Salesperson's Corner
Apr 03, 2018
Do Not Track Your Time, Track Your Activities
It used to be that most employees would simply punch a card when they got to work and punched a card when they left work. There were set days off for vacation and sick leave–with a full work week representing 40 hours. As salespeople, if we were ...
Editorials
Mar 27, 2018
The Hidden Fees That Eat Away At Your Budget
Today, the costs to build any residential or commercial properties are through the roof. When you set yourself a budget, my recommendation is to double it to ensure you protect yourself against the unknowns that will come up and “bite you”. ...
SALESPERSON'S CORNER Mar 14, 2018
In most sales roles, your company assigns you a quota that you need to meet. However, in real estate, where agents can be independent contractors, sales [...]
Benchmarking Your Success
In most sales roles, your company assigns you a quota that you need to meet. However, in real estate, where agents can be independent contractors, sales [...]
EDITORIALS Feb 07, 2018
Common etiquette, at least what I have learned and practiced, has certainly evolved in ways that are very different today. “Please” and “thank [...]
Where Did Etiquette Go?
Common etiquette, at least what I have learned and practiced, has certainly evolved in ways that are very different today. “Please” and “thank [...]
EDITORIALS Jan 03, 2018
Having been in the commercial real estate business since 1984, I have experienced three boom and bust cycles throughout my career. The beginning of the [...]
2018: The Closing Chapter for The Current Boom?
Having been in the commercial real estate business since 1984, I have experienced three boom and bust cycles throughout my career. The beginning of the [...]
EDITORIALS Jan 03, 2018
The ongoing tradition of making a list of positive changes you want to implement in your life in a new year can actually be productive. A number of people [...]
Happy New Year! Is It Really Time for Change?
The ongoing tradition of making a list of positive changes you want to implement in your life in a new year can actually be productive. A number of people [...]
EDITORIALS Dec 20, 2017
In a new book by Enrico Moretti, “The New Geography of Jobs,” Moretti provides a deep dive where job opportunities are and why that is the [...]
How One Restaurateur Transformed Downtown Philly From Sleepy to Swanky
In a new book by Enrico Moretti, “The New Geography of Jobs,” Moretti provides a deep dive where job opportunities are and why that is the [...]
SALESPERSON'S CORNER Dec 06, 2017
How do I do better in sales next year? The standard answer to this question has been “cold-call, cold-call, cold-call. Pick up the phone and talk [...]
How to Increase Your Sales Production In 2018
How do I do better in sales next year? The standard answer to this question has been “cold-call, cold-call, cold-call. Pick up the phone and talk [...]
EDITORIALS Nov 29, 2017
One of the most active industrial markets in the country can be found in Chicago. Commercial Real Estate properties there can easily make $300,000 - [...]
The New Generation and Changes in Commercial Real Estate
One of the most active industrial markets in the country can be found in Chicago. Commercial Real Estate properties there can easily make $300,000 - [...]
EDITORIALS Nov 15, 2017
As a result of owning my own commercial real estate firm since 1991, I have seen what works and doesn’t work in the successful development of a [...]
Add Education To Your Calendar
As a result of owning my own commercial real estate firm since 1991, I have seen what works and doesn’t work in the successful development of a [...]
SALESPERSON'S CORNER Oct 03, 2017
If you are a seasoned sales professional, you probably have reached what I call your “comfort zone.” You’ve established a way of doing [...]
Nothing Good Ever Comes Out of Being Comfortable
If you are a seasoned sales professional, you probably have reached what I call your “comfort zone.” You’ve established a way of doing [...]
EDITORIALS Sep 13, 2017
Warehouse demand is at an all-time high and industrial vacancies are at their lowest point in nearly two decades at 5.3 percent, according to JOC.com's [...]
Why the Warehouse Supply Continues to Disappoint the Demand
Warehouse demand is at an all-time high and industrial vacancies are at their lowest point in nearly two decades at 5.3 percent, according to JOC.com's [...]
