A trusted advisors: CBC evolves into the leading brokerage in the Intermountain West.

• Author: Haraldsen, Tom

Relationships.

A simple enough word you might think, the importance of it seeming obvious in any setting. And yet it may be a lot easier to conceive than to truly achieve. That's what makes all the difference between a successful business and one that's something far less.

Ask Kevin Long, COO of CBC Advisors, and he'll say relationships are the big differentiator in the world of commercial real estate. He credits a focus on developing strong, lasting relationships for the success of CBC, which has grown to become the most dynamic commercial real estate brokerage in the Western United States.

"It is evident when you enter any of our offices," Long says. "Establishing long-standing relationships with every major developer in this market has insured that there are no limitations on the scope of our influence and results-oriented approach. We've built a brand in the Intermountain West that exceeds the national levels, and we are aligned with the most significant players locally, regionally and nationally. It all starts with those relationships."

To appreciate where CBC is now, and where it is going, you have to understand how it came into prominence.

FROM FLEDGLING TO GLOBAL FORCE

The origins of Coldwell Banker Commercial were not in the banking industry.

The roots of Coldwell Banker Commercial date back to 1906 when Colbert Coldwell played a key role in rebuilding San Francisco after a devastating earthquake and fire. Having witnessed his real estate contemporaries take advantage of the tragedy by acquiring property from vulnerable sellers at unfair prices, he dedicated himself to providing an honest and knowledgeable alternative, imbuing his transactions with honesty and vision on behalf of his clients. Later joined by Benjamin Arthur Banker, the two partners established a company committed to commercial real estate.

Over the next several decades, Coldwell Banker embarked on a nationwide expansion to become the dominant commercial real estate company across America. In 1937, the firm began to provide residential real estate services to become a full-service real estate company. In 1989, Sears, Roebuck & Co. sold the commercial division of Coldwell Banker to a group of managers currently known as CBRE (CB Richard Ellis). As a result of the purchase, the entities entered into a non-compete agreement.

In 1996, the Coldwell Banker Commercial brand was acquired by HFS, Inc. (now Realogy, NYSE: RLGY) and became part of the world's largest real estate franchise organization-- and the non-compete with CBRE expired. By 1998, the firm commenced rapid expansion of the Coldwell Banker Commercial brand under both an affiliate and company-owned business model. The affiliate company quickly grew in secondary and tertiary markets, with expansion efforts in major markets. Long-term brand development has resulted in CBC being one of the top globally recognized commercial real estate companies.

UTAH EXPANSION--A DYNAMIC APPROACH

It was during this rapid expansion period in 1998 that the Salt Lake City franchise office of Coldwell Banker Commercial was launched under the leadership of Brandon Fugal. "I was determined to...