mark winklemancem-az.com/issues/2008/cem-i10-2008.pdf · department has achieved sales in excess of...

A R I Z O N A ’ S P U B L I C A T I O N F O R T H E C O M M E R C I A L R E A L E S T A T E I N D U S T R Y

MARKWINKLEMANARIZONA LANDCOMMISSIONER

Featured BrokersGee Gee Entz & Patti GentrySenior Vice Presidents at Coldwell Banker Commercial

Company ProfileThomas Title & EscrowFrank Busch and Diane Carpenter

MARKWINKLEMANARIZONA LANDCOMMISSIONER

Featured BrokersGee Gee Entz & Patti GentrySenior Vice Presidents at Coldwell Banker Commercial

Company ProfileThomas Title & EscrowFrank Busch and Diane Carpenter

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Contents Issue 10 • 2008C

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6 Cover StoryMark WinklemanArizona Land Commissioner

12 Making Headlines

15 Featured BrokersGee Gee Entz & Patti Gentry Coldwell Banker Commercial

21 People & Properties

24 Executive Q&ASherry SentgeorgeAZCREW

27 Company ProfileThomas Title & Escrow

32 News You Can UseThe Key To Being Predictably Lucrative

34 Industry NewsAmerica’s Third Most Livable Big City

Executive PublisherMandy [email protected]

Publisher/EditorCarol [email protected]

EditorTara Fink

Creative DirectorBob [email protected]

Graphics AssistantCaprice Perry

Contributing WritersCharlotte ChristianKerry DuffKathleen O'Brien ThompsonShannon Selby

Photographyphotobyjl.comLinda Lee Story

© 2008 by MP Magazines LLC

All rights reserved. No part of this publication can bereprinted or reproduced without publishers permission.Opinions expressed are those of the authors or personsquoted and not necessarily those of CEM.

CEM is a monthly publication.

P.O. Box 10398Phoenix, AZ 85064-0398Phone: 480-946-0398fax: 480-946-1416www.cem-az.com

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One of my favorite authors, Tim Sanders, has released a new book titled Saving the World at Work: WhatCompanies and Individuals Can Do to Go Beyond Making a Profit to Making a Difference. This is one ofthose books that is a “must read” today. The general theme is that we all have the ability to improve ourlives and the lives of others through service.

This month we are pleased to feature Land Commissioner Mark Winkelman, who through his work withArizona State Land is making a huge difference in public education. Read all about how Mark and histeam are accomplishing so much for this state.

We also highlight Gee Gee Entz and Patti Gentry of Coldwell Banker Commercial. These two highlysuccessful women manage to find time in their very busy schedules to make a difference through theirwork with Heart Ball, Arizona Kidney Foundation, Phoenix Symphony, Sun Angel Foundation, andBarrow Neurological Foundation.

Although Thomas Title & Escrow is a young company, they sure aren’t acting like one. Frank Busch andDiane Carpenter, in their first year in operation, have accomplished feats that others, who have been in theindustry much longer, only wish they could achieve.

This morning, Mandy and I attended the Valley Partnership Friday Morning Breakfast. We had theopportunity to hear the challenges of a family living with a blind child. They discussed the daily strugglesthey face trying to teach their child everything from basic safety to buttering pancakes. Many of you areaware that the Valley Partnership will soon be hosting their November 8th event for the 21st AnnualCommunity Project - Foundation for Blind Children. This organization brings folks from all over the valleyto make a difference in the lives of families in our community. To learn more about this organization or toget involved, visit www.valleypartnership.org.

Enjoy this issue and then go out today and “save the world!”

Letter from the Publisher

Carol [email protected]

Mandy PurcellExecutive [email protected]

Mandy Purcell Carol Perry

Subscribe atwww.cem-az.com

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Phoenix Vice Mayor Peggy Neelystates, “Mark is extremelyknowledgeable in real estate matters,both commercial and land. Hisexpertise in the industry has allowedhim to change the way the ArizonaState Land Department doesbusiness. He has streamlined theprocess which has allowed projects tooccur that otherwise may not have.Mark always finds a positive way to

address issues and is a pleasure towork with.” Cities and counties havealso noticed the changes. But doingsomething important for Arizona’sfuture is what is most satisfying toWinkleman and his staff.

History in the MakingAt the eastern edge of Mesa and

Apache Junction is a 275 square miletract of land with one owner: the

ONAMark Winkleman

Land Commissioner

By Kathleen O'Brien Thompson

MARK WINKLEMAN presides overan agency of 150 people. AsArizona’s Land Commissioner, heis the face of that agency. Heprovides the overall direction andvision, but emphasizes, “I’m notthe person doing the day-to-daywork. My staff doesn’t get nearlyenough credit.” Yet the landdepartment’s activities are visible.Under Winkleman’s direction, theclassroom site fund (which wasset up by the legislature to fundteachers’ salaries and help reduceclassroom size) went from zero toa $100 million contribution thispast fiscal year.

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Arizona State Land Department.Superstition Vistas is the projectWinkleman is most excited about.Directly in the path of growth, thearea has “land that is perfect fordevelopment and some that shouldnever be developed,” according toWinkleman. When asked who willdecide how the land is developed, hementions the Superstition SteeringCommittee, a group of roughly 15 or20 members whose mission is toprovide vision and planning for theproject. The goal is to be a model forwhat can be done and to createsomething unique. Thoughtful andwell-planned development of thisland could yield billions of dollars forpublic education for Arizona,preserve important scenic andecological areas unique to the state,and provide a model for responsiblefuture development of all of Arizona'sstate trust lands.

The project involves collaborationbetween several groups, including:the Sonoran Institute, Salt RiverProject, Pinal County, Town of QueenCreek, City of Apache Junction, Cityof Mesa, and Florence with supportfrom East Valley Partnership and theArizona State Land Department.While all of the committee members

will have input, some of the bestconsultants in the country have alsobeen hired. Robert Grow, thefounding chair emeritus of EnvisionUtah, and widely considered thefather of the “smart growth”movement, has signed onto theproject. Winkleman is pleased thatforward thinking experts are beingbrought in. For economic analysisfeasibility and land planningsustainability, RCLCO, FregoneseAssociates and EDAW were also hired.

Century Planning

The preliminary idea is to createan entire city of up to one millionpeople, with the SuperstitionMountains as the backdrop.Winkleman describes the planning asholistic. “We have the rare opportuni-ty to plan from scratch because weare the sole owner. We can be strate-gic when planning infrastructure andthe transportation corridor. The hopeis that we do something better than

Planned perfection, SuperstitionVistas is a project that brings pride

to Winkleman and to the ArizonaState Land Department

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Thoughtful and well-planned development ofthis land could yield billions of dollars for publiceducation for Arizona, preserve important scenicand ecological areas unique to the state, andprovide a model for responsible futuredevelopment of all of Arizona's state trust lands.

what’s been done in the past,” hesays. The committee has evaluatedcommunities such as Irvine Ranch inNewport Beach, California, where100,000 acres were master-planned.The Superstition Steering Committeewants to formulate a new model fordevelopment, due to the massive sizeand duration of a project that couldpotentially span a century.

Although the development processwill naturally evolve, pains are beingtaken to consider every eventuality –such as the possibility that the com-munity will one day be able togenerate its own electricity.Winkleman has personally spent agreat deal of time on SuperstitionVistas. “I think it is one of the mostimportant projects we have. All thesurrounding counties are participatingand they have all given time andmoney. It’s a real cooperative effortand I’m optimistic we can come upwith a new and better plan,” he states.

Self Funded – The MostCritical Issue to Taxpayers

If Superstition Vistas is the mostprogressive and exciting thing thatWinkleman is involved in, thenfunding for the Land Department isthe most frustrating. The departmentgenerates hundreds of millions ofdollars for the benefit of the state,but unlike most trusts, they don’tfund their own operation. In tougherfinancial years, their budget is cut –limiting their ability to moveforward. Winkleman’s real estatebackground provides him with the

ability to see long-term and hebelieves that “fortunes will be madein the down market.” Continuing toprovide opportunities for purchasingor leasing state land is part of thatoptimistic outlook. But without thenecessary staff and budget, it makesplanning and development muchdifferent, from Winkleman’sperspective. “Even though I don’thave a quarterly profit I need tomake,” he states, “public educationand the other beneficiaries we helpfund, look to us to generate revenue.A reduced budget means less revenue.”

Several propositions have been putforth to change the Land Departmentto self-funding, but due to the way inwhich they have been packaged(added to other propositions thathave not garnered enough support),the initiative has not passed. Theproposal is one that Winklemanbelieves to make both common senseand business sense. “We can take apercentage of the revenue wegenerate to support ourselves and ouroperations based on a business plan.It would take the burden off of thetaxpayers and would enable us togenerate even more money foreducation,” Winkleman statesemphatically.

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‘Surprising’ Success

Prior to his appointment as StateLand Commissioner by GovernorJanet Napolitano, a friend and for-mer classmate at University ofVirginia Law School, Winkleman waspresident of MGS Realty Partners.The company owned and operatedseveral office buildings. His experi-ence in real estate spans over 25years and also includes working withother real estate companies where hepurchased, operated, managed andsold commercial properties valued inthe hundreds of millions of dollars.Projects included the ArizonaBiltmore Hotel, Biltmore FashionPark, Arizona Mills, First AmericanTitle Building, National Bank Tower,and Town & Country ShoppingCenter. In addition, he was a partnerin the Real Estate Group of the lawfirm Streich Lang. Winkleman wascertified as a real estate specialist bythe Arizona State Bar, has been a fre-quent speaker at various real estatepanels and published several articles.

