Kay Properties & Investments’ senior VP shares Insights on building lasting client relationships
Years with company/firm: 7
Years in field: 7
Years in real estate industry: 7
What is your greatest professional accomplishment?
One of my most significant achievements as a registered representative with Kay Properties & Investments was being promoted to Senior Vice President. This recognition came as a result of raising over $550 million in equity from more than 580 accredited investors. This accomplishment not only highlights my expertise in the commercial real estate industry but also demonstrates the trust and confidence my clients have in me. It is truly humbling.
What is your most notable project, deal or transaction?
Sometimes, the most memorable deals aren’t about the monetary amount but the intrinsic value of the satisfaction they bring. Recently, an investor felt he wasn’t receiving the attention he deserved. When he came to us, I took the time to sit down and speak with him, providing extensive educational materials and making myself available for video calls or in-person meetings whenever he needed. He was so impressed with the attention I provided him with that he ultimately made multiple DST investments with us, totaling over $10 million.
What stands out the most is not the end result of helping his family create and invest into a passive, curated, diversified portfolio, but the relationship that we were able to build through all the time spent together over the months leading up to the transaction. This relationship is one that I hold dearly to this day.
How do you contribute to your company and/or the industry?
One way I contribute to our company, clients, and the commercial real estate industry is by focusing on educating clients about 1031 exchanges and DSTs. I regularly lead our firm’s weekly conference calls to discuss the specifics of Delaware Statutory Trust strategies. Additionally, I attend tradeshows and investor meetings, providing one-on-one time to answer potential clients’ questions. I also contribute regularly to our company’s extensive collection of insightful articles on DSTs and 1031 exchanges. In my opinion, any opportunity to reach out and help people better understand our industry is a valuable contribution.
To be honest, I would have to say Dwight Kay, the founder of Kay Properties.
The way he help nurture and grow people is truly remarkable. He takes a scenario and helps us look at it from every possible angle imaginable – like 3D chess for investments. Personally, he has pushed me to be a leader in the company and in the industry, and that includes regular speaking engagements and pushing myself in all ways. Most definitely, Dwight Kay has been the biggest influence in my current career.
What outside activities do you enjoy during your free time?
I was born and raised in Palos Verdes, one of the most beautiful areas along Southern California’s Santa Monica Bay. Growing up, I surfed, played sports, and enjoyed just about every outdoor activity imaginable. Now, as an adult, I still regularly enjoy these activities and consider myself blessed to have such great access to the beautiful outdoors.
What inspiring advice would you give to a young executive graduating from college?
I would say to never give up. The real estate market is cyclical in nature, and sometimes the cycle seems to be against you. But stick it out, stay focused, and never lose hope and you will see the results of your hard work begin to multiply.