Lindsey Hess, senior vice president of brokerage at Wilmington-based commercial real estate firm Cape Fear Commercial, was always drawn to real estate.

"I knew I wasn't built for the residential side of real estate, but I liked financial analysis and investment analysis," she said.

Her instincts served her well. Hess recently earned the Society of Industrial and Office Realtors' designation of office specialist, one of the more prestigious designations in commercial real estate. Based on experience and deal volume, the SIOR designation is widely considered a standard of excellence in commercial real estate.

Hess, a native of Syracuse, New York, was recruited to play tennis at the University of North Carolina Wilmington, where she earned a bachelor's degree in finance and accounting.

After graduation, Hess took a role with PricewaterhouseCoopers in New York City on the auditing side of the public accounting firm. "It was a great first-year-out-of-college experience, but I quickly learned it was not for me," she said.

In 2007, she relocated to Atlanta for a position with Trimont Real Estate Advisors as a fund analyst in commercial asset management. Hess worked on ground-up condo development and redevelopment projects within a private equity fund sponsored by Lehman Brothers.

One year later, as the economy and market shifted, and deal returns declined, Hess returned to Wilmington. Her parents had relocated there after their retirement, and Hess found the opportunity to join Cape Fear Commercial as a property manager and financial analyst. She was one of two property managers on staff and the only financial analyst. During that time, Hess built a strong foundation in leasing, working with both landlords and tenants.

"The property management side isn't always glamorous, but it was incredibly rewarding. It laid the groundwork for where I am today," she said.

As the company grew over the next 18 years, Hess wore many hats, including asset manager, development associate and director of finance.

Today, the company has nearly 60 employees across brokerage, property management, development and construction.

Hess has worn every hat in the company, other than construction. In 2018, she pivoted from the development side to a larger role, strictly on the brokerage side of the business. "And Wilmington became home," she said.

Hess specializes in investment sales and Class A office properties. During her tenure, she has completed about 370 transactions totaling over $213 million in sales and leasing volume. Last year, her volume exceeded $44 million.

Hess cites her background in finance as a distinct advantage, bringing a unique perspective to the acquisition and disposition of income-producing assets.

"I've been lucky enough to have a lot of repeat business," she said of her clients, which include owners, investors, landlords, tenants, buyers and sellers of commercial real estate. "I take a broad perspective when looking at deals, analyzing beyond the basics, considering what works today as well as the long-term plan – five to 10 years from now."

Hess is well-versed in the Wilmington market and its office space. She said she sees opportunity in Wilmington's size, a relatively smaller market, which allows a broader focus when working deals. "This includes complex commercial analysis, evaluating highest and best use scenarios to help clients navigate their options and make well-informed, strategic decisions," she said.

Hess was recently involved in the $15 million sale of 101 N. Third St., an office building in downtown Wilmington. She had participated in the entire life of the asset, assisting with the acquisition of the site, followed by the development of the building and subsequent leasing, and ultimately selling the 69,000-square-foot, five-story, Class A office building.

"CFC (Cape Fear Commercial) offered guidance and advice throughout the entire process," she said.

Hess, along with Paul Loukas and Julia Lackey, also of Cape Fear Commercial, are currently leading the leasing efforts at city-owned Skyline Center, 929 North Front St., in downtown Wilmington. In the past 24 months, the team has leased approximately 95,000 square feet in the building, with at least 15 leases signed since marketing efforts began in 2023.

Looking ahead, Hess said she believes the Wilmington market is strong. "I am involved in the market day to day. I understand who's looking, what's available, what's becoming available," she said. "Leasing has remained robust, particularly on the office side. Tenants are more intentional about the effective use of their space."

Sales started picking up in late 2025 and early 2026. "We are coming out of a market where people were hesitant, waiting to see what happens with interest rates," Hess said, "and we are now moving to a much more active investment market."