Salesperson's Corner
Jan 01, 2020
This Year, Begin to Upsell
A number of years ago, I learned the importance of upselling thanks to my son, who at the time had just started out in commercial real estate. He had received an inbound lead from someone interested in 6,000 square feet of warehouse space. In San Francisco, ...
Editorials
Dec 11, 2019
When It’s Your Money, You Pay More Attention
How an Unjust Tax System Funds Unchecked Government Programs Back in the late 1970’s, there was a state revolt on what was seen as unchecked growth in government spending. Proposition 13 was passed by the voters as a tax reform measure to curb ...
SALESPERSON'S CORNER Dec 04, 2019
For those of you have that been reading my articles over the years, you know I like to use baseball as an analogy to address some of our career’s [...]
Is Your Success a license For Ultimate Failure?
For those of you have that been reading my articles over the years, you know I like to use baseball as an analogy to address some of our career’s [...]
EDITORIALS Nov 01, 2019
Supervisor’s New Ballot Measure Misguides Voters and Actually Hurts Improvement of Retail Vacancies Supervisor Peskin has introduced a proposed [...]
A Dose of Reality Ahead of The Coming Election
Supervisor’s New Ballot Measure Misguides Voters and Actually Hurts Improvement of Retail Vacancies Supervisor Peskin has introduced a proposed [...]
EDITORIALS Oct 16, 2019
The number of restaurants and bars closing around Oracle Park is not a surprise. With the San Francisco Giants struggling to attract fans after three [...]
San Francisco needs to be proactive to avoid blight near Oracle Park
The number of restaurants and bars closing around Oracle Park is not a surprise. With the San Francisco Giants struggling to attract fans after three [...]
SALESPERSON'S CORNER Oct 09, 2019
7 Questions to Determine If You Are Ready For Retirement If you are nearing the end of your career, you have probably already heard people ask you, [...]
When is it Time to Hang Up The Towel?
7 Questions to Determine If You Are Ready For Retirement If you are nearing the end of your career, you have probably already heard people ask you, [...]
EDITORIALS Oct 02, 2019
If you founded a startup and have never opened an office in the Bay Area before, you’re about to go down a journey that can be as taxing as the [...]
How to Secure Your First Office Space
If you founded a startup and have never opened an office in the Bay Area before, you’re about to go down a journey that can be as taxing as the [...]
EDITORIALS Sep 16, 2019
San Francisco’s competitive office market has produced real challenges for traditional businesses competing for space against tech companies. Firms [...]
5 Things You Should Know When Planning An End-of-Year Office Move
San Francisco’s competitive office market has produced real challenges for traditional businesses competing for space against tech companies. Firms [...]
EDITORIALS Sep 03, 2019
Earlier this year, the city opened a navigation center on 5thand Bryant street. The center is located next to the freeway onramp and is surrounded by [...]
Where is Our City Pride?
Earlier this year, the city opened a navigation center on 5thand Bryant street. The center is located next to the freeway onramp and is surrounded by [...]
SALESPERSON'S CORNER Sep 03, 2019
Your personal foundation is built by a combination of your DNA, your environment and your personal efforts. Your natural habits show through at a very [...]
Who Are You Really?
Your personal foundation is built by a combination of your DNA, your environment and your personal efforts. Your natural habits show through at a very [...]
SALESPERSON'S CORNER Aug 07, 2019
Taking a trip down the memory lane of your life, you ponder about the unique characters you have met and have stuck in your mind. To me, that person is [...]
No One Can Say ‘No’ to Harry O: A Lesson in Sales From One of the Greatest Salespeople Today
Taking a trip down the memory lane of your life, you ponder about the unique characters you have met and have stuck in your mind. To me, that person is [...]
EDITORIALS Jul 10, 2019
San Francisco just passed a $12.3 Billion-dollar budget, the largest budget to ever pass in the history of San Francisco, and proportionately per San [...]
San Francisco Continues To Be Run To The Ground– When is Enough, Enough?
