Yesterday with AIRE and BOMA
Want to get a jump-start on upcoming deals? Meet the major Chicago players at one of our upcoming events!
|Good news for huggers: Touching is back in as a sales method. It was one of several tips (more covered below) for 175 brokers at yesterday's Association of Industrial Real Estate Brokers luncheon at the Rosewood.|
|First, we snapped those eager to learn. Entre Commercial Realty principal Daniel Benassi, Epic Realty's Ryan Phillips, who just switched from the automotive industry to real estate, with John Coleman, also of Epic. They tell us the company is undergoing internal changes this month and hopes to come out even stronger. Ryan says he likes the relative stability of real estate over automobiles, a statement that at any other time in history would have us questioning his sanity. Daniel?s already on the right track: he hired his fifth employee this month.|
|The Alliance for Strategic Advancement's Gene Rosendale on salesmanship: ?click? with people by reading their communication styles and make yours match; most people get information visually, but 25% learn through touch and 20% through sound; meeting someone whose style matches yours on that level can help close the deal. But don't get your hopes up: You'll only ?click? with about one in every 10 people. (We hope those are the ones with cash!)|
|Paine/Wetzel ONCOR International was a heavy hitter in yesterday's Bisnow Deal Sheet, and here SVP William Kerrins, surrounded by Venture One's Steven Goode and First Industrial's Adam Moore, shared the secret: Relatively small spaces within city limits are still doing well. William?s largest lease of late was 66k-SF. For companies that need to stay within city limits to keep their employees, big boxes on I-80 aren't an option, he says.|