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Choosing a New Path 

After almost 30 years as an independent broker, B.K. Allen, CCIM, GRI, owner of B.K. Allen Real Estate in Reston, Va., decided to affiliate with a national commercial real estate company. “I was doing more administrative work than interacting with

Done Deals 

Some demanding commercial real estate deals take a year, some take two, and occasionally one takes a decade. Some transactions are undertaken with zest for their big bucks potential others may involve more complicated motivations, including not only personal but

Do the Right Thing 

"I’m in a dilemma," says Christopher E. Hughes, CCIM, president of Hughes Realty Group, Ltd., in Vancouver, British Columbia, Canada, who recently discovered that the two investment properties along a busy stretch of highway he was working to sell were

Helpful Hiring Hints 

Help wanted Commercial real estate company seeks professional with strong sales and people skills and considerable industry experience who fits the company's culture. Anyone who's ever hired a commercial real estate professional knows the demands of trying to find the

Help! I Need Somebody 

Hiring a personal assistant to help boost productivity may sound appealing to many commercial real estate professionals. Given that everyone starts off with the same 24 hours each day, using every minute allows only 1,440 minutes a day. Take away

A Guide to Giving 

Last year donors gave charities more than $300 billion in total gifts. Less than 3 percent came in the form of real estate equities — despite the fact that more than 40 percent of the nation’s wealth is in real

No-Lose Negotiating 

"You just have to put last things first.” I was having lunch with a CCIM recently when he uttered this boomerang phrase. We were discussing the art of negotiating, and I had asked him for his best strategy. “You've got

No-Fail Negotiating 

The outcome of commercial real estate transactions often hinges on the negotiating skills of the participants. Contrary to popular opinion, the most eager and aggressive brokers don`t necessarily seal the most deals. Competent, polished negotiators achieve a careful balance among

That's Entertainment! 

Donald Eaton, CCIM, CPM, entertains clients in a bucolic setting — on his boat on a New Hampshire lake. Eaton, vice president of Eaton Partners in Manchester, N.H., takes groups of five or six on his 24 foot boat several

Online Job Resources 

Commercial real estate professionals can use online resources that will help them find jobs and locate qualified employees to hire. Here’s a list of the top comprehensive and commercial real estate focused job search engines. America’s Job Bank www.ajb.dni.us Like

Remote Control 

It's 10 a.m. Do you know where your brokers are? Many commercial real estate company owners have embraced the virtual office concept to lower operating costs, which presents a management challenge keeping track of brokers and sales associates. The same

Secrets of Successful Presentations 

A fantastic presentation doesn't just happen. For all but a few gifted souls, it's a painstakingly mapped out, repeatedly rehearsed performance on which a considerable financial reward hinges. Talk about pressure Anyone can point and click through 15 slides and

Solo Success 

Working solo was the right career move for Benedict J. Frederick III, CCIM. “I love what I do. Work is not work. I just get to have fun all day long,” says the founder of Ben Frederick Realty in Baltimore.

REITs Right Now 

Throughout much of the 1990s, real estate investment trusts have been significant players in commercial real estate from both the capital markets and property acquisition perspectives. After last year’s market correction, REIT stocks were repriced as income generating stocks with

Making the Corporate Connection 

For years the corporate real estate world comprised a close knit community of executives and their staffs. But as today's shrinking budgets force layoffs in real estate departments, corporations increasingly look to local service providers for assistance with their brokerage

Keep Them Coming Back 

When it comes to providing customer service, the golden rule applies &ldquo Try to put yourself in your customers' shoes and figure out how you would want to be treated,&rdquo says Edward Craine, CCIM, president of Smith Craine Finance in

Make It Rain! 

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Motivating Factors 

Commercial real estate brokers at IPC Commercial Real Estate in La Jolla, Calif., are motivated by fear of missing the boat &mdash literally. Last year, top brokers in this office and their spouses were treated to an eight day cruise

25 Tips for a More Profitable Year 

What better time to plant the seeds of success than at the beginning of a new century? By cultivating new skills and weeding out bad habits, you can improve your productivity and harvest the rewards of greater profitability. To get

Cash Flow Tips 

Business owners have been cutting expenses, reducing payroll, and trying to chase down new sources of cash flow for two years. Yet, as the economic recovery lags, many realize they need to do even more. But what is left to

Buy in to Buyers Brokerage 

Twenty years ago, investment brokers accepted open listings as the standard way to sell property. Today, few commercial investment real estate professionals draw most of their income this way. However, a broker representing a buyer often works the buyer like

Building Business Relationships 

It's not just the customers who drive your business. Whether you're a solo practitioner or you work for a multistate corporation, you depend on a vast network of people with varying expertise to help get the job done. Establishing, fostering,

Be a Team Player 

We used to say, “If you're in the door, you're in the deal,” but in the current fast changing atmosphere, that isn't the case. Today, commercial real estate practitioners must find ways to meet more complex client demands, offer a

Building a Powerful Portfolio 

A client inherits $100,000 and asks you for advice on an investment strategy. With stock returns uncertain in today's market, what is the best response? Invest in commercial real estate. Adding commercial real estate to a portfolio in the form

The Auction Advantage 

During the last 24 months, sold and closed commercial real estate transactions have been in short supply, while unsold properties seem to have increased exponentially. The last cycle in which CCIM practitioners experienced a somewhat similar market was the late