Ajay Kalra is managing director and market leader in the West Des Moines, Iowa, office of CBRE. He’s also built a thriving career in commercial real estate at a young age.
Kalra recently shared his thoughts on succeeding in commercial real estate and the skills that this takes.
Tell us about your background. Where did you grow up? Where did you go to school?
I grew up in West Des Moines. Following high school, I went to Iowa State (Go Cyclones!) and majored in finance with a minor in international business. While at Iowa State, I had the opportunity to study abroad for a semester in Barcelona for an internship as part of my international business minor. It was an amazing experience! Eventually, I settled back down in West Des Moines, where I currently reside with my family.
How did you get your start in the industry?
After graduating from Iowa State, I dove into the distribution and supply chain sector for the first eight years of my career. Both my parents are in real estate, so it was always an interest growing up, but I also wanted to branch out and carve out my own path. I’m glad I did, as I learned many lessons during those eight years.
Despite the success, I realized my passion was elsewhere. I decided to look into commercial real estate and possibly switch gears. When the pandemic hit, I did just that and took the opportunity to change over. I used my extra downtime at home to get my real estate license and was determined to pursue my childhood passion full-time. I pivoted from the logistics industry and joined LCS RE, the second-largest owner and operator of senior living in the country. In addition, I started to help my parents with the family business on the side, which greatly assisted with my transition into commercial real estate.
Did you have a mentor who helped you get on your feet, or is there someone you turn to now for support?
My parents. My mom is in residential real estate while my dad is a commercial developer. They’ve been instrumental during my transition to CRE.
What does an average day at work look like?
This is the hardest question on the agenda! It’s generally a mix of business development and networking. I also enjoy being present to help assist our brokers and support staff with any problems they may face, taking time to establish a rapport with our internal and external stakeholders and making sure the office is never getting complacent. As the managing director and market leader, culture and growth are of the utmost importance.
What do you like most about your job?
The people. You know you’re in a good place when you look forward to coming into the office every day, which I certainly do. The best way I like to think of it is that I’m the coach of a football team, but all the players are wide receivers and I get to balance the personalities. It’s a challenge I look forward to every day!
Looking to the future, what do you hope to work on/achieve that you haven’t already?
Onward and upward, always. Never settle and continue to step outside your comfort zone. If you’re uncomfortable it means you’re growing.
How do you spend your time away from the office?
I spend most of my time outside the office with my family. My wife and daughter give me the greatest joy and purpose. We try to make the most of our time together, whether that’s swimming at a pool during a fantastic Iowa summer or simply grilling at home.
During the rare instances (don’t tell my wife) I’m not with my family, you’ll find me on the golf course working on my swing.
