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Published Articles and Awards




Table of Contents




Pump Up Your Companies Stability... an award winning article by Robert Kehiayan



Jennifer Cuoco Started Real Estate Before Age 18


Caution: double-dip recession ahead? How Robert Kehiayan Predicted the Last Recession


Robert Kehiayan Named CPM of the Year by IREM Group



Journal of Property Management

Pump Up Your Company's Salability.

Journal of Property Management: May-June 1996

By Robert Kehiayan

The intense level of secrecy often associated with buying or selling a fee property management business disguises the fact that a large number of them are either considering selling or are hoping to buy or merge with another management company.

Numerous acquisitions have occurred the last decade, most with positive results. But with so many interested sellers and buyers, even more acquisitions should be occurring. The problem is that, in this business, it is common for the seller and buyer to have very different opinions about a fair sales price. As a result, they are unable to even begin serious discussion. This article explains why there is such a great disparity between the seller and buyer's opinion of the company's value.

It will also demonstrate an approach to valuation that I call "The K-Factor" (after myself). I developed this method to facilitate the sale of my own fee management firm in 1986. Naturally, as the seller, I wanted the highest price I could get. The buyer had the opposite objective. This experienced buyer learned, however, to be suspicious of any company that was available at a price that corresponded to his objectives. This paradox gave rise to and was overcome by the K-Factor.


The Standard Appraisal Approach


Appraisals are usually based on comparable historical data and current market conditions. When sufficient data is available, other comparable transactions help the appraiser with the task of valuation

However, unlike a restaurant or a gas station, a fee management company often gives the appraiser great difficulty in finding enough comparables to evaluate it. The closely held, secretive nature of many management company sales also makes it difficult for the appraiser to find useful historic data. Unlike corporations, little public information on salaries or revenues is available for management companies.

The tangible assets of a business are usually an essential part of the total appraised value. Because most of a management company's assets are month-to-month contracts that its competitors are feverishly trying to snatch away, the value is not as easy to appraise as that of a manufacturing or retail business. Instead, the value of a management company is more significantly based on intangible assets such as reputation, employee quality and loyalty, and client perception...


Click HERE to Read the Entire Article: Pump Up Your Companies Salability
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Orange County Register: Orange CIty News
Jennifer Cuoco started real estate sales before age 18

Villa Park High School senior earned her license but still plans to attend San Diego State University next fall and major in business.

Orange
City
News- June 3, 2004

By ELISABETH DEFFNER

Eighteen months ago, Villa Park High School senior Jennifer Cuoco started preparing to get her real estate license. She took an Orange Coast College class in real estate principles, as well as classes in real estate appraisal and practice.

She sorted through hours of DVDs and other materials to prepare for the exam, and spent about 10 eight-hour days cramming.
In November, she headed to the Los Angeles Convention Center to take the test with hundreds of other hopefuls.

Her hard work paid off, and she achieved her goal: she earned her real estate license before she turned 18 on December 5.

All this work was her senior project, which requires students to learn or do something new. She was inspired by her father, a homebuilder, as well as her employer, Robert Taylor, president of the Anaheim Hills-based REMM Group. Cuoco started out doing administrative work for the company, but now hangs her license there. Her focus is on leasing commercial properties.

“I have five listings, office, retail and auto-related. I’ve represented the buyer in two transactions, and moved two furniture stores to other locations,” she said. “I work with a partner. He’s got 25 years of experience.”

Robert Kehiayan was also her mentor for her senior project. His experience and her enthusiasm are a combination tough to beat.

Cold-calling clients is no problem, she says. No one can tell how young she is over the phone. When clients see her for the first time, though, they sometimes give her a confused look.

“I tell them the truth: ‘Listen, this is how old I am; I started doing it for my senior project,’.” she said. “They’re very accepting of that especially because I’m not handling the paperwork by myself.”

She works on commission now, but modestly declines to say how much she earns, noting only that hers is not a minimum-wage job.

And it’s a job she plans to keep next year, when she heads to San Diego State University to major in business management. At this point, she’s considering emphasizing in entrepreneurship — but plans to renew her license for the rest of her life, and get her x broker’s license when appropriate.

For now, though, everything’s just the way she wants it. “I am so excited to do this, it’s not even funny,” said Cuoco...
 
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IREM Business Journals

Caution: Double-dip Recession Ahead?
(Economic forecast for the United States)


An article from: Journal of
Institute of Real EstateManagement-2002

By Robert Kehiayan

Certain economic conditions suggest the current recovery may be short-lived, and that a more serious "double-dip" recession could lie ahead.

Property and asset managers must be able to interpret the economic climate in real time in order to identify the turning point in the economy. Even more importantly, they need to be able to identify the magnitude of either the growth or decline of the economy at any particular time, in order to make articulate budgeting, financing and leasing recommendations to their owners. The sophistication of investors and lenders today requires that their property and asset managers plan strategically (long-term) by providing five- and ten-year forecasts in addition to a traditional annual operating budget.

Weather Report

A number of statistics indicate clear skies are ahead. Business inventories are back in line, manufacturing is expanding, orders for durable goods are growing, interest rates and inflation are low, oil stocks and prices are reasonable, productivity is high, liquidity is good, banks' balance sheets are better than ever, the growth of the money supply is brisk, unemployment looks to have bottomed, the yield curve slope is positive, and consumer confidence is good.

Further indications that the recovery is at hand can be found in a recent survey of 35 top forecasters and economists by the Federal Reserve Bank of Philadelphia. In that survey, the majority of respondents see a turnaround in process with reasonably good growth forecasts moving forward. Also, in February, Anaarvan Banerji, research director for Economic Cycle Research Institute (ERCI) said he believes that this recovery is sustainable, and a double-dip is not likely.