Ironically, Winkleman is the firstland commissioner to have a realestate background. Since 2003, he’shad the responsibility to act as atrustee in the management of over 9million acres of State Trust Land,500,000 acres of which is located inmajor Arizona cities. Winkleman’sinitial goal of maximizing revenuesfrom the disposition of urban landsthrough the auction process hasproven successful. The LandDepartment has achieved sales inexcess of $1.6 billion. This unprece-dented total far exceeds thecombined sales of the preceding 88years. Winkleman is modest abouthis success and in fact, is surprisedby it. “I had no experience in govern-ment, but in some ways, I think thathas been an advantage in gettingthrough the bureaucratic process.”

Good Neighbors

Winkleman’s key to success in thecommunity has been his approach.His combined law and real estatebusiness experience has given himthe acumen to work well with thereal estate industry and Arizona’scities. He clearly states his mission asa fiduciary is to generate revenue forhis beneficiaries. Additionally, hisgoal is to work with neighbors of thestate’s land to accomplish thingstogether, not compete. “I’ve alwaysheld the belief that it is important tonot step in and say, ‘We’re the state,’if you treat us like adjoining propertyowners, then we can work together,”he comments.

A case in point is the excellentrelationship his department has built

with the city of Phoenix. However,relationships can also be built withthe more challenging jurisdictions.The end result can be a win-winsituation when cooperation is the keytenet. Concentrating oncomplementary goals is the answer,but can take time. An annexation inFountain Hills and an expectedannexation for Cave Creek are primeexamples. The latter has been in theprocess for five years. Winklemansays his department is also workingon developing the same positiverelationship with Scottsdale that theyhave achieved with Phoenix.

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Future Politico? When the inevitable question of whether or

not Winkleman would pursue a future careerin politics arises, he is quick to reply that hedoesn’t see that as part of his career path.

Even though he findspublic service gratifyingin many ways,Winkleman believes theoutdated laws andconflicting intereststhat he faces day-to-dayhave been enough toquell any future plans.“I never imaginedmyself in government. Iwas asked to take onthis position and Ibelieve we have made areal difference, butpolitics is not for me.”In the meantime, whilehe holds his currentposition in Arizona

state government, he is excitedby the challenges of his job, “Welive in a wonderful place – withwonderful opportunities tocome,” Winkleman says, as helooks at a floor to ceiling map ofthe Arizona State Trust Land -and smiles. ●

Arizona State Land Department1616 W. AdamsPhoenix, AZ 85004(602) [email protected]

Fly Guy One of the greatest benefits of the position,

according to Winkleman, is being able to get out andsee the wealth of land that he manages. Itwould be unrealistic to see the immensetracts of land he oversees by car, so he oftenhas the privilege of taking helicopters. Oneof the more nerve-wracking experiences involved a visitto the Marine base in the southwestern part of thestate. Winkleman was flown over the land in an officialsearch and rescue helicopter. Everything was fine untilthe pilot banked hard right and the only thing keepinghim in was a frayed seat belt. “I was looking straightdown at the ground flying past me and then back atthe seatbelt…I remember praying that it wouldhold,” he laughs.

Perhaps the best test of his nerves (and hisstomach) was his flight in an F-16 out at Luke AirForce base. “Arizona has a lot of land out there,and the Commander wanted me to see the impactof development on their mission,” he explains.The day gave him a greater understanding of theiractivities, but it was also, “one of the coolestthings I’ve ever done in my life!” Winkleman goeson to describe the feeling of sitting in the cockpitready for take-off, knowing he was about to gohundreds of miles per hour. In fact, he got up to210 mph with a vertical climb that left him feelinglike he was rising 90 degrees. Ten seconds later,the aircraft was at 15,000 feet when the pilotflipped the plane upside down. Winklemanadmits, “Now, I’m wondering if I’m going topuke.” After the pilot had fun with him,Winkleman was allowed to fly theplane. Later, the pilot told Winklemanthat they had pulled 8.8 g’s, whichdidn’t surprise him. He knew they hadpreviously broken the sound barrier. “Ithink they like to test you, but I didn’tblack out or throw up,” he adds. Thebest revenge, though, was thatWinkleman knew some of thelandmarks better than the pilot.

Maria Baier, City of Phoenix Councilwoman forDistrict 3 and fellow alumni of the ‘F-16 club,’ hasbecome a friend outside of their professionalresponsibilities. What she likes best about Winkleman isthat, “He knows good Canadian whiskey and plays amean guitar!” Of course in reality, Baier has workedwith Winkleman on several significant public policyissues and has been impressed with his work. “Mark isprogressive in his thinking and professional in hisconduct. The state has benefited immensely from hispublic service, and it is a privilege to work with him.”

MarkWinkleman

Mark on his 18th birthdayand his close friend TomRystrom celebrating thestate championship

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Greg DiDonnaReal Estate Lending Services602-553-7445 – [email protected]

Coldwell Banker NRTnegotiates $1,925 millionsale of Tempe Marine inChandler, Ariz

Tom Semancik of Coldwell BankerCommercial NRT represented thebuyer, Leighton Roberts II RevocableTrust in Phoenix, Ariz 480-949-9537.

Leighton Roberts represented theowner, McGraw Real Estate Holdings,LLC 480-612-1700

Tempe Marine, 1800 N Arizona AveChandler, AZ, 14821 SF, Price $1,925,000.00, Type: Retail

CB Richard Ellis Negotiates 12,900-Square-Foot Lease at Loop 101 & I-10CommercePlex in Tolleson, Ariz.

CB Richard Ellis (CBRE) has negotiated a 12,900-square-foot lease at Phase I of the Loop 101 & I-10CommercePlex in Tolleson, Ariz.

Pat Feeney and Dan Calihan of CBRE’s Phoenix officerepresented the building’s owner and developer, EJMDevelopment Co. of Los Angeles, Calif., and the tenant,Regal Distributing Company of Lenexa, Kan., in structur-ing the two-year lease agreement. The exact financialterms of the transaction were not disclosed.

Transwestern Arranges New 10-yearPhoenix Lease

Transwestern has announced that its Phoenix office has

arranged a new $7 million, 10-year lease, on behalf ofTranswestern Investment Company.The new lease secures 20,258 squarefeet of space located at ThreeGateway, 410 N. 44th street inPhoenix for GSA – TransportationSecurity Administration.

Phoenix Gateway Center is a class“A” office park comprised of threeproperties totaling 432,592 squarefeet situated on12.57 acres ofland. The prop-

erty completed upgrades to its com-mon areas in 2008.

“We were pleased to secure thislong-term lease for our client. Withmore than 80,000 square feet leasedat Gateway this year alone, this firstclass office park has a superior loca-tion, which continues to attract solidtenants despite the challenging eco-nomic environment,” said Jim Achen Jr., Senior VicePresident.

Jim Achen Jr. and Bill Zurek, Senior Vice Presidentswith Transwestern’s agency leasing team represented thelandlord Transwestern Phoenix Gateway, LLC. The tenant,GSA – Transportation Security Administration was repre-sented by Timothy Pavek of Carpenter/ Robbins.

Bill Alter, of Rein & GrossoehmeCommercial Real Estate negotiates thesale of two portfolios in Texas.

The sale of a two-property self storage portfolio in Texasconsisting of 1,562 units and 149,000 square feet. Theproperties were located in Corpus Christi and Austin andwere operated under the name of Central Self Storage.The combined sales price was just over $9,800,000 andrepresented a combined cap rate of approximately 7.3%based on actual economic occupancy of approximately65%. Both properties were owned by entities controlledby an investor in Mill Valley, CA and were purchased by

Kyler KienholzReal Estate Lending Services602.553.7475 [email protected]

Josh CookMortgage Banking Manager602-553-7467 – [email protected]

MakingHeadlines

The Big Deals and the Brokers Who Made Them Happen

Jim Achen, Jr.

Bill Zurek

Loop 101–I-10 Commerceplex

Tom Semancik

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Promenade Branch16435 N. Scottsdale Road, Suite 140Scottsdale, AZ 85254480-612-6500 Phone • 480-612-6510 Fax

Esplanade Branch2525 E. Camelback Road, Suite 100Phoenix, AZ 85016602.553.7444 Phone • 602.553.7449 Fax

Lincoln Branch6500 N. Scottsdale RoadScottsdale, AZ 85253480-374-6800 Phone • 480-374-6818 Fax

Regina CreelRelationship Manager, Vice President602-553-7490 – [email protected]

Kathy CamachoDeposit Services – Scottsdale Branches480.612.6525 – [email protected]

Presented by Making Headlines

E.B.S., Inc. from San Diego, CA. They will now be operat-ed under the trade name of American Self Storage.

