Hessam Nadji: Leading Innovation in Commercial Real Estate

Real Estate
is a contact sport
Real Estate
is a contact sport

he real estate industry has always been a dynamic
Tone, shaped by technological advancements,
changing market dynamics, and the evolving needs
and preferences of consumers. Nearing the start of FY24, it
stands at a crossroads, with new challenges and
opportunities emerging on a global scale.
In these pages, you will discover the stories of individuals
who have not only adapted to the evolving landscape but
have also spearheaded groundbreaking initiatives, setting
new benchmarks for excellence in the industry. From
leveraging cutting-edge technology to drive efficiency and
sustainability to fostering diversity and inclusion, these
leaders have left an indelible mark on the real estate sector.
In our exclusive interviews and profiles, you will gain
insight into their unique journeys, the challenges they've
overcome, and the innovative solutions they've
championed. These leaders hail from diverse backgrounds
and regions. Yet, they share a common commitment to
redefining the real estate industry, making it more inclusive,
sustainable, and responsive to the needs of the modern
world.
As the world continues to grapple with the effects of a
global pandemic and environmental concerns take center
stage, the real estate industry faces unprecedented
challenges. However, it also stands on the brink of
incredible transformation. The leaders we feature in this
issue are not only shaping the future of real estate but are
also paving the way for a more resilient and equitable
world.
We hope that their stories inspire you as much as they have
inspired us. In a world where change is the only constant, it
is individuals like these who remind us that innovation,
determination and a passion for progress can turn
challenges into growth opportunities.
Thank you for joining us on this journey to explore the
remarkable achievements and visions of these 10 Leaders
Transforming the Real Estate Industry in 2023. We trust
that their insights and experiences will provide you with
valuable perspectives as we all navigate the ever-evolving
landscape of the real estate sector.

20
Olivia Muir
CXO
A R T I C L E S
C
O
N
T
E
N
T
S
24
Sam Primm
Breaking Barriers, Building Bridges by
Transforming Transactions
32
Opportunities and Risks
Investing in Commercial Real Estate The Role of Technology in Modern Real Estate
16 28
Proptech Innovations
Unleashing the Power of Potential
Dr. Shenetta
Malkia-Sapp h. c.
Proﬁle
Proﬁle

sales@insightssuccess.com
October, 2023
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Brief
Company Name
Conor Flynn was named Chief Executive Officer of Kimco
Realty and appointed to the Company’s Board of Directors in
January 2016. Mr. Flynn joined the Company in 2003 as an
asset manager and has held a variety of senior leadership roles
with the organization.
Featured Person
Kimco Realty Corporation
kimcorealty.com
Conor Flynn
CEO
David has been working in the real estate niche and holds the
legacy of being the most helpful for his clients.
CityWorth Homes
cityworthhomes.com
David Shumway
Real Estate Agent
Dr. Shenetta is the founding President and Executive Director
of Empowerment Essence & Malkhia Relations LLC. Shenetta
launched The PMs Of The City in 2019.
The PMs Of The City Realty
thepmsofthecity.com
Dr. Shenetta Malkia
Founding President and
Executive Director
George is the Owner and Managing Director of Buyandsell.gr
Estate Agency for the last 15 years
Buy and Sell estate Agency
buyandsell.gr
George Michaelides
Owner and Managing
Director
Hessam Nadji is President and Chief Executive Officer of
Marcus & Millichap, a leading commercial real estate firm
specializing in investment sales, financing, research and
advisory services.
Marcus & Millichap
marcusmillichap.com
Hessam Nadji
President and CEO
Mark Manheimer currently serves as our President and Chief
Executive Officer, having led the company’s transformation
into a net lease REIT in 2019.
NETSTREIT
netstreit.com
Mark Manheimer
CEO
Olivia is an experienced unlisted real estate fund investor and
portfolio manager, with over 10 years’ of experience investing
in Europe and global portfolio management on behalf of long-
term investors.
UBS Asset Management
ubs.com
Olivia Muir
Head of Sustainability,
Real Estate & Private
Markets
Sam founded FasterFreedom to teach people to become
successful real estate investors and achieve that same freedom
and financial independence.
FasrerFreedom
fasterfreedom.com
Sam Primm
Co-owner
Savvas Savvaidis, President & CEO at Greece Sotheby's
International Realty, is a seasoned real estate professional with
over 20 years of experience in luxury residential real estate.
Greece Sotheby’s
International Realty
sothebysrealty.gr
Savvas Savvaidis
President & CEO
Stephen has been providing strategic advisory and management
services to corporate customers to address complex industrial
real estate needs.
First Industrial Realty Trust
firstindustrial.com
Stephen Stoner
Managing Director

