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Experience is at the center of what drives the Charlotte real estate industry

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I’ve written a lot about the difference between being a broker and being a consultant. Both are important. Both are needed. I’ve conducted transactions for more than 25 years, and I’m continuing to do so. I’m also doing a great deal of work as a consultant. In fact, an exciting opportunity is presenting itself in that arena that I think will provide a desperately needed service (but more on that later).

It’s become ever more apparent to me recently just how badly consultants are needed in this day and age of commercial real estate. Consultants give advice and are paid either for their time or a deliverable. Their goal is to provide thoughtful, objective and smart advice that provides the most benefit to the client.

Real estate these days is full of new complexities and the industry is ripe for conflicts of interest. Banks have far tougher lending criteria, while governments have far more hoops that developers must jump through. Entitlements from jurisdictions are far more difficult to get. Tenants are far more savvy about how to negotiate deals. Competition is far more fierce. Simply put people need someone whom they trust to give sound advice and share their experience.

You can find these consulting groups in larger markets, but there really aren’t any in the Carolinas that truly don’t have any skin in the game, so to speak.

Some traits that make one an effective broker or investors can make them an excellent consultant as well. I’m effective for my clients because I can be persistent and I have a way of agitating to get things done. Other useful traits include a sound judgment and an ability to read people and their intentions. These characteristics carry over well to consulting. I’m independent, and I like pioneering new solutions. Innovation really serves me well in consulting. And relationships play an integral role in being both a broker and a consultant. I’ve got a ton of relationships and it’s a lot of fun putting people together.

I’m excited to share that I’m going to be a part of a talented group that’s coming together to provide consulting services. It’s a bunch of really smart professionals with experience in all facets of real estate. I’m going to remain as passionate about being a broker as I have ever been. But I believe it’s important to embrace new concepts you believe in. I can’t say much now, but you’ll hear more about this new venture soon so stay tuned.

Real estate transactions can be fraught with frustration and pitfalls.

Sometimes the hardest part turns out to be working with your broker, the person who is supposed to help you through the complexities. Veteran commercial real estate broker and client advisor John Culbertson discovered that brokers’ interests aren’t always aligned with those of their clients. He realized there was a better way to advocate for clients and get the deal done.

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TESTIMONIALS

Our clients get senior-level attention.

We’re grateful for our clients. They are extraordinary leaders who have achieved tremendous results. When we think about the companies and people we are fortunate to work with, we are blown away.

Jay Faison
Former President, WirePath and ZoboTV

John and his team were exceptional advocates on our behalf. Their team approach makes sense, and it yielded an excellent value for my company.

Bob Spencer
Senior Vice President, RBC Bank

I got to know John while serving on a state board and observed him be one of very high integrity and commitment to his clients. His approach to serving clients in the real estate business is unique and results-focused. I have no hesitation recommending him to any of my clients. I know he is a true professional and an expert in his field. He understands partnering like no one else!

Lee Roberts
Former Managing Director Piedmont Community Bank Holdings

Truth is, we can easily find real estate that is available in SouthPark. But Cardinal called the landlord of one of our competitors and helped us make a deal for an awesome Charlotte branch. I am extraordinarily pleased with the engagement in every possible dimension.

Ronnie Bryant
Former CEO, Charlotte Regional Partnership

Working with a smaller shop gets you more personal attention. I got the top guy’s attention. You don’t get that with a large organization where sometimes you end up with junior people doing the work. John is detailed; he’s professional, he’s aggressive, and not in a negative way, but in terms of wanting to get it right. He’s tenacious. He would be my No. 1 choice for any real estate deal. I know what to expect. He’s a good guy, and over the years, he's become a good friend, too.

Stephen Pandos
Director of Finance, Insite Properties

Few people have a Rolodex like John. He's about the most networked person I know and people take his call. He has deep contacts with all the major players, both locally and around the region. As a result of John's introductions, we have found several exceptional deals and developed some valuable relationships. You can't put a price tag on this type of access and speed of trust.

Stephen Pandos
Director of Finance, Insite Properties

John has a high tolerance for the mental pain it takes to solve a complex problem. Frankly, his peers in the brokerage industry just don’t have it. I think John’s experience as an operator, investor, developer, and broker gives him a unique perspective when looking at opportunities. His vision, his ability to think forward, is unique in his profession. His ability to see the bigger picture and what the future looks like on opportunities is remarkable. He also is networked - he has deep contacts with all the major players, both locally and around the region. John’s network has opened doors for us. People take his call.

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