Grubb & Ellis|BRE Commercial Completes Sale of v3 Corporate Center

Grubb & Ellis|BRE Commercial, LLC & Lee &Associates, announced they have jointly completed thesale of the V3 Corporate Center located at 1048 N. 44th St.in Phoenix, Arizona. Granite Capital Investments, Inc.from Dublin, CA purchased the 40,026-square-foot, Class

A office building for $10.5 million.Built in 2006, this multi-tenant build-ing was 100 percent leased at thetime of sale and included uniqueimprovements such as flat screen tel-evisions in the restrooms, on-site fit-ness facility and a large rooftopbar/patio. Tenants of the propertyincluded V3 Landmark Engineering,Meridian WestDevelopment,Pinnacle Design

& Blockbuster Video. Meridian WestHQ, LLC of Phoenix was the develop-er and seller.

Eric Wichterman and Ann Sondrolwith Grubb & Ellis|BRE Commercial,LLC and Steve Kohls with Lee andAssociates collaborated to market theproperty and represented both par-ties in the sale.

Grubb & Ellis|BRE Commercial CompletesSale of Litchfield Park Plaza

Grubb & Ellis|BRE Commercial, LLC, announced it hascompleted the sale of Litchfield Park Plaza I, a five-build-ing office complex located at 501-555 E. Plaza Circle Drivein Litchfield.

Giurland, Inc., from San Fransisco, purchased the 23,691-square-foot property through its advisory agent, PSAIRealty Partners, also of San Francisco, for approximately$3.8 million from LPPI, LLC, from Modesta, Calif.

Ray Harris, Eric Witchterman and Ann Sondrol with

Grubb & Ellis|BRE Commercial, LLC represented bothbuyer and seller in the sale transaction.

CB Richard Ellis Negotiates $7.25 MillionSale of Mesa Executive Park in Mesa, Ariz.

CB Richard Ellis (CBRE) has negotiated the sale ofMesa Executive Park, an 80,067-square-foot office com-plex located at 1255 W. Baseline Road in Mesa, Ariz.

Bob Young, Steve Brabant, Glenn Smigiel and RickAbraham of CBRE’s Phoenix office represented the seller,KBS Realty Advisors of Newport Beach, Calif., in structur-ing the $7.25 million transaction. The buyer was WilsonProperty Services Inc. of Scottsdale, Ariz.

Mesa Executive Park is a suburban office park consist-ing of four, two-story buildings, interconnected by elevat-ed walkways and lush interior courtyard landscaping. Theproperty’s location, at the southwest corner of Baselineand Alma School roads, offers convenient access to thearea’s numerous restaurant and retail amenities, as well asthe U.S. 60 freeway, one-half mile away.

Built in 1982, Mesa Executive Park was 61 percentleased at the time of sale. Its diverse tenant mix includesKimley-Horn and Associates, Maricopa County Environ-mental Services and Southwest Behavioral Health Services.

CB Richard Ellis Negotiates Sale of 27,576-Square-Foot Warehouse Building inTempe, Ariz.

CB Richard Ellis (CBRE) has negotiated the sale of a27,576-square-foot warehouse building located at 1976 E.Fifth St. in Tempe, Ariz.

Andrew Brigham, Bill Bayless, Barry Gabel, MindyKorth and Mark Dancer of CBRE’s Phoenix office repre-sented the seller, 5 G’s Realty Company of Phoenix, Ariz.,in negotiating the $2.62 million transaction. The buyer,Russell Sigler Inc. of Tolleson, Ariz., was represented byJim McCabe of Realty Executives in Phoenix.

Built in 1983, Russell Sigler Inc. moved into the single-tenant industrial building this month. The company,which provides commercial and residential air condition-ing contractors with equipment, parts, supplies and tech-nical support, has additional locations in Nevada, NewMexico and Texas.

continued on page 19

Eric Wichterman

Ann Sondrol

LeasingBrett K. SheetsVice President of [email protected]

AcquisitionsJohn J. ConaDirector of [email protected] 602.778.8762

DevelopmentJeff Simpson Senior Vice President of [email protected]

F For nearly three decades, Cole has been acquiring, improving and managinghigh-quality, retail real estate across the United States. Cole related entitiescurrently own approximately $3.2 billion in assets in 45 states.

Call us today if you are selling, interested in leasing or developing retail properties.

© 2008 Cole Capital Advisors, Inc. All rights reserved. The tenants and properties pictured, which may contain illustrativerenderings of properties, are illustrative of the types of tenantsand properties that have been acquired by Cole Companies.Cole is not affiliated or associated with, is not endorsed by,does not endorse, and is not sponsored by or a sponsor of thetenants or of their products or services pictured or mentioned.The names, logos and all related product and service names,design marks, and slogans are the trademarks or service marksof their respective companies.

2555 East Camelback Road Suite 400Phoenix, Arizona 85016www.ColeCapital.com888.677.2653

A Trusted Name ForR e a l E s t a t e I n v e s t m e n t F u n d s

� Acquisitions

� Leasing

� Property

Management

� Development

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Featured BrokersPresented by

“Icame to work at IBM when GeeGee was on maternity leave and Ispecifically remember the day

she brought [her daughter] Lori in,”Gentry says. She was awed. “Gee Geewas this great figure at IBM and I’dheard about her.

The two women, currently senior vicepresidents at Coldwell BankerCommercial NRT in the Esplanade, haveparlayed their success at IBM into pio-neering careers in an industry mostlyfilled with men.

Gee Gee Entz and Patti Gentry

are the rare exception to the

rule that money and friendship

don’t mix. In addition to closing

$900 million in commercial

real estate transactions over

the years, these two women

have managed to forge a

solid friendship, one that

began at IBM.

GeeGeeEntz &Patti

Gentry

By Christia Gibbons

Photos by Linda Story

Senior Vice Presidents Gee Gee Entz and Patti Gentry

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Entz went from IBM to CB RichardEllis and spent 15 years there beforejoining Coldwell Banker in 1997.Gentry followed Entz to CB RichardEllis but eventually landed at Bank ofAmerica, selling commercial foreclo-sured properties in the wake of theRTC scandal. She subsequentlylaunched her own company, with thePhelps Dodge Tower as her onlyclient. Along with CB Richard Ellis,she leased 95 percent of the buildingand started weighing her options.

Entz stepped in to try to convinceher friend to come to ColdwellBanker Commercial in 2003. “Shecould have gone anywhere with herexperience, and her qualifications asa saleswoman,” Entz said.

After carefully evaluating her situa-tion, Gentry said she came toColdwell Banker Commercial for the

work environment, the quality of thepeer group and, “I saw it as a place Icould achieve my goals.”

Gee Gee and Patti first partneredin 2004, around the time they wereindividually working on the 900-acreWilliams Gateway Trade Zone. Theycompleted three sales worth $75 mil-lion on the project.

Don Brigham, executive vice presi-dent and Coldwell Banker’s designat-ed broker, says, “Both women areexperienced, professional commer-cial real estate people; both are veryknowledgeable about office leasing.”

Brigham says he marvels at theirworking relationship. “It’s an unusualpartnership. They split everything nomatter who does what work,” hesays. “I’ve never seen them argue.”

“I think it’s out of respect,” headds. “They just respect each other.”

Entz concurs.“We respect eachother, we’re friends,we work very welltogether and it’s justbeen excellent.”

Gentry adds that they read eachother well and “we don’t questioneach other’s decisions. We have confi-dence in each other.”

When Patti tosses out the word“pioneer” to describe her friend andpartner, Gee Gee says she neverthought about the risk involved inbeing a woman in the almost exclu-sively male world of commercial realestate. “That’s how stupid I was,” shechuckles.

Their years of friendship provideda handy backdrop to keep up witheach other’s careers. All along theway, they’ve hiked and gone on skiingtrips together.

Both are committed to finding bal-ance in their lives; creating time forfamily, friends and taking vacations.Gee Gee enjoys long weekend vaca-tions and has recently spent time inSun Valley, Oregon, Montana,California and Colorado. This sum-mer she took her daughter Lori, whois married and lives in San Franciscowith her husband, to the Aspen Food& Wine Festival.

Gee Gee Entz

Patti Gentry

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In addition to travel, Entz enjoysthrowing exquisite dinner parties,and entertaining. “I like to cook andentertain,” she says. “It’s about hon-oring people with a pretty table set-ting, good food – lots of wine.”

Patti likes to plan one big trip ayear with her husband, Harrison,traveling to places that reflect theirinterests. While visiting the Vaticanlast year, they toured an exclusiveroom filled with the robes of formerpopes. On another vacation, theyspent an hour freezing in the HanoiHilton, the infamous Vietnameseprison. “I have a curiosity about howother people live and curiosity abouthistory and art history,” she says.

“My goal, before I’m too old, is to seethe world.”

A single mother, Gee Gee raisedher daughter Lori, while climbing thecorporate ladder. In addition to herdaughter and her career, she man-aged to find time for worthy causes.She is a past chairman of the HeartBall and is still very active as an advi-sor, on the Woman’s Board of theArizona Kidney Foundation, whereshe served as President and

Chairman of the Authors Luncheonas well as key Committee memberpositions for the Heard Museum, andPhoenix Art Museum events.

Nan Howlett, the chairwoman ofthis year’s Heart Ball, describes Entzas “unbelievably bubbly and ener-getic. There’s no project too big, toocomplex or too expensive.”

