tag:blogger.com,1999:blog-67210148649428602722024-03-12T21:21:41.414-07:00On the Road with Steve FelixSteve shares his thoughts on the world of commercial real estate and life in general.Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.comBlogger454125tag:blogger.com,1999:blog-6721014864942860272.post-78081186576598700422022-05-01T11:47:00.000-07:002022-05-01T11:47:40.301-07:00Manney ' the' Felix / Investor Relations Forum / Racine Art Museum / 'You Never Know'<p><span style="font-size: medium;"> <b style="font-family: Calibri;">Manney ‘the’ Felix</b></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><span class="s1" style="font-kerning: none;">Today, May 1, would have been my dad’s 105</span><span class="s2" style="font-kerning: none; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"><sup>th</sup></span><span class="s1" style="font-kerning: none;"> birthday. The Felix family was fortunate to have had him with us for 92 years. You may wonder what ‘the’ represents in his name: he wasn’t given a middle name and many years ago we started calling him that…he loved it. Thinking of you dad!</span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;"> </span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><b><span style="font-size: medium;">Investor Relations Forum</span></b></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><span class="s1" style="font-kerning: none;">A couple of weeks ago I chaired t</span><span class="s1" style="font-kerning: none;">he</span><span class="s1" style="font-kerning: none;"> Investor Relations, Marketing & Communications Forum</span><span class="s1" style="font-kerning: none;"> in NYC run by PEI (Private Equity International)</span><span class="s1" style="font-kerning: none;">. It was a very interesting and new type of experience in my history of chairing ‘industry’ events. Of the 240 attendees I hardly knew anyone (great networking opportunity). They were professionals from the broad Private Equity industry. There were no LP’s in attendance. The special thing was the transparency exhibited from the moderators and panelists about their challenges. <span class="Apple-converted-space"> </span></span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;"> </span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><span class="s1" style="font-kerning: none;">One topic that got considerable attention was the Annual Investor Conference / AGM (Annual General Meeting). My partner Liz Weiner and I conducted a<span class="Apple-converted-space"> </span></span><span style="background-color: white;">‘Master Class’ called: <i>The Annual Investor Conference: Powerful ways to engage and update with your investors.</i></span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;"> </span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;">The brainstorming part of the class was fascinating and the discussion totally open – people sharing their experiences, what’s going well, what’s not going well and what they could do differently next time – The Power of the Debrief that Liz and I both use ourselves and encourage all our clients to use (Here’s a <a href="https://felixweiner.com/articles/"><span class="s3" style="color: #0b4cb4; font-kerning: none;">link</span></a> where you can download our article on <i>The Power of the Debrief</i>.</span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;"> </span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><b><span style="font-size: medium;">Racine (Wisconsin) Art Museum</span></b></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;"> </span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;">Friday I took the Amtrak train up to Racine from Chicago, just a few minutes over an hour. It was a very nice day, and it was the first time in quite a while that I had seen ‘rural America’ – farms, horses, cows. Spending most of my time in New York I had forgotten how peaceful that type of scenery is.</span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;"> </span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;">A friend from Racine took me to the Racine Art Museum. Never having sought out ‘contemporary crafts’ before I was blown away by the exhibit. As the adage says, ‘A picture is worth a thousand words’ I’ve included a few photos from the museum. If you live in the area and haven’t been to the museum, I encourage you to visit it and if you’re going to be in Chicago on business, it’s a short train ride and just over an hour by car. </span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;"> </span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><b><span style="font-size: medium;">Final thing:</span></b></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;">I’ve been working on a memoir for a number of years. It’ll just be for my family. I have a spreadsheet of topics I want to write something about – all the places I’ve lived, all the jobs I’ve had, all the concerts I’ve attended and the bands I’ve played in – you get the picture.