:22:58,800 --> 00:23:00,640
could have made from using
social media.

382
00:23:00,640 --> 00:23:03,480
My automated text messages in
10% of the time.

383
00:23:04,280 --> 00:23:07,200
Music to my ears and something
I've been screaming from the

384
00:23:07,200 --> 00:23:11,040
mountain tops and enjoying the
fruits of that labor for the

385
00:23:11,040 --> 00:23:13,560
last five years, so I'm right
there with you.

386
00:23:14,440 --> 00:23:17,200
Yes.
And you know, I was building my

387
00:23:17,200 --> 00:23:19,920
career at a time when TikTok was
coming out.

388
00:23:19,920 --> 00:23:22,280
That's when I got into brokerage
in 2021.

389
00:23:22,840 --> 00:23:26,280
So in my generation, we don't
call.

390
00:23:26,640 --> 00:23:29,960
Like, yes, you always hear the
guys say just pick up the phone

391
00:23:29,960 --> 00:23:32,880
and call at all these
conferences, just pick up the

392
00:23:32,880 --> 00:23:37,840
phone and dial them.
And it's like I ignore when I

393
00:23:37,840 --> 00:23:42,640
don't know the caller ID because
I get a bombardment of calls.

394
00:23:42,640 --> 00:23:44,640
It's overwhelming.
I don't know why you're

395
00:23:44,640 --> 00:23:47,160
contacting me.
If you leave a voicemail, I

396
00:23:47,160 --> 00:23:51,480
actually read the voicemail and
I text back and I know that

397
00:23:51,480 --> 00:23:54,440
there's a generation that
prefers the calls, but there's a

398
00:23:54,440 --> 00:23:58,160
generation that's coming in that
refers the text messages.

399
00:23:58,560 --> 00:24:02,240
And I think that behavior, it's
so important to understand the

400
00:24:02,240 --> 00:24:05,480
average person is not average.
If you're doing that behavior,

401
00:24:05,480 --> 00:24:08,760
it's highly likely other people
your age are doing that

402
00:24:08,760 --> 00:24:11,320
behavior.
And Kayla, you couldn't convince

403
00:24:11,320 --> 00:24:15,240
me that our parents are not
doing that because I, I think

404
00:24:15,240 --> 00:24:17,600
they are.
I know people, I agree cold

405
00:24:17,600 --> 00:24:21,440
calling is dead.
I agree that people have control

406
00:24:21,440 --> 00:24:24,160
now of who they answer the phone
to, and they don't want to hear

407
00:24:24,160 --> 00:24:27,840
from brokers.
We are in a new realm, a new

408
00:24:27,840 --> 00:24:34,120
reality, and it favors the bold,
it favors the creative.

409
00:24:34,440 --> 00:24:37,960
And if you're selling something
as big as a hotel in the

410
00:24:37,960 --> 00:24:41,320
Caribbean, you better get
creative with your marketing

411
00:24:41,320 --> 00:24:43,960
because the average marketing is
not going to work.

412
00:24:45,000 --> 00:24:48,520
The average marketing is not
going to work, but then also you

413
00:24:48,520 --> 00:24:51,120
need to come up with creative
solutions as well because your

414
00:24:51,120 --> 00:24:55,120
buyer pool is really small that
you could present it as a joint

415
00:24:55,120 --> 00:24:56,920
venture, you could present it as
a Co-op.

416
00:24:56,920 --> 00:25:01,480
You could get in five fires.
You can, I mean you can make the

417
00:25:01,480 --> 00:25:05,520
deal crypto if you really want
to go crazy, creating your own

418
00:25:05,520 --> 00:25:10,320
coin as the currency and
utilizing the appraised value of

419
00:25:10,320 --> 00:25:13,920
the asset as the, you know,
backstop for it.

420
00:25:14,520 --> 00:25:19,280
And so if you don't have those
tools in your belt in order to

421
00:25:19,280 --> 00:25:23,440
transact, it makes it really
difficult with inflation in

422
00:25:23,440 --> 00:25:26,280
order to have conventional
financing pencil.

423
00:25:26,760 --> 00:25:29,480
You know, we see deals that are
going between a six and seven

424
00:25:29,480 --> 00:25:32,560
cap and you see rates going for
a six and seven cap.

425
00:25:33,200 --> 00:25:36,600
Cap rates do not include
mortgages.

