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10 Reasons You Will NEVER Become A Commercial Real Estate Broker.

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I found this article and it made me laugh and agree.

10 Reasons You Will NEVER Become A Commercial Real Estate Broker.

1. You are not smart enough.

Oooo did that piss you off? Sure, you are as smart as anybody, right? You went to a school somewhere sometime “back in the day.” The average commercial real estate broker has at least a college degree based on finance real estate or construction. They have been in the business at least 15 years and only focus on commercial real estate. Most of them define a niche of commercial real estate such as retail industrial or tenant representation to name a few, and they pound it…hard…I said hard. When you walk into a room with someone in commercial real estate, you automatically are not the smartest one there. Don’t think so? Bullshit. I have met hundreds from all over the country. They are ON IT! Go ahead get in a room with some commercial real estate people. You will be smarter just for being there.

 

2. You are not big league material.

Commercial real estate is The Big Leagues. Click here and look down the list. Yes, that is billions of dollars in transactions and worldwide. Now do me a favor and click on one of the sites and dig into your local market. Check out the people that they have “on board.” Yea, I know…….fucking impressive. Call one of them up and see if you can get them to go to lunch. I dare you.

 

3. Math is a foreign language to you.

Commercial real estate is numbers, and after you get thru the numbers there is the dollars. They are all important and relevant to every deal. They are the deal. You think your beautiful smile and mommy loves you personality will skate you thru commercial real estate? Uh..no! Your potential client will know the numbers better than you do…….and they will let you know it to your face and in front of everyone you work with including your boss……..on purpose. A personal side. I had someone walk away from the closing table and 200k because he thought his wife was screwing around, and he did not want her to get it. TRUE STORY. Numbers and money matter. It’s what commercial real estate deals are based on. Not emotion! Do your math!

 

4. You are not a man.

Yes, I said it. Do you want me to repeat it? You are not a man. It’s a man’s world……. most of the time…….. except sometimes.

 

5. You don’t even know what a building is.

Sure, you think it’s just a box with some doors an office and some dock things out back. This may bore you but stay with me. Proximity. Ins and outs. Turning radius. Dock height. Ceiling height. Cubing. Stacking. Traffic counts. Trips. Setbacks. Drainage. Composites. Double plate.Vent stack. Allowable use. Ok, I think you get the point, and that was just off the top of my head. Oh and that is me just thinking about a simple industrial warehouse. Throw in office flex multi-family, etc. You didn’t major in construction engineering at school?  You want to make a living selling leasing and dealing with buildings right? Hell, just fake it nobody will notice.

 

6. 10,000 square feet and 4,200 square feet.

Those numbers are what commercial real estate calls bread and butter or somewhat of an “average” commercial real estate deal size. Go online and search for a 10,000 sq ft. building in your market. Go to your local municipal database and look up the address of that building. Google the owner’s name. Try and call them and get to someone who will talk to you about the building. You just want to help them lease it or sell it or….hell…something. Who do you think is on the other end? My guess. A broker. A seasoned professional broker/owner. They know that building in out upside downside backwards and in their sleep…and so does every other professional commercial real estate broker/owner within a 50 mile radius. No shit!

 

 


7. You are not a boomer.

The Average age of a commercial real estate broker is 57 years old, yea I know that seems pretty old to some people. It’s the old boys doing business with their peers and guess what, they are all boomers too. Decision makers deal makers movers and shakers. Hate that the man is keeping you down? Let’s see the age of retirement is 65 right? I played golf with a developer/broker of government buildings who happened to tell me he just turned 65……. guess what, his quote ” I will never retire.”

 

8. You don’t have the guts to walk thru the door.

The boys call it cold calling and shoe leather. Go ahead spend a few minutes checking Facebook for your aunts cousins daughters cat memes so you can “like” it and be “connected.” to your friends and family. Show them how you care. Commercial real estate brokers get off their ass knock on a door and talk to a human being face to face. Crazy, I know!

 

9. Money. Real money scares you.

Do the calculations. 10,000 sq ft times 12 dollars a foot times x percent with renewals =  $$$$. It seems pretty simple. Now do a sale. Let’s say a simple 4 million dollar deal…uh 4 million times x percent = Holy Shit money. WooHoo…… the lottery. In commercial real estate, 4 million isn’t shit. 4 million is a hobby. But wait I work my ass off and I am worth it damn it! Nah……real money scares you.

