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Top Lessons from Rising Stars in Industrial Real Estate · Industrial Advisors

• 0:00
  Both of them.
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  Have that all in mentality of like, we are gonna just be all in on our, per
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  on our careers and for our clients and then just continue to push it to the
• 0:09
  next level and do things differently.
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  So, um, they're doing great and it'll be fun to watch them continue
• 0:15
  to elevate in their careers.
• 0:31
  Welcome to our Industrial Advisors podcast.
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  You have Bill Condon and Matt McGregor, and we wanted to bring back up, uh, one
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  of our best podcasts that we've ever done.
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  One of our most the best listened to podcasts ever.
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  Yeah.
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  Uh, with Kyle and Chloe.
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  Uh, we did a first year in brokerage.
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  Um, kind of highlight with them and interviewed them and it was a
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  really, really popular topic for us.
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  And, uh, we wanna update you on what Kyle and Chloe are doing and then
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  make sure you re-listen and send this out to all of your younger brokers.
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  Um, because it was a, it was a very impactful podcast that we did.
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  So Kyle is now, you know, three, four years into the business.
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  Yep.
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  And he had a phenomenal first year in brokerage, obviously.
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  But every year, rookie of the year, rookie na, national Rookie of the Year.
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  Rising Star Award winner.
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  Um, and sometimes, you know, when you see people have success early
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  on, they may like, you know, kind of, um, borderline out a little bit.
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  He has not, he's continued to put his foot on the, on the pedal and
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  his career continues to expand.
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  He continues to, to innovate.
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  And do tremendous things.
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  And so, uh, he has done a cont uh, continued to do a great job in
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  continuing to develop his career
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  and, and all aspects of the, of the brokerage business.
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  Right.
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  Yeah.
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  So he, first of all, he's a hard worker.
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  Yeah.
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  I mean, he's in first one to end with me.
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  You knew, and then he's, you know, last one out.
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  He's, he's a grinder, but he's intelligent and he's working on national accounts.
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  He's working on landlord business.
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  He's doing local tenant rep. So he's learned well, he's learned all facets
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  of the business, so he's a very.
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  Well-rounded broker, one of the top producers now.
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  Yeah.
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  Right.
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  Yeah.
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  Um, and I mean, the sky's the limit for him.
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  And, um, and, and listening to his background, you'll, I would say that first
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  year, uh, was just a continuation over the last three or four years of what he did.
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  And now, you know, if we go into a pitch with Kyle, he's
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  speaking as much as you and I are.
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  Yeah, no, he does a great job.
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  And, you know, people that are always motivated in this business to, to.
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  Just never content and go next level.
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  Yep.
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  He has that same, it kind of it factor from that, from that standpoint.
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  And so That's right.
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  It'd be awesome to, to see his career continue to develop, but a very, yeah.
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  But, but it is great to go back and listen to this and, and it is, and, and, and
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  the success stories and what worked for him during his first year and, and you
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  know, things he would've changed too.
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  Yeah.
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  And then Chloe on the show, she was a rockstar man.
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  When the listeners hear what she did in college to just gear up mean she was.
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  Involved with SIOR and college and everything.
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  Yeah.
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  She, it was crazy what she did.
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  Uh, but she spent a couple years in brokerage doing great.
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  Yeah.
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  And then like any rockstar, she was, uh, she was picked off outta Colliers Yeah.
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  By a developer.
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  Yep.
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  And then, then another developer Samsung group said, no, no, no, no.
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  We're better.
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  Here's a better job.
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  Here's a better offer.
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  So she has just, you know.
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  Climbed up that corporate ladder very quickly.
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  She is now working for Samsung Group, doing national build to suit.
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  And speculative development.
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  Uh, I believe she's moving to Naples, Florida right now
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  to work with her boss there.
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  Yeah.
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  Um, and just doing a phenomenal job.
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  And my prediction is we'll be doing a podcast in three or four years of another
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  rebroadcast of this, and she'll be like one of the top developers in the world.
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  Yeah.
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  She, you know, the, the thing about Chloe is, and, and, and like, like Kyle is,
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  you know, the work ethic is definitely there for sure, but in addition to that.
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  Uh, she has so many other great attributes, right?
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  That, that she's all in with the industry.
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  Yes.
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  And learning and continuously looking for ways to be different and innovative.
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  Master networker.
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  Yeah.
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  Great networking.
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  So, so both of them.