426
00:25:36,960 --> 00:25:42,320
So if you go in with an LTV, you
know, 2030% down and you're

427
00:25:42,320 --> 00:25:47,800
paying your note with perfect
credit at, you know, a 6.5%, but

428
00:25:47,800 --> 00:25:51,360
that asset in itself had a 6.5%
of its return.

429
00:25:52,000 --> 00:25:55,640
That's a unless if you have a
significant value add, that's a

430
00:25:55,640 --> 00:26:00,560
bad investment and most people
do not realize that.

431
00:26:00,760 --> 00:26:04,800
And you're like, wow, OK, A6 cap
looks glamorous.

432
00:26:04,800 --> 00:26:09,440
Like what do I do with this?
Like is there are there rents in

433
00:26:09,440 --> 00:26:12,600
here that I can bump up?
Is there, you know, am I going

434
00:26:12,600 --> 00:26:16,160
to convert it into an owner user
plan, implement a lease back?

435
00:26:16,160 --> 00:26:20,840
Like it's just it's just not
feasible and I can go on for

436
00:26:20,840 --> 00:26:22,520
this forever.
It's just not feasible.

437
00:26:24,360 --> 00:26:25,600
It's.
Not a bad day.

438
00:26:26,640 --> 00:26:30,240
Yeah, you know, and it's, it's
you're going to have a bad day

439
00:26:30,240 --> 00:26:33,680
trying to figure it out, but
then shoot, you're also going to

440
00:26:33,680 --> 00:26:36,920
be upside down and potentially
facing foreclosure.

441
00:26:36,920 --> 00:26:41,160
And, you know, sellers are still
on another planet right now.

442
00:26:41,160 --> 00:26:44,280
But of course they're going to
be because it's like if I don't

443
00:26:44,280 --> 00:26:49,160
have a need to sell, why would I
sell if it's not going to make

444
00:26:49,160 --> 00:26:51,320
the number I want when the
market softening?

445
00:26:52,280 --> 00:26:56,480
So looking ahead, you want to
get ahead in commercial real

446
00:26:56,480 --> 00:27:00,000
estate in 2026, where should we
be focusing?

447
00:27:02,240 --> 00:27:07,920
We should be focusing in on
being an educational resource

448
00:27:07,920 --> 00:27:12,480
utilizing technology and not
have everything the full

449
00:27:12,480 --> 00:27:15,920
education.
Make it super fun, make it super

450
00:27:15,920 --> 00:27:20,520
short, make it zesty.
Don't be afraid to put a Rick

451
00:27:20,520 --> 00:27:25,880
and Morty post on your LinkedIn.
Like I had a deal that closed in

452
00:27:25,880 --> 00:27:29,960
December strictly from LinkedIn.
I had a client with a 10/31

453
00:27:29,960 --> 00:27:31,280
need.
There was nothing in their

454
00:27:31,280 --> 00:27:32,240
market.
I found.

455
00:27:32,520 --> 00:27:36,280
I put a Rick and Morty like show
me what you got like late.

456
00:27:37,280 --> 00:27:39,720
You know what they do that and
it's like, show me what you got.

457
00:27:40,200 --> 00:27:44,000
Not only was that, like, one of
my top five highest engaging

458
00:27:44,000 --> 00:27:47,320
posts of that year, but within
60 days, I managed to close a

459
00:27:47,320 --> 00:27:52,760
$6.8 million deal off a LinkedIn
reply and IT educational

460
00:27:52,760 --> 00:27:55,280
technology.
But it wasn't the, you know,

461
00:27:55,280 --> 00:27:58,920
boring broker.
Like, yeah, you see it all the

462
00:27:58,920 --> 00:28:01,000
time when you scroll through
your social media where it's

463
00:28:01,000 --> 00:28:04,400
like the company's logo, the
building.

464
00:28:04,560 --> 00:28:08,520
No, like, people engage more
with pictures of you so you can

465
00:28:08,560 --> 00:28:10,240
post.
Don't be afraid to post that

466
00:28:10,240 --> 00:28:12,680
personal selfie on a
professional platform.

467
00:28:13,120 --> 00:28:15,400
It just matters.
What you write is the caption.