San Francisco just passed a $12.3 Billion-dollar budget, the largest budget to ever pass in the history of San Francisco, and proportionately per San [...]
SALESPERSON'S CORNER Jul 02, 2019
We often hear the saying “you are a natural- born salesperson.” It’s true that there are those that have a natural ability to communicate [...]
Building a Foundation For a Successful Career in Sales
We often hear the saying “you are a natural- born salesperson.” It’s true that there are those that have a natural ability to communicate [...]
SALESPERSON'S CORNER Jun 12, 2019
I asked a friend of mine who has been in the commercial real estate business for over 38 years how many great brokers has he seen in his days. My friend [...]
The Difference Between Being Great and Being Good
I asked a friend of mine who has been in the commercial real estate business for over 38 years how many great brokers has he seen in his days. My friend [...]
EDITORIALS Jun 12, 2019
When looking at a new commercial property, one of the first steps to evaluating a new space is reviewing the square footage. However, many don’t [...]
How Your Building’s New Common Area Is Affecting Your Office Rent
When looking at a new commercial property, one of the first steps to evaluating a new space is reviewing the square footage. However, many don’t [...]
EDITORIALS May 08, 2019
I recently came back from Washington D.C.. It had been over ten years since I was last there and my first impression was, “Wow! This city is SO clean!” [...]
San Francisco: The Dirty City
I recently came back from Washington D.C.. It had been over ten years since I was last there and my first impression was, “Wow! This city is SO clean!” [...]
SALESPERSON'S CORNER Apr 24, 2019
In the first round of this year's playoffs between the Golden State Warriors and the Los Angeles Clippers, the Clippers were down 31 points late in the [...]
What Was Your Greatest Sales Comeback?
In the first round of this year's playoffs between the Golden State Warriors and the Los Angeles Clippers, the Clippers were down 31 points late in the [...]
EDITORIALS Apr 17, 2019
There are been all kinds of discussion about the current state of retail in our neighborhoods. Today in NC zoning (Neighborhood Commercial), there are [...]
What City Officials Do Not Understand About Neighborhood Retail
There are been all kinds of discussion about the current state of retail in our neighborhoods. Today in NC zoning (Neighborhood Commercial), there are [...]
EDITORIALS Apr 15, 2019
This article originally appeared in San Francisco Business Times on April 11, 2019. As you walk the streets of San Francisco, especially in the downtown [...]
SF Business Times: S.F. vacancy tax is a terrible idea
This article originally appeared in San Francisco Business Times on April 11, 2019. As you walk the streets of San Francisco, especially in the downtown [...]
SALESPERSON'S CORNER Apr 01, 2019
A friend of mine told me the story of a former member of the San Francisco Giants. This player was very close to making the big-league roster. He was [...]
Are You Number One, 24/7?
A friend of mine told me the story of a former member of the San Francisco Giants. This player was very close to making the big-league roster. He was [...]
EDITORIALS Mar 13, 2019
Back in the early 1960’s, Governor “Pat” Brown, father of Governor Jerry Brown, embarked on building a bridge to Coronado Island in [...]
San Francisco Public Transportation: Looking into the Future, not the Present
Back in the early 1960’s, Governor “Pat” Brown, father of Governor Jerry Brown, embarked on building a bridge to Coronado Island in [...]
SALESPERSON'S CORNER Mar 06, 2019
Compass, a modern brokerage platform for residential real estate, is on a fast track to total domination in the San Francisco – Bay Area market. [...]
Compass: What it Means For the Real Estate Industry & How Agents Will Be Affected
Compass, a modern brokerage platform for residential real estate, is on a fast track to total domination in the San Francisco – Bay Area market. [...]
SALESPERSON'S CORNER Feb 27, 2019
ATT’s new ad campaign featuring examples of “when Ok is not enough” really hit a nerve. This is one of the best ad campaigns I have [...]
When OK is Not Enough
ATT’s new ad campaign featuring examples of “when Ok is not enough” really hit a nerve. This is one of the best ad campaigns I have [...]
