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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

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,

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

Selling a Service 

When people ask me what I do, I tell them I offer a service I help resolve issues that my clients have by disposing of or investing in real estate. I get hired to solve problems. I am in a

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.

Step It Up! 

How&rsquo s business? Pretty simple question isn&rsquo t it? Every day someone asks this or a similar question that seems innocent enough. And, like the vast majority of commercial real estate practitioners, you probably respond with a simple answer &ldquo

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

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

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

Deal or No Deal? 

What's a transaction broker to do? In 2008, commercial real estate deals were down 71 percent from 2007, according to Jones Lang LaSalle. Total 2008 volume was only $126 billion, far below 2007's market peak of $437 billion. " This

Fast-Moving Deals 

Traditionally, commercial property buyers have had 30 days to 60 days to perform due diligence on potential property purchases before putting down sizeable deposits. But in today's competitive climate, diligence periods are shrinking to as few as five days to

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

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

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

From Concept to Reality 

The long term goals of public private real estate partnerships can be noble better downtowns, more livable communities, and a broadened tax base. In addition, these ventures often provide civic minded commercial real estate professionals with opportunities to get in

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

Make It Rain! 

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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

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

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

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

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