SALESPERSON'S CORNER Sep 11, 2017
For the sales professionals who established goals at the beginning of the year, we now have just four months remaining to meet our original goals. In [...]
September Sales: How to Hit Your EOY Numbers Before Time Runs Out
For the sales professionals who established goals at the beginning of the year, we now have just four months remaining to meet our original goals. In [...]
EDITORIALS Sep 07, 2017
In a recent tweet, President Trump recently pointed out again how Amazon is hurting retail in cities, saying “Amazon is doing great damage to tax-paying [...]
Airbnb Meets the Retail World
In a recent tweet, President Trump recently pointed out again how Amazon is hurting retail in cities, saying “Amazon is doing great damage to tax-paying [...]
SALESPERSON'S CORNER Aug 17, 2017
Lead generation through social media has become the new “norm.” Data analytics now enables customers to be notified of products and services [...]
Old School Sales Still Work
Lead generation through social media has become the new “norm.” Data analytics now enables customers to be notified of products and services [...]
EDITORIALS Jul 26, 2017
Amazon recently announced the largest office lease signing this year in San Francisco– 180,000 square feet and occupying multiple floors at 525 [...]
Amazon's Move to San Francisco Highlights The City's Challenges Around Office Space
Amazon recently announced the largest office lease signing this year in San Francisco– 180,000 square feet and occupying multiple floors at 525 [...]
EDITORIALS Jul 12, 2017
San Francisco’s Mayor, Ed Lee, just announced a $10.1 billion city budget, with increased spending to address homelessness. The two-year budget [...]
San Franciscans: Are We Getting Our Money’s Worth?
San Francisco’s Mayor, Ed Lee, just announced a $10.1 billion city budget, with increased spending to address homelessness. The two-year budget [...]
MARKET RESEARCH Jul 05, 2017
I recently attended an event organized by National Association of Realtors (NAR). Attending guests included senior board members from across the country. [...]
Pickings Are Slim. The Trending Shortages in Real Estate Seen Throughout the Country
I recently attended an event organized by National Association of Realtors (NAR). Attending guests included senior board members from across the country. [...]
SALESPERSON'S CORNER Jul 05, 2017
Several years ago, I experienced my first case of age discrimination. My son and colleague invited me to assist him in a large sales presentation. This [...]
Client Relations And The Generation Gap
Several years ago, I experienced my first case of age discrimination. My son and colleague invited me to assist him in a large sales presentation. This [...]
EDITORIALS Jun 19, 2017
Asking our government to be proactive may seem like a long shot, but the City leaders across the country need to understand the impact of the changing [...]
Cities Across the US Need to Carefully Consider Zoning Changes
Asking our government to be proactive may seem like a long shot, but the City leaders across the country need to understand the impact of the changing [...]
MARKET RESEARCH May 19, 2017
Today, office vacancy throughout the Bay Area is on average at five percent. Planned office development is taking place in San Francisco, San Jose, and [...]
Lack of Industrial Space and The Serious Consequences for The Bay Area
Today, office vacancy throughout the Bay Area is on average at five percent. Planned office development is taking place in San Francisco, San Jose, and [...]
SALESPERSON'S CORNER May 16, 2017
Watching the Golden State Warriors is a true testament to greatness. This team not only has individual star players, but an outstanding team overall with [...]
The Marathon Called Sales
Watching the Golden State Warriors is a true testament to greatness. This team not only has individual star players, but an outstanding team overall with [...]
MARKET RESEARCH Apr 24, 2017
In the 1950's, President Eisenhower launched the development of our national freeway system. This lead to the development of our suburbs and major urban [...]
The Death of Shopping Centers
In the 1950's, President Eisenhower launched the development of our national freeway system. This lead to the development of our suburbs and major urban [...]
SALESPERSON'S CORNER Apr 11, 2017
"Time is money" sums up the concept of opportunity cost – because time is money. It means time is a valuable resource (because our time in this [...]