Hessam Nadji
President and CEO

he real estate sector is a dynamic and ever-evolving
Tlandscape, where visionaries have redefined the
rules of the game. From the early pioneers who saw
the potential of land as a valuable asset to the modern-day
innovators who are using technology to revolutionize the
way we buy and sell property; real estate has always been a
sector driven by innovation.
Hessam Nadji, President and CEO of Marcus &
Millichap, is one of those visionaries who embraces change
and innovation, continuing to shape the future of the
commercial real estate sector. Marcus & Millichap is one of
the industry's leading firms and the largest in North
America specializing in investment brokerage, financing,
research and advisory services. The company was founded
in 1971 and has built a reputation as a trusted partner to the
commercial real estate investment community, dedicated to
creating and preserving wealth for its clients. Embracing a
client-centric approach, Marcus & Millichap has garnered
immense success by focusing on local market knowledge,
specialized expertise, and skillfully applying that to the
unique circumstances of every transaction.
His journey is nothing short of inspirational. With an
educational background in computer science, his
unconventional entry into the commercial real estate world
showcased the power of adaptability and determination.
Let's discover how Hessam’s innovation, adaptability and
client-centric approach continues to chart a path for the
company and its clients, ensuring a prosperous future in the
commercial real estate industry!
A Visionary Leader
Hessam's journey at Marcus & Millichap began when he
joined in 1996 as Vice President of Research and Advisory
Services. At this critical point in the company’s history, an
aggressive national expansion was launched. Nadji was
specifically brought in to expand the company from a pure
transactional brokerage to include an advisory and
consultative brand for the firm. His expertise in market
trends, analyses and technology contributed significantly to
the firm's growth and market position. Over the years, he
advanced through the ranks, playing key roles in the
company's marketing, strategy and sales divisions. His
client and market-facing role as the head of research meant
he spent the majority of his time in front of investors and
accompanying the firm’s top brokers in client presentations.
In 2010, Hessam assumed responsibility for leading all the
firm’s national specialty brokerage divisions, steering the
company to unprecedented heights. Under his supervision,
these divisions experienced rapid growth and functioned as
client service teams of specialists in more than 12 real
estate segments.
This phase of his career includes the creation of a dedicated
division to service institutional clients and elevate the
company's ability to compete for larger accounts. The
division, called Institutional Property Advisors, or IPA, has
since become a major force in the marketplace by servicing
the needs of pension fund advisors, public REITs, sovereign
wealth funds, insurance companies, as well as major
developers, syndicators and private fund managers.
Hessam played a key role in the preparation and execution
of Marcus & Millichap's IPO in 2013, serving as the chief
strategy officer. In April 2016, he was appointed as the
president and CEO.
Hessam is frequently sourced by national business media
outlets such as The Wall Street Journal, Investor's Business
Daily, Real Estate Forum, CNBC, Fox Business TV,
Bloomberg TV, and various commercial real estate
publications on behalf of the firm. He also is a member of
the National Multi Housing Council, the Urban Land
Institute, ICSC and NAIOP.
The Path to Success
Hessam was born in Iran and his family migrated to the
U.S. in 1978 where his father had always dreamed of living.
The Iranian revolution forced the family to return to Iran,
with Hessam staying behind in Seattle just after he had
finished high school.
While pursuing a computer science degree, he took a data
entry job at Grubb & Ellis, the third-largest full-service
commercial real estate firm at the time. His job was to track
e advisory insights offered
by our research team identify
emerging trends that investors
can capitalize on to position
ahead of the market.

and enter data on properties and tenants occupying them. As
a computer science major, he had every intention of
pursuing a software design or programming career but
embraced the real estate research opportunity even though
he had no knowledge of commercial real estate.
His career grew rapidly as he started to focus on trends that
would help real estate decision-makers and the brokers he
worked with gain business. He went with brokers to client
presentations and helped them convert market insights to
tenant representation and listing assignments. This put
research in a business generation light as opposed to an
academic exercise and was noticed by Hal Ellis, Founder
and CEO of the company at the time. Within a few short
years, Hessam was elevated to lead the company’s research
and technology nationally.
Throughout his career, Hessam's work philosophy has
always centered around going above and beyond to add
value, leadership through servitude, holding oneself
accountable to results and delivering value beyond
expectations. As he frequently cites in interviews and
presentations, he is a big believer in the American dream
and the unique opportunities afforded to those willing to
work hard in America. He also sees his main role as a team
builder surrounding himself with passionate, individualistic
thought-leaders with a propensity to collaborate and put the
company first.
Holding The Fort
Marcus & Millichap co-founders George Marcus and the
late Bill Millichap had a vision for the then-small
brokerage. They tapped Hessam’s research and technology
expertise to enhance Marcus & Millichap’s brand, focus on
client relationships and boost sales.
It was a great match of personality and shared vision that
resulted in various role expansions for Hessam over the
years, with the founders ultimately promoting him to CEO
in 2016.
Under Hessam's leadership, Marcus & Millichap has
expanded to nearly 2,000 investment brokerage sales and
financing professionals with 80 offices across the U.S. and
Canada. Hessam's primary responsibilities include
overseeing the company's strategic direction, operations,
driving growth and creating value for clients, the sales force
and support staff.
10 Leaders Transforming the Real Estate Industry, 2023

strategic appointments, a cornerstone to enhancing the
firm's leadership. Richard Matricaria and J.D. Parker,
promoted to divisional COOs, and Greg LaBerge, Chief
Administrative Officer, illustrate this progression.
Matricaria and Parker transitioned from investment brokers
to adept managers overseeing multiple offices. Their
profound grasp of Marcus & Millichap's brokers' needs,
technological acumen, branding prowess, and unwavering
commitment to driving transformation have been
instrumental.
LaBerge oversees infrastructure, technology initiatives,
administrative support, and research. His extensive
background, spanning broker roles to specialty
directorships and augmented with substantial consulting
experience, enriches Marcus & Millichap.
Evan Denner, Head of Business for Marcus & Millichap
Capital Corporation (MMCC) brings 30+ years of real
estate capital markets mastery. Steve DeGennaro, the CFO,
boasts a Silicon Valley technology executive background,
coupled with robust M&A experience. Mark Cortell, the
firm's Chief Legal Officer, transitioned from private equity,
contributing valuable M&A insight. Chief Marketing
Officer Andrew Strockis, previously a high-ranking
marketing executive and business strategy consultant,
fortified the leadership team in late 2021.
This dynamic synergy among the firm's thought leaders
nurtures a culture of consensus, individual ideation, and
vibrant discussions, culminating in seamless alignment for
impactful execution.This has been further developed by
Hessam's leadership philosophy, which centers on staying
humble, serving as part of a team and being accountable for
client results as well as the career development and success
of the company's professionals. Hessam is passionate about
seizing opportunities and leaving a lasting impact through
the value he creates for others. This is grounded by his
experience as an immigrant to the United States, which he
believes in paying forward.
Shortly after becoming CEO, Hessam worked with the
Board to expand the company's growth strategy. Marcus &
Millichap's proven organic growth is one of the firm's
cornerstone advantages in the market. The company has
continued to improve its organic growth while expanding
its growth strategy through key acquisitions and by
attracting market-leading brokers and financing
professionals and teams.
Pillars of Success
The success of Marcus & Millichap's commercial real estate
strategy lies in its unwavering commitment to clients'
wealth creation and preservation. Hessam says, “Our
overarching mission is to help our clients create and
preserve wealth by providing the best commercial real
estate investment sales, financing, research and advisory
services in the industry.”
Marcus & Millichap's four main charters include further
building dominance in the private client segment,
increasing penetration in larger, institutional transactions,
expanding financing service capabilities, and strengthening
advisory, research and consultative services.
Marcus & Millichap's philosophy has been driven by being
the very best in its specialized niche of ‘making a market’
for every property it represents by exposing it to the largest
pool of qualified buyers and maximizing value. The firm
also provides access to active lenders on the capital markets
side, thereby bringing the best financing strategy and
execution to borrowers.
By complementing organic growth with targeted
acquisitions and fostering a diverse and inclusive work
environment, Marcus & Millichap remains at the forefront
of the commercial real estate industry. The company serves
private investors, high-net-worth individuals, partnerships,
private funds and major institutions.
e company believes that the eventual
passing of the current ‘perfect
storm’ that impedes brokerage
and nancing will esult in higher volumes
as the market reprices
and credit conditions normalize.e
company believes its strategy to invest in
infrastructure, proprietary technology and
strategic acquisitions during the current
market dislocation will pay dividends as the
market recovers.
His commitment to swift expansion is underscored by