</span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;"><br /></span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;">One thing that has come out of it already is that as I’ve remembered and written about certain memories and experiences I’ve reached out and connected with a few folks that I haven’t been in touch with in a gazillion years – thanks to the Internet.</span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;"><br /></span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;">I had dinner with the bass player in the first rock and roll band I played in called ‘The Better Half.’ I had a long conversation with a star baseball player from our team at Fairleigh Dickinson University. I’m scheduled to talk with an architect, a student of Frank Lloyd Wright’s who was working for the Kohler Co. (Kohler, Wisconsin) at the same time that I was a real estate consultant there. He and I became friends and he helped me navigate the politics that came with that territory.</span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><span style="font-size: medium;"> </span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><span class="s1" style="font-kerning: none;">I mention this because our lives are about the people we’ve met and the experiences we’ve had. So, maybe there are some folks that you haven’t seen or spoken to in ages that you want to reach out to now because, as with the title of my 4</span><span class="s2" style="font-kerning: none; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"><sup>th</sup></span><span class="s1" style="font-kerning: none;"> album of original songs that I’m starting to record in Asheville, NC in a couple of weeks: <i>You Never Know!</i><span class="Apple-converted-space"> </span></span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><span class="s1" style="font-kerning: none;"><span class="Apple-converted-space"><br /></span></span></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: center;"><span style="font-size: medium;"><span class="s1" style="font-kerning: none;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: medium;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhDlTXLiTOndfjZC3upFsFZbgcURI_ABrKexj43-4STcuEHcl6Tgw0HMs0sIRw7PX2KjiDBUKT0MaN1vj7V5KijsFfb4K24DsD_VSNY9JbMgEFcoLnKVaPFW2Xf0WM0YE7c8hFgH6h4PnL1N_2iSG6xeMRND3-u52QNat51gSVIfv5t-pylkMz8Failig/s4032/cupcakes%201IMG_8851.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4032" data-original-width="3024" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhDlTXLiTOndfjZC3upFsFZbgcURI_ABrKexj43-4STcuEHcl6Tgw0HMs0sIRw7PX2KjiDBUKT0MaN1vj7V5KijsFfb4K24DsD_VSNY9JbMgEFcoLnKVaPFW2Xf0WM0YE7c8hFgH6h4PnL1N_2iSG6xeMRND3-u52QNat51gSVIfv5t-pylkMz8Failig/s320/cupcakes%201IMG_8851.jpeg" width="240" /></a></span></div><span style="font-size: medium;"><br /><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjAExRvVYULTV3gQVtAJE90Bo6EIUfrCVOUIdf9pNEfiCXuMt3W_4w7iFpruW4AoghA2BuTw00JJEqekjQybwHTWHPewWhULCkc54zpCf8sFYHzHi-0d7jkQs_UaZc9ziwx6vlXqDl_bK6PhMBHA5ldhp65CDrUv_vkdQ_gk3J_BceBGj1JKjO9lToHIQ/s4032/IMG_8853.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4032" data-original-width="3024" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjAExRvVYULTV3gQVtAJE90Bo6EIUfrCVOUIdf9pNEfiCXuMt3W_4w7iFpruW4AoghA2BuTw00JJEqekjQybwHTWHPewWhULCkc54zpCf8sFYHzHi-0d7jkQs_UaZc9ziwx6vlXqDl_bK6PhMBHA5ldhp65CDrUv_vkdQ_gk3J_BceBGj1JKjO9lToHIQ/s320/IMG_8853.jpeg" width="240" /></a></div><br /><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjaMhUFzTDIXK0Nypp5IwNUzt3oJG3JtGly0pl5FW6STQJPS6r_G6iqut6UbpF2WnOAomql_fb5CYazWIh-tOGe5L1uEzoLq9mp8KRChaPd-luHmsNmXp3_tB8e1lSaSefpxuxRXjaLAFEZW_-PLuECET0oDfnG16BfGFkStGGyvFRcZk48aybVxiOTOg/s4032/IMG_8859.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4032" data-original-width="3024" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjaMhUFzTDIXK0Nypp5IwNUzt3oJG3JtGly0pl5FW6STQJPS6r_G6iqut6UbpF2WnOAomql_fb5CYazWIh-tOGe5L1uEzoLq9mp8KRChaPd-luHmsNmXp3_tB8e1lSaSefpxuxRXjaLAFEZW_-PLuECET0oDfnG16BfGFkStGGyvFRcZk48aybVxiOTOg/s320/IMG_8859.jpeg" width="240" /></a></div><br /><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiYWzbZvSCZUZ9IdFDdDLNHy6GCOsDWEiW2jO3VgWlJBmo4ZxFYk0kWRI5O9T0zhIL0XdQrY3zBBtdBR_5wNnk8mM-opaTx0Vr4gwFnmCyWCWsSuY2wT1q0udubPoirjAJ3thEsG6-eaGNLj1i7X-rw1pKghI-sdIqyumnaBUGGzahlE-YZVrgZ6OmQBA/s4032/IMG_8860.