What do family offices look for in a deal? How do they manage their investments, are they risk takers or not? How are they evaluating deals in today's market? Irwin Boris is responsible for Acquisitions & Asset Management at Peykar Capital, he has 25+ years of hands-on FP&A, due diligence, and operations experience.Read this entire interview here: https://tinyurl.com/4ycychyeHow were you evaluating deals when the market was hot and extremely competitive? How has that changed today?We stopped doing multifamily early, about four or five years ago, and we sold a bunch, we only hold one multifamily project that I'm involved with right now. People call to buy it every day of the week. I say, I got six years left on my mortgage, we only have renovated half the units, I really don't care, if make me a stupid offer, and we'll consider selling it because I have no place to put the money. We don't really care about it. I've been doing industrial for many years, it's a cap rate play. What's the spread between your going in, your current cash flow, and your cost to finance? If I could buy on a 9.5 cap, I could finance on a 7.5% and then get 65% leverage with some interest only, I could probably get 8.5 or 9% current out of the deal, after closing costs. That's really what I look at, if you can't do it on a cocktail napkin, don't do the deal.What are some of your hardest deals and lessons learned?There are always deals that die in due diligence. Hopefully, they die earlier than later because you have out-of-pocket costs. We have one deal that we really liked that was upstate New York, in the vicinity of Ithaca College, it sat on a lot of excess land that was zoned for industrial or multifamily, whatever I wanted to build there. Basically, the land was free, it was a covered land play with a lot of excess land where the current ownership had already gone through the PUD approval with the municipality. I just needed a site plan.In the middle of due diligence, the seller told me that their major tenant called them and said that they don't need all the space, they want to renegotiate the lease and give back 20% of the space. I said I don't want to deal with this now. And then the lender's appraiser found that was a sublet listing on Costar for the space. Unfortunately for the sellers, who were all in their late 70s and early 80s, they've owned this for quite some time, they asked me, what do we do? I said, you really don't have a choice but to renegotiate their lease now and ask them for another five or seven years before their options because three years from now, when they are up for renewals, they got you, and they'll tell you what they're going to pay. Here, you still have a little bit of strength. They ended up taking my advice, and they took back the idea, they brought down the rent a little bit, and they have seven years left before five-year options. But unfortunately, based on the revised income, I couldn't stand behind the price anymore.There's always going to be deals in due diligence that die in due diligence. And there's no way to flush those out in advance. One thing I do with commercial buildings is I like to get the 10 largest tenants on the telephone and interview them. How's business? How many people? What are you doing? Are you back in the office? Are you still remote? How's the square footage working out for you? You flush a lot of these things out when you have those interviews. Don't just rely on an engineering report, an appraisal, and the financials because the tenants are going to tell what you the future of the building will be after the close.

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