Even the most well-educated commercial real estate practitioners
can use a little good advice now and then. Here CCIMs share the nuggets of
wisdom from colleagues and mentors that have helped them navigate markets both
good and bad.
Deliver the Message
Communicate. The worst kind of news is no news. Be honest, frank,
and clear in delivering the news people need to hear, not necessarily what they
want to hear.
— Tim Hatlestad, CCIM
Travel for Business
Get on an airplane and go visit your out-of-town clients or
prospects in person. On the same note, attend national real estate marketing
sessions or conferences where people are gathered to do business. Getting in
front of people at these events is much more productive than sitting in the office.
—Jon S. England, CCIM
Serve the Community
Get involved in the community. I have been tapped by many in the
community as an expert — someone they can trust to give them knowledgeable and
honest opinions. You can’t buy that type of advertising.
— Soozi Jones Walker, CCIM, SIOR
Don’t wait to buy real estate; buy real estate and wait.
— Robert Liebeck, CCIM
Obtain the CCIM designation. I did in 2002. At the time, I didn’t
feel it was a good use of time or money, but I was very wrong. Those letters
behind my name instantly changed the way I was received and respected among my
peers and within the community.
— Andie Wilson, CCIM
Stay very visible. As the market started to go down, we increased
our presence at conferences, did more press releases, and gave more speeches.
This helped us to gain market share in a tough time.
— John Crossman, CCIM
Listing presentations are not about you — they are about the
client. Don’t spend an hour pitching your services. Spend the time discussing
how the new client-broker collaboration will solve the client’s challenges.
— John F. Thiry, CCIM
Expand Your Fennel
Add a “pay for results” service. I started doing property tax
reduction in 2008. My fee was only paid if I was able to get the client a
reduction. I had over $3 million in tax assessment reductions in 2009.
— Charlie Brenner, CCIM
Only by standing in the shoes of a property owner can a broker
truly understand the needs of his or her clients.
— Henry Chazankin, CCIM
If you roll over and die you will roll over and die. In other
words, our success or failure does not depend so much on the condition of our
market as it does on the condition of our thinking. As CCIMs this is our time
— Alex Ruggieri, CCIM
Whether you’re a developer, broker, or asset manager, our primary
job is to create value by undoing constraints.
— Beau Beery, CCIM, CPM
Invest With Care
You can go broke buying bargains.
—Steven Wright, CCIM
Empathize With Clients
Approach a property as if you yourself were the buyer. Steering a
client in the correct direction for their specific needs will leave a lasting
impression and lead to more work.
— Brian D. Frank, CCIM, GAA
Next Issue: What was the ROI on the last CCIM conference you attended?
Send your responses to [email protected]. For more business advice, go
to “CCIM Connections Continued."