The Power of Relationships: How CORFAC Delivers Real Value for Clients, Brokers, and Firms

By: Chelsea Bammert, First Capital Property Group / CORFAC International

Commercial real estate has always been a relationship-driven business. At CORFAC International’s 2025 Fall Summit in Amsterdam, that truth showed up again and again through real conversations, real deals, and real partnerships that stretch across markets and borders.

For member firms, CORFAC is more than a professional affiliation. It is a network that creates measurable value for clients, helps brokers grow sustainable careers, and strengthens firms through collaboration, shared knowledge, and trust.

Here is what that value looks like in practice.

Client Value: Supporting Growth Across Markets

When clients expand beyond their home market, consistency becomes critical. They need local expertise without losing strategic alignment. CORFAC provides that bridge.

Jackie Delay of Elford Realty shared how CORFAC has played a central role in helping one of her clients expand nationally.

“CORFAC has been invaluable for finding the right partners to find the right space and negotiate deals that work for our client’s business.” -Jackie Delay, Elford Realty

As of September 2025, her Columbus-based client, a bridal retailer, operated 10 locations, had three more under construction, and was actively pursuing site selection for nine additional stores in new markets. That expansion would bring their total footprint to 22 locations across the U.S.

At least half of those stores have been completed in partnership with CORFAC brokers in local markets. For the client, that meant faster site selection, smarter negotiations, and confidence that each deal reflected the realities of its market.

This is one of CORFAC’s greatest strengths. Clients gain access to trusted local professionals who understand the market, while still benefiting from coordinated strategy and communication across regions.

Complex Deals Made Simpler Through Trusted Partnerships

CORFAC’s value extends well beyond tenant expansion. It also plays a key role in complex investment and owner representation assignments.

Ed Del Beccaro of TRI Commercial shared a multi-market transaction involving a property in Oregon, a federal government tenant, and a buyer based in Chicago.

“We inspected the building together, worked through the lease renewal, and ultimately completed the sale as partners.” -Ed Del Beccaro, TRI Commercial

That transaction succeeded because the relationship already existed. Trust was established long before the deal was on the table. Ed also noted that his firm consistently receives inbound referrals through CORFAC each year, while exporting deals from the San Francisco and Silicon Valley markets. These are not cold handoffs. They are referrals backed by confidence in the broker on the other end.

For clients, this means smoother transactions and fewer surprises. For brokers, it means deals get done more efficiently and with less friction.

A Platform That Strengthens Firms

CORFAC offers independent firms something that is increasingly rare in the industry. A global platform without sacrificing autonomy or culture.

“CORFAC gives us a global platform to serve our clients across the country and across the world.” -David Boyd, Boyd Commercial

That platform allows firms to pursue larger assignments while maintaining the local relationships and entrepreneurial mindset that define their success.

Phill Tomlinson of Commercial Properties pointed to another important benefit that often goes unnoticed.

“You can ask any broker in CORFAC a question and they’ll open their book. Systems, processes, back office, best practices. That openness has paid for these trips many times over.” -Phill Tomlinson, Commercial Properties

This culture of transparency helps firms improve how they operate, not just how they transact. Over time, that shared knowledge compounds into stronger businesses across the network.

Building Better Brokers Through Mentorship and Experience

Across the interviews captured in Amsterdam, one theme surfaced repeatedly. The most successful brokers are the ones who stay curious and surround themselves with experienced people.

“Ask good questions. Be curious. Learn from people who’ve been in the industry a long time.” -Dan Van Nada, CCIM, First Capital Property Group

“Build your network before you need it.” -Jeff Pollock, Pollock Commercial

When asked what they would tell their younger selves, brokers emphasized relationships, mentorship, and preparation.

“In-person relationships matter. Spend the time building connections. And get serious about managing your data early.” -Trent Scott, CCIM, First Capital Property Group

“Find a mentor. There’s nothing better than learning from someone who’s already lived it.” -Daniel Shindleman, CCIM, MRICS, Bridgemer AG

CORFAC conferences create space for those connections to happen organically. Not through scripted networking, but through shared experiences, candid conversations, and the willingness to help one another succeed.

Why Brokers Keep Coming Back

When brokers talk about why they continue attending CORFAC conferences, the answers are consistent. They come to learn, to exchange business, and to strengthen relationships.

“I come to CORFAC to learn what’s happening in other markets, to refer business, and to be referred business.” -Ben Kuykendall, First Capital Property Group

“I ended up doing the biggest deal of my career with a fellow CORFAC broker. That relationship started at a conference.” -Chris Michniewicz, Stubblebine Company

The destinations are memorable, but the real value comes from the people and the opportunities that grow out of those connections long after the conference ends.

A Network Built for Long-Term Success

One of the most meaningful benefits CORFAC provides is the ability to collaborate across markets while staying aligned in values and approach.

“We’ve been able to create marketing opportunities and transact across state lines because of CORFAC. That collaboration is what makes the network special.” -Trey Gravenstein, First Capital Property Group

CORFAC is not built around one-off transactions. It is built around relationships that last, partnerships that evolve, and a shared commitment to doing business the right way.

The Takeaway

CORFAC International delivers real value at every level. Clients gain trusted representation in every market they enter. Brokers gain mentorship, referrals, and career-defining opportunities. Firms gain a collaborative platform that strengthens their business without changing who they are. That value is proven through real deals, real growth, and real relationships.

To learn more about CORFAC International, connect with your local firm, or reach out to Jonathan Salk, CORFAC Chief Executive Officer at jonathan@corfac.com.