Maximizing Your Workday to Maximize Your Wallet
"Time is money" sums up the concept of opportunity cost – because time is money. It means time is a valuable resource (because our time in this [...]
LEGAL ADVICE Apr 07, 2017
I was recently handling a retail listing in the Sunset District in San Francisco that had been vacant for over a year before I took over the listing. [...]
How Permit Delays Continue to Impact Our Neighborhoods
I was recently handling a retail listing in the Sunset District in San Francisco that had been vacant for over a year before I took over the listing. [...]
EDITORIALS Mar 28, 2017
Amazon continues to take center stage in retail thanks to a variety of things they've done right– great customer service, competitive pricing, unbeatable [...]
Game Changer: How Retailers Can Compete with Amazon Drone Delivery Service
Amazon continues to take center stage in retail thanks to a variety of things they've done right– great customer service, competitive pricing, unbeatable [...]
SALESPERSON'S CORNER Mar 13, 2017
In recent years, particularly in the past few weeks, there have been some impactful statements released involving humans being replaced by robots. Elon [...]
Will Artificial Intelligence Soon Replace Salespeople?
In recent years, particularly in the past few weeks, there have been some impactful statements released involving humans being replaced by robots. Elon [...]
MARKET RESEARCH Mar 06, 2017
For years, San Francisco has been tackling a major housing crisis. At an average of over $4,500/month for a two-bedroom apartment, San Francisco has become [...]
Why San Francisco's Affordable Housing Leads to a Dead End
For years, San Francisco has been tackling a major housing crisis. At an average of over $4,500/month for a two-bedroom apartment, San Francisco has become [...]
MARKET RESEARCH Feb 27, 2017
The counties of San Mateo and Marin reported rates of 2.7 percent and 2.9 percent. San Francisco reported unemployment of 3 percent, while Santa Clara [...]
Why is Bay Area Retail Struggling?
The counties of San Mateo and Marin reported rates of 2.7 percent and 2.9 percent. San Francisco reported unemployment of 3 percent, while Santa Clara [...]
SALESPERSON'S CORNER Feb 09, 2017
The Strengths and Weakness of a Great Salesman I was recently involved in a very complicated real estate deal that involved four top real estate agents. [...]
Can Sales Be Taught?
The Strengths and Weakness of a Great Salesman I was recently involved in a very complicated real estate deal that involved four top real estate agents. [...]
EDITORIALS Jan 31, 2017
In 1981, President Reagan took office on a program of heavy domestic spending and fixing international trade disparities that were threatening American [...]
Our History on Domestic Spending and Its Impact on Commercial Real Estate
In 1981, President Reagan took office on a program of heavy domestic spending and fixing international trade disparities that were threatening American [...]
MARKET RESEARCH Jan 16, 2017
With a new administration entering office and discussion of corporate tax cuts, regulation cuts, and domestic job growth continue to be top of mind, we [...]
What Higher Interest Rates in 2017 Could Mean for Real Estate
With a new administration entering office and discussion of corporate tax cuts, regulation cuts, and domestic job growth continue to be top of mind, we [...]
SALESPERSON'S CORNER Jan 09, 2017
The moment that a stranger sees you, his or her brain makes millions of assumptions about who you are at the speed of light. Are you friend or enemy? [...]
The Importance of Trust and How to Earn It
The moment that a stranger sees you, his or her brain makes millions of assumptions about who you are at the speed of light. Are you friend or enemy? [...]
EDITORIALS Jan 04, 2017
On the heels of the recent tragic Oakland fire, the San Francisco Board of Supervisors is working to protect our artist community by preventing enforced [...]
Why San Francisco's Board of Supervisors Cannot Avoid Enforcement of Building Codes
On the heels of the recent tragic Oakland fire, the San Francisco Board of Supervisors is working to protect our artist community by preventing enforced [...]
SALESPERSON'S CORNER Dec 14, 2016
What Worked, What Didn't, and What Will Change? Driven salespeople annually review past results and plan ahead for the future. They keep track of past [...]
