I am a new real estate agent for a development company in a small town in Mexico.

From that point, you probably want to start lower as most sellers will want to play the negotiating back and forth game, so better to start lower and do not go over your set max price.Also, identify the average vacancy rate over the last 10 years+ and include that in your expenses.

I'm working with a local (and very established) realtor to help me develop my plan, but I think there's an opportunity to tilt his recommendation to his benefit.

I have a great interest in developing.

Then you go and negotiate the best deal for yourself because you're keeping everything below your buyer's estimate.This is how I prefer to do it.It just requires close relationships, and this is a people business first, and a numbers game second.Paul

Matty,I do have a great questionaire as well as a system Michael and I have developed over the years which has been very effective.

There are a lot of games sellers and brokers play with respect to leaving out expenses, so take the time to understand every possible expense when you are performing your underwriting.  

They should apply every standard of evaluating real estate in UAE; like location, price, potential return on investment and most importantly property developer track records.

This is a number's game..make as many offers as possible and you will come across at least 1 good deal.

Who comes up with the mixed use development projects?