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 97^th 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.

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

This week, our 5 for Friday features Jamey Cox, Vice President of SVN | Percival Partners based in Charlotte, North Carolina. Cox specializes in commercial construction, real estate brokerage, and development; including multifamily/apartment, hospitality, land, self-storage, office and retail.

1. What advice would you provide to an aspiring advisor who is new to the industry?

You need to have a plan, work that plan, stick to it and the plan will most likely work.

2. What does the SVN Difference mean to you?

The SVN difference means instant credibility and the ability to complete in our market. We are different and people do notice.

3. What learning tools would you recommend to your colleagues to further their knowledge and enhance their careers?

The book Goals by Bryan Tracy.

4. What inspired you to open or join an SVN franchise?

The opportunity to work in a wonderful industry and achieve personal and financial goals while maintaining a quality of life that allows me to enjoy my young family and not only be defined by my career.

5. What was your most memorable deal and why?

The one that got away…..I like to use these to sharpen my skills and do some internal review.

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

This week, our 5 for Friday features Perry Laufenberg, Managing Director of SVN | Desert Commercial Advisors, in Phoenix, Arizona. Laufenberg is accomplished in transaction management, marketing, working with brokers and landlords of apartments, shopping centers, and office buildings.

1. What advice would you provide to an aspiring advisor who is new to the industry?

Hard work and determination will determine your future. Use the SVN database to consistently and methodically prospect for new clients with phone calls and directed marketing campaigns. Focus on building relationships by providing valuable information to the most active commercial real estate owners in your market.

2. What does the SVN Difference mean to you?

The SVN Difference is fully embracing the technology, tools and relationships that exist within our company to generate more business and make lifelong friends along the way.

3. What learning tools would you recommend to your colleagues to further their knowledge and enhance their careers?

It goes without saying, but the CCIM coursework and training modules are some of the most comprehensive learning tools there are for commercial real estate practitioners.

4. What inspired you to open or join an SVN franchise?

SVN has always embraced technology, inclusion, and diversity, which sets us apart from most of the commercial real estate industry. The values and core covenants that the company was founded on continue to be an important part of why we are with SVN.

5. What was your most memorable deal and why?

The most memorable deals are always the first big deal one of my advisors closes. Handing out a check that could be someone’s yearly salary at another job, will never get old.

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

This week, our 5 for Friday features Alex Dmyterko, President and Managing Director of SVN | BlackStream based in Greenville, South Carolina. Dmyterko is accomplished in leading and managing functions of commercial real estate including development, acquisitions, finance & investment, leasing, construction, joint venture structuring, partnerships, legal negotiations, property management and accounting.

1. What advice would you provide to an aspiring advisor who is new to the industry?

It starts with showing up ready to play, every day. Absorb what our trainers teach and use the tools and processes provided by SVN. We have a proven and methodical system for success in CRE. Also, be consistent in your efforts and apply yourself every day toward your goals, you will eventually reach them.

2. What does the SVN Difference mean to you?

It means that we have a culture of collaboration, transparency and doing things right. We believe in the Core Covenants. We strive to do the right thing, not necessarily the popular thing and we, as a team, will keep this as our focus so that our clients and our advisors will be exceptionally served.

3. What learning tools would you recommend to your colleagues to further their knowledge and enhance their careers?

Risk, Ruin and Riches; Inside the World of Big Time Real Estate by Jim Powell provides an insider’s look and analysis into the deal making of commercial real estate giants, and inflection points in our industry’s history. If this book doesn’t bring out your passion for CRE, then you’re probably in the wrong industry. Trammell Crow, Master Builder: The Story of America’s Largest Real Estate Empire by Robert Sobel, is a biography of my former patriarch and mentor; one of the true titans of the industry and likely the greatest developer ever. It is one of my favorite books.

4. What inspired you to open or join an SVN franchise?

I have a unique relationship with SVN BlackStream. In 2014, I was working with SVN International Corp. and sold a franchise to Ford Elliott for four markets in North and South Carolina. Over time, I got to know Ford better and watched him grow his business. After adding a residential real estate franchise to his company and growing BlackStream’s development business, we decided that we could grow even faster as a team. Our partnership takes advantage of Ford’s vision, entrepreneurship, deal making and leadership skills, while adding my experience in developing properties, evolving people and growing companies. SVN’s resources and support provides us with an international company’s clout in our growing markets.

5. What was your most memorable deal and why?

I developed Coldwater Crossings in Fort Wayne, Indiana, as my first project. I built a 550,000-square foot power center on 75 acres. It took two years of rezoning, assembling parcels, meeting with neighborhood groups, working with my architect, civil engineers, GC, and preleasing space before we started construction. When we finally bought the property, I collected a commission on lease deals with Walmart, Cub Foods, General Cinema Corp, Walgreens, and 100,000 square feet of other leases. All the commissions were paid on the same day and it was a life-changing moment. When the stores opened and I saw how many jobs had been created and how many tax revenues we generated, I knew that I had found my life’s calling.

