Aaron Marchand, Urban Properties, Turton Commercial Real Estate

When Aaron Marchand began his commercial real estate career in late 2010, both the region’s economy and his line of work were in a bleak set of circumstances.

But in a way, he said, that was an advantage, because he didn’t know any different. “I read a lot of how bad it was, but I hadn’t been through the cycle,” he said. “I wasn’t around in the days when they were printing money.”

Still, he said, his first few months were interesting after he joined Turton Commercial Real Estate as a broker specializing in leasing and sales for downtown and midtown Sacramento locations.

With some hard work, sticking with a plan and learning as he went, he was able to break through in the last year enough to be named a Rookie of the Year in March by the Association for Commercial Real Estate.

A husband and a father, Marchand said he’s focusing on continuing to grow while also balancing his home life and his work life.

You got into commercial real estate during one of the toughest periods for that sector in recent history. What was your initial experience like?

“It was an interesting start, to say the least. I had the motivation, I had the passion, but I had to figure out how to make it work. My father-in-law was a mentor, and this was the third time he’d been through the cycle, so I really tried to learn from him. I just kept moving forward, kept doing deals.”

What kept you going the first few months, and what was the biggest thing you learned?

“I’m a pretty optimistic guy, and I believed the stronger I got, I’d have the ability to do more. I had friends who did the rise and fall, and they fell hard. I saw every sale as one step closer, and really, it could only get better. I just focused on every day, toughing it out with the landlords and the tenants, focusing on relationships.”

Looking back, how does now compare to when you started? Do you see signs for optimism?

“I think so. There are still a lot of vacancies, but it’s one of those things where it goes deal by deal. You hear of new arrangements, new clients, all these conversations, and it sounds like we’re starting to see a little more light at the end of the tunnel all the time.”

What would be your advice for someone just coming into commercial real estate?

“In the little time I’ve been doing this, I think it’s definitely important to make a plan, to stick to it, (but) to be ready to modify it if something isn’t working.

“Communication is so important. It’s so easy to just focus on the deals, but the communication is really where you can do something important. I’m constantly working that as well as how to make my job as efficient as possible and balance a normal life.”