It all starts with the relationship. What are a client’s commercial real estate goals and what are they trying to accomplish? NAI Elliott broker Chris Lio shares how he creates a solid relationship with his clients so he can help them be successful and meet their goals.
A successful broker will spend time asking questions, establishing expectations and developing a long-term strategy for the family. Most families are in this for more than just cash flow so on some level a broker needs to act as an investment advisor. Advising on the best strategy to enhance their portfolio can include finding a tenant profile that’s complimentary or create the most value if there’s a clock ticking for a sale. Successful brokers will have a clear understanding of what the client wants and communicate what they’re trying to accomplish.
On the tenant side, it’s critical for a broker to understand the type of customer they want to serve and then finding a location that enhances and sets them up for the best chance for success. Many of our tenants have found long term home at the Olympic Mills building where this video was filmed.