A Statement On Ukraine from Kevin Maggiacomo, SVN President and CEO

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5 for Friday with Mike Fusek of SVN / Rankin Company, LLC

Mike Fusek Shares His 5 for Friday

This week, our 5 for Friday features Mike Fusek, Senior Advisor at Sperry Van Ness / Rankin Mike FusekCompany, LLC based out of Springfield, MO.

1. What is your geographic market and product specialty?

My market is Springfield, Missouri. Our local market is not large enough to specialize in a single product type… so I specialize in commissions.

2. What is your latest best practice tip that you can share?

​Following up with suspects till there is a paycheck.

3. What does the SVN Difference mean to you?

​​​A competitive advantage of “national exposure” over all local brokers.

4. What business book, blog, or website do you like to recommend to your colleagues?

Vintage books called Making Money Make Money by Herbert Lee Barber and also Timid Salesmen Have Skinny Kids by Judge Ziglar.

5. What is a fun fact that not everyone knows about you?

I sold pots and pans door to door for 17 years and bought commercial real estate to get out.

Are you ready to experience the SVN Difference? Check out our Careers page here.

5 for Friday with Stasiu Geleszinski of SVN / RICORE Investment Management, Inc.

Stasiu Geleszinski Shares His 5 for Friday

This week, our 5 for Friday features Stasiu Geleszinski, Vice President of Investments at Sperry Van Ness / RICORE Investment Management, Inc. based out of Cincinnati, OH.Stasiu Galeszinsky

1. What is your geographic market and product specialty?

The SELL with STASH Multi-Family Investment Sales Team (STASH) specializes in market rate apartments in Cincinnati, Dayton, Columbus, and into Northern Kentucky. We focus on Multi-Family Investment properties, with active prospecting on properties of 50 units or more, those likely to have at least a $1,000,000 value. ​

2. What is your latest best practice tip that you can share?

​What gets measured gets improved; being in touch with people, if we’re not on the phone as a broker, we’re not doing a job.  We strive to have 50 conversations a week and often far exceed that.

Another best practice is building and having a team.  My success is our success, and without my colleagues, Sherief Gouda and Nathan Murphy, I wouldn’t be where I am today.  Together we can truly get more done than any one of us could on our own.  Previously, when I would be out of the office everything would stop, now we always have someone in the office to cover phone calls and handling of client issues. The team is the source of our success.

3. What does the SVN Difference mean to you?

​​​The SVN difference to me means getting new listings out to market in record time with high quality marketing material, to the largest pool of market participants, be it buyers directly or co-op brokers.

4. What business book, blog, or website do you like to recommend to your colleagues?

​Think & Grow Rich by Napoleon Hill.

5. What is a fun fact that not everyone knows about you?

In high school I was a championship wrestler with more than 120 career wins.

Are you ready to experience the SVN Difference? Check out our Careers page here.

5 for Friday with Cooper Stetson of Sperry Van Ness Florida Commercial Real Estate Advisors

This week, our 5 for Friday features Cooper Stetson, Senior Advisor with Sperry Van Ness Florida Commercial Real Estate Advisors based out of Jupiter, Florida.

Stetson_Cooper1. What is your geographic market and product specialty?

My geographic market extends from West Palm Beach to Port Saint Lucie, Florida. My product specialties include sales and leasing of Office, Industrial, Multifamily and Retail properties. I also handle national portfolio acquisitions for PI groups and family offices including Student Housing, Hotel and Multifamily.

2. What’s your latest best practice tip that you can share?

Two words – Business Development. That means going the extra distance and helping buyers/sellers with local contacts in banking, land planning and business development agencies. Being the buyer or sellers “go-to guy” has provided me with sustainability through referrals.

3. What’s been the biggest change over on how you run your business in the past decade?

The biggest challenge for me has been diversifying and adapting to market changes and client needs without going too far out of my lane and/or getting distracted.

4. What business book do you like to recommend to your colleagues?

I don’t have a specific book to recommend, but I would say to find one in whatever area best suits your strengths and interests. This ensures you can add value to your client and not be replaceable.

5. What’s a fun fact that not everyone knows about you?

I am a semi-professional poker player.

*All Sperry Van Ness offices are independently owned and operated.

5 for Friday with Louis Fisher, CAI with Sperry Van Ness Auction Services

This week, our 5 for Friday features Louis Fisher, CAI, National Director/Founding Member of Sperry Van Ness® Auction Services as he and his team prepare for the upcoming Q4 National Auction, a nationwide end-of-year online event sponsored by Sperry Van Ness International Corporation (SVNIC).