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  Have that all in mentality of like, we are gonna just be all in on our perf
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  uh, on our careers and for our clients, and then just continue to push it to the
• 4:22
  next level and do things differently.
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  So, um, they're doing great and it'll be fun to watch them continue
• 4:27
  to elevate in their careers.
• 4:29
  Yeah, so, uh, enjoy listening to first year in brokerage,
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  recorded about four years ago.
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  Yep.
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  Here we are.
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  Thank you.
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  Welcome everyone.
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  To our Industrial Advisors podcast, you have myself,
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  bill Condon and Matt McGregor.
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  We also have two.
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  Young superstars in our industry.
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  Chloe Stein out of our South Carolina office for Colliers, Chloe started as an
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  intern with Colliers in January and has transitioned to being a full-time broker.
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  I. Since May of this year.
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  So it's great to have Chloe on again.
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  Chloe's out of our South Carolina office and has a really unique
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  approach to the business.
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  So welcome Chloe.
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  And we also have Kyle Bach, who is on our team in Seattle.
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  And Kyle, I. Has been with our team for actually quite a while.
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  He started officially in brokerage in September of last year, right
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  in the middle of the pandemic.
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  But prior to that, while he was at Gonzaga, he came back his freshman,
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  sophomore, junior, and senior years and interned with our team during the summer.
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  So the reason we have Kyle and Chloe on is we wanted to have two young
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  brokers who are doing extremely well, but who started their careers.
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  During the pandemic, both of them have done a great job and have unique
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  approaches, and so our thought here was to talk about how young brokers have
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  adjusted during the pandemic and how they actually have gotten through it.
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  And so Kyle and Chloe, welcome to to the podcast.
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  Thanks for having us.
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  Thank you.
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  Yeah, thank you for having us.
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  Well, I, I'd like to jump in here and just say the two of you did some extremely
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  impressive things right off the get go.
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  So Kyle, you were, you were the hardest working intern I'd ever seen, and you
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  were so good that we actually, since you work, that you were working for
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  us outta your dorm room at Gonzaga.
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  So.
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  Maybe if I just start with you, tell us just a a bit about
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  your work ethic philosophy.
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  Where'd you learn that?
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  'cause that, that was impressive.
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  I think it was just ingrained in me, you know, as a kid, my dad
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  always pressed that, you know, work hard and my mom as well, work hard.
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  I always was a hard worker in school actually.
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  I think it's important to hit your goals.
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  You obviously have to work hard and so it is, that's kind
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  of been my philosophy since.
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  Middle school.
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  I'll jump in on, on just a, you kind of a funny story about, about Kyle.
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  Kyle and I, although I'm a lot older, went to the same, same high school,
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  blanche High School, but, so I've known his family, Kyle, Kyle's family grew
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  up in the same neighborhood as I did.
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  But, um, Kyle reached out to me his freshman year when he was at
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  Gonzaga during the Christmas break and, and asked me to go get coffee
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  with him and he was very focused.
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  We sat down and he said, Hey.
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  I want to get into commercial real estate when I graduate, which Matt, I
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  don't know about you, but when I was a freshman in college, like I was not
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  thinking about right what I was gonna do four years from four years later.
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  But he also said, Hey, I'll come intern for free.
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  I. For you guys every summer if I can have, you know, the opportunity.
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  And, and we were just really impressed and obviously did not make him work
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  for free, but then when he came in as an intern, put his head down and,
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  and, and just worked extremely hard and just, you know, impressed us and
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  he was a no brainer to bring onto the team and is doing a great job.
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  Yeah, he really was Kyle, I should say.
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  Kyle, you really were.
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  When Bill came to me and said, Hey, I got this guy who wants to intern.
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  I'm like, absolutely not right, because it's a lot of effort, right?
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  In training, and we just had our hands full.
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  And then he said, Matt, just meet with him.
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  I met with you, you know, and I would say, A minute in, I'm
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  like, well, this is a no brainer.
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  And what a great move that was, you know, for us.
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  And, and again, your work ethic was, was second to none.
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  So, you know, great job With that.
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  I've got a couple more questions for you and a bit, uh, Kyle, but Chloe,
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  I wanted to jump in and say in all my career, you, you sent the most
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  impressive email while you were in college US that I had ever seen.
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  I don't, I don't.
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  I, I, it was so impressive actually, that I sent it to my kids and sent
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  it to a nephew of mine, Josiah, who I know has reached out for you.
