- Career Tracks
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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
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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,
- Prospecting 101
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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
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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,
- Solo Success
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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.
- Secrets of Successful Presentations
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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
- Step It Up!
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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!
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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
- Understanding Corporate Structure
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Corporate real estate departments all wrestle with common issues, including how to meet the needs of their internal clients, reduce occupancy costs, and use the corporate assets entrusted to them to drive shareholder value. However, beyond these overriding concerns, corporate
- A Time to Buy
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By now it’s well known The commercial real estate recovery already has begun in core markets, where big deals are closing regularly. But there’s a lot of action in secondary and tertiary markets too. As these transactions illustrate, investors everywhere
- Top Appraisal Tips
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Appraisals rarely make or break commercial real estate deals, but they can delay them — much to the consternation of brokers waiting on commission checks. Often the problem is due to the lack or unavailability of critical property information. However,
- Building Business Relationships
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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,
- Buy in to Buyers Brokerage
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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
- Cash Flow Tips
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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
- Choosing a New Path
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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
- Online Job Resources
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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
- No-Lose Negotiating
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"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
- Remote Control
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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
- REITs Right Now
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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
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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,
- Selling a Service
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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
- Thinking Big
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How do they do it? Those brokers and sales agents who operate in small markets or who work solo or with just a partner or two? How do they survive in a market as tough as today’s? Common thought might
- Revenue Recovery
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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
- Do the Right Thing
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"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
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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