 

10.  It Takes Real Work. 

Nobody backs into this (unless daddy is flush) business. Most of us wanted to tried real hard to busted our asses paid our fucking dues just to get into commercial real estate. 365 24/7 A cliché? Fu*k you, no it’s not! Even when I am “golfing or networking” at an event, I AM ON. There is always talk of this magical life work balance thing. HA! What bullshit. The day you start until you are dead you are learning and always dealing.

I have always joked about this but in the future I see myself standing on a tee box in my seventies talking into whatever device is the thing at that time and I say ” that’s bullshit we already agreed to a price on that lot, and we don’t care………” and I fall over……….dead.

How lucky can a guy get!

 

 

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Has Our Region Failed Young Professionals?

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Picture via SRQ Magazine

BY JACOB OGLES SRQ DAILY FRESHLY SQUEEZED CONTENT EVERY MORNING WEDNESDAY MAR 1, 2017

 

Raucous rhetoric and amiable jabs marked the Tuesday launch of a new debate series hosted by SRQ Media Group, where two teams debated the question “Has our region failed our young professionals?”

The SB2 Rumble, promised as an intellectual bloodsport, turned the Powell Crosley Estate into an academic wrestling ring before onlookers weighed in on who made the best case in the modified Oxford-style debate.

Criminal defense attorney Jacob Grollman, of Glen and Hibbert, who led the team arguing the region has failed young professionals, argued that regional failures extended much further. “We continue to discuss this problem but nobody offers any solution,” he argued. He noted home prices since the recession have skyrocketed up to $242,000 even though average annual wages here run around $28,000, or $2,000 less than the national average.

Jag Grewal, a broker with Ian Black Real Estate, added that county leaders failed to attract North American Roofing for petty reasons, giving up a chance for high-paying jobs. And Raymmar Tirado, chief disruption officer for Clear Idea Labs, suggested the exodus of Sarasota-trained college grads to other areas showed how badly the region has abandoned the needs of millennials. “All you have to do is ask a young person,” Tirado said. “They do not get involved because it is not advantageous to be involved.”“They do not get involved because it is not advantageous to be invo

But Frank Maggio, of Centennial Bank, suggested infrastructure has been in place for 15 years that empowers professionals, but that it’s on young people to become more engaged. “The community is doing what it can to attract and engage young professionals,” he said. “There are many of us that are actually doing something and influencing things.” Doug Grosso, a broker associate with Dwell Real Estate, said many millennials are living in the area—in their parents’ homes—and noted that the Sarasota-Bradenton market lags behind only Orlando and Dallas in terms of business development and job growth. Candice McElyea, owner of ThreeSixOh PR, noted many successful professionals today grew up in the region and chose to stay here because of the opportunities and quality of life. “The people I went to school with, everybody made a name for themselves,” she said.

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Multi-Family Complex Sold for $445,000

A Chicago couple recently purchased the four-unit multi-family complex located at 2027 Fiesta Drive, Sarasota, for $445,000.

By 941 CEO Staff 2/23/2017 at 2:32pm

A Chicago couple recently purchased the four-unit multi-family complex located at 2027 Fiesta Drive, Sarasota, for $445,000.

The property includes two single-story duplexes totaling 3,012 square feet on a .3-acre parcel.

Sean Dreznin, a sales agent with the commercial real estate firm Ian Black Real Estate, represented both the buyers, Eric and Shelley Swanson, and the seller, Beverly Meadows, in the transaction.

Dreznin focuses his real estate practice on the sale of investment and multi-family properties between St. Petersburg and Naples.

Stay Serious When Seeking Greater Good

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The Way I See It

BY IAN BLACK * SRQ DAILY * SATURDAY PERSPECTIVES EDITION * SATURDAY DEC 17, 2016

While enjoying a sabbatical last May in the “Ould Sod,” my ire was elevated when I learned that the County Commission folded to the “fierce backlash” not of the business community, as referred to in Zach Murdoch’s recent column in the Sarasota Herald-Tribune, but to the demands of one or two roofing contractors backed by the Gulf Coast Builders Exchange to shut the door to efforts to bring the corporate headquarters of the North American Roofing Company to our community. My ire was further elevated upon reading Mary Dougherty-Slapp’s recent column in SRQ Daily, which stated: “Let’s make Sarasota a place that businesses want to come to grow and hire workers with good paying and quality jobs.” So, are we now to believe that the GCBE, after advocating the very opposite in opposing Project Mulligan, now want us to believe that the board have had an epiphany? Hopefully so. The GCBE has always been a proponent of economic growth and vitality even though on this occasion they appeared to be in cahoots with those who would not be in favor of efforts to attract meaningful jobs to our community.