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4032" data-original-width="3024" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiYWzbZvSCZUZ9IdFDdDLNHy6GCOsDWEiW2jO3VgWlJBmo4ZxFYk0kWRI5O9T0zhIL0XdQrY3zBBtdBR_5wNnk8mM-opaTx0Vr4gwFnmCyWCWsSuY2wT1q0udubPoirjAJ3thEsG6-eaGNLj1i7X-rw1pKghI-sdIqyumnaBUGGzahlE-YZVrgZ6OmQBA/s320/IMG_8860.jpeg" width="240" /></a></div><br /><span class="Apple-converted-space"><br /></span></span><p></p>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-62365241294178352432022-03-30T10:46:00.002-07:002022-03-30T10:46:40.471-07:00Addendum: Procol Harum - two stories I forgot to share <p><span style="font-family: arial; font-size: large;">Sorry, I r<span style="background-color: white; color: #222222;">emembered these after i published...uggh</span></span></p><p><span style="background-color: white; color: #222222;"><u><span style="font-family: arial; font-size: large;">Capitol Theatre, Passaic, NJ</span></u></span></p><div class="gmail_default" style="background-color: white; color: #222222;"><div class="gmail_default"><div class="gmail_default"><span style="font-family: arial; font-size: large;">1975 or something like that</span></div><div class="gmail_default"><span style="font-family: arial; font-size: large;">Got there with my then wife and realized I had forgotten the tix!</span></div><div class="gmail_default"><span style="font-family: arial; font-size: large;">Didn't know what to do</span></div><div class="gmail_default"><span style="font-family: arial; font-size: large;"><br /></span></div><div class="gmail_default"><span style="font-family: arial; font-size: large;">We were taking a walk around the block and then organist Chris Copping was walking towards us - just us on the street.</span></div><div class="gmail_default"><span style="font-family: arial; font-size: large;"><br /></span></div><div class="gmail_default"><span style="font-family: arial; font-size: large;">I stopped him and told him what happened.</span></div><div class="gmail_default"><span style="font-family: arial; font-size: large;">He said, 'come with me' - took us to the box office and got us two tix - on him!</span></div></div><div class="gmail_default"><span style="font-family: arial; font-size: large;"><br /></span></div><div class="gmail_default"><div class="gmail_default"><span style="font-family: arial; font-size: large;">And one more:</span></div><div class="gmail_default"><span style="font-family: arial; font-size: large;">The successful, local New Jersey band I was in during the late 60's/early 70's called 'Everyone' opened for Procol at a college in NJ. It was during a time that the band (the original band) was not getting along. We shared a 'dressing room' with them but they weren't at all interested in engaging with us (I was the guy in the band that introduced the band to them...we used to do "Kaleidoscope." So, because they were so not nice, as a 'give back' or 'get back' to them we opened with 2001 A Space Odyssey Theme - which at that time they opened a lot of their shows with. Anyway...</span></div><div class="gmail_default"><span style="font-family: arial; font-size: large;"><br /></span></div><div class="gmail_default"><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/a/AVvXsEgu89qd9pgcgLyBdaigy3VF53ql7FTlYTRs3blPfAXPQKmr6ioP0eGyeEklIFyZx_dicmRzewSRzIdvYoOghzpFSpwM8gN_Y8P4xDFPu_9bwqH1UemAmYOKHnQ-lRxJR_wIia4y2cNd51znoVrgL-UuxnBPuJLxyQ-N6fO3D4ub2Gd9GRjA-IvcCz3lcg" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial; font-size: large;"><img alt="" data-original-height="645" data-original-width="960" height="215" src="https://blogger.googleusercontent.com/img/a/AVvXsEgu89qd9pgcgLyBdaigy3VF53ql7FTlYTRs3blPfAXPQKmr6ioP0eGyeEklIFyZx_dicmRzewSRzIdvYoOghzpFSpwM8gN_Y8P4xDFPu_9bwqH1UemAmYOKHnQ-lRxJR_wIia4y2cNd51znoVrgL-UuxnBPuJLxyQ-N6fO3D4ub2Gd9GRjA-IvcCz3lcg" width="320" /></span></a></div><span style="font-family: arial; font-size: large;"><br /></span><br /></div></div></div>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-89608976050177022902022-03-30T04:54:00.001-07:002022-03-30T04:54:24.920-07:00Gary Brooker (Procol Harum): 1945-2022<p> </p><div class="separator" style="clear: both; text-align: left;"><p class="p1" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;">Gary Brooker (Procol Harum)</span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;">May 1945 – February 2022</span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;"> </span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;">A few weeks ago, we got the news that Gary Brooker of the band Procol Harum had died. Gary was ‘the’ voice of the band. He was also the pianist and co-wrote many of the songs with lyricist supreme, Keith Reid.<span class="Apple-converted-space"> </span></span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;"> </span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;">Gary was the founder of Procol Harum and the one member who played with the band from its inception in 1966 until 2019 when his cancer finally forced him to stop touring.