The #1 Best Way to Commercial Real Estate Success

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What role does technology play in the commercial real estate industry today? And how has it impacted your work as a broker? What role has technology played? Yeah. I guess it's kind of everything, huh? Yeah, everything. I just I shouldn't answer the question for you. That's rude. No, I mean, I was thinking it like everything plays a role. Like if I didn't have I mean, you have CoStar on your cell phone.

You know, it's so funny, actually, I was thinking about this when I was driving. So I was in the car driving to Greeley today and I was in the backseat because I was with my brother and his wife and we're driving and I'm on my phone and I'm able to do everything I need to do on my phone. Like I have the Sheets app downloaded. I have the Word app downloaded. I have the Excel app. That's outrageous. So it's like.

I have the office Microsoft download. So when I get an email and someone's negotiating an LOI with me, then I can just hop on my phone and start negotiating that LOI right then and there in the palms of my hands on that little device. And it's so convenient. That is completely, had a huge impact, I feel like, in the commercial real estate world, because you can be at a property and someone can say,

is there a property around here that's similar or same pricing or whatever, and you can pull up CoStar and you can just see what properties are available around there. And it's like, it's amazing. It's crazy. It's so nice. I was talking to somebody about this recently. Half of my deals haven't met the client ever in person, haven't been to the property ever. It's crazy. Yeah. But.

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You're right. That's the cool thing about our job. You can do deals from the back of your car on your cell phone. Sometimes I think about like how I'm meeting someone that I've literally never met. That's a special experience. That is wild. I think about that every time I'm driving. It's like, I'm going on, I talked to this person on the phone or mostly via text or email, cause I'm weird about being on the phone. And then I'm going to meet them at this property and I've never met them before.

That's crazy. That's why you have to stay safe. And follow your intuition. Yeah, you too. Follow your intuition. Oh, that's key. Amen. Yes. Can you share a success story or memorable experience from your career that illustrates the rewards of being a commercial real estate broker? Oh, wow. Wow, that's a good question. Thank you, ChatGPT. Thank you. Um.

So man, a lot of experiences. Can you say it? Yeah, yeah, of course. Can you share a success story or memorable experience from your career that illustrates the reward of being a commercial real estate broker? There's so many, like when you, what I was saying earlier, when you see a company that's just starting out and you touch base.

touch base with them like throughout the year and you hear that they're doing well and that they need more space and that they'll either reach out to you sooner or later, but they are going to need more space. Like that is so satisfying. And that is just as a whole, it's like, wow, that's so cool for that person that they're able to, that they followed their dream and they're wanting to start this business and now they're growing. And so I feel like that.

That is the most rewarding thing in commercial real estate. You just meet some of the coolest people, like some of the coolest businesses. And you know, another thing is the, you know, is the catalytic converter guy, because it's so, it was so difficult to get people that are landlords to understand what this use was.

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And so when you finally get the landlord to understand that he's not the guy stealing the catalytic converters, that is so rewarding because you work so hard to one, find a space, you're constantly touring. And then on top of that, you don't even know what landlord will accept this use. So once you get that signed, it's very rewarding. And I love that.

A cool aspect of our job is we get to negotiate on behalf of business owners. Yes. And more times than not, they're savvy. Yeah. So like Luke, for example, was a client of mine and this guy is an unbelievable operator and such a fun person to work on behalf of because he was just.

I learned so much just negotiating on behalf of him, just taking the ball and putting it in the other court. And yeah, meeting these unbelievable operators is pretty gangster. It is because everyone's like, yeah, it's just really, it's really cool. And you know what you're saying when you like they're very savvy and sometimes they have ways to approach a deal that they, you know,

that best or that might work for them. And so if you keep an open mind, sometimes I feel like I'm like, oh, I'm a, I'm a bad broker if the client is really telling me how to negotiate. And it's not really that it's more of. They know their business best. They know their financial situation best. It's being open to having an open conversation with them and being like, what do you think? Do you want this to be like this or.

You know, if it's a three to five year, most landlords like it to be three to five years. If you do five, they'll help with more. The landlords will help with more. If you do three, the landlords will probably just do carpet and paint if even that. So it's, you know, explaining to them kind of the basis of commercial real estate. And then having an open conversation with them and being like, is there a clever way you would like to go about this because I have this idea. What do you think? And.

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not maybe, yeah, just being open about it with them because they are very savvy and they are very smart and they're opening their own business. And I think that creates a relationship, right? Like showing up as your authentic self and not, that's also like the very rewarding part about commercial real estate is you're not just like, you don't have to show up in a suit to be respected.

