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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

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

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

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

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

New Year, New Approach to Budgets 

Considering the volatility and uncertainty of 2020, budgeting for the new year will require more than business as usual.

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,

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

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

Relocation Strategies 

To remain competitive, companies must view their operating locations as an integral part of their core business strategy. Whether the facility is a corporate headquarters, back office, research and development center, or warehouse, location can help companies access emerging markets,

Revenue Recovery 

With the commercial real estate industry still in an economic tailspin, now is the time for property owners to look at their existing portfolios and monetize any untapped opportunities. In addition, the new year presents the perfect opportunity for landlords

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

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

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

Make It Rain! 

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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

Connecting With Corporate Clients 

More than ever before, corporations today are outsourcing real estate functions, including strategic planning and financial structuring, transaction management, and design and construction consulting, according to a recent Ernst & Young Real Estate Advisory Services study. But they are steering

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

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

Learning From the Pros 

Upon winning his fourth Masters Tournament earlier this year, Tiger Woods dedicated his victory to a mentor who has been with him every step of the way his father. While Woods’ golf skills have helped him earn esteem, awards,

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

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