James Gray

Observer
DISC Type : ci

Managing Director at ARE Capital Advisors

London, England, United Kingdom

Overview

James Gray is the Managing Director of ARE Capital Advisors, with over 20 years of experience in real estate and finance at firms like JPMorgan and Pepper Group. A qualified Chartered Surveyor, he specializes in sourcing and structuring debt and equity solutions across the UK and Europe, having facilitated over £500 million in funding.

Outside of work, James is married with two children. When his schedule allows, he enjoys staying active by playing football and cricket. His other interests include skiing and following horseracing.

He previously managed the asset management and deleveraging of a £500 million non-performing loan book while serving as Head of Real Estate at Pepper Group.

Personality Overview

Example Seeker

Curious

Assertive

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They often ask many questions and rely heavily on information and documentation. They are generally good communicators and can be hard to convince.

Topics They Care About

Real Estate Financing
His entire career is focused on providing funding solutions, including senior debt, mezzanine loans, and joint venture equity for real estate clients across the UK and Europe.
NPL Transactions
He has significant experience managing non-performing loan portfolios and recently posted about a retained client's specific requirement to acquire office sector NPLs.
Bed-Led Assets
His firm's primary investment focus is on "bed-led" assets, including Build-to-Rent residential, student accommodation (PBSA), hotels, and healthcare facilities.

Media Appearances

James has no verified media appearances

Work History

7-2019
Managing Director at ARE Capital Advisors
5-2016 - 6-2019
Head Of Real Estate at Pepper (UK) Limited
9-2014 - 5-2016
Vice President at JPMorgan Chase & Co.
3-2011 - 9-2014
Associate Partner at Knight Frank
11-2004 - 3-2011
Senior Surveyor at CB Richard Ellis

Education

2000 - 2004
Real Estate Management & Valuation from University of the West of England
1994 - 1999
Education details unavailable from Marlborough College

More Information

Social Presence :

Prographics :

Exp : 21 Location : London, England, United Kingdom Job Level : Mid-senior Designation : Managing Director at ARE Capital Advisors
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Persuade objectively how your product will help them achieve their goals
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from James

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will James move?

  • They like to perform full analysis and can take time to make any decision.
  • Can James take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And James

Personality Compatibility


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