It's more of if you show up in your authentic self and you're representing the client as best as you can and you want them to succeed and you care about them. Like people can feel that. So it's. Say it again. No, just kidding. I love that. So it's just like that's also a beautiful part about commercial real estate is because I mean, honestly, I could wear this to an industrial showing and the person would not even think twice about it.

Like they'd be like, okay, I like the space, but like they'd still, it's about the person. It's about the broker, right? And the effort. It's not just a transaction. It's creating that relationship. Yeah. So that's rewarding too. Absolutely. So, I do something that like might be poor form, but like I don't always have people sign exclusives. Oh yeah, I don't either. On the tenant rep site, cause it's just like.

I'm gonna work hard for them. They're gonna know that. And I don't wanna work with somebody I'm not gonna trust. And so this will all work and it's worked out really well. Knock on wood. Poor form, not saying do it, but it's worked out for us. Yeah, they definitely will teach you otherwise, but I also don't really get them to sign that. Unless I'm working with someone for.

Like I've been working with this guy for, I think since I started and we haven't found a space. That's the joyous part of this job. And we haven't been able to find a space for him, but in that situation, I eventually would get him to sign because it's been a couple years and if you did go with someone else, I would be pretty upset because I just spent a couple years trying, you know?

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But I also agree with you in the fact that if I, if you send me someone and I, you know, start touring and stuff, I will probably not get them to sign a tenant rep agreement because, hey, like I work hard, I know how I work. If you, you either wanna work with me or you don't, if we don't vibe, if we don't mesh, then that's fine. But I'll show you that I can work hard. And then, I mean, I had someone that

chose another broker and then came back to me because we connected a lot more. So like that, it's just like therapy. You wanna find a therapist that works best for you. That's just how brokerage is. It's that relationship. I think that's just working relationships in general. You wanna work with like-minded people who have the same ethics and values and morals. If we're in a working relationship and you have different...

ethics and values and morals in me. Yeah, it's probably not gonna work out. Yeah. And so. Exactly. I have a funny story to tell you when we're done filming. So, last question. You're gonna leave him hanging like that? Ciara had a client that cheated on her. Oh, multiple times. He actually called us recently, pursued a building that we just bought. And I was like, I can't believe this is the guy.

recently now? Oh yeah, two weeks ago. Two weeks ago. And I literally, Josh was working on it and I was like, Josh, this is the situation. This is the person. Proceed with caution. And the building was perfect for him. Sprinklers. You just told me I got cheated on, on camera. I am joking. Just for your own good. And long story short, it was perfect for him. And then he disappeared. Yeah. No kidding. And I was like,

Duh. Don't come back. Wow. If you know who you are, and you're watching this, I'm joking. Don't you ever call me again. Anyway. No kidding. Yeah. Wow. He's cheated on me like multiple times. But he's always come back. They always do, see? They always do. But apparently not, because two weeks ago, you were not getting the door. I know. Every time he calls, I'm like, I know who you are. We've had this conversation 18 times.

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I know everything you need. I know. I think about your needs in my sleep because you told me so many times that you needed. What a, what a guy. That is hilarious. Um, okay. Last. It's like the dog on, have you seen that meme on Instagram when the dog as like the side, the side eye and he's like, that's what I see. I know. I'm just like, dude, how.

It's not the same ethics that I can work with, which is probably why we have such a hard time getting a deal done. Yes. Yeah. Well, that's a perfect example, right? So I wouldn't make him sign a tenant rep agreement because he's not even gonna follow it to begin with. But really, like, I do agree. Like, you have to, you just feel the mutual connection. Yeah. You know.

And all of my clients are, they're so awesome. And it's truly thanks to you, but it's so, they're so awesome. And I feel like we work so well together. Like it's just very ebb and flow and that's how it should be. But sometimes you get, you know. I literally didn't do anything. You do all the work and then you give me the credit, dude, you, but that's very nice of you. You single-handedly helped me in my like.

with other referrals. You've single-handedly helped me in more ways than you know. Thanks, Viva. Yeah. Okay. Aviva-nator. Yeah. Remember it. Remember the name. Remember it, but don't use it. Yeah. It's an exclusive. I signed on that. Exclusive. So if you have any questions, DM me @AvivaRealEstate on all social media platforms.

And if you want to learn about getting started in commercial real estate, head over to the show notes by CRS email. And you're going to see a free guide for how to get started in commercial real estate. You can do it. You can do it. We'll see you next week. See you next week. Thank you guys.