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Terms of Agreement 

The art of negotiation can be found in nearly every facet of the commercial real estate transaction. From the initial meeting between two interested parties to signing the final contract, an effective negotiation process drives the relationships that lead to

Star Search 

Some commercial real estate companies have the magic touch They attract and retain the best and brightest brokers. Others aren't so fortunate. Maybe they hire good people, but they soon lose them to the competition. Which type is your company?

Self-Made Success 

In the commercial real estate world, bigger isn't always better. Many commercial real estate professionals have found success by staying independent despite a recent trend toward business mergers and affiliation. Contrary to popular belief, independent brokers don't necessarily have to

The Road to Success 

The rocky economy presents many bumps in the road for commercial real estate professionals mapping their future paths. Other obstacles block the view of what tomorrow's workplace will require. For example, how will you deal with a new breed of

The Private Investment Pool 

Last year, national and local private investors purchased more than $60 billion of commercial real estate through November, accounting for more than half of all commercial real estate investment, according to Real Capital Analytics. This makes working with private investors

“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,

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

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

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

Walking Tall 

Though Robert M. Mauk, CCIM, isn't a jockey, he spends a great deal of time in the winner's circle. The champions who share the spotlight with Mauk are the thousands of schoolchildren who take part in Winners Walk Tall, a

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.

Seeking Out Small Businesses 

Even though commercial real estate professionals offer important services to small businesses, they don&rsquo t always come looking for them, says Jeffrey Hulett, CCIM, a tenant representative at DHC Associates in Cleveland. &ldquo These companies are small and tend to

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

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,

CCIM Q&A: A Fresh Start 

Beau Beery, CCIM, discusses starting his own brokerage in early 2021 and the bustling multifamily market in Florida.

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