Broker Tips: Round Two Of Our Short Sharp Advice

NAI Global is underpinned by the largest independent broker organization in the world, literally hundreds of cumulative years of experience in our network. The commercial real estate (CRE) experts, market leaders, and – frankly – legends in our midst have gleaned a lot of insight on their way up the ladder, and this is what we are tapping into for our series on “broker tips”.

This is the second blog in the series, and interestingly both tipsters have focused on elements of soft skills and emotional intelligence (EQ) within the discussions you’re having with clients.

Shelve your ego

Jeff Ludwig is a senior vice president at NAI Michael which operates in the Maryland, Washington DC, and Northern Virginia region. His tip for brokers focuses on putting the goal ahead of our own need for recognition.

Jeff says: “If one can remember to subordinate our egos to the objective, we will meet with greater success in building our business and relationships. This is especially important if we plan to pull referrals from clients because they respect our excellent service.”

Unlock empathy

Rudy Puente is an associate at NAI Elliot, in Portland, Oregon. He says it is essential to access your sense of empathy, putting yourself in a client’s shoes so to speak.
“Put yourself in their position; they want the best outcome in value and price,” he says. “Listen to their story, and repeat back what you have heard to be sure you’ve understood their need. Then, listen to yourself – are you pushing your agenda for your own listing needs?”
It is important to check yourself, he says: “Are you focused on them or thinking about your next call? And what about your tone? How are you talking to your client? Are you patient and interested, or rude and hurried?”

Finally, he says, keep your word. “If you say you will do something, do it and do it on time. Do not over-commit, clients know when you are leading them on.” If you have to go in another direction, be truthful then too. “If you do not want to work with or are unable to work with the client, tell them and refer them to another source, you can make big points with this single truth.”

These principles, he says, have kept business from referrals and repeat business coming his way.

This is the second blog in the ongoing ‘broker tips’ series, so be sure to check back for more insightful advice.

Lee Rosner

A veteran of the commercial real estate industry, Lee’s career spans more than 35 years gaining him hands on experience in nearly every facet of the business including sales, leasing, investment strategies, property management and ownership. In 1997, Lee launched a commercial real estate brokerage firm that is now NAI Long Island, building on his exceptional depth of industry knowledge and pairing it with his natural leadership style to set a path of growth for the company. He currently is the Managing Principal of NAI Long Island. He is actively involved, daily, with business development, coaching, transaction management, recruiting, operations and long-term visioning for the firm. Under Lee’s leadership and management, NAI Long Island has grown into one of the leading Long Island -based full service commercial real estate firms completing over $1B in transaction values and thousands of transactions over the years. The firm manages more than 1.5M square feet of commercial real estate. Lee completed two terms as a Trustee of the Incorporated Village of Port Jefferson and is the former Chairman of the Zoning Board of Appeals. From 2010 to 2016 he was an Adjunct Professor at Stony Brook University’s College of Business teaching an MBA level course (traditional and online) in commercial real estate fundamentals, user decision-making and investment analysis through a case study approach to learning.