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  And before you even got into brokerage, you were already, you were already
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  helping y you know, young college guys with, with your process.
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  So as off my memory, I remember you were involved, I think with,
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  this is in college with crew.
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  Which you can explain what that is to the listeners with SIOR, I think CCIM.
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  I think you were already a part of some supply chain, you
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  know, industry organizations.
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  I read your letter and I was like, who is this?
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  This is incredible, right?
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  I get a lot of young people reaching out, but nobody had had the process
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  like you had from an organization standpoint of coming into the industry.
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  So.
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  Talk to us a little bit about your process.
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  How did you come up with that?
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  What did you do in college to set yourself up for a career in brokerage?
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  Like Kyle, I really took the approach early on freshman year to
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  get out there and network and just talk to as many people as I could.
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  I'm a huge advocate of networking and for example, why I reached out to you
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  guys, just because you learn so much from every single person you talk to.
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  So I met with a lot of brokers.
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  I got book recommendations and got involved with the Carter
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  Real Estate Center, which is the.
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  Commercial Real estate center at the College of Charleston.
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  So I became an employee with them.
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  Again, continued to network use the Director's network.
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  A book that really kind of pivoted my focus was brokers
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  who dominate by Rods and T cmo.
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  And that really kind of made me think strategically about.
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  How am I gonna get my name out there as a 19, 20-year-old, as well
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  as what am I gonna specialize in?
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  So I continued to do internships freshman, sophomore year.
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  Learned kind of if I wanted corporate or mo more of a boutique firm.
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  I ended up liking the corporate side of things.
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  I first wanted to go into retail, joined ICSC, started posting on LinkedIn,
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  reading as much as I could about retail.
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  And then another pivot I had was meeting with a retail broker in
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  our local market in Charleston.
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  And she was like, okay, like I'm gonna give this to you straight up.
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  Where do you buy all your clothes?
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  And I was like.
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  Online, like go to the store.
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  And this was before Covid of course, so Right.
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  It was like, I really urge you to kinda look into industrial real estate.
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  And I just continued then to network with brokers in industrial real estate.
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  They were telling me.
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  Kind of to get involved with crew, commercial real estate, woman, as well
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  as other organizations like U-L-I-C-I-D in South Carolina we have, which is
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  the commercial investment division and just all of those organizations.
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  So I did that really proactively made sure to get coffee with
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  people about once a week, just.
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  Get their advice.
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  And then my junior year I applied for an SIOR scholarship, the Mildred
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  c Hanson Scholarship, which is aimed towards females who wanna
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  get into commercial real estate.
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  I ended up getting that scholarship and since I had been networking
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  already with brokers in our Charleston market, when I posted about that on
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  LinkedIn, that really kind of put me on the grid, I would say, and made
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  other brokers be like, wait, maybe.
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  This is a good person that we should be recruiting for an internship or whatever.
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  So that's ultimately how I got set up with the Colliers guys.
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  My current industrial team of Mark Erickson and Matt Pickard, they
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  reached out to me on LinkedIn.
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  I. We're just like, we wanna meet with you.
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  And it was a really good fit.
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  So just kind of networking brought me to where I am.
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  And then as I continued to intern Icontinue to get
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  involved with organizations, so I'm on a Committee for Crew.
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  I, I'm invited to a majority of the SIOR chapter events, so I got to know.
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  CEO, chapter president.
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  Then I also took the CCIM first class the summer going into my senior year,
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  which again, continued to network, continued to expand my knowledge
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  base, and then I also joined the Council of Supply Chain Management,
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  C-C-S-C-M-P, and joined a committee.
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  Within that organization.
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  Wow.
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  So I was able to meet all of those individuals as well.
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  So kind of a lot of different things that I did.
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  But it all def definitely came around full circle and has paid off.
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  That's amazing.
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  Like I said, in leading that question, I'd never seen anybody do anything like that.
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  So that's, that was a lot of amazing foresight and, and great job because it
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  set, set you up for a great foundation in our business, so great job with that.
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  I mean, I'm, I'm exhausted
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  just listening to all this,
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  but I think a good lesson honestly for, from both you guys to young
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  brokers and brokers trying to get into the industry is, and, and you
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  guys do it at the highest level, but.
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  Truly be all in with it, right?
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  And it starts early.
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  It starts before you're in the industry.
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  You guys both, I think, are great examples of how to do that because we
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  get calls all the time from people trying to get into to our business, right?
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  It's a really competitive industry and, and, and people know about it now and.