“Gee Gee has a wonderful heartand always has a kind thing to sayabout everyone,” Howlett says.

Entz says her charity work is a“great way to give back to the com-munity and stay in touch withpeople.” She also is involved withbusiness professional groups andCharter 100.

Gentry also feels compelled toserve the community. “I’m like GeeGee, I’m involved,” she says. “I

Gee Gee and daughter Lori

Patti participatingin the Rock n RollMarathon

Gee Gee at her desk

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learned philanthropy from my grand-father who said, ‘Those who haveneed to give back.’ ”

Several charities benefit fromGentrys passion and commitment.She once walked 20 miles a day, forthree straight days to raise money forbreast cancer awareness.

She also works with the Sun AngelFoundation. Lisa Love, Arizona StateUniversity athletic director, saysGentry “has been incredibly success-ful in leading the effort, particularlythe fund-raising for female athletes.”An annual campaign started twoyears ago has raised more than$250,000 for the university’s 12 womenvarsity teams. “She’s been able toring the bell and men and womenalike have answered the call,” Lovepoints out. “She has boundless ener-

gy. She sees it, visualizes it. Pattidoesn’t settle.” Gentry also is presidentof the Burns Family Foundation.Gentry and her family support causesin the community that they feel apersonal connection with.

Entz and Gentry share a philan-thropic interest, both serving on theprestigious board of directors for theBarrow Neurological Institute.

The two friends also take time totake care of themselves through hikesin the desert, spinning classes, andfor Gentry, walking her Cavalier KingCharles Spaniel, Davidson.

Both talk of the great risk thatcomes in a profession where transac-tions can take six months to a year,and the importance of the right men-tality to stay the course.

“I like the independence of sales,”Gee Gee says. “You’re managing yourown business and creating your own

goals and opportunity. Thebest of the best gointo commercial

real estate; you’re competing againsta sophisticated, knowledgeable groupof people.”

Gentry adds, “You take the risk andget a huge reward.”

“We’re two independent people, nota piece of the puzzle, not like oneperson needing to be propped up,”Entz says of their partnership. “Dittoto that,” Gentry adds. “We’re bothvery independent, but know how toget along together.”

Women bring different abilities tothe transaction table, the two say. “Ithink it has more to do with how welisten,” Gee Gee says. “That’s why aclient wants us. We can read peoplewell.”

Gee Gee Entz and Patti GentryColdwell Banker Commercial NRT2525 East Camelback Road #150Phoenix, AZ 85016602-224-6000


Don Brigham says he’s compiled a longlist of the sage advice the two womenhave offered over the years, oftenreferring to it during team meetings.

He lifts his folder and plucks out a fewthoughts from Entz and Gentry onwhat it takes to succeed in thecommercial real estate arena:

> Make time for family> Read eight books a year> Exercise> Join business-related groups> Learn to read a financial statement

And his favorite bit of wisdom learned from Entz and Gentry?

“ Don’t learn tricks of the trade, learn the trade.”

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Located in proximity to the Interstate 10 and Loop 101interchange, the 222,288-square-foot Loop 101 & I-10CommercePlex offers tenants freeway access to virtuallyanywhere in the Valley. Each of the project’s three multi-tenant buildings are equipped with grade-level and dock-high loading, as well as ample truck maneuverability. By

incorporating other best of class features, such as sky-lights, ESFR fire protection and 277/480 volts of power,the project appeals to a wide variety of tenants. Loop 101& I-10 CommercePlex is located at 10297, 10199 and10115 W. Van Buren St.

Plans call for Regal Distributing Company to open itsnew location at Loop 101 & I-10 CommercePlex thismonth, where it will serve regional and national customersin the core healthcare, facility management and quick

food and beverage markets. Othertenants at the property includeArizona Tile, Chep USA, ParcelPort,Trane, Big D Flooring, Copper StateBattery, Mygrant Glass and HardiggI n d u s t r i e s .Loop 101 & I-10CommercePlexis currently 81percent leased.

Grubb & Ellis|BRECommercial CompletesSale of Camelwest Plaza

Grubb & Ellis|BRE Commercial,LLC, announced it has completed the sale of CamelwestPlaza, 1951 and 2001 W. Camelback Road in Phoenix.California-based Fenway Properties purchased the173,388-square-foot office development, which includestwo four-story buildings and two three-story parkinggarages for $9.5 million. Koll Bren Fund V, managed byKoll Bren Schreiber Realty Advisors of Newport Beach,was the seller.

Built in 1986, Camelwest Plaza is located on 5.15-acresand is adjacent to one of the new light-rail stations that

Making Headlines

continued from page 13

Andrew Brigham Bill Bayless Barry Gabel

Mindy Korth

Mark Dancer


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Announcements • Press Releases • Promotions • Awards • Community Info

CB Richard Ellis Announces AnotherLEED® Accredited Project Manager

The Phoenix office of CBRichard Ellis (CBRE) announcesAllyson Calvert, a senior projectmanager, has earned her LEED®accreditation from the U.S. GreenBuilding Council. LEED stands forLeadership in Energy andEnvironmental Design.

Calvert, who joined CBRE in2001, has 14 years experience inproject management, supervising avariety of capital and tenantimprovement projects for institu-tional clients. She is currently responsible for a number ofmedical office projects, including the 500,000 square-footLaSalle medical portfolio in metropolitan Phoenix. Othersignificant assignments include the design and construc-tion of a 50,000-square-foot executive office and call cen-ter for American Express in Singapore, as well as tacticaland strategic planning for its 1.8 million-square-foot port-folio in Phoenix and Salt Lake City.

A resident of Phoenix, Calvert has a bachelor’s degree ininterior design from Northern Arizona University. Shealso holds the American Society of Interior Design (ASID)professional designation and has earned her NationalCouncil of Interior Design Qualification (NCIDQ).

Calvert joins Tracy Randall and Kamy Goldfarb, twoanother project managers in CBRE’s local market, whoalso have earned their LEED® accreditation.

Highlighting CBRE’s commitment to environmental sus-tainability, its project management staff accounts for morethan 25 percent of the company’s LEED® accredited pro-fessionals worldwide.

GPE Commercial Advisors: A NewApproach to Commercial Real Estate

GPE, an established name in the Phoenix commercialreal estate market, recently announced the formation ofGPE Commercial Advisors - a commercial real estate com-pany specializing in sales, leasing and consulting.

GPE Commercial Advisors expands GPE’s already sub-stantial foundation of market share, experience andresources. Under the direction of industry leader David M.Genovese, the company is uniquely positioned for one ofthe nation’s fastest growing and diverse markets: Phoenix.

Mr. Genovese explains the company’s approach to realestate as “a mix of traditional and innovative strategiesdesigned to provide clients with the understanding andcompetitive advantage required to assure their success. Hegoes on to say, “We strive to give our clients the expertknowledge, research and resources to allow them to adaptand be successful in the ever-changing commercial realestate market.”

GPE Commercial Advisors breaks into the market withhigh-profile agents Nicholas A. Pelusio, Kathleen M.Morgan, Trisha A. Talbot, Jack Duva, Sarah Weddle, JulieJohnson, Melynn Wakeman, and Jennifer Pliska. The listof veteran agents will continue to grow as GPE continuesto expand. The community can expect GPE CommercialAdvisors to assemble the best team of agents and repre-sentatives in the Valley.

GPE Commercial Advisors and any of the agents may bereached at (480) 994-8155 or online at www.gpe1.com.

Opus West Hires Jon Barthelme As RealEstate Manager

Development leader Opus West Corp. has hired JonBarthelme as a real estate manager in the company’s

Phoenix headquarters office. In hisnew position, Barthelme managesall phases of the real estate devel-opment process for office andindustrial projects in the Arizonaregion, which includes Arizona,Nevada, New Mexico and Utah.

Barthelme’s specific responsibil-ities include leasing, site acquisi-tion, project feasibility and entitle-ments for Opus West projects suchas Glendale Corporate Center, a

300,000-square-foot for-sale and for-rent Class A officedevelopment along the Loop 101 freeway in Glendale,Ariz.; the 131,000-square-foot, one-story NorthgateCorporate Centre, located on I-17 just south of Bell Roadin Phoenix; and the 181,000-square-foot Chandler AirportCenter in Chandler, Ariz., a two-building property alongthe Loop 101 freeway that was recently named the SpecOffice Building of the Year by the Arizona Chapter of theNational Association of Industrial and Office Properties.

Prior to joining Opus West, Barthelme was part of thebrokerage team for Bloomington, Minn.-based UnitedProperties’ land/industrial brokerage department.

Allyson Calvert

Jon Barthelme

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People & Properties

Barthelme holds a bachelor’s degree in organizationalbehavior and management from Brown University. He is amember of the National Association of Office andIndustrial Properties (NAIOP) and the Brown AlumniAssociation. He also serves as a volunteer for Hope for theCity, the Boys and Girls Club, and Catholic Charities ofNew Orleans’ relief efforts in the aftermath of HurricaneKatrina.

CB Richard Ellis Asset Services ScoresQuartet of TOBY Awards from BuildingOwners and Managers Association

CB Richard Ellis (CBRE) Asset Services has capturedfour prestigious TOBY Awards from the Phoenix chapterof the Building Owners and Managers Association(BOMA).