Diversification of our economy is a serious topic and I am heartened that the County Commission, encouraged by our newly elected Commissioners, have prioritized this subject for the BCC over the next year. As a community, we are asking for trouble if we do not take advantage of the incentives that are available for economic diversity. We need to balance the three-legged stool. It is not sufficient that we rest on our superior “quality of life” reputation to attract qualified targeted industries and corporate headquarters. These targeted industries are well documented by the State and are revised every three years. These industries have been identified as those that can help diversify local economies to make them more robust and resilient during an economic downturn or an economic recession. 

I am all for working together to create a strong future as suggested by Mary’s column. The tools necessary to do this are readily available for use in the right circumstances. However, we as a community need to seriously get behind these efforts and not simply put the interests of a few before the greater good when an opportunity such as Project Mulligan comes before us in the future.

There is a time honored maxim in my industry: “Dear God please give me one more real estate boom and I promise I won’t fritter it away.”

Ian Black is founder of Ian Black Real Estate.

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Real estate finance expert joins Ian Black Real Estate team

via Tampa Bay Newswire

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George Kruse brings with him more than 20 years of real estate finance experience

SARASOTA, Fla. (Dec. 21, 2016) – Real estate finance executive George Kruse has joined the Ian Black Real Estate (IBRE) team as a Sales Associate in the firm’s Sarasota office. Kruse brings with him more than 20 years of experience on both the debt and equity sides of commercial investments. In addition to his role as a commercial broker, he will provide the IBRE team with guidance in value creation, financing opportunities and an understanding of the present debt and equity environments.

Kruse is also a Senior Managing Director at Osprey Capital, a Tampa-based commercial real estate finance company, specializing in the financing of value-add investment opportunities.

“We’re thrilled to welcome George to the team,” said Ian Black, partner at Ian Black Real Estate. “His experience on the financing side of the industry is a valuable add-on to our existing skill set and will go a long way in providing our clients with the highest level of service available.”

Leveraging Kruse’s expertise in the finance industry will allow the IBRE team to better assess opportunities for clients and maximize their investment potential.

Previously, Kruse spent more than seven years as the sole managing director of Vesta Equity, LLC, a private real estate investment fund based in Sarasota. Under his leadership, Vesta made over $200 million in small balance senior and equity investments nationwide. He also oversaw both the lending and investment divisions and structured the fund’s capital deployment strategies.

Prior to that, he served as an Investment Officer at CapitalSource Finance in both the New York and Orlando offices. At CapitalSource, Kruse was directly involved in over $600 million in commercial loan and hypothecation line transactions.

Kruse earned his bachelor’s degree in finance and management from the University of Florida and his Master of Business Administration from Columbia Business School. He recently obtained his Florida Real Estate license.

“It’s an honor to join the Ian Black team and put my experience in real estate finance to use in this side of the industry,” said Kruse. “I’m looking forward to starting my career as a commercial sales associate and working alongside such a strong team of brokers in the Sarasota market.”

Kruse is currently on the Advisory Board for the University of Florida’s Masters of Science in Real Estate (MSRE) program, as well as the Board of the Columbia University Club of Sarasota. He is a member of the International Council of Shopping Centers (ICSC) and the Sarasota Commercial Investment Division (CID), and is regularly asked to moderate and sit on panels about private commercial financing.

About Ian Black Real Estate
Ian Black Real Estate (IBRE) is a boutique commercial real estate brokerage firm located in Sarasota, Fla. The firm is one of the largest commercial brokerage firms in Southwest Florida and boasts a deep knowledge of the commercial real estate market in Sarasota and Manatee counties and the surrounding area. For more information, visit ian-black.com.

Click here for original press release

4 WAYS TO MAKE TELEPHONE PROSPECTING EASY


By Bo Barron via The Massimo Group
I once worked with a brokerage manager who said there were two types of people in the world – those that didn’t like to cold call and those that lie about liking cold calling. He might have overstated his point a bit, but he does have a point. The odds are you don’t like to prospect by telephone, but it’s equally likely that you would like to grow your commercial real estate brokerage practice.
There is no better way to expand your business than to talk to new prospects.

