Interview with Andres Contreras, Senior Associate at CBRE Houston

For any CRE Broker, the transition to a new market can be one of the greatest challenges and opportunities they face in their career. In this special Broker Highlight, we sat down with CBRE’s Andres Contreras about his recent transition to Houston, and what he’s learned from getting established in a new market.

What made you decide to move to a new market?

My wife and I went through a major life change: the birth of our son! This caused us to reconsider the trajectory of our family life and with that we decided it was best to move to Houston, Texas.

How did you choose which market to move to?

I am an office tenant rep broker, and I knew I wanted to move to a bigger market with more opportunity. I grew up in Houston, still have family there, and a large network to boot. Houston made the most sense with the most opportunity.

What were your biggest expectations before the move — and how did the reality compare?

Learning the market was the biggest challenge I foresaw. That’s held true given we are tracking just under 210M SF of product versus the 67M SF market I came from.

What I was not expecting was just how well new prospects were going to respond to my outreach. The city I came from was a smaller (historically tertiary) market where half of the battle was getting prospects on the phone.

Here in Houston, I have had tremendous momentum like I had never experienced before with groups I would have only dreamt of meeting in my first few years in the business.

Did you see it as starting over, or more like leveling up with a new challenge?

In a way I believe both answers are true. It’s starting over because I’m able to ground myself in a new business plan and have the opportunity to reinvent myself. It’s also leveling up because of the difference in markets.  

What was most surprising about how deals get done in your new city?

The pace at which clients move here is a lot faster. I feel this is also true for all aspects of the deal cycle. Reaching out to properties, confirming info, turns of LOI, lease drafts, etc., all seem to move at a faster pace which is certainly refreshing.

How did you learn the nuances—tenant mix, landlords, submarkets, comps, and relationships that you’d built up over years before?

I have started to learn the nuances of this market by walking as many buildings as I can and asking senior brokers in my office a lot of questions.

Were there any “aha” moments where you realized the rules were totally different?

Landing one of the biggest prospect meetings I ever had off a cold call at 7:43 in the morning was an “aha moment." That would have never happened in the other market I was in. That’s when I realized it’s totally different here.

How did you start building relationships from scratch?

Given I grew up in Houston, I have been able to reconnect with a lot of people I hadn’t seen in a while. I would say it’s been a lot easier process than the other city I was in.

What advice would you give to someone trying to build trust quickly in a new market?

Come from an abundance mentality. When I call on prospects, I am always calling to share something with them, whether it’s information on their building, landlord, comps, a neighboring tenant: I strive to come from a place of giving rather than taking.

What skills or lessons transferred seamlessly between markets?

The discipline to sit down, create a business plan, and execute on it day in and day out without excuses. Also, coming from a smaller market, it required a lot of persistence to get in front of groups. That’s translated very well.

Did changing markets make you see your craft, or the business, differently?

I feel the way my colleagues in Houston approach the business is entirely different. Given the size of this market, brokers really lean on their specialization whether it be an industry, submarket, or niche within a product type. It’s made me more strongly consider what I can choose to really specialize in.

Have you specialized differently because of what the new market demanded?

These days I am highly focused on tracking the capital markets. We have had several client and prospect meetings centered around lower basis their new landlord has, or the fact that their building is in receivership, etc. It’s caused me to learn so much more about the financing of buildings and how they are underwritten.

How did you handle the emotional side — going from being an expert in one place to starting fresh in another?

For me I must find the support and release outside of the office. I believe it’s important to guard one’s health by physical fitness and having good supporting relationships. I do what I need to do outside of the office so when I come into work, I’m 100% locked in.

What’s the best thing about starting over in a new market?

Best thing for me has been the opportunity to find new opportunities! It’s so refreshing to feel like you have a brand new part of the world to call your home and to grow in.

What’s the hardest lesson you learned?

Nothing is ever truly done until it’s 100% signed, sealed, and delivered to both parties. Don’t count your chickens before they hatch!

How has the move made you a better broker, or a different kind of professional altogether?

It’s really caused me to consider how I can create more compelling value for my clients and prospects. The level of sophistication and value brokers in this market offer is amazing; it’s pushed me to become better overall.

What’s one piece of advice you’d give to someone considering a move right now?

At the end of the day you must ask what you do this for: I feel that is the ultimate north star in the decision process. For me, I go to work because I want to provide for my family, and I like the flexibility of my schedule. I would recommend you ask yourself: what’s my ultimate goal with this career and what do I want to get out of it?

Our thanks to Andres for sharing his experience and perspective.

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