Keys to a CEO’s relocation decision – and why HB2 doesn’t help

Originally published on May 19, 2016 at

The shock of PayPal’s decision to suspend a planned expansion in North Carolina because of the House Bill 2 controversy will sting every time our economic development professionals think about it for a long time to come.

Let’s face it, when tenants and buyers have choices, and they always do, it’s all about your property making the “short list.” So if you’re tired of seeing your properties culled from the pack when the buyer and broker make their short list, these tactics and techniques will reverse your fortune.

“John, I just got back from New York and my colleagues up there were laughing at us! I got to tell you, this hurts!” I heard this recently from one of North Carolina’s most effective economic developers. The usually proud advocate and progressive face for the state looked like he needed a break. I asked if this means that North Carolina is out of the economic development business? He regained composure and assured me that that was not the case. But in the often subjective science of site selection, we both knew the legislation will produce impacts that are impossible to quantify.

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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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