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  Just making a phone call and leaving a message for a managing
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  director or for a broker is, is not gonna get you into the industry.
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  You have to do all the things that you guys have done and you know.
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  What a successful story for both of you so far here.
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  Here's a question that I have because both of you don't know commercial real
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  estate outside the pandemic, right?
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  You guys both started Kyle and Chloe in during the pandemic, and now we're,
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  you know, we're getting through it.
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  But my question to you, Kyle, because you've been doing it a little bit longer
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  than Chloe is, how have you adjusted your.
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  Business development efforts during the pandemic as a young broker?
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  Yeah.
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  I would say the main thing that I was not able to do that I know as I interned,
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  you know, I, I knew this was a part of the process of prospecting and,
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  and gaining clients was door knocking.
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  And that's one thing I wasn't able to do because of covid.
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  Um, either one because clients or potential clients weren't in the office
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  that were working from home, or if you went down there and showed up, their
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  doors were locked and they didn't want any outside people coming in.
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  So that was one area of prospecting that I missed out on, but I think I made up
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  for in my cold calling and adjusted that to be even more detailed and meticulous
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  than maybe I would've in the past.
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  Because you know, say I call some construction company and they
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  have a receptionist there, but the decision makers working from home.
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  So you wanna take that note down.
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  Obviously we have a great database to track down people's cell phones.
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  So I just became much more meticulous in my calling.
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  I actually like being in person better than a Zoom or a phone call.
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  So.
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  Definitely missed out on the on the door knocking, but I think I made
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  up for it in kind of figuring out how to be strategic and meticulous
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  in the cold calling efforts.
• 15:13
  Yeah, yeah.
• 15:14
  No, that's a really good point.
• 15:15
  Chloe, how about you?
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  How have you adjusted to try and differentiate yourself?
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  So I've kind of.
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  Since I started in May, kind of when everything is ramping back up and
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  people are starting to go back to the office and hire more people to
• 15:30
  keep up with business, I've taken almost an approach of curiosity.
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  So rather than calling and doing the typical cold call sales type approach,
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  I'm taking more of a like, okay, well how are you doing in your current space?
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  Well, how's hiring going?
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  How have you been keeping up with everything?
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  Have you had to lay off a lot of people from the pandemic and can
• 15:52
  now go back to market and hire them?
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  So definitely taking that approach and just showing that you're genuinely
• 15:58
  interested in their business efforts and how they've had to evolve and
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  adapt through the pandemic rather than just, Hey, my name's Chloe.
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  I'm a commercial real estate broker in Charleston.
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  Do you need more space?
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  So kind of that approach.
• 16:12
  It's smart.
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  It's smart.
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  I mean, the companies that we're talking to want their brokers
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  to know their business, right?
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  And so if you just go in there without having any sort of insight or asking
• 16:23
  any sort of questions about their business, which is what they care most
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  about, you're not gonna get very far.
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  One of the favorite things, uh, older brokers like to hear is the horror
• 16:33
  stories, uh, from younger brokers.
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  'cause, because we look back on our career and chuckle about some of
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  the stuff that happened early on.
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  So, uh, Kyle, I'll just start with you on this.
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  What are some horror stories?
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  What are the biggest challenge, you know, if there's a good story or, or
• 16:47
  a big challenge you had in year one?
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  Uh, what was it?
• 16:50
  I mean, just kind of going back to cold calling, I would say it was for me,
• 16:53
  gaining traction in terms of cold calling.
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  I struggled for a while to kind of figure out how to add value on a call.
• 16:59
  To Chloe's point, you don't wanna just call and say.
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  Hey, do you guys need more space?
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  I'm an industrial real estate broker.
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  You wanna figure out, you know, unique ways to add value on that call.
• 17:08
  That took me a little bit to learn.
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  And then we also, I spent a lot of my time tracking land, and I know Matt
• 17:14
  knows this story, but you know, it just kind of, you wanna be able to
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  focus, you wanna be able to figure out where and how to spend your time.
• 17:20
  You don't wanna spend your wheels on things that aren't gonna go anywhere.
• 17:23
  Um, I, we definitely did that with.
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  With a project that we were working on that uh, we thought we were gonna land
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  and got dropped at the last minute.
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  So that was definitely a struggle.
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  But things that I've recently been able to overcome, you know, figuring
• 17:36
  out where and how to spend your time strategically and then really add value
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  on that call when you're prospecting to.
