“In a good market companies are expanding and outgrowing
their spaces, so they’ll delegate the task to address building needs
to someone else,” he says. “You want to make sure when they
delegate they are giving instructions to get in touch with you.”
However, even with strategic thinking, sometimes opportunities
come at you from the least expected situation. Spears tells the
story about one of his vendors erecting a “for sale” sign on the
wrong property, across the street from what was being marketed.
That owner was understandably angry and called Spears.
“After I calmed the guy down, apologized and told him my people
would be out there that day to remove the sign, we had a good
conversation about what the land across the street was going to
sell for,” says Spears. “So, I asked if he was interested in selling.
And he was. The next things you know, I didn’t have to remove
the sign from his property. In the end, I sold his building and the
land across the street.”
In the Northeast, Kevin Geenty, SIOR, vice president of the
Geenty Group, Realtors in Branford, Conn., tells Professional
Report, “one of the things that has been more productive for
us, which I have been nurturing, is asking for referrals from
professionals, people who have profiles in the industry, i.e.,
attorneys, CPAs, ministers, etc.” Indeed, in a two week stretch
before he was interviewed by Professional Report, he had received
four viable leads from two attorneys.
In a more informal process, Geenty usually stops at his local deli
for coffee before proceeding to his office – as do a lot of other
local professionals and service people. A lot of good information
gets passed around there," says Geenty. “It’s a good networking
location." To which, he adds, “it’s amazing the things you learn
at the deli.”
As with Spears, even with the strategies and networking,
Geenty has been smart enough to create something out of
“About nine weeks ago we got a call from the manufacturer of
high-end sporting rifles who wanted to purchase a building in
a specific town,” Geenty recalls. “There was nothing listed that
worked for him. However, I knew this businessman had three
buildings and was considering purchasing a larger structure to put
all his companies under one roof. I called him on the off chance
he might want to sell one of his buildings right then. He agreed.
The rifle manufacturer bought it. Now we are expecting an offer
on a larger building from the businessman who sold the real estate
to the manufacturer.”
Michael Houge, SIOR, CCIM, vice president of the Investment
Services Group at Transwestern in Minneapolis, takes Geenty’s
informal, morning meet-and-greet to a whole different level.
Borrowing an idea from another SIOR, he created a monthly