March 2012
14 posts
“Chess (and life) truism: “You have to control your side of the board...”
– The Fighter’s Mind by Sam Sheridan
The evolving Real Estate Market
There was an article in the Star Ledger over the weekend about how the health care industry is evolving in advance of the implementation of the Affordable Care Act. The article discusses how hospitals are merging and doctor groups consolidating, all in an effort to deliver more cost-effective service to a growing population of patients.
We’ve seen this begin to reshape the real estate...
No need for 100% focus
I’ve learned that the more you want a project to succeed, the harder it becomes to achieve. It’s a delicate balance. You have to maintain an expectation of success and a desire to keep working towards your client’s goals, but not focus on the wanting. The more you want a project to succeed, the harder it becomes to achieve.
As a practical example, if I get a proposal, I can focus 100% on trying to...
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Negotiating... or begging?
I got a call from a prospective client the other day. He leases an office in the adjacent space to another client of mine. They had talked about how I had recently helped my client restructure his lease, and the prospect wanted to know more.
Shortly after the conversation opened, it was pretty clear to me that the prospect wasn’t interested in hiring me, but simply wanted the market data so...
Collateral and the value prop
There was a discussion in my office about what collateral material (if any) is appropriate for a meeting. A couple of guys emphasized having really strong market overviews and another stressed the desire to have a nice glossy customized PowerPoint.
They were shocked when I said that I didn’t want any of those things. Ideally, I don’t want anything. What I want is to engage my client and have...
WatchFirst video blog post. Some thoughts on why to use a corporate real estate broker.
Compassion is the ultimate source of success in... →
