Recognizing that visually demonstrating to their owner/developer clients what type of improvements will work on raw land is one of the vital services commercial and industrial brokers can provide, AIR has formed an association with the prominent national design firm of Ware Malcomb to provide AIR members with free site planning services.

Headquartered in Irvine, Ware Malcomb is a national design firm which offers professional planning, architecture, interior and graphic design services to commercial development and corporate clients throughout North America.  In addition to Irvine, the company has area offices in Los Angeles and the Inland Empire.

“Ware Malcomb is a highly respected design firm with extensive expertise in site planning.  We are excited to join hands to provide a service that offers our members, through our AIR web site (www.airea.com), professional site planning for their clients.  All members need do is fill out a short form at the site, after which they will be contacted by a Ware Malcomb professional.  Ware Malcomb will then provide a site plan for the property requested.

“This is a valuable broker service because the broker can then take the site plan and say to their client ‘this is what I believe you can do with this property’, and have a professional drawing to document it which reflects current market conditions and local regulations.  It’s a way for brokers to put something special in front of their clients,” Tim Hayes, executive director of AIR, said.

Rick Gunter, principal of Ware Malcomb and the central figure in the new service, said that the combination of his firm’s focus on real estate and its understanding that the broker is the critical party in land sale transactions enables Ware Malcomb to become a valuable extension of the marketing team.

“The brokers’ expertise is determining what belongs on the site.  My expertise is designing a use on the site that works to the optimum.  We have spent many years in conceiving these uses with brokers and developers and, in so doing, have found that if we can demonstrate the use of the property, that’s how a broker can more effectively show the value and income potential it can generate.  In the process, we become a key part of the marketing team,” Gunter said.

Gunter explained how this might work if a broker, for example, is representing a client on the acquisition of a four-acre parcel.

“Instead of simply selling a four-acre parcel of dirt, the broker could be selling the potential for a pair of 35,000 square foot industrial buildings with great circulation, visibility and flexibility.  This would enable the buyer to prepare a pro forma, including costs and rents.  Instead of the buyer just seeing raw dirt, the site plan helps them visualize and see how the project actually comes alive,” Gunter declared.

He added:  “In the end, we’re interested in helping brokers make the deal.  Sometimes we get introduced to the buyer along with the chance to earn their business.  Sometimes the deal goes on without us.  Every time we have the chance to meet people, build relationships, and help create value in the real estate industry.”

Association members are reminded that “SuperSheets” are posted on a daily basis on AIR’s updated web site.  “This is a password protected service designed for members only.  Your current AIRMail password will allow you to access this information,” said Martin Vartanian, director of information systems for AIR.  If you need assistance with your user name and password, please call AIR’s technical support department at (213) 687-8777.  “SuperSheets” are daily updates of all major new listings throughout the AIR service area reported on a region-by-region basis.  “SuperSheets” are e-mailed to members daily listing eight of the most interesting listings in each region.

Like Laker Coach Phil Jackson, Tom Walsmith excels at making adjustments in mid-stream.

During a 35-year commercial brokerage career, he’s displayed that rare capability on more than one occasion, the transition to office brokerage after origins as purely an industrial guy in the downtown/Vernon market being the prime example.

Walsmith is president of Commercial Property Group of Culver City, having entered industrial brokerage in 1973 with past AIR President Arnie Blumberg at Sterling Industrial Properties located downtown.  After a short stint with The Rader Company on the Westside, Walsmith formed Commercial Industrial Associates with Rick Hollman in Culver City.

In 1998, Walsmith formed Commercial Property Group with Chris Stauff, focusing on industrial and office brokerage, providing services ranging from user brokerage to large investment deals.

“I’m an industrial real estate broker, but I’m in a market that has become more office oriented, so I’ve become more of an office leasing broker.  With the ongoing conversion of former industrial space to creative office and schools, a trend that will surely continue, I had to learn the office market.  The fact that I managed a  high-rise office building on Wilshire Boulevard in Santa Monica earlier provided me a lot of insight into the market,” Walsmith said.

Characterizing his style as personal, and being part of a small enough firm that he can always respond to clients needs, Walsmith’s approach works.  True to his transition, one of Walsmith’s outstanding recent deals was the lease of a 50,000 square foot warehouse on National Blvd. in West Los Angeles for 30 years to Turning Point School, which is converting the property to a middle school.  The transaction was valued at $17 million.

Walsmith and his wife, Sue, reside in Calabasas.  They have two grown children, Talia and Danielle, and a grandson, Adin, 4.  In his leisure Walsmith enjoys travel, music and hiking.

Los Angeles County
800 W. 6th Street
Suite 800
Los Angeles, CA 90017
tel 213.687.8777
fax  213.687.8616

Orange County
145½ S Olive St.
Orange, CA 92866
tel 714 538-8432
fax 714 538-8587