News & Research

Salesperson's Corner 


Dec 06, 2017

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 to someone.” Today it’s not that simple. With voicemails taking the place of live calls ...

Editorials 


Nov 29, 2017

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 - $400,000 a year selling and leasing industrial space. Yet, commercial firms are having an ever increasingly ...


EDITORIALS  Nov 15, 2017

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

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

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

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

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

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'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 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

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

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

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 [...]
Industrial Space
MARKET RESEARCH  May 19, 2017

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 [...]
The Marathon Called Sales
SALESPERSON'S CORNER  May 16, 2017

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 [...]
Shopping Center
MARKET RESEARCH  Apr 24, 2017

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 [...]
Time is money
SALESPERSON'S CORNER  Apr 11, 2017

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 [...]
Permit Delays in San Francisco
LEGAL ADVICE  Apr 07, 2017

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. [...]
Amazon
EDITORIALS  Mar 28, 2017

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 [...]
Self-driving car
SALESPERSON'S CORNER  Mar 13, 2017

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 [...]
San Francisco
MARKET RESEARCH  Mar 06, 2017

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 [...]
Retail shop window
MARKET RESEARCH  Feb 27, 2017

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 [...]
Salesmen
SALESPERSON'S CORNER  Feb 09, 2017

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. [...]
The White Houses
EDITORIALS  Jan 31, 2017

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 [...]
Interest Rates in 2017
MARKET RESEARCH  Jan 16, 2017

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 [...]
Bbuilding trust
SALESPERSON'S CORNER  Jan 09, 2017

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? [...]
SF building codes
EDITORIALS  Jan 04, 2017

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 [...]
Business Plan 2017
SALESPERSON'S CORNER  Dec 14, 2016

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 [...]
Castro Street
EDITORIALS  Nov 30, 2016

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" [...]
Commercial Brokerage
SALESPERSON'S CORNER  Nov 17, 2016

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 [...]
Office Design
EDITORIALS  Nov 11, 2016

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 [...]
San Francisco office rents
MARKET RESEARCH  Nov 08, 2016

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 [...]
Real Estate Economic Committee Update
MARKET RESEARCH  Oct 26, 2016

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
SALESPERSON'S CORNER  Oct 13, 2016

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 [...]
Interest Rate
EDITORIALS  Oct 03, 2016

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 [...]
Commercial Properties
MARKET RESEARCH  Sep 19, 2016

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 [...]
Salespeople
SALESPERSON'S CORNER  Sep 12, 2016

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 [...]
Office Rent
MARKET RESEARCH  Aug 26, 2016

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 [...]
Golf Players
SALESPERSON'S CORNER  Aug 22, 2016

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. [...]
Calgary
MARKET RESEARCH  Jul 20, 2016

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
SALESPERSON'S CORNER  Jul 07, 2016

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 [...]
Salespeople
SALESPERSON'S CORNER  Jun 18, 2016

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 [...]
PDR space
MARKET RESEARCH  Jun 10, 2016

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 [...]
Shopping Center
EDITORIALS  Jun 01, 2016

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 [...]
San Francisco tech boom
MARKET RESEARCH  May 04, 2016

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 [...]
Sales Classes
SALESPERSON'S CORNER  Apr 05, 2016

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 [...]
Successful Salesperson
SALESPERSON'S CORNER  Feb 04, 2016

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 [...]
disappearance of the phone call
EDITORIALS  Jan 19, 2016

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 [...]
The New Geography of Jobs
SALESPERSON'S CORNER  Jan 12, 2016

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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