The award, which stands for The Office Building of theYear, recognizes CBRE’s property management skillsunder the following categories:

Office Building Less than 250,000 Square FeetLincoln Towne Centre, located at 4150 and 4250 N.

Drinkwater Blvd. in Scottsdale, Ariz., consists of two, five-story class A multi-tenant office buildings totaling 221,815rentable square feet.The property is man-aged by CBRE’s RealEstate Manager MegGibbons. The projectis owned by TheLincoln National LifeInsurance Co. of FortWayne, Ind.

Office Building Less than 500,000 Square FeetPhoenix Plaza – Tower I, a 20-story, 418,613-square-foot

class A multi-tenant officetower, is located at 2901 N.Central Ave. in Phoenix, Ariz.Diana Rivers, senior realestate manager, oversees thebuilding’s operations forCBRE. The property is ownedby a pension fund.

Office Building Less than 1Million Square Feet

Colliers Center is a 24-story,567,163-square-foot class Amulti-tenant high-rise inDowntown Phoenix. Located at201 E. Washington St., the build-ing is managed by CBRE’s RealEstate Manager Jami Vallelonga.The building is owned by a pen-sion fund.

Renovated Office BuildingMesa Financial Plaza, located

at 1201 S. Alma School Road inMesa, Ariz., is a 16-story,306,571-square-foot class Aoffice building. Built in 1986,the high-rise underwent amulti-million dollar renovationearlier this year. MariiCovington-Jones, real estatemanager, is CBRE’s manager onsite. BPG Properties LTD, ofPhiladelphia, Pa. is the owner of Mesa Financial Plaza.

“Each of these property managers should be commend-ed for their hard work,” said Afton Carmien, managingdirector of CBRE’s asset services in Phoenix. “To receiveone award is an accomplishment, but four is a tremendousachievement and a testament to CBRE’s unique expertisein every aspect of commercial real estate management.”

Ensemble® Real Estate Names PatrickMcDonough Chief Business DevelopmentOfficer

Patrick McDonough has been named chief businessdevelopment officer for Ensemble® Real Estate, a leaderin the development and management of medical officefacilities. McDonough is responsible for business develop-ment in new markets.

“Despite the current economic situation, the medicaloffice facility segment of the commercial developmentindustry continues to do well,” said Randy McGrane, man-aging director of Ensemble. “With so many new opportu-nities to explore, we brought in Patrick to aggressively pur-sue these opportunities and expand our operating market.His experience in healthcare facili-ty development and as a healthcareprovider gives him a unique per-spective on the industry.”

“I am pleased to have this oppor-tunity with Ensemble, whose repu-tation in healthcare developmentand management services is wellknown and respected nationally,”McDonough said. “Our ambitiousgoal is to build a significant nationaloperating platform over the next sev-eral years.”

Even in today’s cautious credit environment, Ensembleis well positioned to expand into new markets, whichinclude Colorado, Utah, New Mexico, Washington, Texasand Florida, McDonough said.

Ensemble currently has properties in Arizona, SouthernCalifornia and Nevada.

Prior to joining Ensemble, McDonough was regionalvice president for the Dallas office of Lauth PropertyGroup, a privately held real estate developer based in

Phoenix Plaza, Phoenix, AZ

Collier Center,Phoenix, AZ

Lincoln Towne Centre, Scottsdale, AZ

Mesa Financial Plaza,Mesa, AZ

Patrick McDonough


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Indianapolis, Indiana. McDonough was responsible for allLauth healthcare developments in the states of Texas,Oklahoma, Arkansas, New Mexico and Louisiana.

He has nearly 15 years of healthcare experience on theprovider side of the industry having held senior positions,including chief operating officer, with several publichealthcare companies in Los Angeles and Memphis,Tennessee. McDonough also served as the CEO of the pres-tigious Susan G. Komen Foundation.

www.Ensemble.net.

Coldwell Banker Commercial NRTWelcomes Michael Franks

Don Brigham, Executive Vice President and DesignatedBroker for Coldwell Banker Commercial NRT, welcomesMichael Franks to the company.

Michael Franks has joined thewinning Coldwell BankerCommercial NRT team specializ-ing in retail brokerage located atthe Camelback Esplanade.

Michael started his commercialreal estate career with ColdwellBanker Commercial in Dallas,Texas. He moved to Phoenix in1988 and worked for the PedersonGroup followed by more than five years with Marcus &Millichap. He comes to us directly from Crossroads RealEstate, Inc., Scottsdale. He is a graduate of the Universityof Arizona.

Michael Franks can be reached at Coldwell BankerCommercial NRT Esplanade office, 602-224-6000.

Coldwell Banker Commercial NRTWelcomes Dominic Perry

Don Brigham, President and Designated Broker forColdwell Banker Commercial, welcomes Dominic M.Perry to the company.

Dominic M. Perry, CCIM, has joined the winningColdwell Banker Commercial NRTteam as an office sales and leasingspecialist located at the CamelbackEsplanade.

Dominic was most recentlyawarded the Certified CommercialInvestment Member (CCIM) desig-nation by the CCIM Institute. Thedesignation was awarded duringthe Institute business meetingsApril 10 in Newport Beach,California. He will be focusing on

general office and medical properties in the East Valleyand Scottsdale.

“His enthusiasm is very contagious,” said Don Brigham,Executive Vice President and Designated Broker forColdwell Banker Commercial Metro LLC. “Dominic has aunique ability to recognize his clients’ needs and takes the

extra step to ensure expectations are exceeded.”Perry holds a Bachelor of Arts degree from the

University of Washington with a major in AmericanHistory.

Dominic Perry can be reached at Coldwell BankerCommercial NRT’s Esplanade office, 602-224-6000.

Colliers International-Greater Phoenix ispleased to announce two new brokerageassociates.

Nate Melchior has joined Colliers International as anassociate working with Bob Deininger and Mike Milic inthe Scottsdale office. The teamspecializes in office, industrial andland sales and office & industrialleasing in the North Scottsdale,Falcon Field, and Northwest Valleymarkets.

Blake Diers has been promotedto associate with the LandlordAdvisory group, working withBrian Raczynski and Tim Wattersin the Phoenix office. The teamspecializes in landlord advisory services for institutionalclients, including acquisition, disposition, and leasing ofoffice space.

The Shops At Pecos Ranch Breaks GroundIn Chandler

Construction has begun on Chandler’s newest specialtyretail shopping center, The Shops at Pecos Ranch, locatedon the northeast corner of Dobson and Germann roads.

The center will be home to Chandler’s first aiSpas,Affordable Indulgence Spas, a membership based salonand spa, offering resort salon and spa services, as well asmed-spa services. Other tenants coming to the centerinclude Mini-Skool Early Learning Center and 1stInternational Bank & Trust. Many other restaurants andshops will be opening in the center as well.

Most businesses will be opening their doors near theend of the third quarter next year.

The 87,134 sf center will feature upscale architectureand design. Special attention is being paid to theambiance of the center by offering many outdoor seatingareas with water fountains and lush landscaping, includ-ing over 60 palm trees.

For leasing information, please contact Prudential CRESCommercial Real Estate at 480-451-907

To have an item of interest included in anupcoming edition of People and Properties, email all submissions to [email protected]

Michael Franks

Dominic Perry

Nate Melchior

continued from page 21

will open in 2009. The property was 70 percent occupiedat the time of sale.

Trevor Klinkhamer, Ray Harris and Alissa Leon withGrubb & Ellis|BRE Commercial, LLC, along with formerGrubb & Ellis|BRE Commercial, LLC brokers DennisDesmond and Nathan Thinnes repre-sented the seller during the transac-tion. Mark Lucescu, with LucescuRealty in Newport Beach also repre-sented the seller. The buyers repre-sented themselves.

NAI negotiates $2.5 millionpurchase of E&B Storage

NAI has negotiated a $2.5 millionpurchase of the E & B Cold Storage,LLC by NAI’s client Liberty Iron &

Metal Southwest. The 36,424 squarefoot cold storage facility is located at2100 West McDowell Road inPhoenix, and sits on 2.78 acres zonedA-2. Tom Young and Patrick Sheehanwere the NAI brokers on the deal.

Freestanding Alma Elliot,LLC Acquires PrestineCleaners Building

Freestanding Alma Elliot, LLC paid$711,000.00 to purchase the 2,800square feet single tenant dry cleaning and laundry facilitywith a covered canopy situated on approximately 12,675square feet of land on a pad in the Pollack Paseo de OroShopping Center, located at 3025 North Alma School Roadin Chandler, Arizona.

Alan Zell, Bryan Ledbetter and Donna Reece of ZELLCommercial Real EstateServices, Inc. of Phoenix,Arizona. represented theSeller, Guenter Burgard,while Chad Tiedeman of Phoenix CommercialAdvisors represented theBuyer in this transaction.

Correction: On page 19 of last months Making Headlines,Commercial Executive magazine printed the rendering of a build-ing CBRE is marketing at 2502 E. Washington without a headline.

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Patrick Sheehan

Tom Young

Prestine Cleaners Building

Trevor Klinkhamer Alissa LeonRay Harris

Making Headlinescontinued from page 19

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By Kerry Duff

Commercial real estate

professionals that want their

finger on the pulse of the industry require continuous business development and the

opportunity to meet new people and exchange ideas. AZCREW, an association

dedicated to furthering the success of women in real estate, provides these critical

opportunities to enhance professional growth.