4 New Year Resolutions for Salespeople in 2017
What Worked, What Didn't, and What Will Change? Driven salespeople annually review past results and plan ahead for the future. They keep track of past [...]
EDITORIALS Nov 30, 2016
Dear San Francisco Mayor Ed Lee, Several years ago, one of our citizens and small business owner, Juliet Pries, had an idea to open a "prohibition style" [...]
An Open Letter to San Francisco Mayor Ed Lee
Dear San Francisco Mayor Ed Lee, Several years ago, one of our citizens and small business owner, Juliet Pries, had an idea to open a "prohibition style" [...]
SALESPERSON'S CORNER Nov 17, 2016
As the year starts to wrap up, we start to look to the new year and beyond, imagining what lies ahead down the road. During this year's CCIM conference [...]
5 Predictions for The Future of Commercial Real Estate Brokerage
As the year starts to wrap up, we start to look to the new year and beyond, imagining what lies ahead down the road. During this year's CCIM conference [...]
EDITORIALS Nov 11, 2016
For those of you way too young to remember the Bewitched television series from the 1960's and 70's, each week we watched scenes of Darrin Stevens working [...]
Today's Office Design Not Your Grandfather's Office
For those of you way too young to remember the Bewitched television series from the 1960's and 70's, each week we watched scenes of Darrin Stevens working [...]
MARKET RESEARCH Nov 08, 2016
Over the course of the last three years, there has been an explosion of office and retail property sales. Any commercial building put on the market has [...]
The Bay Area Tech Boom May Be Deflating, but Commercial Rents Will Remain Steady
Over the course of the last three years, there has been an explosion of office and retail property sales. Any commercial building put on the market has [...]
MARKET RESEARCH Oct 26, 2016
The Bureau of Economic Analysis “final” GDP estimate for the Second Quarter was released on September 29th, and showed overall economic growth [...]
TCN Worldwide's State of the Market: Western Region, 3rd Quarter 2016 | by Hugh F. Kelly, PhD, CRE
The Bureau of Economic Analysis “final” GDP estimate for the Second Quarter was released on September 29th, and showed overall economic growth [...]
SALESPERSON'S CORNER Oct 13, 2016
The Evolving Landscape in Sales As we enter a new age of automation, where technology and society are evolving faster than most organizations can, Darwin's [...]
Is The Role of a Salesperson Dead?
The Evolving Landscape in Sales As we enter a new age of automation, where technology and society are evolving faster than most organizations can, Darwin's [...]
EDITORIALS Oct 03, 2016
When my wife and I bought our first home in San Francisco for $138,000 in 1978, we were required to put 25 percent down. We were so excited to get a 30-year [...]
The Domino Effect of an Interest Rate Uptick
When my wife and I bought our first home in San Francisco for $138,000 in 1978, we were required to put 25 percent down. We were so excited to get a 30-year [...]
MARKET RESEARCH Sep 19, 2016
I just attended the TCN Worldwide national convention, held in New Orleans, LA, where I was educated on interesting overall market activity. With agents [...]
Nothing More to Buy
I just attended the TCN Worldwide national convention, held in New Orleans, LA, where I was educated on interesting overall market activity. With agents [...]
SALESPERSON'S CORNER Sep 12, 2016
If you decide to enter a career in sales, it's important to know how you sell. Review your skill sets and determine how easily you can apply these skills [...]
The Right Kind of Sales Career for You
If you decide to enter a career in sales, it's important to know how you sell. Review your skill sets and determine how easily you can apply these skills [...]
MARKET RESEARCH Aug 26, 2016
When you are in a hot market like we are experiencing in the San Francisco-Bay Area, affordable office space is hard to come by. According to Colliers [...]
Why You Should Care More About Cost of Office Rent in San Francisco
When you are in a hot market like we are experiencing in the San Francisco-Bay Area, affordable office space is hard to come by. According to Colliers [...]