The Power Pack
The company has specialized divisions, such as IPA,
recognizing the different needs and execution requirements
of institutional and private clients. Additionally MMCC, a
top financing intermediary, primarily services private
clients in the $1-$20 million price point and a capital
markets division within IPA that services institutional
finance needs above the $20 million price point.
Marcus & Millichap/IPA bridges institutional and private
capital, providing value for sellers and expanding
investment options for buyers. The company’s research
advisory capabilities support strategy formation and
decision-making for clients, with dedicated professionals
producing publications, research briefs and custom
analyses.
Seizing Opportunities
Since its founding over 50 years ago, Marcus & Millichap
has evolved through every real estate cycle with a single
focus of adding value to its clients. Hessam says, “This
means whether an investor is looking to buy, sell, refinance
or hold – we’re ready to provide them with the market-
leading expertise and services that we’re known for.”
Through the market's ups and downs, the dedicated research
team has provided investors with the knowledge and
insights needed to make informed decisions. He also states,
“Our highly trained and specialized brokerage and
financing experts serve as trusted advisors, working with
our clients to make the right investment choices at the right
times and execute with confidence.”
The firm’s capital markets professionals have provided
clients with financing expertise and tailored solutions when
purchasing or refinancing a property. Clients looking to sell
have found success through the company’s unparalleled
marketing platform, culture of collaboration and ability to
access capital across geographies and product types.
Integration of Modern Practices
Marcus & Millichap's entire business model is based on
information sharing to match every property it represents
for sale with the largest qualified buyer pool. Sharing data
among its sales force has been a keystone driving
technology and automation focus from the start.
Technology is ingrained in the culture, business plan,
internally and for clients. Many enterprise systems and
customized applications are unique to the firm and
constantly evolve.
Transitions for Perpetual Growth
Making a market in any market has been a longstanding
hallmark of Marcus & Millichap for the past 50-plus years.
The company's goal is to achieve the best possible results
for the client, even in disrupted market conditions.
Knowing the real buyers, increasing the probability of a
successful close and identifying likely lenders are crucial in
a disrupted market. In market conditions like those of today,
“value-added brokerage” is even more critical and is an art
that involves making a market one property at a time – this
is where Marcus & Millichap excels.
Marcus & Millichap integrates a large and qualified sales
force, financing experts, cutting-edge research, information
sharing, professional managers and the latest technology.
The company is constantly improving and taking its
services to the next level, focusing on maximizing value for
its clients.
What Next?
The company believes that the eventual passing of the
current ‘perfect storm’ instigated by the Federal Reserve’s
most aggressive interest rate increases in 40 years,
impeding property sales and financing will result in higher
volumes as the market reprices and credit conditions
normalize. Drawing from past market downturns, the firm
has developed a playbook that consistently resulted in
above-average growth and milestones in recovery cycles.
This is achieved through a continued focus on recruiting
experienced professionals, acquiring strategic
Our company’s emphasis on
knowledge, research, insights and
advisory services ties back to
how I started in the industry–tracking
the local commercial real estate
market in Seattle.

