{"id":1004065384,"date":"2012-10-04T13:23:01","date_gmt":"2012-10-04T21:23:01","guid":{"rendered":"https:\/\/www.commercialsearch.com\/news\/?p=1004065384"},"modified":"2025-02-24T23:58:02","modified_gmt":"2025-02-25T07:58:02","slug":"the-outlook-for-investing-in-secondary-and-tertiary-markets","status":"publish","type":"post","link":"https:\/\/www.commercialsearch.com\/news\/the-outlook-for-investing-in-secondary-and-tertiary-markets\/","title":{"rendered":"The Outlook for Investing in Secondary and Tertiary Markets"},"content":{"rendered":"<p><em>By Jessica Fiur, News Editor<\/em><\/p>\n<p>New York\u2014Follow the job growth. That was the key takeaway during \u201cSecondary and Tertiary Markets: Identifying, Finding and Investing in Commercial Real Estate Opportunities,\u201d the recent <a href=\"https:\/\/www.multi-houisngnews.com\" target=\"_blank\" rel=\"noopener\">Multi-Housing News<\/a> and <a href=\"https:\/\/www.commercialsearch.com\/news\" target=\"_blank\" rel=\"noopener\">Commercial Property Executive<\/a> webinar sponsored by Yardi and moderated by Executive Editor Keat Foong. Panelists, which included Gary Ralston,\u00a0managing partner,\u00a0Coldwell Banker Commercial Saunders Ralston Dantzler Realty LLC; John S. Sebree, vice president, national director, National Housing Group,\u00a0Marcus &amp; Millichap Real Estate; Albert M. Berriz, CEO,\u00a0McKinley; and Ernie Katai, senior vice president,\u00a0Berkadia, looked into commonly overlooked markets and provided insights for investors.<\/p>\n<p>&nbsp;<\/p>\n<p><a href=\"https:\/\/www.commercialsearch.com\/news\/wp-content\/uploads\/sites\/46\/2012\/09\/Ralston_Gary-hi-res.jpg\"><img loading=\"lazy\" decoding=\"async\" data-attachment-id=\"1004047162\" data-permalink=\"https:\/\/www.commercialsearch.com\/news\/webinar-to-reveal-investment-opportunities-in-secondary-and-tertiary-markets\/ralston_gary-hi-res\/\" data-orig-file=\"https:\/\/www.commercialsearch.com\/news\/wp-content\/uploads\/sites\/46\/2012\/09\/Ralston_Gary-hi-res.jpg\" data-orig-size=\"100,100\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;}\" data-image-title=\"Ralston_Gary\" data-image-description=\"\" data-image-caption=\"\" data-large-file=\"https:\/\/www.commercialsearch.com\/news\/wp-content\/uploads\/sites\/46\/2012\/09\/Ralston_Gary-hi-res.jpg?w=100\" class=\" wp-image-1004047162  alignleft\" title=\"Ralston_Gary\" src=\"https:\/\/www.commercialsearch.com\/news\/wp-content\/uploads\/sites\/46\/2012\/09\/Ralston_Gary-hi-res.jpg\" alt=\"\" width=\"100\" height=\"100\" \/><\/a><\/br><\/p>\n<h4 style=\"text-align: left\"><strong>Gary Ralston<\/strong><\/h4>\n<p>Focusing on the commercial property sector, Ralston said that investors are still\u00a0concentrating on safe investments, and on an aggregate basis in secondary markets, the prices are still down. The annual population growth of the United States is almost 1 percent, so, according to Ralston, the goal of investors is to focus on states that are growing above that, such as Florida, Texas and Nevada. Additionally, investors and developers should pay attention to areas of employment growth, which he says has shifted to port-driven areas.<\/p>\n<p>Other important tips that Ralston\u00a0provided were to work with the best local professionals and to know the employment numbers and supply on a granular level.<\/p>\n<p>\u201cIt\u2019s a battle out there, and it\u2019s fought with swords and not lasers, so get in close!\u201d Ralston said.<\/p>\n<p>On the multifamily side, Sebree also showed that the outlook for tertiary markets is appealing, especially in terms of employment.<\/p>\n<p>\u201cTertiary markets tend to be more stable over time,\u201d he said. \u201cThe change in [job growth]\u00a0is dominated by tertiary markets.\u201d However, in terms of employment, Sebree said that secondary markets tend to be more unstable.<\/p>\n<div>\n<dl>\n<dt><a href=\"https:\/\/www.multihousingnews.com\/newsletters\/daily-newsletter\/mhndailyspotlight\/webinar-to-reveal-investment-opportunities-in-secondary-and-tertiary-markets\/1004063331.html\/attachment\/sebree_john_100sq-4\" rel=\"attachment wp-att-1004063351\"><img loading=\"lazy\" decoding=\"async\" title=\"Sebree_John_100sq\" src=\"https:\/\/www.multihousingnews.com\/wp-content\/uploads\/sites\/46\/2012\/09\/Sebree_John_100sq3.jpg\" alt=\"\" width=\"100\" height=\"100\" \/><\/a><\/dt>\n<\/dl>\n<h4 style=\"text-align: left\"><strong>John Sebree<\/strong><\/h4>\n<\/div>\n<p>Multifamily markets tend to follow employment rates, so according to Sebree, apartment vacancies correlate with employment rates.