Louis Fisher | National Director | SVN Auction Services
Louis Fisher | National Director | SVN Auction Services

1. What is your geographic market and product speciality? 

My core product specialty is Government Contracts focused on 363 sales and auctions, as structured in the Federal Bankruptcy Code for the United States Bankruptcy Court, located throughout the country. I have performed services and successful sales in 21 different districts. Another product I service is State Court Receiverships which are often a prelude to a Chapter 11 proceeding in Bankruptcy.

2. What’s your latest best practice tip that you can share?

There is power and reward in saying “No” to a potential client or customer when you are unable to properly manage their expectations.

3. What’s been the biggest change over on how you run your business in the past decade?

Without question the biggest change has been the power of online technology. Today’s buyers are very accustomed to underwriting and purchasing assets online from the comfort of their office or home. The due diligence review process has also been made easier and less time intensive by the use of data rooms/document vaults. In terms of marketing and advertising a new asset for auction, online exposure has been extremely more cost effective as compared to traditional methods.

We were very aware of utilizing all available online technologies with the Q4 National Auction. We have set up a dedicated landing page for the event and Advisors and sellers can use this online listing form to submit assets for the event.

4. What business book do you like to recommend to your colleagues?

“Awaken the Giant Within” by Tony Robbins and “Winning thru Intimidation” by Robert Ringer.

5. What’s a fun fact that not everyone knows about you?

I am an avid sports fan, especially college sports and love going to see games. GO GATORS!

 

Q4_Logo_FullQ4 National Auction Co-Chairman:
Louis Fisher, CAI
fisherl@svn.com
954.931.0592

Dave Gilmore, CCIM, CAI, AARE
gilmored@svn.com
504.228.6606

 

*All Sperry Van Ness offices are independently owned and operated.

5 for Friday with Rommie Mojahed with Sperry Van Ness, LLC

This week, our 5 for Friday features Rommie Mojahed, Director of Leasing at Sperry Van Ness, LLC in Phoenix, Arizona.

1. What is your geographic market and product specialty?

Rommie Mojahed | Director of Leasing | Sperry Van Ness, LLC
Rommie Mojahed | Director of Leasing | Sperry Van Ness, LLC

The market I work within is the Phoenix MSA. Retail is my speciality with a background  in retail tenant representation, pre-leasing, leasing, and land research and acquisition for development opportunities.

2. What’s your latest best practice tip that you can share?

My number one tip for all commercial real estate professionals is that when you get a call from a buyer, seller, landlord or tenant — Make sure to schedule a face-to-face meeting.  I have always found that you win more business by taking the time to meet, shake hands and discuss any and all CRE needs in person.

3. What’s been the biggest change over on how you run your business in the past decade?

For me, it has been qualifying my clients upfront.  Any CRE professional knows that we only have so much time in one day, and by taking the time to qualify clients first it allows me to focus on those deals that are actual and attainable.

4. What business book do you like to recommend to your colleagues?

Think and Grow Rich,” by Napoleon Hill.  Although it was written back in 1937, the ideas and concepts are still inspiring and true in today’s world.

5. What’s a fun fact that not everyone knows about you?

I love to ride motocross.

*All Sperry Van Ness offices are independently owned and operated.

5 for Friday with Joey Godbold of Sperry Van Ness/Percival Partners, LLC

This week, our 5 for Friday features Joey Godbold, Managing Director of Sperry Van Ness/Percival Partners, LLC out of Charlotte, North Carolina.

1. What is your geographic market and product specialty?

Joey Godbold | Managing Director | SVN/Percival Partners, LLC
Joey Godbold | Managing Director | SVN/Percival Partners, LLC

The Charlotte MSA, encompassing ten counties in North Carolina and South Carolina and a population base of 2.3 million, is my primary market area. For investment properties in excess of $1MM, I consider “the Carolinas” to be my extended area. Managing an office with multiple specialties, I try to stay connected with the five major sectors – office; industrial; retail; land; and investment properties. As to my personal practice, I tend to deal in multi-tenant investment properties.

2. What’s your latest best practice tip that you can share?

After you have decided on a specialty, do what it takes to know the players in that field. That may include joining – and being active in – trade associations; LinkedIn groups; SVN Product Councils, etc. Take the time and put forth the effort required to become an expert.

3. What’s been the biggest change over on how you run your business in the past decade?

It used to be that a real estate broker earned a commission, primarily, by introducing a qualified buyer to a reasonably-priced asset. Today, through the Internet, buyer and seller can find each other without our assistance. Therefore, more focus is placed on adding value to the transaction by advising clients and creating a competitive market in order to achieve the desired price level.