AZCREW President Sherry Sentgeorge talks about the focus of the organization and the

advantage of membership for commercial real estate professionals. Sentgeorge has been

a member of the group for

seven years and is a

business development

professional for the

banking industry.

AZCREW

Q: What exactly is AZCREW?A: AZCREW is an organization thatpromotes the advancement of womenin commercial real estate by provid-ing networking, business develop-ment, leadership opportunities andprofessional education. It was formedin 1985 and was one of the foundingchapters of the national Network ofCommercial Real Estate Womenknown as CREW Network. Thenational organization is currentlycomprised of 66 chapters and morethan 8,000 members.

Q: How many members does theAZCREW chapter have and howoften do you meet? A: AZCREW has about 170 membersin Phoenix and 100 members in ourTucson office. Our local chaptermeets the third Tuesday of eachmonth at the Arizona Biltmore Resortfor a networking and lunch meeting.We have a speaker at each gatheringand they talk about different topics

related to our industry such as devel-opment in downtown Phoenix, howto put a deal together from start tofinish, financing and real estate laws.

Q: How is the organization struc-tured?A: The president and executive boardmanage the organization. It consistsof the president, president-elect, sec-retary/treasurer and an assistanttreasurer. We also have a variety ofprogram committees -- finance, golf,membership, special events, sponsor-ship, public relations and others --that meet once or twice a month andthen report to the board. The boardof directors is comprised of the exec-utive board members, former presi-dent and six officers.

Q: How do you solicit members? A: Anybody can come to one of ourmeetings, but women interested injoining AZCREW have to apply tobecome a member. We do it this way

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to give benefit back to themembership. Our memberswant to know they are net-working with professionalsin the commercial real estateindustry. That’s what it’s allabout. AZCREW is the asso-ciation of choice for the mostpowerful and influential pro-fessionals in the greaterPhoenix area. We representevery discipline within com-mercial real estate includinglaw, brokerage, leasing, prop-erty management, finance,title/escrow, development,corporate real estate, assetmanagement, engineering etc.

Q: What are the benefitsof membership?A: Some of the many benefits enjoyedby our members include local, region-al and national networking opportu-nities, access to local and nationaldirectories with contact informationfor over 8,000 members and amonthly newsletter with memberprofiles, a calendar of events andnational industry news.

Our members also have access tojob listings not typically advertised aswell as have the option to attend fourconferences a year.

Q: What is the CREW Career pro-gram? A: CREW Careers is a national pro-gram that introduces juniors andseniors in high school and their par-ents to the commercial real estateindustry. We have volunteers fromthe industry such as brokers, devel-opers, finance people, marketers, realestate attorneys, healthcare realestate specialists, etc. come in for a

day and talk to these young womento give them an idea about the differ-ent avenues they can pursue in com-mercial real estate.

It’s important to show these youngwomen that they have opportunitiesavailable to them in this industry.

Q: Do you have a career programfor women in college?A: Not at this time, but we are look-ing at getting involved in colleges inthe future.

Q: Is the number of womenworking in this industry rising ordeclining?A: The number of women working inthis field is growing. A comprehen-sive look at women in the industrypublished last September byCommercial Real Estate WomenNetwork found that the percentage offemale professionals in commercialreal estate has grown to 36 percentfrom 32 percent over the past five years.

Q: Based on the recentdownturn in commercialconstruction, what’s thebuzz among members atnetworking events?A: We all seem to be facingsimilar challenges. Theindustry has slowed downtremendously, so marketingis a huge focus for everyoneright now. Everyone wantsto network and find a marketthat hasn’t been tapped.They’re also looking atwhat’s worked in the pastand trying to decide if it’sapplicable to their businessmodel today.

It’s all about com-munication right now andthere’s no magic bullet to

make it better. We need to maintain apositive attitude and look for newopportunities.

Q: How would you describe thecommercial construction industryas a whole right now?A: I describe it as being in a holdingpattern. Commercial real estate isstronger than residential at this time,but most companies are working offbacklogs or having projects put onhold. My theory is that it’s an electionyear and there are not too many bigdecisions made during election years.However, this year might be worsethan other years.

Q: What are AZCREWS goals forthe future?A: AZCREW will grow and developas any solid company would. It’s adynamic organization.

CREW Network Member Profile

> Average 14 years of commercial realestate experience

> Nearly 76 percent are presidents,CEOs, partners or senior managers oftheir companies

> Nearly 90 percent hold college orgraduate degrees

> 60 percent report annual incomes inexcess of $100,000

> 72 percent have given a referral toanother member in the last 12 months

> 54 percent reported receiving areferral from another member in thelast 12 months

Featured Broker Nomination Form

Criteria for Nomination:● Active commercial real estate broker● Minimum of five years in the industry● A top producer who is in the top 15 percent of

the company or area● Respected by peers in the industry● Active in the real estate community● Dedicated to the industry and involved in

professional activities such as committees,associations or boards

Nominee Name:

Company: Address:

Phone:

Fax:

Email:

Submitted by (required):

Name:

Company:

Phone:

Email:

Reason for Nomination: (You may attach a separate sheet to submit more information)

Please fax or email to:480-946-1416 • [email protected]

Who Will Be

The Next

Featured

Broker?

Arizona’s Publication for the Commercial Real Estate industry

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Company Profile

Thomas Title & EscrowWhat is the most surprising fact about

Thomas Title & Escrow? “Our success in thismarket in such a short period of time,” statesVice President Diane Carpenter. A boutiquecompany that provides title insurance, realestate settlement and corporate escrowservices for businesses both nationally andinternationally, Thomas Title & Escrow isdefined by its model which is best described inone word: flexible. More than anything else,this model has proven to be one of the keyfactors that defines the organization and has

allowed them to be nimble in the market.Brian Heintzelman of Grubb and Ellis|BRECommercial LLC doesn’t quite agree that theirsuccess is such a surprise. “Success in thecommercial real estate industry is based on 3things: market intelligence, service levels andcultivating relationships. Thomas Title &Escrow is superior in providing all three. I notonly look forward to each opportunity towork with their firm, but look forward totheir continued growth and success, as well,”states Heintzelman.

H I S T O R Y I N T H E M A K I N G

Diane Carpenter, Vice President and Frank Busch III, Founder/President

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Although the organization is still inits infancy, the business has beenprofitable since its first full year inbusiness. In fact, the close of lastyear saw the company’s largest trans-action to date, and one of Arizona’slargest in 2007 as well. The acquisi-tion of Imix Group, LLC byCalifornia Portland Cement Companyfor an amount that was reported tobe over $100 million, required theescrow team to track dozens of credi-tors and execute over 40 payoffsat closing. The ability to executeon a transaction this complex isa credit to Frank Busch’s vision.

Vision and a NewBusiness Model

Frank Busch, President andFounder of Thomas Title &Escrow, realized there was anopportunity in the industryto establish a unique type ofcompany – one that would focus onthe commercial market. His idea ofstarting a business, coupled with hissmall company/big transactionapproach, became a reality when itopened its doors on August 1, 2006.From the beginning, Busch believedhe had a competitive advantage: allof his rivals were large direct under-writers. His company has the abilityto offer its commercial clients multi-ple national underwriters, resultingin both a service and a pricing advan-tage. “As an agent, with multiplenational underwriters, our structureis a huge benefit; conversely, most of

our competition consists of large titlecompanies that can only offer oneunderwriter and, consequently, oneset of underwriting guidelines,” statesBusch. Clients have much to gainfrom this approach. Busch continues,“From an insurance and risk stand-point, knowing the view of oneunderwriter versus another and thenchoosing the best fit allows us to getthe job done and our clients realize areal service advantage. From a pric-ing standpoint, there is also anadvantage, not huge, but there aredifferences. Because we can offer

products from mul-tiple underwriters,we can often providethe best deal. Ourclients can get three

quotes by calling us versus callingthree different title companies,”Busch explains.

Before founding Thomas Title &Escrow in 2006, Busch served as theCorporate Counsel of First NationalBank of Arizona and First NationalBank of Nevada, which have been inthe news due to the recent takeoverby federal regulators. After obtaininghis law degree from the University ofCalifornia, Hastings College of theLaw, and prior to joining FirstNational Bank, Busch was a corpo-rate and securities lawyer in thePhoenix office of Snell & WilmerL.L.P., where he negotiated andstructured corporate financings andmergers and acquisitions. Having

History in the

Making:$100

MillionTransaction

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had no title industry experiencebefore starting his company, Buschbelieves it was his outsider’s perspec-tive that has enabled his firm tosurvive in a market where manyother title firms have shut their doors.

Key Player If the company is the brainchild of

Busch, then the specific title andescrow expertise comes from theincredible talent that surrounds him.He recalls that in the very beginning,the organization was touting the cre-dentials and experience of seasonedindustry veteran Diane Carpenter.Prior to joining Thomas Title &Escrow, Carpenter had served as amanager in the commercial servicesdivisions of two major title insurancecompanies. Her vast experienceincludes serving in one of the largestcommercial offices of First AmericanTitle, and executing complex transac-

tions for a widerange of projects,including multi-family, hospitality, commercial,industrial and large vacant landtransactions. She has also managedand coordinated complicated jointdevelopment agreements withnumerous homebuilders. However,Carpenter believes that just as impor-tant as all of the industry experiencethat she brings to her role as vicepresident, are her previous entrepre-neurial forays. Her background as abusiness owner has proven to beinvaluable in building the success ofthe company.