468
00:28:19,800 --> 00:28:24,840
I'm right there with you, yeah.
And show, show yourself because

469
00:28:24,840 --> 00:28:27,720
at the end of the day,
technology is going to take

470
00:28:27,720 --> 00:28:30,200
over, but those of who are
really going to shine in this

471
00:28:30,200 --> 00:28:33,200
industry are those who are not
afraid to be authentic.

472
00:28:33,640 --> 00:28:37,480
The next wave of success in real
estate will not come from

473
00:28:37,480 --> 00:28:41,760
playing the same game better.
It's going to come from playing

474
00:28:41,920 --> 00:28:47,680
a different game earlier.
Exactly, and it's really

475
00:28:47,680 --> 00:28:52,440
interesting too, because for CRE
data like costar, Loot Net,

476
00:28:52,760 --> 00:28:55,840
they're like the master
gatekeepers of the data where

477
00:28:55,840 --> 00:29:00,360
you pay like $120.00 a listing
to advertise it on Loot Net for

478
00:29:00,360 --> 00:29:04,960
the basic and $520 a month on
Costar.

479
00:29:05,320 --> 00:29:10,200
The reason why we provide value
to these owners are because they

480
00:29:10,200 --> 00:29:14,360
don't want to spend that $800 a
month just to have an

481
00:29:14,400 --> 00:29:18,120
understanding of the market.
So for us agents to pay that

482
00:29:18,120 --> 00:29:21,080
money, understand what's
happening within our local

483
00:29:21,080 --> 00:29:24,760
economics, and then just relay
that information back to our

484
00:29:24,760 --> 00:29:28,280
respective clients and even
higher on a social media public

485
00:29:28,280 --> 00:29:30,520
basis.
You're going to get so much more

486
00:29:30,520 --> 00:29:32,880
to come in to you.
At least I'd add so much more

487
00:29:32,880 --> 00:29:38,920
come in to me versus date
keeping. 100% so if someone

488
00:29:38,920 --> 00:29:42,840
listening wants to explore
untapped markets or techniques,

489
00:29:43,040 --> 00:29:48,040
what is step #1?
Step number one is to analyze.

490
00:29:48,040 --> 00:29:52,680
You figure out where you want to
go, what you want to do.

491
00:29:53,080 --> 00:29:56,680
Because each of us, we are all
individual when it comes down to

492
00:29:56,680 --> 00:29:59,160
it.
And I know that there's going to

493
00:29:59,160 --> 00:30:02,320
be some things that I'm
interested in that I know Aviva

494
00:30:02,320 --> 00:30:05,200
is not going to be interested in
or my fellow Co worker.

495
00:30:05,720 --> 00:30:10,040
And then tap into where I go to
enjoy those things.

496
00:30:10,320 --> 00:30:14,240
It can be an activity, it can be
a, you know, I love shopping,

497
00:30:14,320 --> 00:30:18,960
OK, retail.
But from there, then look into

498
00:30:19,240 --> 00:30:22,920
the local economics, but
specifically the microeconomics

499
00:30:23,240 --> 00:30:25,840
and pay attention to the median
incomes within those

500
00:30:25,840 --> 00:30:28,920
demographics.
And really just try to find that

501
00:30:28,920 --> 00:30:32,480
sub pocket to activate.
Like I love looking at like

502
00:30:32,480 --> 00:30:34,880
Aspen.
I love looking at Napa.

503
00:30:34,880 --> 00:30:38,600
I love looking at these
treachery markets in regards to

504
00:30:38,600 --> 00:30:44,320
population that have a median
income that surpass the city's

505
00:30:44,360 --> 00:30:48,520
median income.
So like Arpin, Napa, like I

506
00:30:48,520 --> 00:30:51,400
definitely am very into some
submarkets in the Carolinas

507
00:30:51,400 --> 00:30:53,680
right now.
And it's it's just because

508
00:30:53,680 --> 00:30:58,600
they're making more money, so
they have an appetite to invest.

509
00:30:59,040 --> 00:31:03,160
But brokerages are mostly
focused in on larger cities

510
00:31:03,160 --> 00:31:06,320
because there's more activity.
When I found Aspen

511
00:31:06,320 --> 00:31:10,000
commercialrealestate.com was
available for sale in 2025 for

512
00:31:10,000 --> 00:31:13,080
$12.00 on GoDaddy, I about fell
out of my chair.

