AUSTIN—Participants at the first panel discussion at CCIM Thrive on Oct. 28 in Austin were all in agreement: Relationships are key to their individual and collective success. “Our existing relationships have given us a leg up,” said Pam Boneham, managing director, Cornerstone Real Estate Advisors.

Boneham was joined on the panel by Steve Pumper, executive managing partner, capital markets and asset strategies, Transwestern; James Street, principal, Prudential Real Estate Investors; Todd Liker, managing director, Oaktree Capital Management; Tom Burns, VP, Deutsche Bank; Carrington Brown, executive director, real estate investments, USAA Real Estate Co.; and Tuba Malinowski, managing director, Stockbridge.

Burns concurred with Boneham: “Boots on the ground,” he said. “Relationships are key.”

Another successful attribute to have? Remaining entrepreneurial is a significant advantage, said many of the panelists.

“We're an entrepreneurial group; we have the ability to move very fast,” said Malinowski. “We're all acquisitions people.”

In terms of structure, many of the firms represented are organized regionally, which can also result in nimbleness and flexibility.

Pumper posited to Burns: Why is Deutsche Bank so successful?

“We have 26% market share… relationships mean everything,” Burns said.

Liker summed up his fellow panelists feelings succinctly, adding: “It's as much about sourcing a deal as it is thinking about the type of deal you want to source.”

For instance, Brown offered his insight on sectors of interest, and thoughts on the near-future of the market.

“[There are times] in the cycle when we're finding CRE is fluctuating, with big buyers of single-family, and there are times when Europe looks more attractive, Brown said. “We still look pretty good, relative to other places on an investment basis.”