How the work moves

The operating sequence behind the work.

Start with the brief on the homepage, then see how a discreet sale moves from first conversation to close.

A clear path from first conversation to close.

The work moves in a defined sequence. Each stage produces something the next stage can use, so the owner can see how preparation becomes a credible, executable sale.

First conversation

Confidential, with no obligation. The owner sets the constraints: timing, price expectations, and whether staff or tenants are informed. Nothing goes out beyond this room.

Underwriting and the deal sheet

The asset is underwritten before it is marketed. A lender-backed deal sheet is prepared so a buyer's financing conversation starts from a document rather than a guess. The same underwriting rigor applies whether the asset is 5 units or 200+.

Positioning and preparation

Rent roll, expenses, capital history, and physical condition are reviewed. Where the numbers are improvable before market, that is identified first. Invoices and tenant records are handled through a controlled process so the building is not disrupted.

CMHC-approved appraisal coordination

An appraiser from CMHC's approved list is engaged and coordinated as part of preparing the asset for insured financing, so the appraisal does not become a late-stage surprise.

Qualified counterparties

Buyers are approached privately rather than through an open bid process. Qualification means understanding the buyer's program, whether MLI Standard, MLI Select at what tier, or conventional, their amortization, whether the loan is sized by leverage or by coverage, and how far the offer sits from the lender's constraint. This is informed by Mike's relationships with private equity groups, family offices, institutional investors, and private developers.

Terms and closing

Offers are compared on certainty as well as price, and the reasoning is explained to the owner. A slightly lower offer sized with room in the loan can close at its number when a higher one near a limit cannot. The deal is worked to close.

Prepared before buyers see it.

Each listing has a private data room: rent roll, financials, drawings and the confidentiality agreement. Access is limited to qualified buyers who sign. Pricing is built on recorded sales.

I do not publish my transactions.

Sellers who come to this practice are not looking for a public result. Publishing mandates, prices, and counterparties would work against the people whose interests this practice is retained to protect.

Discretion is a term of the engagement, not a courtesy. It covers the period before market, during marketing, and after closing.

That is why a prospective owner should read the practice the way the market does: by the thinking it publishes and the way it works, rather than a list of past addresses.