4. What business book do you like to recommend to your colleagues?

I just completed re-reading “Goals!” by Brian Tracy and am currently reading “Coaching Salespeople Into Sales Champions” by Keith Rosen. Both are commendable but the point is that we should always be reading something. Reading a so-so book is much better than reading nothing.

5. What’s a fun fact that not everyone knows about you?

I am often accused of having a boating “compulsion.” I do own too many floating vessels.

*All Sperry Van Ness offices are independently owned and operated.

5 for Friday with Bill Menish of SVN Auction Services

This week, our 5 for Friday features Bill Menish, CAI, AARE, BAS, Senior Advisor/Real Estate Auctioneer with SVN Auction Services out of Louisville, Kentucky.

1. What is your geographic market and product specialty?
Through SVN Auction Services, we are capable of conducting auctions coast to coast, but our office focuses on the five-state region of Michigan, Indiana, Ohio, Kentucky and Tennessee. Our specialty is auctions but we execute them in many ways. In fact, we are about to roll out the brand new SVN Auction Services proprietary online bidding platform for timed and simulcast auctions. We also offer live onsite auctions, ballroom multi-property auctions and sealed bid auctions for all property types.

2. What’s your latest best practice tip that you can share?
“Use the media to your full advantage. Don’t worry, they realize they are being used.” I can say that with confidence having been a broadcast journalist in 4 states over a 20 year period with my final stop in San Diego where I was the morning anchor of the top rated morning news cast for 7 years. The walls of our SVN office are covered with framed newspaper articles and we have plenty of newscast footage saved that shows our success at inspiring the media to cover our auctions. They will cover your listings too “IF” you can find the story that their viewers and readers want to hear or see. You can load every listing platform ad buy every ad you can afford, but that free media is what is really going to help you get the word our about your property and why they should buy it. Every property has a story to tell, you just have to find it.

3. What’s been the biggest change over on how you run your business in the past decade?
In a word, it is Technology. It is not a bad word. In fact, we embrace the technological changes the industry is seeing. I heard someone the other day say that nothing has changed in the way we sell real estate or conduct real estate auctions since the economic downturn. I don’t think that could be further from the truth. So much has changed! How we get the listing, how we promote the listings and the sale, how we close them and especially how we turn that success into the next success has absolutely changed. I do believe that face-to-face time is invaluable, but with the clock moving faster than ever before, clients don’t feel they have the time, so you have to be able to connect and inspire even when you are not face to face, and often, that is through the proper use of technology.

4. What business book do you like to recommend to your colleagues?
I don’t have a business book recommendation, but rather just one word: Auctions! SVN Advisors don’t realize the powerful tool that could be in their toolbox, that if used, would deliver more checks and create extremely satisfied customers. We know why they are not using it. It is that darn word AUCTION. People have a pre-conceived notion of what it means and most of the time, they have the wrong pre-conceived notion. We are selling a c-store / gas station now with a 60 day listing that transitions into an absolute auction after the listing period. That is what this seller needed and we created a solution set that fit their needs. They can test the traditional waters, and if we cannot produce the buyer, the absolute auction will absolutely produce the buyer. Auction clients are easy to spot if you listen to them. Every seller wants top dollar, but auction clients have a need to sell in a time defined manner, or they need the kind of exposure that auction marketing produces or  they have a product that will glimmer in the spotlight of national exposure with an event surrounding their sale. I promise that you have talked to a client who would have considered an auction. Maybe you just didn’t hear them asking for it, but hopefully you will now. I promise it will help you sell more properties and close more deals.

5. What’s a fun fact that not everyone knows about you?
I have run 5 marathons and my wife has run 6. If someone ever claims I cheated, it would mean that I ran a marathon without her knowing so I could catch up with her. On a serious note, I am very proud of my accomplishments in my former career where I awarded 15 Emmy’s and the prestigious Edward R. Murrow Award. I tell people often that I was training to be an Auctioneer the whole time I was a newscaster, I just didn’t know it. The broadcasting business helped me hone skills that I use every day to succeed in commercial real estate.

*All Sperry Van Ness offices are independently owned and operated.

5 for Friday with Sperry Van Ness Advisor Chris Davis

This week, our 5 for Friday focuses on Chris Davis, advisor with Sperry Van Ness/Investec Services in Jacksonville, Fla. and Sperry Van Ness/Miller Commercial Real Estate in Salisbury, Md.