‘Small butSophisticated’

Another key ingredient to ThomasTitle & Escrow’s success in such ashort time is the high level of sophis-tication that the staff brings to itsdaily tasks. Every employee has atleast an undergraduate degree from amajor university, which is unheard ofin the title industry. The organiza-tion’s team leaders have years ofexperience in both title and escrow.Prior to joining Thomas, senior teammembers had experience working forlarge title companies with exposureto all kinds of transactions. Theteam’s prior work history with differ-ent underwriters, coupled withexperience in handling large, compli-cated deals plays a major role in thefirm’s success. Clients find them an

invaluable resource. “Thomas Title &Escrow is one of the most proficienttitle companies I have worked with.Every detail counts when we are try-ing to get something funded, andthey always step up and deliver greatresults. Specifically, their technologyis phenomenal and the customerservice is unlike anything I have everseen,” states Dave Kotter of IntegrityCapital. Busch has seen the results ofhis vision and the talent of his teamrecognized early on. The Title Report,one of the leading publications of thetitle insurance industry, namedBusch a “Top 40 under 40” awardwinner in 2007 and First AmericanTitle awarded his firm with its presti-gious Outstanding Agent designationin 2007, its first full year of operation.

SYNERGYBusch and Carpenter speak very

highly of one another and have got-ten to the point of finishing oneanother’s sentences. “There is a syn-ergy among our team that enables usto give high quality service and ahigh quality product. We truly have acooperative environment with theprimary focus being client serviceand expertise. We are all over-achiev-ers who pride ourselves in ourknowledge and the ability to searchfor answers,” she says. AttorneyDonna Ong of BuchalterNemer com-

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ments, “My experience with ThomasTitle & Escrow has been nothing lessthan stellar. Each member of theThomas Title team – from the escrowagents to the title officer to the presi-dent – is not only extremelyprofessional and knowledgeable, butalso readily available to address thesimplest, or more complex, questionor concern.”

24/7 File and DocumentAccess

Synergy between the Thomas Title& Escrow team and its clients alsooccurs through the state-of-the-arttechnology that the companyemploys. Ryan O'Donovan of EverestHoldings states that, “Their web por-tal allows us and our partners directaccess to title documents and savestime. We have been very pleased withthe level of service from them.”Busch adds that a vast majority,“probably 99%,” of their clients, usesthe online portal which has a“breadth that is rare in the industry.”Through the password-protected,online portal, advisors and theirclients are able to access orders,obtain file status, find transactiondetails and download transactiondocuments at any time. Clients havedescribed the portal as cutting edge,but more importantly they love thebenefits. Another benefit has beenthe “green” sustainability factor.Busch points out that the title indus-try is famous for printing and

reprinting documents as updates andchanges are made. The 24-houraccess that the portal provides meansthat clients and their advisors can seechanges and read transaction detailswithout having to waste reams ofpaper. Only the final documents needto be printed. Carpenter believestheir office has already seen a savingsfrom this “green” practice.

International Presence In 1996, Busch, who is fluent in

Spanish, completed a semester ofbusiness courses at the UniversidadLaSalle in Mexico City. In 1999, whileworking at the Mexico City office ofthe international law firm of Baker &McKenzie, he completed one semes-ter of Mexican legal studies at theUniversidad Iberoamericana. Hecredits these experiences in Mexico,along with the many personal rela-tionships he developed during histime abroad, as the impetus for offer-ing Mexican title insurance andescrow services. Thomas Title &Escrow offers title insurance policiesand escrow services backed by majorAmerican title insurance companiesfor Mexican transactions. Benefitsinclude the fact that all escrow fundsremain in a U.S. bank until disburse-ment and title policies areenforceable in the United States.They also provide protection againstfraud, recording errors, liens andboundary line disputes. The companyis currently handling the escrowwork for a development in Mexicoand Busch has personally visited thesubdivision in San Carlos three timesover the past year. The process forcompleting Mexican closings is quite

different. To date, they have met withvarious “notarios” and bank contactsto set up a system for Americanclients. The process has been focusedon the escrow side of the transactionbecause title insurance is not as com-mon in Mexico as it is in the U.S.Homebuyers have the option of usingthe escrow services without purchas-ing title insurance. However,Carpenter encourages buyers to pur-chase title insurance and have accessto various underwriters, just as theywould during the procedure in theUnited States.

Above The Clouds“As the market and demands

change, so does our ability to provideexpertise and service,” commentsBusch. Right now they are handling agrowing amount of commercial fore-closure work and short sales. Headds, “Clients are accustomed to call-ing our title and escrow people whenan issue arises, no matter what typeof help is needed.” Busch believesthis will help him to complete hisfive-year plan “to be the top commer-cial office in Phoenix Metro.” A fewyears ago, Busch had the rare privi-lege to climb above the clouds whena family friend arranged for permis-sion to ascend to the very top of theGolden Gate Bridge. Similarly, hehopes to take Thomas Title & Escrowto the very top of the industry. So far,he’s off to a great start. ●

Thomas Title & Escrow14500 N. Northsight Blvd., Suite 133Scottsdale, AZ 85260480.222.1116 x 207www.thomastitle.com

Frank Busch, alongwith his sister MollyBusch, Director ofBusiness Development

▲

The Busch Family▲

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News You Can Use

What’s the NumberOne thing realestate agents don’tlike about thebusiness? Time andagain I hear thesame answer: Theunpredictability ofincome.

But it doesn’t have to be this way.There is a rampant delusion out therethat real estate is a “feast or famine”business. Every day agents say, “Idon’t know if I’ll be making anymoney in March because of the fluc-tuations in the market.” If you’ve eversaid anything even remotely similar, Ihave a question for you:

If this is true, then how is it that Iknow many agents who turn businessaway because they don’t have time tohandle it all? It’s not market conditions.

The Key To Being

PredictablyLucrative

by Denise Lones

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News You Can Use

Up or down, these agents have asteady stream of buyers and sellers.And no matter where the market isthis time next year, I guarantee it willbe the same for them.

So what’s their secret? Is it a“killer” marketing software program?Is it “power” sales tactics that use ver-bal mastery to sweet talk people? Is ittons of expensive advertising?

It’s none of these things. But itspower is so amazing that universitiesshould offer degrees in how to masterit. What is it?

Self-Control! The most successful agents are not

necessarily the best salespeople, orthe most outgoing. They are the oneswith the most self-control. Self-con-trol governs success. It ensures youdo things consistently over time. Thesize of your goals doesn’t matter. Thelength of your business plan doesn’tmatter. What you do is what matters.

One of the best ways to implementself-control is accountability. I haveclients who call me just to tell mewhat they’re committing to accom-plishing by the end of the week. Don’tever underestimate the power of justtelling someone what you will do.This means you can’t use excuses toyourself—because you’ve alreadypromised someone you’ll do it.

Another helpful measure is to man-age your time. And I really mean,manage your time. Schedule phonetime. Schedule road time. Schedulelunch. Heck, schedule 15 minutes ofgoof-off time. I know it’s impossibleto predict every minute of every day,but at least have a solid plan of whatyou’re doing —even if circumstancesprevent you from doing the task.

So if you’ve ever complained aboutthe unpredictability of your income,take heart! You can have more busi-ness than you can handle if only youcommit to self-control and all itsresponsibilities. The road to self-controlmay be rough at times, but the

rewards of implementing it areworth it!

Denise Lones, President of theLones Group Inc. is dedicated tohelping people find innovative waysto increase their business and stillhave “a Life”. She draws from herprofessional and personal experiencesand believes that the key to business

success is all about people, systems,and follow-through. To book Denise,please call 1-877-211-6472 or visit.Copyright© 2007, Denise Lones. Allrights reserved. For information con-tact FrogPond at800.704.FROG(3764) or [email protected];http://www.FrogPond.com

So what are the keys to Self-Control?

1. Say YES.Self-control means saying “yes.” “Yes” to sending monthly

mailings on a regular basis. “Yes” to implementing systemsthat put your daily tasks on “autopilot.” “Yes” to education.“Yes” to your annual client appreciation party. “Yes” to onlysending out the very best marketing. “Yes” to sending out anAnnual Client Review.

2. Say NO.But mastering self-control also means saying “no.” “No” to

clients that waste your time. “No” to ridiculous offers. “No”to people who treat you with disrespect. “No” to scams,gimmicks, and unethical advertising. “No” to CUTTING YOURCOMMISSION!!!

3. Do what you say you’ll do.I’m always amazed that I have to mention this, but the

business world is riddled with people who say they’ll dosomething and then don’t do it. If you return phone calls theexact minute you promise to, keep appointments on-time, andprovide exactly what you promise when you promise it—you’re already ahead of 90% of businesspeople out there!

4. Follow-Up and Follow-Through.Do you return phone calls faster than any other agent? Do

you send requested information the very same day? Do youmake additional phone calls to verify the information wasreceived? Do you provide extra service touches both beforeand after the sale?