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

This week, our 5 for Friday features Steve Kawulok, Managing Director of SVN | Denver Commercial, LLC in Colorado. Steve specializes in industrial, land, and multifamily/apartment property sectors.

1. What advice would you provide to an aspiring advisor who is new to the industry?

Schedule education into your weekly routine – never stop learning and building your skill set.

2. What does the SVN Difference mean to you?

The SVN collaborative environment is a culture that supports our clients and our firm.

3. What inspired you to open or join an SVN franchise?

I experienced the culture of sharing and professionalism at an SVN national conference I was invited to prior to joining the SVN team.

4. What was your most memorable deal and why?

I helped a county health district integrate three different services into a much more efficient facility, which benefited the community and the health care providers.

5. What learning tools would you recommend to your colleagues to further their knowledge and enhance their careers?

I like Rod Santomassimo’s book “Brokers Who Dominate” because it talks about creating a presence in the marketplace. I also remind our brokers that SVN itself offers over 500 hours of great educational opportunities throughout the year!

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

This week, our 5 for Friday features Jay Hintze, Executive Director of SVN | Hintze Commercial Real Estate in West Allis, Wisconsin. Jay specializes in acquisition and disposition of commercial and investment properties, development of senior housing, acquisition and disposition of REO properties, and the municipal interaction between the real estate community and local elected officials throughout southeastern Wisconsin.

1. What advice would you provide to an aspiring advisor who is new to the industry?

Study and learn about the advantages you have with the SVN trainings and SVN platforms.

2. What does the SVN Difference mean to you?

Collaboration across the full spectrum of the SVN Network, which allows us the ability to provide the highest level of sound advice to our clients.

3. What inspired you to open an SVN franchise?

I was looking for a National Platform which allowed me to find real estate across state lines and had the educational system that allowed me to grow as a commercial Advisor.

4. What was your most memorable deal and why?

I had a local client that had a large medical office building to sell. My client did not think I had the skill set to sell, nor the ability to reach national buyers. I reached out to the medical office council chair in Florida and our joint presentation got us the listing. The Monday Sales call reached a Buyer’s Broker in Boston and he called a client in Reno, Nevada and we sold the building for over $32,000,000. Without the SVN national network I would not have gotten either the listing or the sale.

5. What is a fun fact to share about yourself?

My commercial real estate career started while I was the Mayor of Glendale, WI. We converted a 1954 era suburban shopping mall into a $345,000,000 outdoor mall called Bay Shore Mall.

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

This week, our 5 for Friday features Gregory G. Ogin, CCIM, CPM, Managing Director of SVN | Clark Commercial Group based out of Kailua Kona, HI. Greg’s industry specialties include corporate real estate, golf and resorts, hospitality, restaurant, land and development, multifamily, office and industrial, among many others.

1. What advice would you provide to an aspiring advisor who is new to the industry?

Work hard, work early and get involved in government. Make sure you enjoy life.

2. What learning tools would you recommend to your colleagues to further their knowledge and enhance their careers?

Books recommended by the SVN | Elite training program are invaluable.

3. What inspired you to open or join an SVN franchise?

I wanted to provide better services to our clients, while also staying competitive. SVN provided me with the resources to do this.

4. What was your most memorable deal and why?

The Coconut Grove Marketplace sale of $21 million. I was fired twice from this property due to change of ownership, but I stayed involved. The new owners realized we knew the property and market better than any other national firm.

5. What does the SVN Difference mean to you?

It’s a wonderful support system, my mentors have been fantastic.

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

This week, our 5 for Friday features Chris Blankenship, Managing Director of SVN | Norris Commercial Group. The Texas-based brokerage conducts business in San Antonio, New Braunfels, Seguin and San Marcos. Chris’s product specialties include corporate real estate, land and development, hospitality, industrial and self-storage, among many others.

1. What advice would you provide to an aspiring advisor who is new to the industry?

Avoid the problem many advisors start out with—no business plan and no mentor to help accelerate the transition into commercial real estate. This business takes time to generate deal flow. Be effective and thoughtful with your purpose while building your business.

2.What learning tools would you recommend to your colleagues to further their knowledge and enhance their careers?

Check out Audible. Many of us commute to work, and we can use the time to our advantage by listening to books. Build a list of books that will enrich your professional and personal journey. For the books you love, buy the hardcopy and record important concepts.

3. What inspired you to open or join an SVN franchise?

I attended an SVN Conference as a guest with two colleagues in 2011. We were looking for a brand that represented our business. We signed up one week later.

4. What does the SVN Difference mean to you?

One word, family. SVN is a group of professionals who collaborate across borders. I’ve always found my colleagues willing to engage and help.

5. What was your most memorable deal and why?

A family partition suite on a large land tract, a deal that required perseverance. I worked with a full price offer from a capable seller—which is usually a joy—but endured eight months of “no” in various forms. Getting to the closing table and ending the emotional process for the seller was a reward in itself.