</span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;"> </span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;">Gary was a highly regarded musician playing along side people like George Harrison, Eric Clapton, Jeff Beck, Bill Wyman, Ringo Starr,<span class="Apple-converted-space"> </span></span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;"> </span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;">I fell in love with the band when I first heard <i>Whiter Shade of Pale</i></span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;"><br /></span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;">While many of you may not know of Procol Harum, the one song that continues to be played, and was their first hit, is <i>Whiter Shade of Pale, co-written by Brooker, Keith Reid and organist Matthew Fisher</i>. The lyrics of that song have been a long-time mystery – even to fans of the band. Here they are:</span></p><p class="p2" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;"> </span></p><p class="p3" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;"><i>We skipped the light fandango</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>Turned cartwheels 'cross the floor</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>I was feeling kinda seasick</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>The crowd called out for more</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>The room was humming harder</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>As the ceiling flew away</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>When we called out for another drink</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>The waiter brought a tray</i></span></p><p class="p3" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;"><i>And so it was that later</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>As the miller told his tale</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>That her face, at first just ghostly</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>Turned a whiter shade of pale</i></span></p><p class="p3" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;"><i>She said "there is no reason"</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>And the truth is plain to see</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>But I wandered through my playing cards</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>Would not let her be</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>One of sixteen vestal virgins</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>Who were leaving for the coast</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>And although my eyes were open</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>They might have just as well've been closed</i></span></p><p class="p3" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;"><i>And so it was that later</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>As the miller told his tale</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>That her face, at first just ghostly</i></span><span class="s1" style="font-kerning: none;"><i><br /></i></span><span class="s2" style="background-color: white; font-kerning: none;"><i>Turned a whiter shade of pale</i></span></p><p class="p4" style="background-color: white; font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><i>And so it was that later</i></span></p><p class="p4" style="background-color: white; font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><i> </i></span></p><p class="p4" style="background-color: white; font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;">As a keyboardist, who has played organ and piano in rock bands for many years, I had always been influenced by Procol Harum. I got to see them a number of times, including one concert in Aix en Provence, shortly after a MIPIM conference ended. <span class="Apple-converted-space"> </span></span></p><p class="p4" style="background-color: white; font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"> </span></p><p class="p4" style="background-color: white; font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;">In 1991, a friend alerted me to a show at Town Hall in midtown Manhattan. I called and they were sold out. Not one to give up easily, I wrote a letter to the head of ticket sales at the venue. It related my history as a fan of the band and the influence they, and especially organist had had on me. Amazingly, I got a call, “We received your heartfelt letter and there will be a ticket waiting for you at the box office!” There’s still more: When I picked up the ticket, the woman who had helped me said that she was also giving me a ticket to the ‘after party’ across the street. I was so overwhelmed. <span class="Apple-converted-space"> </span></span></p><p