• 17:41
  To either get that meeting and hopefully win that business.
• 17:44
  Yeah, that's a great point, Kyle.
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  And I'll throw out a warning to all young and, uh, entry new brokers
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  entering the business warning on land.
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  Land takes time if you're chasing land, yeah, it takes a lot of time.
• 17:57
  Don't, don't, uh, overwhelm your schedule with.
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  Land pursuits too early in the career.
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  It's great to get sophisticated on it.
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  It's great to know it, it can have huge commissions, but it is a very
• 18:07
  long and sometimes frustrating play.
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  So, uh, use your time wisely on that.
• 18:12
  And, and Bill, I'll shift to you on this.
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  So talking about older brokers.
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  Wow.
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  Whoa.
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  I'm an experienced broker.
• 18:21
  Yeah.
• 18:21
  They now, did they have the internet when you first started?
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  You know, what's the difference between how we entered the
• 18:29
  business in cold calling and today?
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  How has it evolved?
• 18:34
  Is it easier?
• 18:34
  Is it harder?
• 18:35
  What do you think?
• 18:36
  What do you see the differences between great bro young brokers like Kyle and
• 18:39
  Chloe and, and the way we cold called?
• 18:41
  Well, number one, I think the most important thing is to do it right.
• 18:44
  Be absolutely committed to it.
• 18:46
  And yes, it certainly has evolved.
• 18:48
  But you have the tenacity to just put your head down and go do it.
• 18:52
  Right.
• 18:52
  So my approach when I started into the industry was for the first six
• 18:56
  months, I wanted to learn the market.
• 18:59
  I didn't know much about industrial real estate when I got started,
• 19:03
  but I knew I was gonna work hard and and figure it out, right?
• 19:06
  And control what I could control.
• 19:07
  So what I did was, and I kid you not every day, for the first six
• 19:10
  months, I went down to the valley.
• 19:13
  I brought two peanut butter and jelly sandwiches.
• 19:16
  I love that.
• 19:16
  And, uh, I cold called all day long.
• 19:18
  I just knocked on doors and then I'd go back at night and put it all into
• 19:22
  the database and spend the next morning following up and making sure, like my
• 19:26
  notes and database were meticulous and I knew when to follow up and, and so
• 19:30
  I just, I learned the market that way.
• 19:32
  And I, to Kyle's point earlier, I, I really enjoyed.
• 19:36
  The personal interaction of being there, seeing a building, having you,
• 19:40
  you know, show knowing that okay, maybe the, the truck maneuvering was a little
• 19:44
  tight for them, or they needed, uh, you know, they didn't have enough parking.
• 19:47
  And so you'd take notes on the back of the business card and,
• 19:50
  and follow up up that way.
• 19:52
  And then I did, and then I did the Dave Hibbard training six months in.
• 19:56
  And I would, I shifted my approach to.
• 20:00
  Making cold calls on the phone three days a week and going down two days
• 20:04
  a week for the rest of that year.
• 20:06
  And I would lock myself into a room.
• 20:07
  We had this back kind of room in the, in the, uh, near the conference area.
• 20:12
  And, and I would not leave there until I hit my goal.
• 20:15
  If I had a goal of getting four meetings that day, I would literally not leave
• 20:18
  until I, until I, uh, achieve that.
• 20:21
  And so I just spent the, the days cold calling.
• 20:23
  And I think more than anything else, what I learned was.
• 20:27
  You just have to do it.
• 20:28
  You have to have a unique approach.
• 20:29
  That's right.
• 20:30
  But if you put your head down and stay committed to it, it, those
• 20:33
  brokers are always successful.
• 20:34
  Right.
• 20:34
  And so, sure.
• 20:36
  Um, that's how I did it.
• 20:37
  I think it's evolved a lot because you have LinkedIn now you have
• 20:41
  social media platforms, you have different ways to contact people
• 20:44
  that, that we didn't have, I mean, honestly, I didn't have a Blackberry.
• 20:48
  You remember the blackberries?
• 20:49
  Oh yeah.
• 20:49
  I didn't have a Blackberry until a year into the, into, into my career.
• 20:54
  So I would go down.
• 20:55
  To the valley and I wouldn't have access to email until I got back.
• 20:59
  Right?
• 20:59
  So it shows you how much the, you know, everything is so real time now.
• 21:04
  And it's, you can be much more efficient today than you could
• 21:06
  back then because of technology.
• 21:08
  But how about you?
• 21:09
  Same question back to you.
