This week, our 5 for Friday features Dan Stewart, CCIM, Managing Director of SVN | Stewart Commercial Group, LLC based out of Ann Arbor, Michigan. Dan’s product specialties include auction services, CRE, hospitality, distressed assets, restaurant and retail, and single tenant investment, among many others.
1. What advice would you provide to an aspiring advisor who is new to the industry?
It’s going to take a while to get over the hump. Follow the “ASK” principle to influence your personal levels of “Action,” “Skill,” and “Knowledge.” As a new advisor, your competitors will often be more skilled and knowledgeable than you, so you must be in constant action (calls, meetings, proposals, etc.) to outwork them.
2. What learning tools would you recommend to your colleagues to further their knowledge and enhance their careers?
At the end of the day, we are in the sales and marketing business. A keen focus on continually improving your sales skills is critical. SVN’s System for Growth is a game changer with excellent content. Early in my career, I pursued and obtained the CCIM designation and would recommend that program to anyone—regardless of career stage. For daily inspiration, I watch Darren Hardy’s “Darren’s Daily” and read SUCCESS Magazine.
3. What inspired you to open or join an SVN franchise?
I had a small boutique brokerage firm prior to affiliating with SVN, but I aspired to do larger and more sophisticated transactions. The SVN platform made that dream a reality for me and my office. I wanted the tools and brand to compete for any CRE assignment, and with SVN, I remained in complete control of my business.
4. What was your most memorable deal and why?
I was refereed by a senior lender at Wells Fargo to an owner of a Walgreens portfolio last year. The owner was a 97-year-old woman who ran circles around anyone half her age. She even bought herself a new Corvette to celebrate her 97th birthday. We fell in and out of contract three times but I never feared losing the listing. I had built a strong bond with the client, her children, attorney and CPA. I tell the advisors in my office to be part of the team, not a spectator. We finally closed in late 2016 and I helped the client invest in a CVS property.
5. What does the SVN Difference mean to you?
Our tools and technological capabilities are top notch, and our brand is centered on quality. I appreciate the people and collaboration at SVN.
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