<\/p>\n<p>He also suggested looking into these markets when it comes time to invest. According to Sebree, the markets with the lowest vacancies are New York (primary market); Portland, Ore. (secondary); and Salt Lake City (tertiary). The markets with the most positive movement in vacancies include Houston (primary); Charlotte, N.C. (secondary); and Columbus, Ohio (tertiary).<\/p>\n<p>\u201cToday is an incredibly good time to purchase,\u201d Sebree said.<\/p>\n<p>Berriz, who is involved in commercial and multifamily properties, provided a case study of the areas of the country his company focuses on. He echoed the other presenters in their assertions of looking to the areas of growing employment.<\/p>\n<div>\n<dl>\n<dt><a href=\"https:\/\/www.multihousingnews.com\/newsletters\/daily-newsletter\/mhndailyspotlight\/webinar-to-reveal-investment-opportunities-in-secondary-and-tertiary-markets\/1004063331.html\/attachment\/berriz_100sq-3\" rel=\"attachment wp-att-1004063731\"><img loading=\"lazy\" decoding=\"async\" title=\"Berriz_100sq\" src=\"https:\/\/www.multihousingnews.com\/wp-content\/uploads\/sites\/46\/2012\/09\/Berriz_100sq3.jpg\" alt=\"\" width=\"100\" height=\"100\" \/><\/a><\/dt>\n<\/dl>\n<h4 style=\"text-align: left\"><strong>Albert Berriz<\/strong><\/h4>\n<\/div>\n<p>\u201cStrategically, we\u2019re very surgical,\u201d he said. \u201cWe\u2019re only looking in certain areas, and if you look in these areas, there\u2019s terrific job growth.\u201d<\/p>\n<p>These areas, which Berriz said are commonly overlooked, include Cary, N.C.; Spartanburg, S.C.; and Gainesville, Fla.<\/p>\n<p>\u201cMost people don\u2019t travel to these markets because they\u2019re hard to get to,\u201d Berriz said. \u201cI urge the audience to think about [different] areas.\u201d<\/p>\n<p>Berriz also suggested some other secondary and tertiary markets with the most opportunity for investors. These include Houston, Atlanta and Las Vegas.<\/p>\n<p>According the Berriz, investors should also be looking into Class-B and C multifamily properties, and the retail sector. However, do so cautiously.<\/p>\n<p>\u201cBe careful, because there are a lot of Class-C properties that can\u2019t be turned around,\u201d he said. \u201cNot all assets are created alike.\u201d<\/p>\n<p>The final panelist, Katai, spoke about lenders and how they look at secondary and tertiary markets.<\/p>\n<p>\u201cLenders define secondary and tertiary markets differently,\u201d he said. \u201cIt\u2019s still a bit of a wildcard how lenders will deal with it.\u201d<\/p>\n<div style=\"text-align: left\">\n<dl>\n<dt><a href=\"https:\/\/www.multihousingnews.com\/newsletters\/daily-newsletter\/mhndailyspotlight\/webinar-to-reveal-investment-opportunities-in-secondary-and-tertiary-markets\/1004063331.html\/attachment\/katai_ernie_100sq-4\" rel=\"attachment wp-att-1004063363\"><img loading=\"lazy\" decoding=\"async\" title=\"Katai_Ernie_100sq\" src=\"https:\/\/www.multihousingnews.com\/wp-content\/uploads\/sites\/46\/2012\/09\/Katai_Ernie_100sq3.jpg\" alt=\"\" width=\"100\" height=\"100\" \/><\/a><\/dt>\n<\/dl>\n<h4><strong>Ernie Katai<\/strong><\/h4>\n<\/div>\n<p>According to Katai, lenders are primarily looking for jobs and economic growth and the financial strength of the borrower. They are also looking for quality assets that have a lower purchase price. Lenders are also finding a lot of desirability in college areas. Additionally, he suggested looking for different sources of financing, such as co-ops of small banks, instead of the usual large banks.<\/p>\n<p>\u201cThere is no formula\u2014everything is per the individual lender,\u201d Katai said. It comes down to basic fundamental issues. You have to do your homework.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Key takeaways from the recent MHN-CPE webinar \u201cSecondary and Tertiary Markets: Identifying, Finding and Investing in Commercial Real Estate Opportunities.\u201d<\/p>\n","protected":false},"author":1138,"featured_media":1004047162,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[21825,21748,21783,21754,11,13,21742,10,21747,21749,1615,15],"tags":[],"class_list":["post-1004065384","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-finance","category-industrial","category-investment","category-medical-office","category-midatlantic","category-midwest","category-latest","category-northeast","category-office","category-retail","category-washington-dc","category-west"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v28.0 (Yoast SEO v28.0) - 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