Chris Davis, advisor at Sperry Van Ness/Investec Services and Sperry Van Ness/Miller Commercial Real Estate
Chris Davis, Sperry Van Ness/Investec Services and Sperry Van Ness/Miller Commercial Real Estate

1. What is your geographic market and product specialty?

My market area is the mid-Atlantic in Maryland and Delaware. I am also licensed in Florida and do business in the Jacksonville market. I specialize in self-storage and hospitality.

2. What’s your latest best practice tip that you can share?

Make sure you have a strong presence in your market and strive to keep it. Utilize all your contacts, and you will be surprised how fast your database will grow.

3. What’s been the biggest changeover on how you run your business in the past decade?

Technology has really changed this business – so embrace it. I am trying to keep up with it and learn how to use it effectively. It will make you more efficient and productive.

4. What business book do you like to recommend to your colleagues?

“Brokers Who Dominate” by Rod Santomassimo. It’s a great book for all brokers to read.

5. What’s a fun fact that not everyone knows about you?

Even though my body lets me know I have gotten much older, I still try to play soccer with the kids I coach. In the early 80’s I received a full soccer scholarship to play for the nationally-ranked division one Philadelphia Textile (now Philadelphia University and division two). Our program dominated during that time and a lot of great players played there. I still stay in touch with them even though we all have moved on.

 

*All Sperry Van Ness® offices are independently owned and operated.

 

Five for Friday: The collaborator who puts 'multiple eyes' on listings

Neil Johnson of Sperry Van Ness/Landmark Commercial Real Estate in Geneva, Ill. talks about the benefits that come with the team approach – and the move from hitchhiker to advisor in this week’s Five for Friday.  

Neil Johnson, managing director/broker at Sperry Van Ness / Landmark Advisors
Neil Johnson, managing director/broker at Sperry Van Ness / Landmark Advisors

1. What is your geographic market and product specialty? 

The focus of my brokerage work for 15 years has been in Kane County, Ill. and the surrounding suburban areas about one hour west of downtown Chicago. As an office, our advisors handle retail, office, and industrial properties – plus vacant land. We do quite a bit of leasing, which has created relationships for some of our best investment sale opportunities.

2. What’s your latest best practice tip that you can share?

Collaboration on listings with the other advisors in my office has proven to be particularly productive. There are many benefits to the team approach, including better service to our clients.  We get the benefit of multiple eyes looking at each stage of the listing or transaction. It is also more fun to work as a team.

3. What’s been the biggest changeover on how you run your business in the past decade?

We are trying to be more selective on the quality and size of opportunities that we take on. Otherwise, it is too easy to race around chasing every small deal that turns up. We are working hard to increase our focus on investment sales, and larger lease deals, especially now that the market is picking up again.

4. What business book do you like to recommend to your colleagues?

I try to spend some time reading the Bible every day. Scripture can be helpful in addressing the challenges of  human relationships.

5. What’s a fun fact that not everyone knows about you? 

In my early 20s, I hitchhiked more than 20,000 miles, across the U.S. and Europe. To the casual observer, I’m sure I appeared to be a typecast hippie.

*All Sperry Van Ness® offices are independently owned and operated.

 

Five for Friday with Don Ellwanger of Sperry Van Ness/Don Ellwanger

This week, Five for Friday features Don Ellwanger, senior vice president at Sperry Van Ness/Don Ellwanger in Sacramento, Calif.

Don Ellwanger, senior vice president at Sperry Van Ness/Don Ellwanger
Don Ellwanger, senior vice president at Sperry Van Ness/Don Ellwanger

1. What is your geographic market and product specialty?

I work in the greater Sacramento area and I specialize in retail investment sales and leasing, and agriculture land.

 

2. What’s your latest best practice tip that you can share?

Get out of the office more. Make it a priority to meet with more clients and do more cold calls.

 

3. What’s been the biggest change in how you run your business in the past decade?

I’ve been keeping in constant contact with my investors, and lately, I’ve been doing a greater number of smaller deals ($500,000 to $2 million).

 

4. What business book do you like to recommend to your colleagues?

The Magic of Thinking Big by David Schwartz

 

5. What’s a fun fact that not everyone knows about you?

When I’m not working, I enjoy trout fishing and duck hunting.

 

*All Sperry Van Ness® offices are independently owned and operated.

Five for Friday with Wesley Cox of Sperry Van Ness/Miller Commercial Real Estate

This week, our Five for Friday focuses on Wesley Cox, senior advisor with Sperry Van Ness/Miller Commercial Real Estate in Salisbury, Md.

Wesley Cox, CCIM, senior advisor at Sperry Van Ness/Miller Commercial Real Estate
Wesley Cox, CCIM, senior advisor at Sperry Van Ness/Miller Commercial Real Estate

1. What is your geographic market and product specialty?

I cover most of Maryland’s eastern shore. I have experience in all product types with a specialty in dealing with people.

