HOWARD CROSS ON THE FRONT LINES
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|One thing easier than real estate these days is football: You can influence the outcome by your plays, whereas today's real estate market seems to offer no chance of that. Take it from a guy who's played both: FirstService Williams managing director Howard Cross, a NY Giants tight-end-turned-tenant-rep, whom we met in his Madison Ave. office.|
|Inform tenant clients that now is their moment in real estate leverage, Howard says. Landlords are willing to work with tenants in order not to lose occupancy when more (and possibly better quality) space is coming on the market. There will be many opportunities for tenants this year and next, especially those who are credit-worthy. For brokers, it's now a guiding market. Whether it's saving tenants money or determining needs vs. wants, clients are looking for good people and advice. "An honest answer can make inroads for both your career and your client's," he says. A wrong suggestion can lead the client down a road no one wants to be on.|
|We wonder if Williams asked Howard to take down the Christmas star this year; at 6'5" he doesn't need a ladder. In addition to keeping up with his clients, you can catch him supporting numerous charitable endeavors; co-hosting YES Network's "This Week in Football" program; being a sideline analyst for WFAN's Giants coverage; and doting on his family. We're amazed he has time to breathe (he didn't get in from the previous night's Giants-Panthers game until 2 a.m.) and are sure he's looking forward to some relaxation post-Super Bowl.|