- Brokers with positive attitudes tended to perform at a higher level than those who had negative attitudes.
- Brokers with positive attitudes tended to attract clients who also had positive attitudes. Conversely, brokers with negative attitudes tended to attract clients who also had negative attitudes.
- Brokers who carefully managed expectations (buyer and seller, lessee and lessor) closed a higher percentage of the transactions on which they worked.
- Brokers who carefully managed the process (sale or lease) closed a higher percentage of the transactions on which they worked.
- Brokers who had a business plan that they executed in a strategic manner outperformed those who approached each day in a disorganized fashion.
- Brokers who were willing to work hard out performed those who approached 2009 as a year to play hard.
So, as we begin 2010, from an NAI Capital perspective, we can take comfort in the fact that we survived 2009 while also recruiting many productive brokers from our competitors — competitors who have experienced a significant decrease in marketplace presence — which augers well for our future, as brokers and as a brokerage firm. I’m particularly impressed with those NAI Capital brokers who saw 2009 in an opportunistic manner and were proactive in aggressively marketing themselves and in creating a new and high quality “book of business” for future prospecting.
During 2010 NAI Capital’s business plan is to continue to invest in our service delivery platform, insuring its stability and performance. We see a tremendous opportunity to capitalize on many of our competitors’ instability (high debt) and diminished performance (including market coverage).
We’ve seen an increase in incoming and outgoing NAI Global assignments and intend to end the year at the forefront of the green movement (at least from a brokerage perspective). After an incredible recruiting class in 2009, we continue to aggressively recruit. We added 60 brokers in the last 18 months. In January alone we will add at least 10 new brokers. Why do you think 70 new brokers have joined NAI Capital in the last 19 months?
In the stock market there are the bulls, the bears and the pigs. Commercial real estate is no different. Some will continue to run around in a bearish manner like Chicken Little yelling “the sky is falling, the sky in falling.” Others will be piggish and continue to stand on the sidelines as the parade passes them by, always looking for the better deal. Meanwhile the bulls will be making deals.
As brokers we need to recognize that earning a commission is the product of a job well done, a smile is always more welcome than a frown and that deals are going to be done. The question is which broker and which brokerage is going to do those deals? Let’s approach 2010 with the positive attitude that the broker is you and that the brokerage is NAI Capital.
Sincerely,
Mike Zugsmith
Chairman
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