• 21:10
  What do you think about, you know, cold calling back?
• 21:13
  'cause you were as good as anyone at cold calling.
• 21:15
  Uh, we ran into each other all the time.
• 21:16
  Yes we
• 21:17
  did.
• 21:18
  And so how.
• 21:19
  What are your thoughts on how it's evolved?
• 21:21
  I will answer that, but first I'll note, uh, you mentioned Dave Hibbard.
• 21:25
  So for the listener of the young brokers out there, uh, Dave Hibbard
• 21:28
  is an author of Soar Selling.
• 21:30
  What's his website guys?
• 21:32
  Uh, just Google.
• 21:32
  Dave Hibbard.
• 21:33
  It's Soar.
• 21:34
  It's like ser surge of accelerating revenue is what he used to call it.
• 21:38
  I think his company now might be called Dialect.
• 21:40
  Yep, that's right.
• 21:41
  But it's Dave.
• 21:42
  He's a legend.
• 21:43
  Yeah, so we both had that training.
• 21:45
  It's amazing Cold call training, but I, I will say.
• 21:48
  Uh, you know, there is a big difference between I, I think how it has evolved.
• 21:53
  You touched on it with social media.
• 21:54
  I think that's, that's made it easier in a lot of ways to get information,
• 21:58
  but also a little bit harder.
• 22:00
  And I say that because I. I think information was very hard
• 22:04
  to gain before all of that.
• 22:05
  And so if you were really, really good at cold calling, you gained
• 22:09
  that information because you were willing to go do that live.
• 22:12
  You were willing to stay on the phone and get hung up on and get this information.
• 22:16
  The information's easier to get now online.
• 22:19
  And so I think you have, I would say, more competition that is
• 22:22
  not as good, uh, at cold calling able to gain that information.
• 22:26
  I still think that if you're.
• 22:28
  If you're able to do some live cold calling in your first couple years,
• 22:31
  that's still a huge advantage.
• 22:32
  'cause I think very few brokers do that anymore because that
• 22:36
  information is readily available.
• 22:37
  So I would say bringing back some of the old school stuff combined
• 22:41
  with today's technology is the key.
• 22:43
  And, and which set sets you apart?
• 22:45
  Certainly.
• 22:46
  I think our volume was huge.
• 22:48
  I was always into the, you know, detail of how I progressed in calls.
• 22:52
  So I would say, okay, I'm gonna make.
• 22:54
  You know, 35 calls today.
• 22:55
  And I would track, you know, how many decision makers,
• 22:58
  how, how many influencers.
• 23:00
  And then of course, you know, we're not paid by that.
• 23:03
  But you know, the objective is, is to get an appointment.
• 23:06
  And so the big thing was appointments.
• 23:07
  And I was always trying to break my records and, and that record was seven
• 23:11
  appointments in one day in my first year.
• 23:14
  And, and you know, we all know the old rule, when's the
• 23:16
  best time to make a cold call?
• 23:17
  It's.
• 23:18
  Just after a successful one.
• 23:19
  So I remember that day when I broke it, 'cause the, the record
• 23:23
  was four appointments and I hit that at like 10 30 in the morning.
• 23:27
  Right.
• 23:27
  So I just, I, that was probably the hardest, you know, day
• 23:30
  I've ever hit the phones.
• 23:32
  Uh, you know, and so it's an old school approach.
• 23:34
  I still use it today.
• 23:35
  I. But certainly blend in a lot of technology.
• 23:38
  Yeah.
• 23:38
  You must have been a inferior company to Colliers.
• 23:41
  'cause certainly at Colliers we, you know, it's kind of the norm that
• 23:44
  we get seven meetings in a day, but at that time you weren't with us.
• 23:47
  So, but, but I, I wanna ask Chloe and Kyle, our industry is still in a lot of
• 23:54
  ways kind of behind the curve in, in, in a lot of different areas, but it's evolving.
• 23:58
  Where do you guys think as, as young brokers in the industry,
• 24:02
  where do you think just overall our industry is heading?
• 24:05
  And how technology might play a big role in, in, in where
• 24:09
  it's going as an industry.
• 24:10
  Yeah.
• 24:11
  I think it's important to be, I know Chloe is super active on LinkedIn.
• 24:14
  I think that's a, a difference between when you guys started and when we started.
• 24:19
  That helps get your name out there, you know, whether you like, you know,
• 24:22
  you don't even have to post if you just like a post or comment on a post.
