why specialization wins in commercial real estate
In commercial real estate, the stakes are too high for guesswork. When it comes to selling multifamily or development land in Vancouver, specialization isn’t just helpful — it’s essential. This post explains why focused expertise protects your value, avoids costly missteps, and delivers better outcomes when complexity is high and every decision counts.
you wouldn’t hire a generalist for brain surgery
And you shouldn’t for your land sale either.
When it comes to selling a multifamily or development property in Vancouver, the stakes are too high to trust just anyone with a licence. Not because your agent isn’t working hard — but because depth matters. Zoning, land use policy, development feasibility, and capital markets all require specialized knowledge. And no one can master every asset class.
That’s the biggest myth in commercial real estate — that one broker can do it all.
The truth? The best brokers go deep, not wide. And I learned that the hard way.
the deal that clarified what I do best
In Osoyoos, 2015, I represented the buyer on a 21-unit motel. I didn’t want to just “wing it,” so I enrolled in a full hospitality valuation course — the same one appraisers take. I wanted to understand every variable, from room rates to seasonality to CapEx schedules.
The sale went through. It was a success on paper.
But that deal taught me something I’ve never forgotten: hospitality wasn’t my niche.
I respected the sector — but it wasn’t where I could offer the most impact. That realization narrowed my focus — and sharpened it. From that point on, I committed to going deep — not wide.
Today, I work only in Vancouver multifamily and land. That’s my zone. And that’s why I get results.
when half a building meant double the complexity
In Kamloops, I represented an experienced builder-developer in the sale of 23 units in a strata seniors building. The other 23 units? Owned by BC Housing.
Most brokers wouldn’t have known where to start. But I had already served on the board of two housing nonprofits and knew how public-sector housing entities operated. I knew how to explain it, structure it, and reassure institutional buyers without overpromising.
Specialization isn’t just about what you know — it’s about quietly handling what others can’t.
it’s not about doing everything — it’s about doing your thing well
That’s why I don’t try to sell industrial buildings, hotels, or grocery-anchored strip malls. And it’s why most brokers shouldn’t be trying to sell multifamily development land.
I’ve seen zoning misunderstood. I’ve seen buildings mispriced. I’ve seen deals collapse because the agent didn’t know how to explain a CAC or read a draft OCP.
None of this is meant to knock anyone’s hustle. But specialization wins — for a reason.
The more complex and valuable the asset, the more experience matters.
what this means for you
If you’re selling Vancouver land — especially in areas like the Broadway Plan, Grandview-Woodland, or under the city’s new secured rental housing policy — you need more than someone who can market the property.
You need someone who can:
Understand the planning documents
Model development scenarios
Communicate clearly with private capital, family sellers, and institutional buyers
Protect your upside and your downside — at the same time
That only comes with time, repetition, and focus.
i focus on one thing — and that’s exactly what makes it work
I don’t try to do everything. I work with Vancouver landowners — and help them sell for maximum value through strategic, policy-aligned execution.
Buying, selling, or planning ahead? Let’s talk.
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