class="p4" style="background-color: white; font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"> </span></p><p class="p4" style="background-color: white; font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;">The concert was great – the auditorium filled with serious Procol Harum fans. After the show I went across the street. It was a relatively small group of fans and record industry folks. I saw Gary Brooker and Keith Reid talking to a couple of people and ambled over to them, standing off to the side. Gary made eye contact with me, suggesting I just hang for a few minutes. I got a chance to talk with Gary and Keith for a while. <span class="Apple-converted-space"> </span></span></p><p class="p4" style="background-color: white; font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"> </span></p><p class="p4" style="background-color: white; font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;">Organist Matthew Fisher was sitting on a couch in the corner, seemingly not interested in engaging with anyone. So, I didn’t approach him.</span></p><p class="p4" style="background-color: white; font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"> </span></p><p class="p4" style="background-color: white; font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;">The next day, I sent flowers to the woman who made this experience possible. She called me: “Thank you for the flowers. Did you get a chance to talk with Matthew?” I told her that I hadn’t. “I gave him your letter and he was looking forward to meeting you!” Crazy, right? Or maybe not so. It validated the power of honest and open communication and not being afraid to take a shot at things.</span></p><p class="p3" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s2" style="background-color: white; font-kerning: none;"> </span></p><p class="p1" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;">If you are interested in learning more about Gary and Procol Harum here is a fan managed <a href="https://www.procolharum.com/gary-brooker-obituary.htm">website</a> </span></p><p class="p1" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"> </span></p><p class="p1" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;">Like many fans, we were hoping that Gary would beat the cancer and go on the road one last time – as the band had planned.</span></p><p class="p1" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"> </span></p><p class="p1" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;">But alas…</span></p><p class="p1" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s1" style="font-kerning: none;"><br /></span></p><p class="p1" style="font-family: Calibri; font-size: 24px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhdRNCTHJpNSLaiGYTLkUfKr6XDw9dBZWF1GBwEUpdVynxOTHYKFWe6TcxVY9SjZSMtQfcBjxKatEkGZw2nImwJDoqG8G6Xor-fLnOqU_AKiTokYAwGUUl90S3Jxnl_ebV6O4dq7OONU2oyrBP6gGd0bD0gaHtJ2t1xKYH_y91HGyWLkoWMJC4gRAm20Q/s266/Brooker.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="color: black;"><img border="0" data-original-height="190" data-original-width="266" height="190" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhdRNCTHJpNSLaiGYTLkUfKr6XDw9dBZWF1GBwEUpdVynxOTHYKFWe6TcxVY9SjZSMtQfcBjxKatEkGZw2nImwJDoqG8G6Xor-fLnOqU_AKiTokYAwGUUl90S3Jxnl_ebV6O4dq7OONU2oyrBP6gGd0bD0gaHtJ2t1xKYH_y91HGyWLkoWMJC4gRAm20Q/s1600/Brooker.jpeg" width="266" /></span></a></div><br /><span class="s1" style="font-kerning: none;"><br /></span><p></p></div><br /><p></p>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-79484202392171343882022-03-04T11:39:00.000-08:002022-03-04T11:39:06.493-08:00Do you manage or lead? <p><span style="font-family: verdana; font-size: medium;"><b>Do you manage or lead?</b></span></p><p><span style="font-family: verdana; font-size: medium;">Last week, while standing on the checkout line at Whole Foods, I heard an announcement over the P.A. system that made me pause: “Would someone in leadership please come to the customer service desk.” This statement got me thinking about the difference between leadership and management. </span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;">While researching this subject, I discovered a Harvard Business Review blog (published August 2, 2013) by Vineet Nayar. As vice chairman of HCL Technologies, an India-based global IT services company, Nayar suggests there are three differences between managers and leaders. How he describes these differences resonated with me. The following is quoted directly from his post:</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"> </span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"><b>Counting value vs. creating value</b>.