The situation
What the client was facing
Cambridge Realty Partners had acquired the Pomona Walgreens — 13,650 square feet, built in 2004, fully leased — in an early acquisition program, and wanted to sell into the compressed cap-rate environment of the mid-2010s. By the time the O'Shea Net Lease Advisory took the assignment, two brokerage firms had already carried the listing.
One constraint shaped everything: the seller required any buyer to assume the existing CMBS debt rather than pay to defease it. Debt assumption narrows the buyer pool to investors with the balance sheet and patience for a servicer's approval process — and it is exactly the kind of term most marketing buries until it surfaces in escrow and kills the deal.
The work
What the desk actually did
Francisco — then an Investment Associate on the O'Shea team, midway through his CCIM candidacy — was charged with building the marketing effort from scratch: the offering memorandum, the marketing materials, and the third-party production process he coordinated end to end.
The campaign ran wide across LoopNet and internet channels and deep through the team's proprietary database of qualified net-lease investors — with the debt-assumption requirement presented up front as the structure of the deal, not a footnote to be discovered later.
As serious buyers surfaced, he produced successive rounds of financial analysis for their review — the underwriting that let bidders get comfortable with the assumption math and the loan's terms, which he later credited as an input to the winning buyer's final decision.
The outcome
How it ended
The campaign produced multiple offers. The seller selected a Hong Kong-based private investor, and the transaction closed at $9,395,000 with the CMBS debt assumed — a closing file that runs from the sales contract and its amendments through the assignment of lease, SNDA, and cash-management agreement.
The detail that made the difference at the finish: the team arranged a title company with an in-house Mandarin translator for the buyer — "very meaningful in completing this transaction," as Francisco wrote in the CCIM portfolio submission this account is drawn from, a role affirmed in writing by both of the advisory's principals.