SALESPERSON'S CORNER Aug 22, 2016
Whether you believe it or not, back in the day I was a very talented tennis player. Some would say that I even had a pro-serve and a decent backhand. [...]
Why Independent Salespeople Need Structure to Win
Whether you believe it or not, back in the day I was a very talented tennis player. Some would say that I even had a pro-serve and a decent backhand. [...]
MARKET RESEARCH Jul 20, 2016
I recently visited Calgary in Alberta Canada. Calgary has grown considerably since I was last there in 1979. The cosmopolitan city is filled with numerous [...]
What San Francisco Can Learn from a City Like Calgary
I recently visited Calgary in Alberta Canada. Calgary has grown considerably since I was last there in 1979. The cosmopolitan city is filled with numerous [...]
SALESPERSON'S CORNER Jul 07, 2016
Sales trainers always preach about the "close" in the sales process. Obviously, without the close a salesperson does not get paid. And 80 percent of sales [...]
Why Your "Opening" is More Important Than Your "Close"
Sales trainers always preach about the "close" in the sales process. Obviously, without the close a salesperson does not get paid. And 80 percent of sales [...]
SALESPERSON'S CORNER Jun 18, 2016
Hopefully, by the time you read this article, the Golden State Warriors would have won their second straight NBA championship. For those of us who follow [...]
Defining The Role of a Champion
Hopefully, by the time you read this article, the Golden State Warriors would have won their second straight NBA championship. For those of us who follow [...]
MARKET RESEARCH Jun 10, 2016
The city of San Francisco has accelerated their enforcement of PDR (Production, Distribution and Repair) violations against building owners who have converted [...]
Why Pot is The Real Problem Behind Lack of PDR Space In San Francisco
The city of San Francisco has accelerated their enforcement of PDR (Production, Distribution and Repair) violations against building owners who have converted [...]
EDITORIALS Jun 01, 2016
Years ago, neighborhoods were built around neighborhood street retail. Often times people lived above retail stores or homes were within a short walking [...]
Density Availability and The Cyclical Evolution of Retail
Years ago, neighborhoods were built around neighborhood street retail. Often times people lived above retail stores or homes were within a short walking [...]
MARKET RESEARCH May 04, 2016
Top Ways Salespeople Can Maintain Steam As we enter the fifth year of the latest "tech boom," there are some pretty compelling signs that the "party [...]
The Deflation of the Tech Bubble
Top Ways Salespeople Can Maintain Steam As we enter the fifth year of the latest "tech boom," there are some pretty compelling signs that the "party [...]
SALESPERSON'S CORNER Apr 05, 2016
I've recently been asked to become a real estate professor at a university. This is something that I have wanted to do for a long time now. Over the course [...]
The Importance of Offering Classes in Sales
I've recently been asked to become a real estate professor at a university. This is something that I have wanted to do for a long time now. Over the course [...]
SALESPERSON'S CORNER Feb 04, 2016
As a young broker, I made an important strategic decision that hugely impacted my success. It didn't have to do with a deal I closed, or a business relationship [...]
Ten Tips for a Successful 2016 As a Salesperson
As a young broker, I made an important strategic decision that hugely impacted my success. It didn't have to do with a deal I closed, or a business relationship [...]
EDITORIALS Jan 19, 2016
Walk into almost any office today and listen. Among colleagues chatting and the sound of typing, what don't you hear? Phones ringing... From sales offices [...]
How Digital Communication is Affecting Office Design
Walk into almost any office today and listen. Among colleagues chatting and the sound of typing, what don't you hear? Phones ringing... From sales offices [...]
SALESPERSON'S CORNER Jan 12, 2016
There is a great saying attributed to developers that have failed during an economic boom: "Please God give me one more boom market and I promise not [...]
Bay Area: Is 2016 the Bust of Our Boom?
There is a great saying attributed to developers that have failed during an economic boom: "Please God give me one more boom market and I promise not [...]
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