complementary firms and providing training, internal
communication and best practices sharing to support the
sales force.
An additional area of focus is proprietary technology
enhancements to better connect potential buyers and sellers
with investment brokerage and financing professionals. For
example, the introduction of a new tool called MyMMI
automatically connects buyers with available properties for
sale and notifies them of new listings that match their
search criteria. This enables clients to tap into the largest
qualified buyer pools in the industry, generating more
interest and offers on listings.
Another area of focus is the expansion of the commercial
property auction platform, which provides an additional
avenue for commercial real estate marketing and
transactions. There has been significant market interest in
this offering, which helps secure the best possible prices for
sellers in an accelerated time frame.
Additionally, the company's loan sale and workout offerings
through its dedicated loan sales division aim to assist
lenders facing unforeseen circumstances in the market or
macro environment. Providing support to clients regardless
of their goals and challenges is a key feature of Marcus &
Millichap's all-weather business model.
On Trend
Commercial real estate investors are becoming increasingly
sophisticated. This is being driven by three forces-the
increased availability of information and research, the
transfer of wealth from Baby Boomers to their children and
an increasing number of investors who include real estate in
their portfolios. As this trend plays out, investors are
placing a greater emphasis on information and insights on a
macro and local level.
Marcus & Millichap aims to be the most comprehensive
gateway to success throughout the entire investment
spectrum for its clients. This includes access to inventory
for acquiring the right assets, utilizing the company’s
research to validate pricing and supply/demand trends.
Once an investor is focused on maximizing returns during
the hold period, the company’s research and local broker-
provided market updates help benchmark performance and
maximize needs. When it comes time to refinance or sell,
Marcus & Millichap creates value by accessing the largest
and most qualified buyer pool for each property. To secure
the most competitive financing and favorable terms, its loan
originators access the largest network of lenders in the
industry. To bring it all together, Marcus & Millichap’s
execution is simply second to none.
To help investors navigate the complexities of commercial
real estate investing, Marcus & Millichap’s dedicated
research team tracks and reports on major economic and
investment trends. Hessam mentions, “The advisory
insights offered by our research team identify emerging
trends that investors can capitalize on to position
themselves ahead of the market.”
At the same time, the firm’s industry-leading, highly
specialized sales force can offer investors street-level
information harnessed through technology to help guide
decisions. Marcus & Millichap brokers focus on specific
property types honing their expertise in the specialty,
making them the most knowledgeable resource at the local
level.
Hessam says, “Our company’s emphasis on knowledge,
research, insights and advisory services ties back to how I
started in the industry–tracking the local commercial real
estate market to find an advantage.” At the time, he noticed
that the nuances of the market were creating unique
opportunities and sought ways to help clients capitalize
on the information most were looking past. Today, that
strategy aligns perfectly with the increasing investor
sophistication that will drive the market in the coming
years.
Grubb & Ellis had vision and
market reach but lacked discipline and
granular focus which sadly led to its
demise. Having seen that in the early
part of my career, I developed a deep
appreciation for George Marcus and
Bill Millichap’s focus on company
fundamentals, internal support and client
service. Marcus & Millichap has one of the
strongest balance sheets in the business
and no debt because of that discipline.

Opportunities and Risks
Investing in
Commercial
Real Estate
October 2023 | 16 | www.insightssuccess.com

Insider View
ommercial real estate investment has long been a
Cfavored avenue for those looking to diversify their
portfolios and generate passive income. The
commercial real estate sector encompasses a wide range of
property types, including office buildings, retail spaces,
industrial facilities, and multifamily housing. While there
are certainly opportunities for substantial financial gain in
this market, it is essential to understand the associated risks
and considerations before venturing into commercial real
estate investing.
Commercial Real Estate Property Types
Ÿ Office Buildings: Investing in office spaces can provide
stable rental income, especially in well-established
business districts. However, they may be sensitive to
economic fluctuations and tenant turnover.
Ÿ Retail Spaces: Retail properties, such as shopping
centers and malls, offer opportunities for steady rental
income. Location is crucial, as foot traffic and tenant
success can greatly impact returns.
Ÿ Industrial Properties: Warehouses and industrial
facilities have become increasingly popular due to the
growth of e-commerce. The demand for logistics and
distribution centers has driven up property values in this
sector.
Ÿ Multifamily Housing: Apartment complexes and
multifamily housing can provide consistent rental
income and are often less affected by economic
downturns. However, they require active management
and maintenance.
Ÿ Hotels: Hotel properties can yield high returns during
tourism seasons but may be subject to seasonality and
market fluctuations. They also require careful
management and maintenance.
Opportunities in Commercial Real Estate
Rental Income: One of the primary attractions of
commercial real estate is the potential for stable and
lucrative rental income. Commercial properties often have
long-term leases with established tenants, providing a
consistent cash flow stream for investors.
Appreciation: Over time, commercial properties can
appreciate in value, potentially leading to significant capital
gains. Economic growth in the area, improvements to the
property, and increased demand can all contribute to
property appreciation.

Portfolio Diversification: Investing in commercial real
estate allows for diversification outside of traditional asset
classes like stocks and bonds. This diversification can help
mitigate risk in your overall investment portfolio.
Tax Benefits: There are several tax advantages associated
with commercial real estate investing, including
depreciation deductions, 1031 exchanges, and potential
capital gains tax reductions.
Triple Net Leases: Some commercial leases, such as triple
net leases, shift certain property expenses (e.g., property
taxes, insurance, and maintenance) to the tenant, reducing
the landlord's financial responsibilities and increasing
passive income.
Financing Options for Commercial Real Estate
Ÿ Traditional Mortgages: Commercial real estate
investors can obtain financing through traditional banks
or lending institutions. These loans often have fixed or
variable interest rates and require a down payment of
around 20-30%.
Ÿ Commercial Mortgage-Backed Securities (CMBS):
CMBS are bonds backed by commercial mortgages.
They allow for the pooling of loans, which are then sold
to investors. This can be an alternative financing option
for property owners and investors.
Ÿ Private Lenders: Private lenders or hard money lenders
can provide short-term loans for commercial real estate
investments. These loans often come with higher
interest rates but can be more accessible for certain
projects.
Ÿ Real Estate Investment Trusts (REITs): REITs are
companies that own or finance income-producing real
estate in various property sectors. Investing in REITs
offers a way to access commercial real estate without
owning physical properties directly.
Ÿ Crowdfunding and Online Platforms: Some platforms
allow individuals to invest in commercial real estate
projects collectively. These platforms can provide
access to commercial properties with lower capital
requirements.
Ÿ Seller Financing: In some cases, sellers may be willing
to finance a portion of the purchase price, allowing
investors to acquire properties with less upfront capital.
This arrangement can offer flexibility but requires
negotiation skills.
Ÿ Joint Ventures and Partnerships: Collaborating with
other investors or real estate developers through joint
ventures or partnerships can provide access to larger,
more complex commercial projects and shared financial
responsibilities.
Ÿ Government Programs: Some government programs
offer financing options and incentives for specific types
of commercial real estate investments, such as low-
income housing or energy-efficient projects.
Risks in Commercial Real Estate
Property Management: Effective property management is
crucial for maintaining a profitable commercial real estate
investment. Inefficient management can lead to high
vacancy rates, tenant disputes, and increased operational
costs.
Strategies for Successful Commercial Real Estate
Investing
Through Due Diligence: Before investing, conduct
thorough research on the property, market, and potential
tenants. Understanding the local economic conditions and
rental demand is essential.
Diversification: Consider diversifying your commercial real
estate holdings across different property types and
geographic locations to spread risk.
Property Management: Engage reliable property
management services to handle day-to-day operations,
tenant relations, and maintenance, ensuring your investment
runs smoothly.
Financial Analysis: Evaluate the financial aspects of a
potential investment carefully. Assess cash flow, operating
expenses, and potential for appreciation.
Risk Mitigation: Be prepared for market downturns by
maintaining sufficient cash reserves to cover operational
costs in case of vacancies.

