evaluation on the comps. They said, ‘you are a professional,
whatever you say goes. I want it done right and you will do
“My efforts to stay educated help my clients,” adds Nahigian.
“For instance, I have been advising a family in Massachusetts that
has a number of commercial investments. One of their buildings
is a 60,000 square foot industrial building after Massachusetts
recently approved medicinal marijuana we were approached by
three marijuana dispensaries. While attending the 2013 SIOR Fall
World Conference there was a roundtable on this topic moderated
by Vanessa Herzog, SIOR, CCIM, and Linn Larsen, SIOR.
Washington was the first to approve medicinal marijuana. Both
Paul and Linn held a great roundtable on the pitfalls with financing
and investment issues that I was immediately able to use with
SHARING WITH CLIENTS
“I think it’s important to communicate new issues with clients, but
I don’t necessarily tell my clients daily what my efforts are,” says
Nahigian. “I may mention to a client that I read an article that had
a relevant point for our assignment and email it to them, or share
that I heard some interesting news at a convention that is relevant
to our project. I usually summarize programs that I have attended
at a national convention and chapter event and email summaries to
a group of clients. I like to share speaker educational information
STEVE LEWIS is President
of Wordman, Inc., a
firm based in Loudon, TN.
He has been representing
real estate clients and
covering the commercial
real estate industry for
more than 30 years, and he
continues to write freelance
articles about the real estate
ABOUT THE AUTHOR
All of this goes to show clients that you are an individual who
is on top of the key issues of the day, which Kurzweil notes
is critical. “In anything you do today, if you’re not out there
learning, you are not at the cutting edge,” he says. “You have to
be ahead of people, not behind them, and you have to think of
things creatively and answer questions that maybe some people
are not asking in terms of success.”
There is always room for improvement, Nahigian adds. “I would
think every SIOR would recognize that we constantly need
to continue efforts to be educated,” he says. “And it is for an
obvious reason; our industry is not static — it constantly evolves
“It is not like we are learning math or mastering algebra,” he
continues. “Algebra is algebra. New laws impact our industry
whether it’s environmental, 1031 or new accounting rules.
Financing and the economy constantly throw monkey wrenches
into the way we do business. We are constantly executing leases or
sales that deal with our impression of future events, future market
conditions and the economy. And we understand that there is no
perfect crystal ball so the industry continually evolves. Anyone
who is competitive understands that there will always be room for
improvement. We all search for the pinnacle, but once we reach
the top, we see another mountaintop that is higher and has yet to
The SIOR Foundation is a 501 (c) ( 3) not-for-profit organization.
All contributions are tax-deductible to the extent of the law.
Promoting and supporting initiatives that educate, expand,
and enhance the commercial real estate community.
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