The Importance of a Culture Match in Real Estate M&A

This is a segment from The BOC panel, Navigating the Future: Mergers and Acquisitions in the Real Estate Industry. The panel was hosted by Peter Luft and invited Mark Lukes, Scott Wright, Tyrone Davids CPA, CA, MBA, and Wayne Einhorn to discuss their work, advice, and noted trends in Real Estate M&A.

In this segment, Mark was asked the question, “What would you look for in a potential target to approach about M&A?” Mark emphasizes the importance of having a similar and compatible culture when looking for a buyer. The numbers tend to be the easy part when structuring a deal, but oftentimes matching the culture is overlooked. The last thing anyone wants is to sign an M&A agreement, only to realize you are stuck with incompatible leadership for the next few years. As Wayne stated earlier during the panel, it is important to go out for a drink or lunch to really meet the buyer to see if you guys are compatible. Mark states how if you don’t think that you guys can get along, it is okay to walk away in order to avoid future conflict.
Tyrone jumps in to add another important point. If your company is lacking in some way, perhaps strong management, then you should look for a buyer that not only fits your culture, but that can also strengthen your weak areas.

Peter wraps up this segment by detailing the importance of your brand. You want your brand to mean something and highlight what you are good at. He gives the example of RE/MAX, the largest real estate brand in the world. RE/MAX is viewed in the same way for real estate that Nike is for sneakers. Brand image is a crucial aspect to how others view your company. When going into an M&A deal, some of the key things you must be looking for is company culture, how the deal can improve lacking areas, and how the deal can solidify your brand image.

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