The role of placement agent is one of relationships and matchmaking — an extensive Rolodex (or LinkedIn profile) is key, as is an understanding of what investors and managers are looking for and how to meet those needs. Amid the COVID-19 pandemic, with its lockdowns and travel restrictions, the role of an experienced placement agent became even more important, especially for those navigating the fundraising waters for the first time.

Institutional Real Estate Americas senior editor Loretta Clodfelter recently asked a group of placement agents to answer a few questions about their experiences in the past year, and to share their forecasts and expectations for U.S. real estate fundraising. The roundtable participants were Matt Hershey, partner, Hodes Weill & Associates; Nancy Lashine, founder and managing partner, Park Madison Partners; Walter A. Stackler, managing partner, Shelter