Research and Negotiation Skills Key to Waldman’s Real Estate Success

Dan Waldman of Westwood doesn’t view himself strictly as a commercial real estate broker. “I’m actually a problem solver,” he says. “I find solutions so both sales and lease deals become win-wins for all the parties involved.”

In recent months, Waldman’s love of people, his local market knowledge, research and negotiating acumen, and creative solutions have resulted in four outside-the-box deals for his firm, Waldman & Associates (http://www.waldmancre.com/:

• Olde Marlborough Village, 329-331 Boston Post Rd East, Marlboro, Mass. – The Gilberts, owners of a small retail plaza and self-storage facility, told Dan Waldman they wanted to retire but were hesitant about losing steady income. He explained the concept of a 1031 exchange. They liked the idea and Waldman alerted a local entrepreneur about the 2.4 acre lot, ideal for a locally-based storage facility, though too small for a national firm. Through the 1031, the couple replicated their income with the purchase of a Dollar General store in West Yarmouth -- the only one on Cape Cod -- a passive investment with an ongoing income stream. . Waldman helped the Gilberts beat out a buyer from LA using a hometown discount. The new owner of the Gilberts’ property is completing construction of new Bunker Self-Storage, a 500-unit facility. Seller is Gilbert Realty Management, LLC. Buyer is Blue Hawk Investments, LLC. Waldman, the only broker involved, negotiated a sale price of $2.55 million – 110% of the advertised price. In the past few years, Waldman has done $50 million in self-storage deals.

• Attleboro, Mass., 266 South Washington -- The owner of a hot property on a busy road didn’t want to sell the site but wanted a solid, long-term tenant to replace a closed Zoots franchise. He lives in Florida and trusted Waldman to market the property, screen prospects, recommend deals. They turned down numerous offers to sell or lease, searching for the exact right match. Then, Sturdy Hospital wanted the site for their first Urgent Care walk-in clinic due to its proximity to the hospital and high visibility. Waldman helped consummate a 10-year lease. The hospital invested $1 million in renovations and the facility opened August 1. Peter Hayes of Hayes & Sherry represented Sturdy. (Shown are before and after photos of the property.)

• Providence, RI-- 132 Elton Street -- The buyer wanted a multi-unit investment near Rhode Island School of Design where his daughter is a student, but he only had 15 days to identify a property as he was in a 1031 exchange. Waldman had contacts on the city’s East Side and made one call. He took the client to two properties including a 6-unit building. The investor loved it. All three met and made the deal over a pizza lunch. “I know there’s never a vacancy on the East Side near Brown because my older daughter graduated from Brown,” Waldman says, “It was a totally off-market and everyone was happy with the $1,850,000 sale price.” He represented both parties.

• Central Falls, RI-- 361 Dexter Street -- Waldman found an ideal lessee for this retail unit,, and in record time. California Nails & Spa signed a 10-year lease. He represented the Landlord and Tenant.. “Central Falls is a tough market but adding the salon helped round out the new plaza that includes a Dollar Tree and T-Mobile store.

Waldman’s partially attributes his successes in real estate over the past 9 years to his experience on the other side of the fence – having launched retail ventures ( he owned a furniture store), and stints in the health care world. Characteristically, he modestly plays down his undergraduate degree from George Washington University and his MBA from the University of Pittsburgh: “I suppose I use some of what I learned there in my work,” he smiles. “But, in truth, I actually learn a lot more from my clients who have a wealth of knowledge. Some are 2nd or 3rd generation in the real estate world.”

During 2016, Waldman, licensed in Mass. and Rhode Island, completed over $105 million in sales and 17 leases, earning him CoStar’s ‘Power Broker of the Year’ award in an unprecedented three categories. Industry watchers are impressed with his results, considering that Team Waldman is usually just Dan Waldman.

Last Spring, firing up his research and negotiating skills, Waldman brought the landmark 400,000 SF Walpole Mall to 100% occupancy for the first time in 30 years – a feat that evaded prior brokers. In the last three years, he has been the exclusive broker for a million square feet of retail space in Mass. and Rhode Island. All the plazas he represented have occupancy in the 98% range.

Long involved in community activities, last spring he was a top Boston fundraiser for an Ovarian Cancer Research Spin Event. Waldman is a member of the Ovarian Cancer Research Fund Alliance’s 5000 Club, having raised well over $7,000 for the cause. He invited anyone interested in making a donation to visit http://support.ocrfa.org/site/TR/Cycle/General?px=1003789&pg=personal&fr_id=1160 . Among his other charitable causes are Brown University, Pan Mass Challenge, St. Jude’s Children’s Research Hospital, and George Washington University.

For more information about commercial real estate for sale or lease represented by Dan Waldman of Waldman & Associates (http://www.waldmancre.com/ ), email djw930@gmail.com or phone 781.492.1586.

• By Stanley Hurwitz / stanhurwitz@gmail.com