Estrada: Some owners and management companies will have one or two people running their ancillary services department, because they know there is an ancillary services opportunity that they should capture. The one thing that remains elusive, however, is the telecom side of the equation. That is one of the characteristics of the ancillary world where someone like me can fill in the gap.

GlobeSt.com: What are the benefits of ancillary services groups to oversee services on a property?

Estrada: You want to lease a property up as quickly as possible, because that is where you can show value. If it is an existing property, you want to keep it leased, because, again, that is where you can show value. Owners want to make sure operationally, you want to make sure that you have providers providing a really good service. From the operations side, you have less issues, you have less complaints from residents when you have really good service. The byproduct of that is that providers are willing to pay a premium and incentivize them, if it is new construction, for those incremental gains, which comes down to subscribers. Owners show their investors the gain to their bottom line. If you take it a step further with electricity contracts, washer and dryer contracts, utility cost recovery, utility billing, a cell tower lease and you have a really good provider that is incentivizing you to do business with them, then you are going to lease up quickly, keep your occupancy in place, make life easier for your property staff and you are going to be in the black. At the end of the day, you are looking for leases and you are looking for renewals on those leases.

GlobeSt.com: As technology becomes more ubiquitous for multifamily, do you think we will see ancillary services groups paly a bigger role?

Estrada: I think that we are positioned in a slightly different way than other companies that might appear to be similar. We manage the negotiation process, and that could be telecom based or utility or due diligence or a cell tower. It could be so many different items. There are so many different services that require some kind of experience or knowledge that would lead to some kind of legal document. We are also making recommendations in regards to the future. I am trying to make recommendations based on where the industry is going to be in the next 15 to 20 years. If you are not cognizant of what you think is going to happen, then you have a property that was just made functionally obsolete. Technology integration is another piece of that negotiation. These technologies that start at a start-up will end up in someone's home, and then it is a matter of time before they end up in multifamily. I have been seeing more and more automation and smart apartments. I can help them manage that technology and incentivize that technology through a provider. We are not in the property management business, but we do help manage the ideas and the process, the agreements and the implementation.