SALESPERSON'S CORNER Feb 06, 2019
I was browsing online to find what sales tips people follow to be successful. After searching around, here are the best five tips I found: 1. [...]
Top 5 Sales Tips Today
I was browsing online to find what sales tips people follow to be successful. After searching around, here are the best five tips I found: 1. [...]
EDITORIALS Jan 28, 2019
Selling a Highly Appreciated Multifamily Building Could Trigger a Substantial Capital Gains Tax. As we look at the last 10 years leading up to the [...]
IRS 1031 Exchange: A Great Way To Get Out of San Francisco
Selling a Highly Appreciated Multifamily Building Could Trigger a Substantial Capital Gains Tax. As we look at the last 10 years leading up to the [...]
SALESPERSON'S CORNER Jan 24, 2019
During this time of the year, successful salespeople have already created a business plan that includes a series of pillars that will generate revenue [...]
Start Your New Year Looking Backwards
During this time of the year, successful salespeople have already created a business plan that includes a series of pillars that will generate revenue [...]
EDITORIALS Jan 23, 2019
After being in the commercial real estate business in San Francisco for over 34 years, I feel confident to say that in entering another new year, I have [...]
What Is Going to Happen to Commercial Real Estate in 2019?
After being in the commercial real estate business in San Francisco for over 34 years, I feel confident to say that in entering another new year, I have [...]
EDITORIALS Dec 19, 2018
The San Francisco Chamber of Commerce recently announced that their current President and CEO Tallia Hart will be leaving along with the Vice President [...]
How the West Was Won.... and It Can be Lost
The San Francisco Chamber of Commerce recently announced that their current President and CEO Tallia Hart will be leaving along with the Vice President [...]
EDITORIALS Nov 28, 2018
TCN Worldwide is one of the largest networks of independently owned commercial estate firms in the world. On a recent national call with TCN, the question [...]
How Will We Do in 2019?
TCN Worldwide is one of the largest networks of independently owned commercial estate firms in the world. On a recent national call with TCN, the question [...]
EDITORIALS Nov 14, 2018
On June 6, 1978, nearly two-thirds of California’s voters passed Proposition 13, reducing property tax rates on homes, businesses and farms by about [...]
Removing Commercial Properties from Prop 13 Protection is Misguided and Dangerous
On June 6, 1978, nearly two-thirds of California’s voters passed Proposition 13, reducing property tax rates on homes, businesses and farms by about [...]
SALESPERSON'S CORNER Nov 14, 2018
By nature, most salespeople are not organized. They are multi-taskers who start activities and take on new projects as they come. However, the best salespeople [...]
Jumpstart Your Sales Career with This To-Do List
By nature, most salespeople are not organized. They are multi-taskers who start activities and take on new projects as they come. However, the best salespeople [...]
SALESPERSON'S CORNER Nov 07, 2018
Before any game, professional athletes watch videos of their opponents, discuss strategy with their coaches, perform warm up exercises, and then play [...]
Establishing a Disciplined Start To Your Day
Before any game, professional athletes watch videos of their opponents, discuss strategy with their coaches, perform warm up exercises, and then play [...]
EDITORIALS Oct 10, 2018
When your business is a startup and you don’t know just how quickly your business will grow, the decision to lease a coworking space over a direct [...]
The Pros and Cons of Private vs. Co-Working Office Space
When your business is a startup and you don’t know just how quickly your business will grow, the decision to lease a coworking space over a direct [...]
SALESPERSON'S CORNER Oct 03, 2018
The San Francisco Giants have ended another losing baseball season. After three world series victories, the likelihood to see another “win down [...]
Staying Motivated After You Have Already Won
The San Francisco Giants have ended another losing baseball season. After three world series victories, the likelihood to see another “win down [...]
EDITORIALS Sep 24, 2018
Today, the retail community is faced with many serious challenges. From the threats of the online shopping world to the scarcity of labor– and [...]
