Commercial Investment Real Estate September/October 2018 | Page 15

taking numbers and names from roadside real estate signs. Black’s
Guide was our only listing service; it came out quarterly in print
form. We had to make lots of phone calls, we had no email, no
texting, more verbal communication than we do now. Today,
our business revolves around the internet, but it is important to
verify property information with a phone call or email. Speaking
with brokers and property owners not only confirms property
information, but also gives us the opportunity to gather addi-
tional information and develop a relationship. And face-to-face
meetings further enhance communication that will help a deal
close. So relationships married with technology are the keys to
keep your business working and successful.
CIRE: How do you see your work as contributing to a
successful economy?
Thomas: I find my work satisfying because after a lease or sale is
completed, jobs will follow. Job creation stimulates our economy.
Sometimes an office lease will just require new carpet and paint;
other leases or sales involve a complete renovation or ground-up
construction. But it always involves several businesses; it’s not
just a broker getting a commission or a landlord increasing the
property’s value. Job creation is a team effort — it takes develop-
ers, money, lenders, creative individuals, and government.
CIRE: How has your CCIM designation helped your
professional development?
Thomas: The education has been phenomenal. It’s like a mas-
ter’s degree in commercial real estate. I appreciate the resources
CCIM Institute provides and the ability to network with other
CCIMs in the U.S. and other countries.
CIRE: What advice would you give to real estate
professionals working in a competitive market?
Thomas: Find a good mentor. Continue to educate yourself —
take CCIM classes. Build a network of professionals, including a
network of construction service providers that you can trust and
that you can share with clients.
Take time to understand and research your work environ-
ment before making an employment decision. Find a team with
similar business goals, honesty, and integrity. I’ve been a sole
practitioner, and have worked for developers, corporate real
estate firms, and local regional firms.
Most important is to enjoy what you are doing and work with
a group you like. Collaborate with other real estate profession-
als, and we will all learn from each other.
Sarah Hoban is a freelance writer in the Chicago metro area.
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