Olivia Muir
About the Leader
Olivia Muir is the Head of Sustainability for Real
Estate & Private Markets (REPM) within UBS
Asset Management (UBS-AM).
In this role, she is responsible for sustainability
capabili es, processes and products across all
business areas in REPM, along with her team.
Olivia also oversees the expansion and growth of
new sustainable investment ac vi es across the
business.
Prior to this, she was a Por olio Manager in
REPM's Mul -Managers Real Estate (MMRE)
pla orm since 2013. Olivia was involved in
underwri ng and monitoring investments across
Europe and the UK, as well as managing three
global mandates. She also led MMRE's
sustainability ac vi es since 2015.
Olivia joined UBS-AM in June 2011, where she
worked within the direct real estate team in the
UK. She sits on the REPM Management Forum
and a number of industry bodies, including
GRESB's Real Estate Standards Commi ee.
always hoped I'd make a good leader in business when
Imy time came, enabling me to put into practice a skill
I've honed over decades on one sports field or another
at school and university.
The opportunity to lead my own team came in mid-2022, as
we emerged from the pandemic (for a final time?) that
transformed our worlds and work lives. Hybrid working has
clearly been a game changer, which is here to stay; for our
firm, it has enabled us to win (and keep) key talent, while
competitors pursued more aggressive back-to-the-office
strategies at all costs. For me personally, it has been
immeasurably valuable, enabling me to strike some
semblance of a work-life balance. But as an employee and
leader, it has also brought new challenges, as we all know,
which no doubt will continue to evolve and change.
Like any good challenge, there isn't a single solution or
'best' remote leadership approach. An effective leadership
style depends on the leader, the team, the industry and the
context. For me, a successful modern leader offers a
number of key qualities as outlined below.
Two-way trust is paramount, but we all know takes time to
build and is made harder in a virtual world. My team,
spread across four cities (London, New York, Zurich and
San Francisco), was new to me when I took over. Regular,
short informal one-to-one catch ups were key to
accelerating my relationship (and mutual trust) building,
including that often-skipped-over small talk about families,
weekends, holidays that must be intentional in a remote
world. If I don't care about my team's lives outside of the
office, I cannot manage and lead those individuals
effectively; 'humanising' the remote workplace, reminding
ourselves that while we may be interacting via screens it is
ultimately with another vulnerable human. Knowing my
team, their strengths and weaknesses, enables me to adapt
my approach to each individual and try to get the best out of
each of them while also enabling me to be a flexible leader
to accommodate personal requirements, which I otherwise
wouldn't be aware of. I cannot talk about trust without also
mentioning psychological safety and the role of a leader in
ensuring that for a team's culture; psychological safety
enables open collaboration, challenge, feedback and
democratic dialogue that we all know accelerates consensus
and ultimately results. A 'No Rules Rules' approach, if you
will, (as far as that is possible in highly regulated
institutions) to ensure individual freedom and responsibility
and collaborative trust across and within a (vulnerable)
team, driven by the desire to achieve the best outcomes and
accelerate towards the team's vision.

Willingness to 'get your hands dirty' I think is also key,
demonstrating that a leader is a captain on the muddy field
not a suited manager watching from the sidelines and this is
particularly true in a virtual world, where it is less clear
who is doing what and hands on help can really
demonstrate action even when remote. No task should be
'beneath' a leader and a good leader is willing to do
whatever it takes to get something done with the team, even
if that does mean undertaking administrative tasks on
occasion.
Linked to this is enablement, a role a good leader has
always played for their team, virtual or not. I regularly ask
my team what I can do to enable or help and I think this is
now more important than ever; leaders must be very
intentional about ensuring their teams are enabled because
in the virtual world it is harder to spot areas of issue and
challenge than if you were sitting next to someone every
day. So ensuring your team is adequately resourced and
connected, doesn't face unnecessary barriers and has the
support/tools they need to get their tasks done is an
increasingly important aspect of leadership which we must
be very intentional about. The next step to this enablement
of a team is then of course empowerment and links to trust
discussed above, together forming a winning combination
for an effective enabled and empowered team.
Communication is my final vital component for a successful
relationship or team and as a leader I am increasingly
intentional not just about communication style, but more
importantly about listening, which virtually must include
extra attention to body language and emotional signs that
don't need so much intentional thought when in person. The
knowledge in my team is more than I can ever grasp, as
their leader my role is to aid in connecting dots, enabling
discussion and ensuring that that knowledge is used where
it is most needed. Communication from all is therefore
paramount, although we must be careful to strike a balance
and avoid overwhelming diaries and minds.
Communication of a clear vision with purpose, and
associated precise, detailed target outcomes (set in a
collaborative and transparent way) is paramount; we must
know (and generally agree with) which direction we're
planning to drive in, we must then be sure we're all actually
driving in that same direction and, perhaps most crucially,
we must know why we're going in that direction too.
My final words consider my own role and focus,
sustainability in real assets. A complex and ever-evolving
space, as we all know. My team is, as most other
sustainability leads will agree, sailing uncharted territory
quite often, with few trodden paths to follow. I do not
therefore have every answer or know that every path we
pursue will be correct. How to win buy-in and support for
your ambitions, without always having the evidence to back
that up, is another necessary piece in many leaders' toolkits.
This brings us back to the importance of vision and
communication, a clear vision with purpose and the ability
to communicate persuasively and collaboratively in order to
win support to drive your team's agenda forward and enable
them to succeed. All this is clearly harder in a virtual or
hybrid world, the emotional winning of hearts and minds
from behind a screen and ensuring your message is loud
and clear above the dog barking, the doorbell ringing and
the mobile hidden beneath the webcam.