The San Francisco Homeless Crisis and its True Impact on Local Businesses
Today, the retail community is faced with many serious challenges. From the threats of the online shopping world to the scarcity of labor– and [...]
EDITORIALS Sep 19, 2018
As a critic of the direction that our city has taken in solving homelessness and how we take care of cleaning our streets, I have to commend our new Mayor, [...]
Thank you, Mayor Breed
As a critic of the direction that our city has taken in solving homelessness and how we take care of cleaning our streets, I have to commend our new Mayor, [...]
EDITORIALS Sep 11, 2018
In 1984 when I got into the commercial real estate business, San Francisco had a vibrant garment production business, commonly known as “sweatshops.” [...]
Tech Offices Are the New Sweatshops: How Tech Amenities Are Killing Retail
In 1984 when I got into the commercial real estate business, San Francisco had a vibrant garment production business, commonly known as “sweatshops.” [...]
SALESPERSON'S CORNER Sep 05, 2018
There are very few salespeople that will tell you that they actually enjoy making cold calls and finding new client prospects. Most prefer to work on [...]
Priority Shifts: Making New Business Your Main Business
There are very few salespeople that will tell you that they actually enjoy making cold calls and finding new client prospects. Most prefer to work on [...]
EDITORIALS Aug 31, 2018
As of this week, there have been 344 murders in Chicago in 2018. Efforts put forth by city officials have failed to stem the tide of not only murders [...]
The Plan of Action to Help Low Income Communities Thrive
As of this week, there have been 344 murders in Chicago in 2018. Efforts put forth by city officials have failed to stem the tide of not only murders [...]
EDITORIALS Aug 15, 2018
Many years ago, I began purchasing single family homes for investment in Arizona. I had found a terrific residential real estate agent whom I trusted [...]
The Cost of Losing Personal Service in Real Estate
Many years ago, I began purchasing single family homes for investment in Arizona. I had found a terrific residential real estate agent whom I trusted [...]
EDITORIALS Jul 05, 2018
If President Trump follows through with his plan to institute tariffs in order to force more fair trade, then commercial real estate across the country [...]
Trump Tariffs: Good or Bad for Commercial Real Estate?
If President Trump follows through with his plan to institute tariffs in order to force more fair trade, then commercial real estate across the country [...]
SALESPERSON'S CORNER Jul 04, 2018
If you are a golfer, you understand that golf is 90 percent mental and 10 percent skill. My theory is that the power of your mind is what controls your [...]
Recommit to Your Beliefs to Achieve Great Results
If you are a golfer, you understand that golf is 90 percent mental and 10 percent skill. My theory is that the power of your mind is what controls your [...]
SALESPERSON'S CORNER Jun 13, 2018
Every new salesperson initially struggles to build their book of business. If they can create a solid base of clients, then they can begin to count on [...]
The Importance of Follow-Up: 3 Top Ways to Make Old Business, New Business
Every new salesperson initially struggles to build their book of business. If they can create a solid base of clients, then they can begin to count on [...]
EDITORIALS Jun 06, 2018
When Hurricane Maria struck Puerto Rico in September of last year, many here in San Francisco watched as the tragedy unfolded across newspapers and screens. [...]
Lessons Learned from Hurricane Maria & How We Can Fix Homelessness in San Francisco
When Hurricane Maria struck Puerto Rico in September of last year, many here in San Francisco watched as the tragedy unfolded across newspapers and screens. [...]
SALESPERSON'S CORNER May 09, 2018
“Never Stop Investing in Yourself or Retirement” – Jill Furtado, Berkshire Hathaway As salespeople, we can get busy very fast. [...]
Rules to Live by In Sales
“Never Stop Investing in Yourself or Retirement” – Jill Furtado, Berkshire Hathaway As salespeople, we can get busy very fast. [...]
SALESPERSON'S CORNER Apr 03, 2018
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 [...]
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 [...]
EDITORIALS Mar 27, 2018
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 [...]
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 [...]
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 Moneys 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 [...]
LEGAL ADVICE May 08, 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. [...]
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 [...]
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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