Top agent bridges sales and leasing

9:28 AM Saturday August 2, 2014 Colin Taylor

Paul Hain sold this site at 73 Remuera Rd, Newmarket, for nearly $100 million.

Paul Hain from Bayleys Real Estate was judged New Zealand's top commercial and industrial real estate practitioner, taking out the premier individual title at this year's Awards for Excellence held by the Real Estate Institute of New Zealand.

Hain won the Best Commercial & Industrial Salesperson award and credited his achievement with having an ability to bridge vastly different sales and leasing disciplines within real estate - each have their own transactional drivers and dynamics.

"With sales, for example, you work firstly and primarily for the vendor - locating and then negotiating with, the best possible buyer for their real estate asset.

"On the flipside of a sales transaction, a thorough knowledge of the leasing market is essential in order to be able to accurately advise an investor as to the long-term rental levels and occupancy rates of the property," Hain said.

"Conversely, with leasing you work primarily alongside the tenant - locating the best possible location for their business needs, both functionally and financially.

"The ability to meet those needs is of course supported by having access to a broad selection of stock, from a wide range of landlords."

Hain emphasised the importance of being strategically networked across all sectors of corporate real estate - from developers, large-scale institutional owners, and high net-worth investors, through to single site tenancies, national and multi-national tenants, owner/occupier businesses, and medium-sized private wealth management funds.

"The longer you have worked in the industry, and the more people you have successfully transacted with, the greater the chance of putting together a deal in which both parties enjoy a win/win scenario," the agent said.