• 24:25
  Your name is gonna get regenerated and more people are gonna see you.
• 24:28
  So I think that's a, a way that a lot of younger brokers have found success.
• 24:31
  I know one broker in our market that is.
• 24:33
  Very successful and a large part of his prospecting is done through LinkedIn.
• 24:37
  I think that's a difference.
• 24:38
  I think in terms of when you get a meeting and you have a pitch and a
• 24:41
  presentation, they're much more technology focused than they were in the past.
• 24:45
  You know, guys will bring iPads and have very dynamic presentations.
• 24:49
  Um, and that's just, you know, finding unique ways to set yourself
• 24:52
  apart from your competition.
• 24:54
  But that's kind of where I, I see it going is technology's not going
• 24:57
  away and people are really figuring out how to get creative with it.
• 25:00
  And to add the to that, I was gonna say, another way to go off of cold
• 25:05
  calling is if they, let's say you leave a voicemail and a decision makers.
• 25:10
  Voicemail and then message them on LinkedIn.
• 25:12
  Like it's, there's so many different ways to reach out to someone and
• 25:16
  get their direct line or whatever.
• 25:19
  And like Kyle said, I'm a huge advocate of LinkedIn.
• 25:22
  I've almost built a brand on LinkedIn of being the expert of the Port of
• 25:28
  Charleston or being the expert of e-commerce or those types of things.
• 25:33
  And so I've had like clients even approach me and be like.
• 25:37
  You are.
• 25:38
  You know so much about the port because you're always posting these little blurbs,
• 25:42
  and that's how being a broker who's been in the business for three months, I've
• 25:45
  been able to build up that expertise to show that I am always reading,
• 25:50
  and I'm always learning, and always staying up to date and what's going on.
• 25:54
  I think another way that the industry is changing is yes technology,
• 26:00
  but with that technology, I think.
• 26:03
  Like, for example, we have a lot of out of town developers looking into our market.
• 26:07
  We have this interactive map that we've been able to build out to show them
• 26:12
  kind of what's going on in our market without taking them on your traditional
• 26:17
  drive through, which is always going to be needed and always need that.
• 26:21
  But before they even have to land in the market, they have a general idea of
• 26:26
  what sites they wanna look at, and that almost expedites the process, I guess.
• 26:31
  Well, yeah, well said.
• 26:32
  Here's a question for you guys.
• 26:34
  What draws college graduates to our industry?
• 26:38
  Because, and, and the reason I ask it is.
• 26:40
  A, like in Seattle for example, a lot of college grads can go
• 26:44
  work in the tech space, right?
• 26:45
  And get a well paying job that with a good salary and good
• 26:49
  benefits right outta school.
• 26:51
  Now that job does not have near the upside that the commercial
• 26:54
  real estate brokerage industry has.
• 26:56
  So, so what is attractive to college graduates?
• 27:00
  Looking at the commercial real estate space, I would say for
• 27:01
  me, a big draw was not, you're not sitting behind a desk all day.
• 27:04
  You get to go out in the field and tour with clients or door knock if it's not.
• 27:11
  But you're not just sitting behind the desk doing the same thing every day.
• 27:14
  It's a really people driven business.
• 27:15
  So, you know, Chloe and I are both very social people, and that's a
• 27:19
  great business for us to be in.
• 27:21
  You know, we wouldn't wanna strap in a headset and talk to nobody
• 27:24
  all day and sit behind a screen.
• 27:25
  I think kind of that climate of the, of the job is.
• 27:29
  Is attractive.
• 27:30
  I think I'd be lying if I said money's not a motivator and a, and a reason
• 27:34
  that people want to get into it.
• 27:34
  You know, you have a lot of flexibility in terms of how much money you can make.
• 27:38
  You know, you control your own destiny, and so I like that
• 27:41
  flexibility a lot about it.
• 27:42
  You know, the harder you work, the more successful you're gonna be.
• 27:44
  You're not kind of handcuffed to any one style of job or one,
• 27:49
  you know, one salary per se.
• 27:52
  There's no ceiling.
• 27:52
  There's no ceiling.
• 27:54
  Yeah.
• 27:54
  Chloe, how about you?
• 27:55
  To jump off that.
• 27:57
  I would say personally, I think the challenge and the kind
• 28:03
  of goal setting mindset was always really attractive to me.
• 28:07
  But then it, again, it always is a topic of conversation and how the
• 28:11
  industry is changing and it isn't aging industry as it isn't changing with
• 28:16
  technology and that type of thing.
