Field Notes: A Glimpse into Industrial Leasing with Carissa Ray

At BKM, our leasing professionals are the face of our mission—dedicated, relationship-driven, and essential to our success. In our Field Notes series, we highlight the team members who bring that mission to life every day. This time, we sat down with Carissa Ray, an Associate Leasing Manager based in San Diego, to talk about her path into leasing, what sets BKM apart, and how empathy and organization shape her approach to the role.

Carissa Ray

📍 San Diego, CA

7 team members

9 parks | 246 tenants | 1.3M SF

With BKM since December 2024

What made you want to get into leasing in the first place?

C: Leasing was a natural evolution for me within commercial real estate. I started in brokerage, moved into assistant asset management, and eventually found my way into leasing. I’m very detail-oriented and genuinely enjoy helping people, and those qualities really align with what leasing requires. I didn’t originally plan on being in commercial real estate at all—it started with a college internship—but over time I kept refining my path and realized leasing was the niche that suited me best.

Why do you think BKM stands out as an industrial operator?

C: Without question, the people. It’s the collaboration and support across teams that really sets BKM apart. You have support, and you always have a neighbor you can turn to with questions—they’ll be there to help you anytime. We work together to solve complex problems, and that shows in our relationships with brokers and tenants. Our tenants feel comfortable coming directly to us with questions, and that trust is built because of how our people operate day to day. And that makes us great people, because we solve the problems and we work together. The results we see in the industry all stem from that culture.

Do you have any notable stories from your time with BKM?

C: One experience that really stuck with me wasn’t about a big deal we did, but about empathy. I was working on a renewal with a tenant at Lionshead who was running her business on her own while dealing with the loss of her father overseas. It was a difficult time for her, and beyond just focusing on the renewal, I wanted her to know she was supported.

I worked with our marketing team to deliver a bouquet of flowers to her, just as a small gesture of care. When I dropped them off, we both got emotional. Of course, the renewal mattered, but what mattered more was showing her that we saw her as a person. That moment reinforced why I love this role. Empathy is first and foremost, everything else can come after.

How do you approach understanding what a tenant really needs beyond what's on paper?

C: Getting in front of tenants in person is everything. Early on, I relied more on emails and phone calls, but I realized that wasn’t building real relationships or producing the best results. Showing up, sometimes unexpectedly, and introducing yourself and asking how their business and personal life are going makes a huge difference.

Just listening is incredibly powerful. Even if I can’t immediately solve a problem, giving tenants space to talk and feel heard builds trust. Sometimes those conversations last 30 minutes or more, and they’re just as important as the deal terms.

What keeps you motivated even when the market is slow?

C: My team and wanting to show up for my team members. Even when leasing activity slows, everyone else is still pushing forward—property managers, asset managers, and leadership all have critical work happening. I want to show up for them and do my part. That team mindset keeps me motivated, even when conversations are tough or the market is challenging.

We also have weekly leasing and property management meetings that really help. Being honest about where things stand and collaborating on solutions keeps us aligned and moving forward together.

How do you build meaningful connections with brokers and customers?

C: One-on-one connections are key. Tenant events and broker gatherings are great, but pulling someone aside for a real conversation is where relationships are built. Those moments help you truly understand someone’s needs.

One example was at a tenant event, where I met a tenant that casually mentioned to me that they needed to expand. That conversation eventually turned into a 6,000-square-foot lease for a long-vacant space in our portfolio. That deal came directly from listening and building a personal connection.

What Industry trend are you noticing right now, and how are they shaping your work?

C: The biggest trend right now is economic uncertainty. Tenants are taking much longer to make decisions, which has extended renewal and leasing timelines significantly. What used to take about 30 days can now take six to nine months.

Because of that, organization is more important than ever. I rely heavily on detailed trackers and data to understand the full picture of my portfolio at any given moment. Being able to make informed decisions quickly—especially during negotiations—is critical in this environment.

Is there anything else you'd like to add?

C: I’m incredibly grateful to work at a company that truly supports my growth and believes in me. In just my first 11 months at BKM, I’ve exceeded what I ever thought I could accomplish, and that’s because of the culture and the people here. I’ve never felt this supported in my career, and it makes me genuinely excited to come to work every day.