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

This week, our 5 for Friday features Tomi Jo Lynch, Managing Director at SVN | Gold Dust Commercial Associates, based out of Nevada. Tomi Jo specializes in industrial properties with a focus on landlord representation throughout Northern Nevada.

1. What advice would you provide to an aspiring advisor who is new to the industry?

Have three to six months of savings and be prepared to work 10-12 hours each day. Get to know your colleagues inside and outside of SVN, and make sure they know you.

2. What does the SVN Difference mean to you?

Working for a company where “everyone knows your name.” It is increased value for our clients, collaboration with our peers, and a deep commitment to our core covenants.

3. What learning tools would you recommend to your colleagues to further their knowledge and enhance their careers?

Join an accountability group, either in your office through a Vital Factor Team, with an outside organization like Entrepreneurs’ Organization or Vistage, or with a one-on-one business coach. Having a team of peers to hold you accountable is imperative. Don’t forget to read your local paper and trade publications; you can’t be an expert in your market if you don’t know what’s happening in your community.

4. What was your most memorable deal and why?

They’re all memorable, but the first medical marijuana grow facility and dispensary in Nevada provided a whole new set of challenges. That’s the great thing about commercial real estate – no two days or deals are ever the same.

5. What’s a fun fact about yourself?

I am training to climb Mt. Kilimanjaro in four months.

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

This week, our 5 for Friday features Cameron Irons, Managing Director of SVN | Vanguard based out of Orange County, Calif. Cameron’s CRE product specialties include industrial, land and development, medical office, multifamily, office, property management, restaurant, retail and single tenant investment.

1. What advice would you provide to an aspiring advisor who is new to the industry?

Create a minimum 60-hour workweek schedule that includes more than 250 cold calls. Focus on creating relationships when you make calls, don’t just sell. Always keep a minimum of 15 prospects in your pipeline and specialize in the usage of CRM software.

2. What learning tools would you recommend to your colleagues to further their knowledge and enhance their careers?

Read “The E-Myth Revisited: Why Small Businesses Don’t Work and What to Do About It” by Michael E. Gerber, and “Procrastinate on Purpose: 5 Permissions to Multiply Your Time” by Rory Vaden. Participate in the SVN Elite training program for Managing Directors.

3. What inspired you to open or join an SVN franchise?

After 15 years of running my own boutique firm, I decided I needed a national brand to get better listings. SVN offered the best platform and helped me relaunch my brokerage business with a profitable full-service model to create enterprise value. The SVN culture is great and inspires me to recruit every day.

4. What was your most memorable deal and why?

I sold my exchange client a large multi-family portfolio in San Diego 15 years ago. The property was listed by a brokerage known for not cooperating. I found out about it from the listing agent before he released it to their office. The deal was difficult and died a thousand deaths before closing successfully. I became friends with the listing agent and he was an integral part of the opening team for our new SVN office in San Diego this year.

5. What’s a fun fact about yourself?

I am the Chairman of the Orange County Planning Commission. I also love sport fishing and once I reach my goals, my reward is a boat.

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

This week, our 5 for Friday features Deborah Skeans, CCIM, MAI, Managing Director and Senior Advisor for SVN Imperial Realty in Allentown, PA. Debby’s industry specialties include distressed assets, industrial, land, development, medical offices, multifamily residences and property management.

1. What advice would you provide to an aspiring advisor who is new to the industry?

Be prepared to work hard. Concentrate on creating meaningful relationships and become an expert in a specialty or small geographic area. Get CCIM certified and work the SVN plan.

2. What does the SVN Difference mean to you?

A better and stronger culture. SVN is a national (and growing international) brand with the tools needed to serve our clients.

3. What learning tools would you recommend to your colleagues to further their knowledge and enhance their careers?

CCIM education and active involvement within the industry.

4. What inspired you to open or join an SVN franchise?

The desire to stay independent but have the benefit of a national brand.

5. What was your most memorable deal and why?

A $37 million land deal with a local hospital network, which followed an $11.8 million deal. The deal gave the network almost 509 acres of land to create one of the finest medical complexes in the Northeast and improve access to medical care in our communities.

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

This week, our 5 for Friday features Michael Thanasouras, Managing Director at SVN | Chicago Commercial working throughout the Chicago market area.

1. What advice would you provide to an aspiring advisor who is new to the industry?

Learn a market and a product type, try to walk through an area, and get on the phone!

2. What does the SVN Difference mean to you?

Doing the right thing for our clients by maximizing their property’s exposure within the market and getting them the best deal.

3. What learning tools would you recommend to your colleagues to further their knowledge and enhance their careers?

S4G is the best place to start. I also recommend Google Alerts, and register for local real estate news that gets pushed out to you daily!

4. What inspired you to open or join an SVN franchise?

I joined SVN in 2008 to help conduct more investment transactions. It took a couple years due to market conditions, but we knew the route would help us expand. Learning from our peers allows us to accelerate rapidly.

5. What was your most memorable deal and why?

A small commercial condo. The buyer was unrepresented at first, then ended up with a broker.  We paid the co-op broker without question. I got the leasing and he offered me the property management, too.

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