There is no better way to expand your business than to talk to new prospects. The easiest way to start a conversation with new people is to pick up the phone and call them, and it doesn’t have to be hard or unpleasant. Try to keep these principles in mind, and you’ll find that prospecting by telephone is easier than you expect. You might even have fun doing it!


1 ) CALL IN BLOCKS OF TIME

When you get a good rhythm going, calling gets easier. Set some time aside, close your email program, put your cell phone on vibrate, and make your calls. As you find your groove, you’ll find it gets easier.

2) CALL SIMILAR CLIENTS TOGETHER

Instead of just going through your CRM program’s database alphabetically, call thematically. For example, you could call only clients with mortgages that are rolling in the next six months, call everyone with between 20 and 30 percent vacancy, or only call people in a one or two block area. Calling similar clients lets you take what you hear on one call and use it with other prospects.

3) CALL ABOUT SOMETHING EXCITING OR VALUABLE

I believe there is always a reason to call. When you know that you have something valuable, your enthusiasm and confidence will come across and your prospects should respond. This is also a powerful brand building tool, since instead of being an annoyance like most cold calls; your telephone call will be valuable to your client.


4) MAINTAIN PERSPECTIVE

No matter what you do, some of the people you contact will not react positively. It’s their loss. Move on and find someone else that appreciates the considerable value you can add to them. Telephone prospecting is a numbers game, and occasional failed calls are part of the process.

One of the great things about prospecting by telephone is it can have an almost immediate impact on your business. If you talk to more people, you will meet with more people and get more opportunities to compete for sales or leasing engagements. Once you have the opportunity, all that you have to do is close for the business. If that isn’t a great reason to shut down your web browser right now and do some prospecting, I don’t know what is!

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Sarasota Sky Bar & Club to open Friday

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The nightclub is slated to open in the Charles Ringling building on the east end of downtown this weekend.
by: Alex Mahadevan News Innovation Editor

Following some delays, downtown Sarasota’s newest nightclub will open this weekend in the historic Charles Ringling building.

Sarasota Sky Bar & Club will open at 4 p.m. Friday, Sept. 23, at 1927 Ringling Boulevard, which is adjacent to McCurdy’s Comedy Theatre. The club will feature 1960s-themed local band Robin and the Retros starting at 8 p.m., with a $5 cover to get in, said co-owner Tony Tannus.

Democracy, a reggae band, will play during the same hours Saturday.

“We have to mix it up,” said Tannus, who said he wants to focus on bringing in a mature crowd to the non-smoking building. “I’m not bringing in 20 year olds to bounce around.”

Tannus, who also co-owns the Meadows Village Pub & Grill, said the 7,000-square-foot size of the interior, and its history, attracted him to the property. Charles Ringling, John Ringling’s brother, constructed the two-story building in 1926.

“His office is still up there,” Tannus said.

 

Sean Dreznin & Jag Grewal from Ian Black Real Estate handled both sides of the transaction.

Sarasota Sky Bar & Club set to open

Nightclub will occupy Charles Ringling Building in downtown Sarasota.

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Business partners, Tony and Marie Tannus, and Alex Hagush have leased the Charles Ringling Building for Sarasota Sky Bar & Club. The building on Ringling Blvd. in Sarasota was built in 1926 and has been home to several nightclubs over the years. // Photo via Ian Black Real Estate

Following a delay earlier this month, the owners of Sarasota Sky Bar & Club say they’re ready to open Friday with a performance by high-energy area dance band Robin & The Retros. Longtime local reggae group Democracy will be playing on Saturday.

Both performances are scheduled for 8 to 11 p.m. with doors opening at 4 p.m. There will be a $5 cover charge for each evening and management has stated that “at this time we will not be offering parking nor valet services to our patrons and will be advising them to utilize available public parking in the vicinity.”

Sarasota Sky Bar & Club, a smoke-free establishment aiming to attract people in their 30s to 60s, occupies the historic Charles Ringling Building in downtown Sarasota. 8 p.m. Friday and Saturday, Sarasota Sky Bar & Club, 1927 Ringling Blvd., Sarasota; $5;  sarasotasky.club

Sean Dreznin from Ian Black Real Estate handled both sides of the transaction.

Sarasota Sky Bar & Club opening in downtown Charles Ringling Building