Stars to Watch 2014: Rahul Sehgal

Chief Investment Officer, Inland Private Capital Corp.

Greatest Accomplishments: Expanding Inland Private Capital’s assets under management from about $100 million when Sehgal joined in 2004 to nearly $2.9 billion today. In the past year alone, the company has acquired upward of $500 million worth of assets. Sehgal has recently negotiated leases valued at more than $150 million. At a 101,000-square-foot retail property in Schaumburg, Ill., he negotiated a 10-year lease extension with a Bed, Bath & Beyond store and a five-year extension with Golfsmith. When the property’s investors decided to put it on the market, it commanded $12.4 million in March 2013.

Best Advice Received: His maternal grandfather told him, “Life does not consist of holding good cards, but of playing a poor hand well.” He also quotes Chinese warrior and philosopher Sun Tsu: “Those who are victorious plan effectively and change decisively. … They are skilled in both planning and adapting, and need not fear the result of a thousand battles, for they win in advance, defeating those that have already lost.”

Secrets to Success: Sehgal was driven to learn every aspect of the business that touches his work at Inland: capital markets, leasing and property management.

Greatest Challenge: Navigating the real estate capital markets during the depths of the recession. “You were coming into work every day wondering, ‘What more bad news is going to break today?’” To tide properties over, Sehgal employed strategies like arranging short-term extensions with lenders and providing loan guarantees through Inland Private Capital itself.

Advice to Others: “You can’t make this about a paycheck, because it is such a competitive environment. You really have to have that passion.”

What Others Say About Him: “He’s smart, works very hard and he’s very credible,” said David Lind, an executive vice president and tenant representation specialist for CBRE Group Inc. based in Oak Brook, Ill. In order to retain one of Lind’s clients for a large suburban Chicago office lease, Sehgal recently engineered a complex deal that required bringing in a new lender to refinance the property. “He’s not trying to win and prove he’s the smartest guy in the world,” Lind explained. “He’s trying to come up with an effective outcome for his investors and the other people he deals with.”

—Paul Rosta

More details on the accomplishments of CPE’s 2014 Stars to Watch appeared in the January 2014 issue.