n the bustling world of real estate, where dreams
Iare built, and properties are transformed into
homes and lucrative investments, there exists a
dynamic and enterprising co-owner who stands out
among the crowd. With an unwavering passion for the
industry and a keen eye for opportunity, Sam Primm
has carved a niche for themselves and their esteemed
real estate company.
In the fast-paced realm of business transactions,
where deals are struck, and partnerships are forged,
Sam stands tall as a trusted and respected ﬁgure. His
deep understanding of the real estate market, coupled
with his unwavering commitment to delivering
exceptional results, has garnered them a reputation
that is second to none.
With an impressive track record of successful
ventures and a portfolio that spans across residential,
commercial and industrial properties, Sam has
established himself as a force to be reckoned with.
Their ability to identify emerging trends, anticipate
market shifts, and leverage strategic alliances has
propelled their real estate company to new heights of
success.
Being the Co-owner of FasterFreedom, he is guided
by a customer-centric approach; Sam ensures that
clients’ needs and goals are always at the forefront of every
transaction. The personalized and tailored solutions have
earned them the trust and loyalty of a diverse clientele,
ranging from small businesses to multinational
corporations. Whether it’s identifying undervalued
properties, negotiating favorable deals, or providing
comprehensive investment strategies, Sam’s expertise is
unmatched.

We have
leveraged
AI and created our
own Chat Bot just
like Chat GPT but
focused on real
estate investing
and answering
questions.
www.samchat.io is
the site.

In a world where real estate is both an art and a science,
Sam and his company-FasterFreedom-have mastered the
delicate balance between the two. His creativity, combined
with meticulous attention to detail, has created remarkable
spaces that inspire and captivate.
We at Insights Success interviewed Sam on pioneering
innovative solutions that streamline processes and
maximize value for their clients.
Let’s delve into the intercepts of the interview!
Brief our audience about your journey as an academic
leader until your current position at your company.
What challenges have you had to overcome to reach
where you are today?
My story is relatable for most people. Most people are
normal, and I am as normal as it gets. I grew up in the
middle of the country, Missouri, and in the middle of the
middle class.
I am normal and have achieved some pretty cool stuff
despite not having grown up with a silver spoon. I have
flipped over 1000 houses and own over $45 million in real
estate!
Enlighten us on how you have been impacting the
dynamic industry through your expertise in the market.
I have almost 2.3 million followers on social media. I give
away a ton of free advice that motivates and gives direction
for people to take action and invest in real estate for
themselves. I also have over 1200 students that own over
$200 million in real estate.
Describe in detail the values and culture that drive your
organization.
Below are the core values that define the ethos of
FasterFreedom:
Ÿ A mindset of Abundance: There is enough for
everyone.
Ÿ Embrace the belief that there is enough for everyone in
the real estate industry.
Ÿ Foster a collaborative, inclusive environment that
encourages cooperation and mutually beneficial
outcomes.

Ÿ Approach business opportunities with a mindset of
abundance, seeking win-win solutions for all parties
involved.
Ÿ Continuous Improvement: Grow, innovate and be
open to change.
Ÿ Foster a culture of growth and learning, both
individually and as a team.
Ÿ Encourage innovation and adaptability to stay ahead of
market trends and evolving client needs.
Ÿ Embrace change and actively seek out ways to improve
processes, strategies, and outcomes.
Ÿ Integrity: We do the right thing
Ÿ Uphold the highest standards of honesty, ethics, and
transparency in all business dealings.
Ÿ Demonstrate a strong moral compass and always do
what is right, even in challenging situations.
Ÿ Build trust and credibility with clients, partners, and
stakeholders through consistent integrity.
Ÿ Fun and supportive: Friendly, open and drama free
Ÿ Foster a friendly and open work environment where
team members can thrive.
Ÿ Promote a drama-free atmosphere that values
collaboration, mutual support, and positivity.
Ÿ Encourage a healthy work-life balance and celebrate
achievements together as a team.
Ÿ Courage to Persevere: Be unstoppable.
Ÿ Embrace challenges and setbacks as opportunities for
growth and learning.
Ÿ Demonstrate resilience and a relentless drive to
overcome obstacles and achieve success.
Ÿ Encourage a can-do attitude that inspires others to
persist and persevere in the face of adversity.
Ÿ Extreme Ownership: Just own it.
Ÿ Take full responsibility for actions, decisions, and
outcomes.
Ÿ Encourage a culture of accountability where individuals
take ownership of their responsibilities and outcomes.
Ÿ Lead by example and inspire others to take ownership of
their roles and contribute to the overall success of the
company.
Ÿ Love and Respect: Put people first.
Ÿ Prioritize the well-being and satisfaction of clients,
partners, and team members.
Ÿ Treat everyone with empathy, kindness, and respect,
fostering a culture of inclusivity and dignity.
Ÿ Cultivate strong relationships based on trust,
understanding, and genuine care for one another.
Undeniably, technology is playing a significant role in
almost every sector. How are you advancing towards
technological innovations to make your solutions
resourceful?
We have leveraged AI and created our own Chat Bot just
like Chat GPT but focused on real estate investing and
answering questions. www.samchat.io is the site.
What, according to you, could be the next significant
change in your sector? How is your company preparing
to be a part of that change?
The economic and real estate shifts are always something to
keep an eye on. But Artificial Intelligence is coming into
the world and will affect the real estate market and
investing market. I am staying on top of all the news and
embracing technology and AI. History shows us that those
who embrace technology progress with it, and those who
resist it fade away.
Where do you envision yourself to be in the long run,
and what are your future goals for the organization?
Our goal is to bring an NBA Team to St. Louis and have a
billion-dollar organization. There is no set date for this
goal; let’s just say it is a long-term goal.
What would be your advice to budding entrepreneurs
who aspire to venture into the dynamic industry?
Don’t give up. It sounds simple, but there is power in
simplicity. The difference between those who make it and
those who don’t is not skills, connections, or even hard
work. The differentiator is people that fail, give up, and
those that win, fail, and don’t give up.
What makes real estate such a powerful wealth creation
tool, and what strategies can be employed to invest in
real estate effectively, even if it means outsourcing the
learning process or incurring reasonable costs?
Real estate has created more millionaires than any other
type of investment strategy. So, figure out a way to buy real
estate. Whether that means hiring out the learning process,
it is a wealth creation tool and the most proven path to
wealth, so figure out how to invest in real estate at all
reasonable costs.