</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;">You’re probably counting value, not adding it, if you’re managing people. Only managers count value; some even reduce value by disabling those who add value. If a diamond cutter is asked to report every 15 minutes how many stones he has cut, by distracting him, his boss is subtracting value.</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"> </span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;">By contrast, leaders focus on creating value, saying: “I’d like you to handle A while I deal with B.” He or she generates value over and above that which the team creates and is as much a value-creator as his or her followers are. Leading by example and leading by enabling people are the hallmarks of action-based leadership.</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"> </span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><b><span style="font-family: verdana; font-size: medium;">Circles of influence vs. Circles of power.</span></b></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;">Just as managers have subordinates and leaders have followers, managers create circles of power while leaders create circles of influence.</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"> </span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;">The quickest way to figure out which of the two you’re doing is to count the number of people outside your reporting hierarchy who come to you for advice. The more that do, the more likely it is that you are perceived to be a leader.</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"> </span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"><b>Leading people vs. Managing work</b>.</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;">Management consists of controlling a group or a set of entities to accomplish a goal. Leadership refers to an individual’s ability to influence, motivate, and enable others to contribute toward organizational success. Influence and inspiration separate leaders from managers, not power and control.</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"> </span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;">I encouraged my colleague to put this theory to the test by inviting his teammates for chats. When they stop discussing the tasks at hand — and talk about vision, purpose, and aspirations instead, that’s when you will know you have become a leader.”</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"> </span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><br /></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><i><span style="font-family: verdana; font-size: medium;">Steve’s comment: Clearly, leadership is much more than a simple management style. Great leaders nourish their successors. And, as firms develop their succession plans, it is increasingly more important to attract, develop and retain high-potential leaders in the organization. The next generation of leadership becomes the focus of all stakeholders in the firm. </span></i></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><i><span style="font-family: verdana; font-size: medium;"> </span></i></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><i><span style="font-family: verdana; font-size: medium;">How would your career or mine have evolved differently if we had been exposed to extraordinary leadership skills vs. basic management techniques? </span></i></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"> ~~</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;">Here are some leadership perspectives from a blog by Marie Peeler of Peeler Associates, which are poignant to this discussion:</span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 5px 0px;"></p><ul style="text-align: left;"><li><span style="font-family: verdana; font-size: medium;">Managers develop policies and procedures. Leaders develop vision and strategy.</span></li><li><span style="font-family: verdana; font-size: medium;">Managers direct and control. Leaders motivate and inspire. Stated another way, managers get people to do what needs to be done. Leaders get people to want to do what needs to be done (read that again if you need to; the distinction is subtle.)</span></li><li><span style="font-family: verdana; font-size: medium;">Managers explain, “What we have to do.” Leaders explain, “Where we are going.”</span></li><li><span style="font-family: verdana; font-size: medium;">Managers give directions. Leaders ask questions.</span></li><li><span style="font-family: verdana; font-size: medium;">Managers are concerned with the here and now. Leaders are concerned with the long view.</span></li><li><span style="font-family: verdana; font-size: medium;">Managers are bottom-line oriented. Leaders are big-picture oriented.</span></li><li><span style="font-family: verdana; font-size: medium;">Managers are concerned with projects. Leaders are concerned with people.