Navigating Market Shifts and Driving Transactions:
The Role of Investment Sales in Real Estate
The real estate market is constantly evolving, influenced by factors such as interest rates, foreign exchange movements, and broader economic conditions. In this dynamic and often uncertain environment, investment sales professionals play a critical role in supporting decision-making on both the buy-side and sell-side, ultimately bringing transactions to completion.
Cushman & Wakefield
Senior Manager
Investment Sales
Kim Jinsu
The Role of Investment Sales in a Rapidly Changing Market
What does investment sales entail?
Kim (hereinafter): Investment sales involves connecting real estate sellers and buyers and acting as an intermediary in real estate transactions. When representing sellers, we support the entire process—from appraising and surveying the property to finding a buyer, concluding the sales contract, and handling the closing. On the other hand, when we receive inquiries from clients looking to acquire property, we propose properties that match their needs and guide them through the process from contract signing to closing.
I began my career at a major Japanese real estate company, where I worked for approximately six years. At Cushman and Wakefield (C&W), however, the client base is quite different due to its global nature. As a Korean national, I primarily work with overseas investors and institutional clients.
The types of assets I handle are highly diverse, including multifamily residential buildings, office properties, hotels, and retail assets. Transaction sizes vary widely—from several hundred million yen to deals exceeding ¥10 billion.
Supporting Clients in an Uncertain Market Environment
Japanese real estate has recently gained global attention, and market conditions continue to shift. What is expected of investment sales professionals in such a climate?
Japan has entered a period of rising interest rates in recent years, and property prices have also been trending upward. However, compared to other countries, interest rates remain relatively low, and the depreciation of the yen has made Japanese real estate appear comparatively undervalued.
At the same time, price fluctuations have become more pronounced, making market conditions increasingly difficult to predict. In this environment, I place particular emphasis on maintaining close communication with clients.
In central Tokyo especially, supply is limited, and high-quality assets are often transacted before they are publicly marketed. To avoid missed opportunities, it is critical to fully understand each client’s motivations, background, investment strategy, and broader portfolio. This enables us to respond quickly and present opportunities in a timely and strategic manner.
The Value of Organizational Strength and Team Collaboration
What are the strengths of Cushman & Wakefield?
One of our greatest strengths lies in our team-based approach.
While our investment sales team is not particularly large, this allows for rapid information sharing and a deep understanding of each deal’s key issues. As a unified team, we are able to respond quickly and thoughtfully to client needs.
Globally, C&W ranks among the top three real estate service firms by revenue, and we often collaborate with our overseas offices on cross-border transactions. This global platform, combined with local expertise, enhances the quality of our service.
I was personally drawn to this organizational strength when I joined the firm. Our team includes professionals from a wide range of industries and backgrounds, which not only enriches our client proposals but also provides a continuous learning environment.
Another distinctive feature is our flat organizational culture, which is less common in traditional Japanese real estate firms. While brokerage is often seen as an individual-driven role, at C&W we emphasize collaboration—sharing knowledge and insights across the team to deliver the best possible outcomes for our clients.
Given that I primarily handle corporate clients and relatively large-scale transactions, I frequently encounter complex issues involving legal, tax, and structuring considerations. Being able to draw on the collective expertise of the team in these situations not only benefits our clients but also broadens my own knowledge and perspective.
Shaping a Career Within a Collaborative Environment
How would you describe your work-life balance?
At my previous company, it was difficult to take paid leave, but in my current role, I’m able to take time off depending on my workload. I recently took an extended holiday, and overall, I find it easier to maintain personal time.
Of course, we are expected to take full responsibility for our work, but the environment allows us to balance professionalism with flexibility. It’s a workplace where you can remain highly accountable while still maintaining a healthy rhythm between work and personal life.
Looking Ahead: Becoming a Trusted Deal Leader
Finally, what are your future aspirations?
While I truly value working as part of a team, my long-term goal is to become a professional who can independently manage the entire transaction process from start to finish.
At present, I still receive valuable guidance from my manager and team members—whether in structuring key issues or reviewing documentation. This level of support is something I did not experience in my previous role, and I find it incredibly encouraging.
Going forward, I aspire to grow from someone who is supported by the team into someone who supports others. My goal is to become a trusted advisor—not only for clients but also within the organization—someone who is relied upon by both.
