Field Notes: A Glimpse into Industrial Leasing with Colby Mikulich

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 Colby Mikulich, one of our standout Leasing Managers in Northern California, to learn what drives him, how he connects with tenants, and how he sees the future of industrial leasing evolving.

Colby Mikulich

📍 Concord, CA

3 team members

12 parks | 240 tenants | 1.5M SF

With BKM since July 2021

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

C: I started as a retail broker from 2011 to 2017 and never expected to move into leasing long-term. Initially, it was a way to learn the industry and build toward investment sales—but I quickly realized that I enjoyed the human side of working with tenants.

One of my favorite examples was helping a small business owner in Walnut Creek who wanted to open a tiny shop selling table wine, inspired by his time in Italy. After brainstorming together, he expanded the concept into a wine shop, event space, and custom label business that became a local favorite. Seeing ideas like that come to life is what makes this work so rewarding.

Helping small business owners like that and bringing their ideas to life is exciting, and over time I found leasing to be a natural fit. When I joined BKM, I thought it might be a short-term role while finishing grad school, but I fell in love with the work again. Leasing lets me wear many hats, like financial analysis, legal negotiation, construction coordination, and relationship management, and I love that variety.

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

C: Our properties truly speak for themselves. The quality and design of our buildings—both inside and out—set us apart in every market. We invest where others might overlook, from repairing roofs to upgrading essential building systems. But beyond the physical improvements, what really differentiates us is our responsiveness and connection to tenants. Unlike other companies, we make sure tenants know us personally through tenant events and on-site visits. That kind of proactive management builds trust and creates lasting relationships.

How does collaboration across team contribute to BKM's success?

C: One of our biggest strengths is how closely the local leasing, acquisitions, and asset management teams work together. For example, at one property, I was given extra lease-up time on a difficult space, which allowed me to structure a deal that benefited both the new tenant and our underwriting. Everyone wins when we align business plans with local market insight—and that teamwork is what makes BKM so effective.

How has the type of tenant or deal changed since you started at BKM?

C: In Northern California, we’re deeply tied to venture-backed and tech-related industries. When capital flows, we see growth in robotics, AI, and R&D tenants. As interest rates rise, the landscape tightens, but right now, AI-adjacent businesses are driving new demand. These trends create a ripple effect through the market, pushing activity from major hubs into secondary and tertiary markets across the region.

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

C: Empathy is key. Every business has different pain points—some care most about economics, others about term length or employee experience. My job is to listen, identify what matters most to them, and find creative ways to meet those needs. When you understand someone’s motivations, you can build trust and reach solutions that truly work for both sides and meet them in the middle.

What keeps you motivated even when the market is slow?

C: At BKM, there’s always a sense of forward momentum because our business plans are built around defined hold periods. There’s always another disposition coming, which keeps us focused. Knowing that every property has a set timeline creates a healthy pressure to perform, stay proactive, and continually find ways to add value. Even in slower times, that urgency pushes me to keep striving and never get too comfortable.

How do you build meaningful connections with brokers and customers?

C: It all comes back to understanding motivation. Whether it’s a tenant trying to solve a problem or a broker chasing a goal, knowing what drives people helps you find alignment. We’ve even offered creative broker incentives—like trip packages—to inspire extra effort and strengthen relationships.

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

C: Power capacity is becoming one of the biggest differentiators for industrial assets. As AI and robotics evolve, power demand grows exponentially, and those who proactively upgrade their infrastructure will have a real advantage. I’d also like to see more process automation—tools like AI lease drafting and smart document systems can save hours and reduce errors. Even small efficiencies, like XML-based data inputs, make a big difference day-to-day.