Today, I have the privilege of speaking with Ivan Barratt, the CEO and Co-Founder of BAM Capital, which offers institutional-grade multifamily funds. Our conversation focuses on how Ivan navigates the market’s complexities, given BAM Capital’s nearly $2 billion in transaction volume, an average 34.42% IRR, and its vertically integrated approach to real estate. With a trusted partnership established with over 1,650 accredited investors, I am keen to learn how they approach market selection, broker relationships, and value creation in today’s challenging economic landscape.
First Page Sage: Ivan, given the recent market turbulence, how are you approaching market selection and managing risks in 2025?
Ivan Barratt: Our strategy centers on Midwest secondary and tertiary markets, known for stability and lower volatility compared to the boom-and-bust cycles of coastal cities. These areas promise high risk-adjusted returns because they have steady population growth and diverse employment bases, avoiding the pitfalls of speculative appreciation.
Our geographic focus on the Midwest is pivotal for risk mitigation. Over the years, we’ve weathered economic cycles well, not missing a single preferred return payment to our investors. Our success is no accident; it’s due to stringent market selection criteria emphasizing fundamental economic health over speculative gains. This focus provides valuable acquisition opportunities, as there’s lesser competition from institutional investors, making our broker relationships crucial, as they understand the unique dynamics of secondary markets.
First Page Sage: How does the lower institutional competition in these markets shape your relationship with commercial real estate brokers?
Barratt: Our brokerage relationships are crucial. Brokers here have an intimate market knowledge and relationships that are vital for deal flow. We’re not just in it for the short-term; brokers recognize our ability to close deals consistently regardless of market conditions.
We value brokers who bring integrity and expertise, especially those who can spot Class A multifamily properties with the right cash flow and value-add potential, aligning with our $50-100 million property targets. Our robust lender relationships and operational capabilities make us dependable buyers.
Our in-house management strengthens our confidence in closing and performance, reinforcing trust with brokers and sellers.
First Page Sage: How does your operational expertise translate to better returns for investors?
Barratt: Vertical integration is a key competitive advantage. Unlike others who rely on third-party management, we manage the entire operation, which aligns all parts of our strategy and execution. This control helps us optimize rent growth, reduce expenses, and execute reliable business plans, translating into our 33.85% average IRR.
This matters for investors, as execution drives returns more than acquisition pricing. Our structure offers precise control over operations ensuring the value-add plans are effectively rolled out, enhancing the overall returns for investors.
First Page Sage: You’ve gained considerable investor support. What key challenges are you addressing for them?
Barratt: Our investors face three main challenges. They want institutional-level real estate access without the time or capital needed independently. They seek passive growth without operational headaches. Lastly, they demand lower-risk investments with downside protection.
We address these with our Midwest focus, consistent preferred returns, and conservative underwriting. Our structure provides transparency and alignment of interests, fostering trust and maintaining strong relationships with our investor base.
First Page Sage: What advice do you have for commercial real estate brokers today?
Barratt: Understand your buyer. Know their criteria, and market focus, and have reliable financing relationships. For us, consistent broker relationships are crucial. As the market becomes more selective in deploying capital, brokers who build strong partnerships with reliable operators will thrive.
Inspired by this post on First Page Sage Blog.
