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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,

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

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

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

Make It Rain! 

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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

“Not in My Backyard!” 

Real estate professionals facing opposition to development or zoning changes these days must hack their way through a forest of initials. In many communities the original NIMBYs Not in My Backyard have subdivided into CAVE (Citizens Against Virtually Everything) dwellers,

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

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

Affordable Housing Resources 

There are many resources for affordable housing in private, nonprofit, and government sectors. Funding sources exist at all levels, but many federal programs, such as the low income housing tax credits, are distributed at the state level through the state

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

Independents’ Day 

Small size matters, so does flexibility, agility, and personalized service. It isn't just wanting to be your own boss - although that's part of it. And it isn't just the wish to break free of a big, bureaucratic reporting structure - although that's part of it, too. And it isn't just wanting to keep more of w

Prospecting 101 

One common thread links the newest CCIM candidate to the most seasoned commercial real estate veteran the need to acquire new clients and maintain existing relationships. Without clients, you don’t have a business, so prospecting is the lifeblood of any

Experienced & Young, Inc. 

Baby boomers and millennials join forces for improved client satisfaction. 29433 Can two generations bridge the gap of different styles, skills, and experience? While attention has focused on the millennials becoming the largest working cohort, overtaking baby boomers, this generational shift is gathering

Career Tracks 

Building upon cautious optimism in the U.S. institutional real estate sector, the market for human capital is recovering, and the outlook calls for momentum to continue in the year ahead. This projected uptick in hiring follows a modest increase in

Fast Pitch 

The tour was set for 1 00 p.m. A pizza restaurant chain was considering leasing space in a downtown Wichita, Kan., office complex, but its representatives were skeptical that the market could support the location. Fortunately, Larry W. Weber, CCIM,

Climate Change 

Today's economic climate is a lot like the weather somewhat predictable patterns punctuated by terrifying, seemingly random chaos. The acceleration of change due to technology and globalization has altered the foundation of business — the flow of information, goods, services,

Looking Good 

Todd Gold, CCIM, president of REOC Partners in San Antonio used to show clients his appreciation by employing typical entertaining methods. "Lunches, breakfasts, broker events, etc. It was nothing extra special," he admits. "Then, someone in the office had the

Personnel Assets 

To recruit and retain talented professionals, commercial real estate companies must recognize that employees are one of their most valuable assets. Highly skilled employees bring companies new business, increase revenues, build strong client relationships, provide referrals, and gain industry recognition.

End-Game Strategies 

Most commercial real estate investors are clear on the benefits of owning income property, but many underestimate the importance of creating an end game strategy for the timely and favorable disposition of their assets. In fact, many investors today find

Mastering Your Future 

Do your clients care what diplomas hang on your office walls? Probably not, say most commercial real estate professionals who responded to an e mail survey on graduate degrees. "An advanced degree means little to a client except as a

Clicking with Clients 

Nathan F. Anderson, CCIM, SIOR, couldn't tell you what some of his clients look like. It's not necessarily because the industrial sales and leasing specialist with Kessinger Hunter & Co. in Kansas City, Mo., has too many clients to keep

Making the Corporate Cut 

Working with corporations can be challenging, rewarding, and profitable for commercial real estate professionals. However, there are special considerations in securing corporate business and making sure that corporate clients&rsquo unique real estate needs are understood, appreciated, and addressed. The first

Finding Common Ground 

When local university students began calling Midwest Realty Group LLC in Portage, Mich., pretending to be prospective clients for a real estate class assignment, Rick R. DeKam, CCIM, a partner in the office, always could pick them out. Rather than

Strategies for Start-Ups 

The start up business client that Steve Marcusse, CCIM, industrial adviser with Grubb & Ellis Paramount in Grand Rapids, Mich., took on last year had very specific space needs a 17,550 square foot property with eight firetruck size drive in