• 28:18
  So I think for people our age who are getting in right outta college in.
• 28:22
  2021. There's a lot of opportunity to change with the industry and
• 28:27
  be teaching our senior brokers or managing directors about technology
• 28:32
  and how it is changing, I guess.
• 28:34
  But I think the challenge is what really drew me to it.
• 28:37
  That's
• 28:37
  awesome.
• 28:38
  Speaking of the tech technology changes.
• 28:41
  What's evolving in our industry and and what are we behind on?
• 28:45
  I always thought industrial real estate was a bit archaic.
• 28:48
  I think some of the technology has really sped up in the last couple
• 28:52
  years, but from your guys' perspective, pretty recently coming outta college.
• 28:56
  What do you think we're still behind on?
• 28:59
  I think the pandemic definitely sped up a lot of, for sure.
• 29:03
  The technology we were using opposed of January, 2020 to
• 29:06
  January, 2021, as well as what our.
• 29:10
  Clients are using?
• 29:12
  Well, I think technology is the, the we, while we have made great strides
• 29:17
  in, in the space, like it was only four or five years ago that we weren't
• 29:21
  doing leasing reports from you, you know, sending them a PDF document,
• 29:26
  going through an activity report.
• 29:28
  Now you VTS and you have other platforms that allow you to do it real time.
• 29:32
  I mean, if you think about that, that.
• 29:34
  The fact that that only you know, came into our industry four or
• 29:36
  five years ago is it shows how behind the curve we were from a
• 29:40
  technology standpoint.
• 29:42
  Yeah, I think that's right.
• 29:42
  Our team is, is really good at using technology, so that's why it's hard
• 29:46
  for me to answer that question.
• 29:47
  We always bring in technology into pitches and presentations.
• 29:50
  Like I've talked about.
• 29:51
  We have great databases to track all of our prospecting info.
• 29:55
  So I think in terms of our team, I think we utilize technology really well.
• 30:00
  For our team in Charleston, I would say that the pandemic was a huge push to
• 30:05
  get us off of those Excel spreadsheets that we're just emailing back and
• 30:09
  forth and start to use Smartsheets to be tracking everything and just stay
• 30:13
  on top of it, because ultimately, I.
• 30:16
  A lot of people are anti-technology because it is so hard to get started and
• 30:21
  getting, getting all of your data moved to that sheet and then staying on top of it.
• 30:25
  So with the pandemic, that really is what pushed us to be tracking everything on
• 30:31
  a shared sheet and working together as a team, as well as meeting with clients.
• 30:36
  Not face to face, but on like a teams call or a Zoom call when traditionally
• 30:40
  we were using a conference call line, the first like five months of the pandemic.
• 30:44
  And then when we finally were like, wait, we can zoom and be face to face with those
• 30:47
  people, like that really changed things.
• 30:49
  And now.
• 30:50
  Onward.
• 30:51
  We still use that technology to look and meet with each
• 30:55
  other rather than just calling.
• 30:57
  Well, you guys have done a great job so far, and I'm personally, you know,
• 31:01
  excited Chloe to watch your career develop, Kyle, you're right here
• 31:06
  in our office with us every day, so we'll be excited of course, to watch
• 31:09
  you continue to, to grow and develop.
• 31:11
  But I think just a great lesson for, for all young brokers is you guys
• 31:15
  have set a great example of just being all in, all in with the industry.
• 31:19
  All in with your, your teammates in the office just eat, breathing and
• 31:23
  sleeping commercial real estate.
• 31:24
  And because of that, you guys, if you continue to do it, are
• 31:27
  gonna be wildly successful.
• 31:28
  So thank you both for sharing your insights.
• 31:31
  And you know, I'm sure you, you'll probably have some younger brokers
• 31:34
  reaching out to you after this, and I know you'll guys will be, uh, helpful for them.
• 31:38
  But, uh, great job and, and thank you both for, uh, for joining the podcast today.
• 31:43
  Thanks a lot.
• 31:44
  Thanks for having us.
• 31:45
  Thank
• 31:45
  you.
• 31:45
  Thank you for having us.
• 31:47
  So that was, uh, first year in brokerage recorded, uh, three or
• 31:51
  four years ago with Chloe and Kyle.
• 31:53
  Hope you enjoyed it.
• 31:55
  Um, thanks for tuning in.
• 31:57
  Thanks.