</span></li></ul><span style="font-family: verdana; font-size: medium;"><br /></span><p></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><i><span style="font-family: verdana; font-size: medium;">Steve’s comments:</span></i></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><i><span style="font-family: verdana; font-size: medium;">After absorbing the writing of both Nayar and Peeler, I thought more about my own career; were the people I reported to managers or leaders? I also reflected on my own style and wondered how I was seen by those I supervised.</span></i></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><i><span style="font-family: verdana; font-size: medium;"> </span></i></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><i><span style="font-family: verdana; font-size: medium;">What about you? When you look in the mirror do you see a manager or a leader? And would you like to make any adjustments to your own style? No time like the present.</span></i></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><i><span style="font-family: verdana; font-size: medium;"><br /></span></i></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"><u>Steve's travels:</u></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;">March 23-25: PREA (Pension Real Estate Association) Spring Conference, Beverly Hills, CA [<a href="https://prea.org/spring2022/">https://prea.org/spring2022/</a></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><br /></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;">Spring 2022: London to host my first Fish 'n' Chips & Pint Thing [Couldn't call it Pizza/Drink Thing in London, right?] Stay tuned for announcement of date and venue.</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: verdana; font-size: medium;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><br /></p>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-80759316682762482912022-02-11T11:50:00.000-08:002022-02-11T11:50:40.666-08:00Finding Peace / Zen Habits / Boost Your Happiness<p><span style="font-family: trebuchet; font-size: medium;">OMG…almost the middle of February already? Dare we think that things are getting towards some type of PC (pre-COVID) normal? </span></p><p><span style="font-family: trebuchet; font-size: medium;">One thing I’ve done to make myself more peaceful is eliminate news from my life: I don’t read, listen to or watch any news. I do keep up on LinkedIn with real estate industry stuff. What I’ve learned is that if there’s something really important for me to know either my brother or a close friend in London will tell me. (Note: I’m not suggesting this approach is for anyone else, however, I have had a lot of folks tell me they admire me for this!)</span></p><p><span style="font-family: trebuchet; font-size: medium;">I found the following two items that I shared here many years. When I first found them, I did start employing some of the suggestions and they’ve helped – all I need is to remember them!</span></p><p><b><span style="font-family: trebuchet; font-size: medium;">Zen Habits</span></b></p><p><span style="font-family: trebuchet; font-size: medium;">Have you ever wondered why someone comes into your life at a certain time? Or why you hear a song that means so much to you just at the time you needed to hear it. Or when something arrives in your mailbox, and it says things that you’ve been thinking or that you read at another time in your life and the day it appears is the day that you needed reinforcement?</span></p><p><span style="font-family: trebuchet; font-size: medium;">Well, that happened to me this week when an email called “Zen Habits” arrived. Maybe some of it has meaning for you too. </span></p><p><span style="font-family: trebuchet; font-size: medium;">1. Surround yourself with passionate people.</span></p><p><span style="font-family: trebuchet; font-size: medium;">2. Create space. If you don’t give big ideas room, they’ll never show up.</span></p><p><span style="font-family: trebuchet; font-size: medium;">3. Help someone in a way only you can.</span></p><p><span style="font-family: trebuchet; font-size: medium;">4. Keep a journal of what inspires and excites you.</span></p><p><span style="font-family: trebuchet; font-size: medium;">5. Challenge the norm.</span></p><p><span style="font-family: trebuchet; font-size: medium;">6. Scare yourself – live outside your comfort zone.</span></p><p><span style="font-family: trebuchet; font-size: medium;">7. Find the right reasons: You can’t control what happens, but you can control your reaction to it. What challenges have come up today? How could you reframe them? The juiciest possibilities often have the best disguises. notice them.</span></p><p><span style="font-family: trebuchet; font-size: medium;">8. Learn something new.