he real estate industry has undergone a remarkable
Ttransformation in recent years, largely thanks to
advancements in technology. Traditional methods of
buying, selling, and managing properties have evolved to embrace a
digital era characterized by efficiency, transparency, and
accessibility. In this article, we will explore the multifaceted role of
technology in modern real estate and how it has revolutionized the
way we engage with this industry.
Property Search and Discovery
One of the most noticeable changes brought about by technology in
real estate is the way people search for properties. Gone are the days
of flipping through classified ads or driving around neighbourhoods
in search of "For Sale" signs. Now, prospective buyers and renters
can access a wealth of information online. Real estate websites and
mobile apps like Zillow, Realtor.com, and Redfin offer
comprehensive listings with high-quality photos, virtual tours, and
detailed property information. This convenience streamlines the
search process, saving both time and effort.
Virtual Tours and 3D Visualization
Technology has also introduced immersive experiences into the real
estate market. Virtual tours and 3D visualization tools allow
potential buyers and renters to explore properties from the comfort
of their homes. This not only improves the efficiency of property
viewing but also reduces the need for in-person visits, making the
process more accessible to those unable to travel. Virtual reality
(VR) and augmented reality (AR) applications take this a step
further, enabling users to virtually "walk through" properties and
visualize potential renovations or interior designs.
Data Analytics and Market Insights
Data-driven decision-making has become a hallmark of modern real
estate. Advanced analytics tools process vast amounts of data to
Technology in Modern
The Role of
Real Estate
Technology in Modern

PropTech Innovations

provide real-time market insights. Investors and
professionals can access information on property values,
rental trends, neighbourhood demographics, and more.
Predictive analytics even help in forecasting future property
values and investment opportunities. This data-driven
approach empowers stakeholders to make informed
decisions and adapt to changing market conditions.
Blockchain and Smart Contracts
Blockchain technology is transforming the way real estate
transactions occur. Smart contracts, powered by blockchain,
automate and secure various aspects of the real estate
process. These contracts facilitate transparent and tamper-
proof property transactions, reducing the risk of fraud and
costly legal disputes. Furthermore, blockchain enables
fractional ownership of properties through tokenization,
making real estate investment more accessible to a broader
range of investors.
Property Management and Maintenance
Property management has also evolved with technology.
Property owners and managers can now use software
platforms to streamline rent collection, lease management,
and maintenance requests. Internet of Things (IoT) devices,
such as smart thermostats and security systems, enhance
property efficiency and security while providing real-time
data to property managers. This not only improves the
tenant experience but also reduces operational costs.
Sustainable Real Estate
Technology plays a pivotal role in advancing sustainability
in real estate. Energy-efficient building designs, smart
HVAC systems, and renewable energy sources are made
possible through technological innovations. Moreover, data
analytics help property owners identify areas for
improvement in energy consumption and reduce their
environmental footprint. Green certifications and
sustainability-focused technologies are becoming key
selling points for modern real estate developments.
Real Estate Marketing and social media
Technology has reshaped how properties are marketed. Real
estate professionals leverage social media platforms like
Instagram, Facebook, and LinkedIn to showcase properties,
target specific demographics, and engage with potential
clients. High-quality photos, videos, and virtual tours create
visually appealing listings that can reach a broader
audience, even internationally.
Additionally, social media advertising and targeted
campaigns help boost property visibility.
Artificial Intelligence and Predictive Analytics
Artificial Intelligence (AI) has made significant inroads in
real estate. AI-driven algorithms can predict property
values, identify investment opportunities, and analyze
market trends. Chatbots and virtual assistants powered by
AI provide instant responses to customer inquiries,
improving customer service and response times. Moreover,
AI can enhance the personalization of property
recommendations for buyers and renters based on their
preferences and past behavior.
Real-Time Communication and Collaboration
Collaboration tools and communication platforms like
Slack, Microsoft Teams, and Zoom have become essential
in the real estate industry. Real estate professionals can
communicate with clients, colleagues, and contractors in
real-time, facilitating seamless transactions and property
management. This also allows for remote work and flexible
schedules, making it easier for professionals to balance
work and personal life.
Drone Technology
Drones have revolutionized property photography and
inspections. Real estate agents and developers use drones to
capture stunning aerial footage of properties, showcasing
their features and surroundings. Drones are also employed
for property inspections, allowing for a detailed
examination of roofs, facades, and other areas that may be
challenging to access otherwise. This technology enhances
the due diligence process for buyers and investors.
Online Mortgage and Financing
Obtaining a mortgage or financing for a property has
become more accessible and convenient through online
platforms. Fintech companies offer digital mortgage
solutions, allowing borrowers to complete applications,
submit documents, and track the status of their loans online.
These platforms streamline the approval process, reduce
paperwork, and expedite funding.