Anthony Chan, chief economist for Banc One Investment Advisors, told attendees at IREM's 19th Annual Asset Management Symposium in San Diego in March that economic indicators are positive. "The Federal Reserve is not in a rush to raise interest rates, productivity is increasing and the markets are inching up," he said. "Slow-term expansion is what long-term recovery is all about." Chan predicted that things will pick up in the second half of the year, but does nor expect significant improvement until 2003.

Debt Leads to Double-Dip

Despite these positive indicators, some signs suggest the "perfect storm" may be brewing. Consumer and business debts are at historic highs. Those seemingly beneficial low interest rates have also served to tap out consumers' purchasing power, and the consumer accounts for two-thirds of all economic activity. Interest rates are increasing, and after adjusting for inflation, they are not as low as they would seem.

Also, fiscal and monetary policy has adopted a less accommodative stance, the housing market may be forming a bubble, and the stock market (an uncanny leading indicator) has been tentative. Typically, many of these items work their way into equilibrium during recessions. But at this point in the recovery process, some have yet to show signs of correction.

Stephen Roach, Morgan Stanley's chief economist, sees a double-dip possibility due to consumer debt: "Payback is inevitable," he said. "This speaks of an imminent relapse in consumer demand, precisely the stuff of the classic double-dip."

Predicting more doom and gloom for the economy, Michael Dow of CRESA Partners in Minneapolis told members of The Counselors of Real Estate during their convention in Washington, DC earlier this year: "There is a danger of a double-dip in the recession. There is a serious lack of demand for space in most cities, and there is an enormous amount of sublease space hanging over the market."

The Return of Investors

Many industry experts believe 2002 will be a crucial year for real estate. It will be a year that will determine whether or not real estate is legitimate and if it is a real asset class. If investments have been made sensibly, Dow believes real estate will get through the downturn without becoming a whipping boy again.

Real estate has been a good investment, Dow said, despite the fact that pension fund allocations have hovered around 5 percent. "Their love affair with the stock market went on far too long," he said.

As Patty Nooney, CPM[R], of St. Louis-based American Spectrum Realty, Inc. noted, "We're going to have to see some big indicators to get people on the sidelines back into the market."

Multifamily will likely be the sector that gets hit the hardest from this recent recession. It suffered from the double whammy of low interest rates and an increase in homeownership. Prior to 9/11, many investors believed that apartments were a safe bet, but there has been negative absorption in many markets.

Chan agreed: "It'll be hard on the rental market because people don't have the income they once had, and if they do, they're taking advantage of low interest rates to buy a home."

A Historical Perspective

Additional cause for caution, albeit somewhat unscientific, is a disquieting observation of the historical record. Close to our latest uninterrupted and prosperous expansion of the '90s and its notorious tech revolution, is a similar expansion and tech revolution of the '60s. Then, jet airplanes, television and radio provided the "new paradigm" of low unemployment, high productivity, fast job growth, low inflation, low interest rates, business expansion and a stock bubble.

The historical record of the postwar recessions shows milder recessions have a brief recovery period, followed by more serious recessions.

Conditions suggest that the stimulus provided through several months of aggressive monetary and fiscal policy has worked its way into the economy, and a decent recovery is underway. However, in the event the debt burden is not worked off, and inflation accelerates, it would be reasonable to expect a recession more serious than this one, possibly starting sometime next year and continuing into 2004.

Some have said that the business cycles can be eliminated because of the advances in technology. Although they might get smoothed out a bit, and unless technology can change human nature, the business cycles are here to stay. Strategic planning and anticipating the direction and magnitude of economic growth will allow property and asset managers to provide the best value for their clients.

 


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IREM Awards

Robert Kehiayan, CPM® Named CPM Of The Year by IREM - February 2000


SunCoast Properties Vice President, Robert Kehiayan, was awarded CPM of the Year by the Institute of Real Estate Management. Robert Kehiayan, CPM® is Vice President of SunCoast Properties, the property and asset management firm devoted exclusively to the management of real estate holdings of the Brutoco Companies. During his 20-year Property Management career, Kehiayan has managed and leased all property types. His specialty has been value-added and repositioning of commercial property. For the past three years Kehiayan’s has served on the Orange County Chapter of the Institute of Real Estate Management (IREM) Executive Council. He was recognized by IREM in 1996 as the Chairperson of the year for his efforts on the Professional Opportunities Committee. He earned his Certified Property Manager (CPM®) designation with a grade of "Pass Superior" on his Management Plan. Also, he was selected as CPM Candidate of the Year in 1997.

Kehiayan began his property management career in 1980 by building a successful fee management business in north Los Angeles County. After selling the company Robert worked for a developer in West Los Angeles where he gained valuable ground-up construction, due diligence, and acquisition/disposition experience. In the 1991, Kehiayan became General Manager of a declining, substantially vacant, 200,000 SF mixed use Orange County commercial property in loan default. In the middle of a deep recession he coordinated a team effort that tripled the occupancy, and secured approval of new permanent financing. In addition to these accomplishments, Kehiayan turned around a 600,000 SF portfolio of shopping centers, and repositioned mid-rise office and multi-tenant industrial buildings.

For SunCoast Properties, Kehiayan has led the team with the acquisition and renovation of a tired and empty 60,000 SF office building in Anaheim. There is currently over 100,000 SF of potential interest in this building, with 90% occupancy expected to be achieved only 7 months after acquisition.
 

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