513
00:31:13,280 --> 00:31:16,080
Then I got back in my chair and
bought it immediately because I

514
00:31:16,080 --> 00:31:19,560
couldn't leave.
That wasn't domain that was

515
00:31:19,560 --> 00:31:21,240
available.
Yeah.

516
00:31:22,040 --> 00:31:24,840
And it's, it's funny because
it's like, wow, it's such a

517
00:31:24,880 --> 00:31:27,680
generic domain.
It's also something that will

518
00:31:27,680 --> 00:31:31,520
crush it on SEO searches, like
because people find what they

519
00:31:31,520 --> 00:31:34,240
need from a Google search now
they're not finding what they

520
00:31:34,240 --> 00:31:38,560
need from somebody calling them.
So it's like Google search it.

521
00:31:38,640 --> 00:31:41,720
Aspen Commercial Real Estate,
you see Aviva, you know

522
00:31:41,720 --> 00:31:44,040
everybody's going to go to you
as they should because you're

523
00:31:44,040 --> 00:31:47,880
fantastic.
And then I went on to Instagram,

524
00:31:47,880 --> 00:31:50,000
Aspen commercial real estate
available.

525
00:31:50,000 --> 00:31:52,840
I'm like, what is this?
What is going on?

526
00:31:53,240 --> 00:31:56,960
And and that's the reality of
commercial real estate and

527
00:31:56,960 --> 00:31:59,560
dealing with these markets.
It's actually crazy how

528
00:31:59,600 --> 00:32:02,560
opportunistic it is.
And I'm excited to play ball

529
00:32:02,560 --> 00:32:06,440
with you and by your side for
the next, you know, at least a

530
00:32:06,440 --> 00:32:10,080
few decades.
So wrap it up, Kayla.

531
00:32:10,840 --> 00:32:15,160
In every market cycle, there are
crowded paths and quiet paths.

532
00:32:15,560 --> 00:32:19,440
The crowded path feels safer,
but the quiet ones often are

533
00:32:19,440 --> 00:32:22,840
where the opportunity lives.
The brokers and investors Who

534
00:32:22,840 --> 00:32:26,480
Will Win in 2026 are the ones
willing to look differently,

535
00:32:26,720 --> 00:32:29,800
serve differently, and build
where others are not paying

536
00:32:29,800 --> 00:32:32,720
attention.
I really appreciate your time

537
00:32:32,720 --> 00:32:34,480
today.
Thank you so much for being on

538
00:32:34,480 --> 00:32:39,000
the show.
Any last thoughts before we sign

539
00:32:39,000 --> 00:32:42,800
off?
Thank you so much for having me.

540
00:32:43,400 --> 00:32:46,240
I'm going to insert my shameless
plug here.

541
00:32:46,600 --> 00:32:48,640
You can reach out to me on
LinkedIn.

542
00:32:48,640 --> 00:32:52,160
Kayla Mahoney.
I work as a commercial real

543
00:32:52,160 --> 00:32:55,840
estate advisor primarily in
luxury submarkets.

544
00:32:56,200 --> 00:32:59,240
I'm transitioning from Denver to
Miami right now to become a

545
00:32:59,240 --> 00:33:02,640
hospitality broker and really
push that market further.

546
00:33:03,040 --> 00:33:06,880
Also, if you guys have any
alternative financing that banks

547
00:33:06,880 --> 00:33:10,840
do not touch, I have access to
ample amount of capital to

548
00:33:10,840 --> 00:33:14,800
deploy for bridge financing,
construction financing,

549
00:33:14,800 --> 00:33:19,000
equipment leasing, you name it.
My colleague has close to a

550
00:33:19,000 --> 00:33:21,560
billion dollars he needs to lend
out this year, so I'm helping

551
00:33:21,560 --> 00:33:24,360
him sell.
That's very nice of you to do

552
00:33:24,400 --> 00:33:26,240
that.
I ask more.

553
00:33:26,440 --> 00:33:28,080
People.
Just my arm.

554
00:33:28,080 --> 00:33:31,720
Yeah, if you need money, a girl,
if you need money, if you need

555
00:33:31,720 --> 00:33:34,360
money and if you need a class
real estate in the luxury

556
00:33:34,360 --> 00:33:37,760
market, hit me up.
Kayla, you're awesome.

557
00:33:38,320 --> 00:33:41,200
Appreciate you too.
And for everybody listening,

558
00:33:41,480 --> 00:33:42,560
we'll see you next week.