The making of a blockbuster partnership (and movie)
How would you describe your fellow broker? Smart? Determined? Perhaps even tenacious? How about full of grace? Rarely;is;this;term;used;to;define;those;in;the
commercial real estate industry, or any other profession for that matter. To be graceful is to exemplify kindness; to take on a considerate
act or to have a courteous disposition.
Now ask yourself, what do your clients value most?
Successful brokers understand the importance of their clients’
needs. Truly successful brokers put their clients’ needs above their
own. That act of grace can be instrumental in earning a client’s trust
and business. When a task is challenging and unfamiliar, convictions
in your partnerships carry you through.
Casting the Roles
For Sam Carroll, SIOR, vice president of Graham & Company in
Birmingham, AL, a little grace and a leap of faith landed him a new
attention and detail he offers his clients. His ability to fully under-
stand a client’s needs, great or small, led him to an
Carroll wouldn’t earn any money. Even more, it would consume
time otherwise devoted to his paying clients. But he realized he was
in a position to help solve a problem and make a new client happy.
The call came from Chris Zarpas, vice president of S.L. Nusbaum
Realty Company in Norfolk, VA. Zarpas is not your typical commercial real estate broker. He is also a widely successful movie
Jane, Beaches, Toy Soldiers, Clay Pigeons, and Strictly Business,
among many others.
Zarpas;was;working;on;a;new;film,;Grace Unplugged, featuring a talented young musician from Alabama with aspirations of
scoring a record deal in Hollywood. Grace Rose Trey, played by
two-time platinum recording artist and rising young actress A.J.
Michalka (Lovely Bones, Secretariat, Super 8), is an 18-year old
Christian Singer/Songwriter and daughter of a one-hit wonder rock-star father, played by James Denton (Desperate Housewives). Their
bond is strengthened by their love for music and their grounded
values, and they perform together at their local church on Sundays
By Alexis Fermanis