Friday, January 18, 2019



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The Lot Book


At age 27, and just five years out of the University of Iowa, commercial broker Nathan Drew figures he has received a graduate degree in the Greater Des Moines real estate market just by working through the recession and the problems that lingered.

Drew started out building houses in small communities after graduation, then joined Iowa Commercial Realty. About the time he graduated in 2008, the multiheaded Regency development companies, at the time the state's largest home builder, were closing their doors. In the process, Regency walked away from the Michael's Landing mixed-use development in West Des Moines.

Four banks foreclosed on loans securing the residential side of the development. Eventually, Oppidan Investment Co. of Minnesota worked out a deal to buy more than 130 lots. It also agreed to finish paving 88th Street, and it sold land in the development to the Waukee Community School District for construction of an elementary school.

Drew was the agent who sold off all of the lots in what is now called Woodland Hills. He talks about some of the keys to bringing new life to the development and other lessons learned about the real estate market in this Q & A with the Business Record.

What was the key to selling out all of the lots at Woodland Hills?
There were a lot of factors that contributed to selling out Woodland Hills. Woodland Hills was essentially the poster child for the housing crash in Central Iowa, the perfect storm: Iowa's largest builder, four banks involved, big project in a prime location, down economy, and a large road that needed to be constructed. Oppidan really stepped up and handled a situation that no one locally wanted to touch. The real estate development business is a "show me" business, meaning that consumers are often hesitant to buy before promised features have been implemented. In Woodland Hills, Oppidan offered to actually build a large road, 88th Street, and bring in an elementary school. In fact, they did just that, which sparked the project. Further, Oppidan's timing on the project was impeccable because there was pent-up demand for single-family lots in West Des Moines. Finally, it is obvious that Iowa Realty played a key role in selling out the lots in Woodland Hills. As a result of Iowa Realty's close relationships with the top builders in Central Iowa, it made selling lots move quickly. Internally, we started a strategic plan for the development about a month before we actually got the project listed. The first day that we had the project listed, we had signed contracts for approximately 40 lots. We initially projected that this would be a four- to five-year project, but we were able to secure signed contracts on all available lots in just over one year.

What is the key dynamic spurring sales in Greater Des Moines?
Most people in the industry would say that the increased sales are the sole result of record low interest rates. However, there are other factors involved. Generally, bank-owned projects have been absorbed by the market, and with the lack of bank-owned lots remaining on the market, it has added to increased confidence of lenders, developers, builders and consumers in the market.

Click here to continue reading the full interview