My growth has
come from
working from my
ﬁrst position as a
leasing consultant
to multiple
management
positions within
large property
management
ﬁrms.
Dr. Shene a Malkia-Sapp h.c.

Dr. Shenetta
Malkia-Sapph.c.
Unleashing the Power of Poten al
Dr. Shenetta
Malkia-Sapph.c.
Unleashing the Power of Poten al
As you venture into the digital gateway of her
professional world, you will find yourself
immersed in a tapestry of achievements and
insights that showcase her unwavering commitment to
revolutionizing the future.
Converging passion, expertise, and innovation, Dr.
Shenetta Malkia-Sapp h.c. is a magnetic presence that
commands awareness. Her extraordinary journey invites
you to join her in seeking knowledge, transformation, and
boundless growth.
We caught up with Dr. Shenetta and discussed her
upcoming projects.
Below are the highlights of the interview:
Brief our audience about your journey as an academic
leader until your current position at your company.
What challenges have you had to overcome to reach
where you are today?
The journey that I am on is a continual one. I am not your
typical CEO, Broker, REALIST, or Property Manager. My
growth has come from working from my first position as a
leasing consultant to multiple management positions within
large property management firms.
I only knew some available opportunities as they are not
always revealed to women, especially women of color. It's
very different when you look and search for training and
development courses while working and navigating, and by
the grace of God, here I am. My journey includes some
highs and many lows, which have helped me develop into
the leader I am today with my three organizations and
within my communities.
Some of the challenges I had to overcome began with
believing I could and belonging in the rooms I entered, no
matter how far along I was in the building of my
organization. You see, we are changing the face of real
estate at The PMs Of the City LLC and The PMs of the City
REALTY. We are working to eradicate bullying and suicide
at Empowerment Essence while empowering communities
with the resources they need to live a whole life.
Some of the challenges we are still working through, as
with many other small businesses, minority businesses, and
women-owned businesses, are access to capital. There are
many opportunities, and applying for them and staying in
tune with the funding opportunities can seem like another
job, but it's needed and worth it. I continue to educate
myself on laws, regulations, and general items that allow
me to serve my clients and community more. To help
another, we must care. To care, we must understand what
we are facing. Keep growing and being a difference.
Enlighten us on how you have impacted the dynamic
industry through your expertise in the market.
Our impact since COVID comes from our advocacy work
for small landlords and tenants. Housing is a basic living
need and requires continued funds to maintain; we ensure
the voices of small landlords and those who want to become
homeowners are remembered. We help bring solutions to
the table by serving on multiple committees relating to
10 Leaders Transforming the Real Estate Industry, 2023

policies, procedures, and housing opportunities. Training
both our clients and tenants while solving some complex
landlords' issues is where we thrive.
Describe in detail the values and culture that drive your
organization.
The values driving myself and the business begin with
equality, integrity, justice, and honesty. These are at the top
of our list because we know that we can better serve the
communities and ourselves by maintaining our values. We
like to sleep with ease at night. It would also be remiss if I
did not say we constantly reevaluate how to improve
because we can never hit the mark 100%. Our values keep
us grounded, and with them, we accomplish more.
The culture of the firm family acceptability. We consider
each other family and speak the truth in love to our
colleagues when we know something is incorrect. We don't
let people float and fail. Say something as you notice it
respectfully and tactfully.
Undeniably, technology is playing a significant role in
almost every sector. How are you advancing towards
technological innovations to make your solutions
resourceful?
Technology is most certainly a hot topic in the real estate
industry. It's used for everything, such as marking,
management, maintenance, bids, accounting, budgeting,
etc. We ensure our suppliers have the latest things we need
to serve our clients. Participating in new release updates
and sampling items is very important. We also use AI for
screening our potential leaseholders. It's not always just
what you are doing but how reliable the data is and the
record keeping.
What, according to you, could be the following
significant change in your sector? How is your company
preparing to be a part of that change?
It's happening already; hedge fund firms are larger banks
buying single-family properties and then leasing them
because most leaseholders need to prepare to become
homeowners. We are educating our leaseholders on how
communities build their credit scores and become landlords
so they can start building wealth for their families.
For our firm and brokerage, we help on both sides and look
forward to continuing to aid in the supply of affordable
housing that is affordable for most families at the 50 and 60
% FMI (Family Median Income)
Where do you envision yourself in the long run, and
what are your future goals for the organization?
Our future is in development, including owning and
managing our portfolio of communities. The property
management side of the firm will expand into the Georgia
market, and the brokerage will also extend to Georgia and
then Florida.
Our goal is to aid 100 families in the next ten years in
becoming homeowners and or improving their overall
credit and money story. Education is how we help our
clients, which helps us tell others about our work and
services.
What would you advise budding entrepreneurs aspiring
to venture into the dynamic industry?
The most extensive advice I can give any person moving
and doing what's in their heart is to provide them with
grace. Plan and leave room for change. Take it
professionally and not personally, thou many will make
things personal. Stick to your purpose and your original
WHY. This may change as you reach new levels but always
remember it. Leave room for new colors and expansions.
Oh, and remember, You Belong in the Room!
You can reach out to me here.
Ÿ Remember, you can tag me as your coach.
www.malkiarelations.com
Ÿ Real estate training- www.thepmsofthecity.com
Ÿ Bookings for Speaking engagements –
www.dearbrokengirl.com.
Ÿ Suicide Prevention Training –
www.empowermentessence.org

Real Estate
is the Closest
thing to the
Proverbial
Pot of Gold

Hessam Nadji: Leading Innovation in Commercial Real Estate

Hessam Nadji: Leading Innovation in Commercial Real Estate

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