5. Adaptability.Self-control also means you don’t “freak out” when

something is not working. You just drop it and quickly domore of what is working. This doesn’t mean that youremotions aren’t important. They are. But you cannot be asuccessful businessperson if you are a frenzied wreck everytime something goes wrong. Things happen. Life isunpredictable. Plan on unpredictability. Practice in your mindhow you’ll react on the day when everything falls apart. Seeyourself with “grace under pressure” as you pick up the piecesand begin to rebuild.

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Mesa’s Town Center is a milesquare with the boundaries ofUniversity Drive on the north,Broadway Road on the south,Mesa Drive on the east, andCountry Club Drive on the west.

Once considered a quiet suburb,Mesa is now a thriving city with itsown identity. Its Town Center offerstrue mixed-use development, includ-ing commercial properties, retailshops and restaurants, the Mesa Arts

Center, two significant museums, citygovernment offices, educational facil-ities, and industrial development.Several historic residential districtsare located in this area, encouragingthe urban work/live concept. Themodern infrastructure encouragesactivity on safe and clean streets. TheTown Center currently represents a$2 billion economic district, yet thereare many more opportunities to berealized.

The Future Looks BrightWhy drive when you can live,

learn, work, play and grow in anurban community full of possibili-ties? That is a question more peopleare asking, with two recent studiesreporting one-third of the populationwould choose to live in a transit-ori-ented development if the choice

existed. As well-educated membersof the creative class continue tomove into downtown Mesa,employers will naturally follow. Inaddition to a productive work-force, businesses will be lured tothe downtown area by the morethan 4,000 available parkingspaces, the railroad locatedto the south, and theMETRO light rail system,which will offer service to

Sky Harbor InternationalAirport within 20 minutes.

Fast Forward To 2020As we look to 2020, we

can expect to see contin-ued growth and prosperity

in downtown Mesa. Mesa’svisionary leaders have laid

the foundations for the future andthe future is starting now.

Specific projections over the nextdecade include:

Office - The area’s accessibility,land availability, labor force, parking,and increased amenities will attractlarge back-office and corporate proj-ects.

Retail – Main Street and sidestreets will attract grocery stores,drugstores, hotels, movie theatres,childcare facilities, along with a vari-ety of other shops and restaurants.

Entertainment - The Mesa ArtsCenter is the heart and soul of down-town. Executive director JohannZietsman is a visionary who has apassion for education and outreachand who will continue the Center’sinnovative and successful programs.According to a recent article onwww.ArizonaNotebook.com, MesaMayor Scott Smith states that thegoal of the city council is to add“community” to the Arts Center.Smith adds that the Mesa Arts Centeris truly a community asset and thatthe city’s goal is shifting from con-certs to adding a variety of other

America’s Third Most Livable Big City

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“The City has invested in its downtown infrastructure and is now poised for vibrant growth. With thestreamlined entitlement processes and zoning flexibility, the City encourages quality development.”

Shelly Allen, Town Center Development Director, City of Mesa.

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events that will attract larger num-bers of visitors.

Outdoor activities in downtownMesa will flourish with theamphitheatre, parks, public festivalsand expanded farmers market.Another major league baseball springtraining team or minor league base-ball team could be attracted todowntown.

Residential - A minimum of 4,000people will live in new mixed-useprojects.

Passenger Rail - The existingheavy rail line on the south border ofdowntown, which connects Tucson toFlagstaff, is capable of carryingfuture passenger traffic. Electric-powered scooter stations throughoutdowntown, reminiscent of baggagecart stations, will allow people to makeconnections to work, live and play.

Education – Many students willstudy in downtown Mesa throughMesa Community College, NorthernArizona University’s downtown cam-pus or the public school system’smagnet high school.

2008–2010: Office, Education& Industrial Growth

Slowing market conditions aretempering expectations, especially inhousing; however, we see several sec-tors that are less affected, includingback-office, industrial and education.Driving the growth opportunities forthese property types are abundantfree parking, three freeways within athree-mile radius and an educatedworkforce. Industrial redevelopmentwill begin to occur along the south-ern boundary of downtown, drivenby the proximity of rail and freeways.

A 26-acre vacant land parcel in theheart of downtown affords the City aunique opportunity to fulfill a visionfor the mixed uses of education,commerce and residential in its core.With its lifestyle amenities and cur-rent infrastructure, this site invites amaster planned community that willenhance the lifestyle of many of itsfuture residents.

2010–2015: Housing is Back—More Urban Housing asPeople Rethink Lifestyles!

During 2010-2015, the housingmarket will rebound and demand forurban villages will increase due tohigh gas prices, long commute timesand a shift in workforce demograph-ics. This demand will result in denserresidential development on mixed-usesites. Infrastructure, including light rail,arts and culture venues, and educa-tional facilities, will re-create pedes-trian villages that will brand Mesa the

“Downtown of the East Valley.” Morepeople will take advantage of theopportunity to live, work and play ina safe and clean environment.

2015–2020—A True UrbanVillage Built on Accessibility,Activity and Wellness

As 2020 approaches, downtownMesa may find itself the center of theheavy rail line that connects Flagstaffto Tucson carrying passenger traffic.Light rail, two airports close by, con-venient freeways, and other moderninfrastructure provide Mesa with aunique opportunity for a true

urban core. Mesa’s commitment toits citizens for accessibility, activityand wellness, along with its “striveand thrive” business spirit, translatesinto incredible opportunities forinvestors and a renaissance in down-town Mesa.

Charlotte Christian is a senior vicepresident and Shannon Selby is a vicepresident, with Colliers International,specializing in urban mixed-use devel-opment and redevelopment in citycenters. Their focus is bringing togeth-er financial partners and developersfor mixed-use sites, incorporating resi-dential, hospitality, retail and officecomponents.

Phone: [email protected]@colliers.comwww.colliers.com/phoenix

By Charlotte Christian and Shannon Selby

OnThe Market

OnThe Market

36

On The Market For Sale • For Lease • Wanted

■ Free Standing BuildingAvailable

■ Good Parking■ Circle K on pad site■ Health Club■ Woodcraft■ 4 Star Asian Restaurant■ Office Buildout Space POLLACK PLAZA

NWC of Elliot Rd. and Arizona Ave

Available for Lease

■ Four Freestanding, DivisibleBuildings with Enclosed Yardsfor Sale or Lease

■ Building 1: 20,136 SF■ Building 2: 15,660 SF■ Building 3: 37,067 SF■ Building 4: 14,105 SF■ 1/2 Mile from Loop 101 and

Northern Avenue in GlendaleAirpark

■ M-1 Zoning, City of Glendale

Contacts:Louis G. Finocchiaro, SIORVice [email protected]

John [email protected] GLEN HARBOR

COMMERCE PARK SWC Northern & Northern Glen Harbor Blvd.,

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■ Space sizes range from 2,880to 7,200 sq.ft.

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On the Market is an advertising section comprised of full color formatted adsthat are specifically designed to affordably promote your available property.

For more information call 480-946-0398 or email us at [email protected] On

The Market37

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■ Fry’s anchored center■ Beautifully maintained center■ Co-tenancy include: What-A-

Burger, Taco Bell, Shepler’sWestern Wear, WashingtonMutual Bank, Ashlee’s, PizzaHut, UPS Store,

■ Plenty of parking■ One mile north of hwy 60■ High density area

■ Space sizes range from 5,100to 25,000 sq.ft.

■ Rates start at $9.00 psf + nnn

Contacts:Patrick CassidyDaniel Pollack Michael Pollack 480-888-0888

LINDSAY MARKETPLACE SWC of Lindsay & Broadway, Mesa AZ

Available for Lease

■ Savers Anchored■ 1 block west of hwy 51■ Free standing building

available■ Co-tenancy include: Savers,

Chase Bank, What-A-Burger,Aqua Touch, Curves forWomen, DiamondbackLaundry

■ Good parking

■ Space sizes range from2,544 to 20,000 sq.ft.

■ Rates start at $7.20 + nnn

Contacts:Patrick CassidyDaniel Pollack Michael Pollack 480-888-0888CACTUS VILLAGE

SWC Cactus & 32nd St., Phoenix AZ

Available for Lease

On The Market

Promenade Branch16435 N. Scottsdale Road, Suite 140Scottsdale, AZ 85254Ph. 480.612.6500

Esplanade Branch2525 E. Camelback Road, Suite 100Phoenix, AZ 85016Ph. 602.553.7444

Lincoln Branch6500 N. Scottsdale RoadScottsdale, AZ 85253Ph. 480.374.6800

WESTERNNATIONAL BANKC O O L C L E A R B A N K I N G

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NOW 3 Locations –

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And a Track Record to Prove it:Named one of Arizona’s 2007 “Companies to Watch” by the Arizona Small Business Association (only bank)

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2,544 SF Free Standing Building • 20,000 SF Available

Whether you are Leasing, Buying orSelling, we are Ready to Deal!

Corporate Office: 1136 W. Baseline Road • Mesa, Arizona 85210 • www.pollackinvestments.com

Lindsay Marketplace • SWC Broadway & Lindsay Rds. • Mesa

From 5,000 to 25,000 SF Available

Brokers Always Welcome.For Leasing Information:

(480) 888-0888

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