 

2. What’s your latest best practice tip that you can share?

Be visible in your community.  This often means getting involved with non-profit organizations, your local chamber of commerce, and/or attending local charity events.  Many of the folks you’ll meet and get to know are CRE stakeholders.  We just won a large buyer rep assignment almost solely from being involved in the community.

 

3. What’s been the biggest change over on how you run your business in the past decade?

I just hit the decade mark in business and I would have to say the biggest change I’ve made in the last few years is to make more calls.  Coming out of college I relied a lot on technology but nothing replaces actually talking to people.

 

4. What business book do you like to recommend to your colleagues?

Books I recommend are:  Everyone Communicates, Few Connect by John Maxwell, Risk Only Money by Jack DeBoer, How to Win Friends and Influence People by Dale Carnegie, and Cold Calling Techniques (That Really Work!) by Stephan Schiffman.

 

5. What’s a fun fact that not everyone knows about you?

Here are two fun facts:

Growing up I never missed a day of school and I had 13 years of perfect attendance.  And for the last two years, I’ve been an assistant coach for a high school varsity soccer team that won the Maryland State Championship last season.

 

 

*All Sperry Van Ness® offices are independently owned and operated.

 

Five for Friday with Justin Verner of SVN RealSite Commercial Group

For the last Friday of 2012, we are giving SVN’s Five for Friday spotlight to Justin Verner, Advisor, Sperry Van Ness RealSite Commercial Group in Baltimore, MD.

Justin Verner, Advisor, SVN RealSite Commercial Group
Justin Verner, Advisor, Sperry Van Ness RealSite Commercial Group

1. What is your geographic market and product specialty?

I am active in the Baltimore Metro and specialize in multifamily.

2. What’s your latest best practice tip that you can share?

Unwavering focus and comprehensive knowledge in your area of specialty. Direct mail pieces to targeted owners have been particularly successful in 2012.

3. What’s been the biggest change over on how you run your business in the past decade? Having started my career in Jan 2009 amidst the economic downturn I learned quickly that working very hard and smart, embracing technology, quickly developing an area of focus, along with going the extra mile and being detail-oriented were the only ways I would be able to make it in this business. Continuing those practices in an improving CRE market have proved to be successful.

4. What business book do you like to recommend to your colleagues?

Brokers Who Dominate by Rod Santomassimo.

5. What’s a fun fact that not everyone knows about you?

I am a very active tennis player during the warmer months.  Also, I  have a passion for travel, particularly internationally.

*All Sperry Van Ness® offices are independently owned and operated.

Five for Friday with Linda Emery of Sperry Van Ness Commercial Advisory Group

It’s Friday! We continue our Five for Friday series with Linda Emery, Senior Investment Advisor at Sperry Van Ness Commercial Advisory Group in Sarasota, Florida.

Linda Emery
Linda Emery, Senior Investment Advisor
Sperry Van Ness Commercial Advisory Group

1. What is your geographic market and product specialty?

My geographic market is the Florida Sun Coast, specifically Sarasota and Manatee Counties, on Florida’s west coast.  I specialize in sales and leasing of office and retail properties with an emphasis on medical leasing and sales.

2. What’s your latest best practice tip that you can share?

Feel and show empathy – I’ve always listened to my clients and strived to understand their requirements, concerns and overall strategy.  Over the past few years, this has become increasingly important.  Transactions for businesses, small and large, are more complicated and require more intense due diligence and vetting.  This is the most important service I can provide my clients.

3. What’s been the biggest change over on how you run your business in the past decade?

I’ve found that teaming with colleagues on property listings has been instrumental in the growth of my business.  As in any business, volume is essential for success and, even more so when your core business is office and retail leasing.  By teaming with experienced colleagues, I enhance the services I provide my clients by tapping into the valuable knowledge of my colleagues and expanding our marketing network.  This increases the volume of listings that each of us can manage, our inventory is substantially increased, and this, in turn, provides greater income opportunities for me, my colleagues and our franchise.  A win-win no matter how you look at it.

4. What business book do you like to recommend to your colleagues?

Brokers Who Dominate – Our Managing Director gave each of us a copy of this book and assigned us chapters to present “book reports” on at our Monday morning sales meetings.  The tips and techniques shared by top brokers throughout the country made us all review our marketing and business plans.

5. What’s a fun fact that not everyone knows about you?

I love bay and inland fishing on the beautiful Gulf Coast of Florida and regularly outfish my husband and our fishing buddies.

*All Sperry Van Ness® offices are independently owned and operated.