I’d like to preface this by saying that I am extremely excited to start my exposure to the actual world of brokerage.
From the books, stories, shows and podcasts that I’ve been exposed to on the subject of commercial brokerage, I had a vision of how the industry looked. I envisioned a lot of suits, emails and dinners. I had a picture in my head of brokers in suits, 24/7. No smiles and lots of heartbreak with deals taking months and months.
I learned very quickly that brokerage is much more about your work ethic and the way you have positioned yourself in the market. Also, I felt like the office was part of something bigger. The entire staff, including secretaries and IT professionals, were all there to help an unfamiliar face. I realized then that it wasn’t just “talk” when someone says, “real estate is a people business.” Anyone involved in the process from start to finish, needs to be personable, knowledgable and accountable. Without this simple principle, the entire system would come crashing down.
Just like many other brokerages, the office I am working in is centered around a commercial realtor/broker team. This team is made of around 8-10 total professionals. During my first day, they had their weekly meeting where they all sat down around a table and reflected on the past week. It was amazing to see how active the Gainesville market really is. I was so impressed with the activity in such a small market like Gainesville. This got me truly excited for a future in brokerage in a larger market like Miami. I thought to myself, “if Gainesville has this much activity, imagine how much opportunity there will be in your future, David?” That motivated me to truly keep pursuing this profession.
Wants And Needs
One aspect of the broker/team dynamic was a practice called, “wants and needs.” I’m sure that every realty services team does something like this, but it was an epiphany moment when I watched each real estate professional tell the room what his client’s wanted (tenant representation) and needed (landlord representation). I literally saw the beginnings of a deal right then. One agent says, “I have a client looking for 2*** sqft downtown around $**/sqft.” Then, another looked up and said, “I’ve got it. I’ll show you right after this.” And just like that, the process has started. I know that it seems like a no brainer, but it boils down to the most basic and prized principle in commercial real estate. When you are part of a team, it is best when everyone involved succeeds. You are only as strong as your weakest link and by looking within and finding great solutions to your client’s needs, you can make great strides. This aspect of the business excites me and keeps me hopeful for the future.
Good luck out there,