When you are faced with needing advice or feedback on something important, do you WANT to hear words of affirmation supporting your current line of thinking, or do you desire and NEED to hear a different point of view challenging or potentially even revealing your blind spots? Said another way: Do you want me to just listen or are you asking for advice?

As initial client conversations move past the trust building that comes from being a knowledgeable, well-connected and researched broker seeking to understand their client’s goals to a deeper informational and advisory-based relationship, it is extremely important to always be operating with your client’s end game in mind.

Yes and no, and here is where the hard part can come in. As someone who has earned their role on the team, much like the accountant and the attorney, sometimes our role is to communicate what our client needs to hear versus what they may want to hear. Especially now as interest rates have found a “new normal” for the time being, and capitalization rates are shifting before the ink dries on our analyses, some conversations we need to have in today’s market are frankly more difficult.

Sometimes, naturally, we simply want to hear what we hope a trusted confidant will say. Alternatively, as the keepers of cosmic power and wisdom, we may also be too timid or chicken to give the cold hard truth. I sympathize with what my client WANTS to hear – good news, rainbows and unicorns, projects that come in ahead of schedule and well under budget. Who doesn’t like a good ol’ atta boy, anyway?! Being able to separate personal emotion from what is professionally required is easier said than done, and being that voice of reason, even if it means killing a deal, is incredibly difficult. Buried in our role as a trusted advisor to our clients is what sets a good broker apart from the pack, and why the role of a commercial broker is far more complex than perception. The role of a broker is perpetually in a fluid state, adapting to market conditions and evolving to meet the goals of the client.

THE PLUG
Listing of the Week

Rare opportunity for large industrial warehouse space, centrally located near downtown Salem, and minutes to I-5. Features include a brand new roof with new skylights, new interior and exterior paint, with 9 new gas heaters, heavy power, fully sprinkled, interior office space, LED lights, plumbing for compressed air and eight grade level doors. Access to truck docks available on adjacent property. Ideally situated for high-cube uses such as storage, manufacturing and distribution. Over $850k invested in upgrades and modernization.

Interested in learning more? Click here to learn more!

COMMUNITY SPOTLIGHT
Capitol Auto Group Does It Again for the United Way raising $402,000!

Capitol Auto Group employees embarked on their annual workplace giving campaign in support of the United Way of the Mid Willamette Valley and raised, amongst its employees, a whopping $402,000! This is an incredible testament to the organization and the employees who contributed from their own wages this huge amount to support UWMWV. I have the honor of chairing the Board and I can say it is moments like these that I am reminded of the generosity and power in people and that it is all worth it…

I even made a video, check out my Instagram!