What separates great commercial real estate brokers from the ones who wash out of the business?

In this episode of Apartment After Hours, Bryan McCann, David Dirkschneider, and Reid Bennett dive into the realities of life in multifamily brokerage—from the skills that separate top producers from “paper passers” to the marketing strategies that can add millions to a deal. Along the way, they break down how the best brokers create real value for their clients, why competitive marketing processes matter, and how to survive the stress and volatility that come with commission-based work.

If you’re a commercial real estate broker, investor, or someone considering a career in the business, this episode offers practical insights from professionals who have spent decades navigating deals, negotiations, and market cycles.

In this episode, we cover:

- What separates good brokers from bad brokers

- Why “paper passers” struggle in brokerage

- How great brokers create value and control the deal process

- On-market vs. off-market deals and when each makes sense

- Why sellers typically benefit from a competitive marketing process

- The dangers of giving multiple brokers the same deal

- Listing agreements, protect lists, and incentive fee structures

- The chronic stress and income volatility of brokerage

- How to build a high-performing brokerage team

You’ll also hear real-world deal stories, lessons learned from deals that didn’t close, and practical advice for younger brokers trying to break into the industry.

Whether you’re trying to improve your brokerage skills, understand how investment sales really works, or simply hear how experienced brokers think about deals, this conversation delivers actionable insights you won’t hear in most real estate podcasts.

🎙 About Did It Close?

Hosted by Bryan McCann and David Dirkschneider, Did It Close? is a commercial real estate podcast focused on deals, strategy, and actionable insights for CRE professionals.

🔔 Subscribe for more conversations with top operators in commercial real estate.

What can a commercial real estate virtual assistant actually do for your brokerage?

In this episode of Did It Close?, we sit down with Kevin Hanan, CEO and founder of CRE Task Wizard, to break down how offshore talent is transforming commercial real estate teams. From lead generation and transaction management to underwriting support and AI workflows, Kevin explains how brokers can leverage virtual assistants to scale efficiently—without sacrificing quality.

If you’ve ever felt buried in admin work, CRM cleanup, prospecting lists, marketing coordination, or underwriting prep, this conversation will help you understand what to delegate, how to onboard correctly, and how to avoid common mistakes when hiring offshore talent.

We cover:

- What a commercial real estate virtual assistant actually does

- The four core verticals offshore talent can support (lead gen, transaction management, marketing, financial analysis)

- Why most first-time VA hires fail—and how to prevent it

- How cold calling offshore can work in CRE

- The difference between generalists and specialists

- How AI tools like ChatGPT integrate with virtual assistants

- Best practices for onboarding (Loom videos, SOPs, recurring standups)

- Typical cost ranges for part-time and full-time offshore support

- Whether you're a solo broker, team leader, or managing a growing CRE platform, this episode will give you a practical roadmap to building leverage in your business.

About Kevin Hanan

Kevin Hanan is the CEO and founder of CRE Task Wizard. A former broker, Kevin built his company after successfully using offshore talent in his own brokerage career. Today, he helps commercial real estate professionals hire and manage virtual assistants trained specifically for CRE workflows.

🎙 About Did It Close?

Hosted by Bryan McCann and David Dirkschneider, Did It Close? is a commercial real estate podcast focused on deals, strategy, and actionable insights for CRE professionals.

🔔 Subscribe for more conversations with top operators in commercial real estate.

👍 Like & comment if you’re considering hiring a commercial real estate virtual assistant.

#CommercialRealEstate #VirtualAssistant #CRE #LeadGeneration #AIinRealEstate #Brokerage #Productivity

What do commercial real estate investors need to know about 1031 exchanges and DSTs in today’s market?

In this episode of Did It Close?, we sit down with Dave Bulger of Perch Wealth to break down the mechanics, timelines, and strategy behind 1031 exchanges, Delaware Statutory Trusts (DSTs), and 721 exchanges.

If you’re advising clients on capital gains deferral—or considering selling an investment property yourself—this episode walks through the key rules, risks, and opportunities that can make or break a successful exchange.

We cover:

- What a 1031 exchange actually is (and what “like-kind” really means)

- The critical 1031 exchange timeline (45-day identification & 180-day closing rules)

- How depreciation recapture and capital gains are deferred

- What happens when you take partial cash out (“boot”)

- When refinancing after an exchange may create IRS scrutiny

- How DSTs provide passive, institutional-quality replacement options

- The fee structure, debt replacement mechanics, and diversification benefits of DSTs

- How 721 exchanges into REIT structures work

Whether you’re a broker, investor, developer, or advisor, this conversation offers practical insight into structuring exchanges strategically—not just compliantly.

About Dave Bulger

Dave Bulger is a 1031 exchange specialist with over two decades of experience in securities and commercial real estate investments. He focuses on DSTs, Opportunity Zones, and tax-advantaged real estate strategies designed to help investors preserve capital and transition into passive ownership structures.

🎙 About Did It Close?

Hosted by Bryan McCann and David Dirkschneider, Did It Close? is a commercial real estate podcast focused on deals, development strategy, and market intelligence for CRE professionals.

🔔 Subscribe for more conversations with leading operators in commercial real estate.

👍 Like & comment with your experience using 1031 exchanges or DST structures.

#1031Exchange #DST #CommercialRealEstate #CRE #RealEstateInvesting #TaxStrategy #DelawareStatutoryTrust #InvestmentProperty