How to Get the Deal Done with Brian Scanlon | EP131

Brian is Managing Partner at DealGen Partners, a deal origination company that currently manages $2.7 billion in Buy Side Mandates. Since 2016, DealGen Partners has generated over $900M in deal value. Through the combination of their outreach strategy and network of partners In this episode we talked about: * Brian’s Background and Journey in Real Estate * Value of Metrics * His View on Strategic Investors  * The Macroeconomic Real Estate Environment * Trends in Real Estate * Geographic Preferences * 2023-2024 Opportunities * Brian’s Advice to Individuals who are Entering the Real Estate space  Useful links: https://dealgenpartners.com www.linkedin.com/in/brianscanloncmo/ Transcription: Jesse(0s): Welcome to the Working Capital Real Estate Podcast. My name's Jessica Gall, and on this show we discuss all things real estate with investors and experts in a variety of industries that impact real estate. Whether you're looking at your first investment or raising your first fund, join me and let's build that portfolio one square foot at a time. Hey everybody, my name's Jess Fraga, and you're listening to Working Capital, the Real Estate Podcast. My guest today is Brian Scanlan. Brian is a managing partner at Deal Gen Partners, a deal origination company that currently manages 2.7 billion in buy side mandates.   Since 2016, deal Gen partners has generated over 900 million in deal value through a combination of their outreach strategy and network of partners. Brian, how's it going?   Brian (46s): Good, man. Thanks for having me on. I appreciate it.   Jesse(48s): Yeah, thanks for coming on. I think it'll be, yeah, it'll, it'll be a interesting conversation. Today we're gonna talk a little bit about kind of your background, private equity deals in general. So I think we'll, we'll have a lot to get going. First question from you, where are you joining us from?   Brian (1m 4s): Yeah, so I'm in Boston, Massachusetts. Our, our office is right outside of Boston in Wellesley, mass. My partner and I both went to Babson College in Wellesley, and we were looking for office space. We decided it would be kind of nice to not have to commute into the city every day, but stayed close to, to the alma mater. So we're in a nice old town.   Jesse(1m 24s): Beautiful. So, yeah, I thought, you know, like, like we have other guests on the show that, you know, we have things that are kind of real estate adjacent or investments from, you know, asset classes that are not necessarily focused specifically on real estate. I thought we'd have a conversation a little bit about kind of your background and deal gen and, you know, basically what you do for your clients and you know, what the company does, you know, why don't, why don't we kick it off from, from that almer mater. Did you get into this right after right after school?   Brian (1m 55s): Yeah. Yeah, kind. So, I, I sold a, a marketing company right after college, and the guys who helped me sell it were a small two-man shop outta New Jersey. And I, I joined up with them during my, you know, non-compete to go start another marketing company. And, and they said, Hey, why don't you come with us? And our specialty was lead generation at that time from the marketing company. So said, why don't you help us drum up some new business? You can learn this investment banking world and see if it's something you wanna stick in. Cause I kind of always like that space. So we,