</span></p><p><span style="font-family: trebuchet; font-size: medium;">9. The point is to constantly fuel something that interests you.</span></p><p><span style="font-family: trebuchet; font-size: medium;">“Above all, be true to yourself, and if you cannot put your heart in it, take yourself out of it.” Hardy D. Jackson</span></p><p><span style="font-family: trebuchet; font-size: medium;">“Life is all about trying-trying new things, not being afraid to try...."</span></p><p><span style="font-family: trebuchet; font-size: medium;">~~</span></p><p><b><span style="font-family: trebuchet; font-size: medium;">10 Small Ways to Boost Your Happiness This Year</span></b></p><p><span style="font-family: trebuchet; font-size: medium;">A simple mindset shift can go a long way.</span></p><p><span style="font-family: trebuchet; font-size: medium;">Below are the habits of happy people.</span></p><p><span style="font-family: trebuchet; font-size: medium;">1. Maintain a positive and optimistic outlook. </span></p><p><span style="font-family: trebuchet; font-size: medium;">2.Focus on what you can control. </span></p><p><span style="font-family: trebuchet; font-size: medium;">3. Surround yourself with happy people. </span></p><p><span style="font-family: trebuchet; font-size: medium;">4. Enjoy your work. </span></p><p><span style="font-family: trebuchet; font-size: medium;">5. Have a life outside of work and change how you view money. </span></p><p><span style="font-family: trebuchet; font-size: medium;">6. Be flexible. </span></p><p><span style="font-family: trebuchet; font-size: medium;">7. Sleep healthy, eat healthy and move. </span></p><p><span style="font-family: trebuchet; font-size: medium;">8. Let go of grudges. </span></p><p><span style="font-family: trebuchet; font-size: medium;">9. Cultivate and nurture social relationships. </span></p><p><span style="font-family: trebuchet; font-size: medium;">10. Experience life. </span></p><p><span style="font-family: trebuchet; font-size: medium;"><br /></span></p><p><b><span style="font-family: trebuchet; font-size: medium;"></span></b></p><div class="separator" style="clear: both; text-align: center;"><b><span style="font-family: trebuchet; font-size: medium;">Happy Valentine's Day!</span></b></div><b><span style="font-family: trebuchet; font-size: medium;"><br /></span></b><p></p><p><span style="font-family: trebuchet; font-size: medium;"><br /></span></p><p><br /></p>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-33258854026612276002022-01-19T04:29:00.000-08:002022-01-19T04:29:11.985-08:00In memoriam: Dick Steinberg - My mentor<p><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">In memoriam: Dick Steinberg</p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">Dick Steinberg of Mall Properties / now Olshan Properties, died the other day. <span class="Apple-converted-space"> </span></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">I got the news from a long-time friend, and former colleague at Mall Properties.</p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">Dick was one of the most respected people in the shopping mall / shopping center industry.<span class="Apple-converted-space"> </span>He was Executive Vice President of the ‘vertically-integrated’ (although I don’t think that term was used much in the 1980’s when I worked there) firm that built several well - known regional malls:<span class="Apple-converted-space"> </span>Cortana Mall, Baton Rouge, LA; Coliseum Mall, Hampton, VA; Northway Mall, Colonie (Albany), NY. <span class="Apple-converted-space"> </span></p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">Dick was both my boss and mentor.<span class="Apple-converted-space"> </span>He taught me many things that were extremely valuable, not only to the work I did but also in my life.<span class="Apple-converted-space"> </span>Dick taught me the subtlities of negotiating real estate leases so that it resulted in a win-win.</p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">He showed a sincere interest in me from the day I went to interview with he and Mort Olshan, CEO of Mall. <span class="Apple-converted-space"> </span></p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">Thinking back now I remember sitting with them in Dick’s office on the 11<sup>th</sup> floor of an office building on Madison & 60<sup>th</sup> Street.<span class="Apple-converted-space"> </span>I had been introduced to them by an industry friend, who worked at Mall Properties.<span class="Apple-converted-space"> </span>I was in between jobs.</p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">As I sat there, answering questions, I saw they had interest in me. As the conversation progressed, I asked them for a ‘signing bonus.’<span class="Apple-converted-space"> </span>I remember both with big smiles on their faces and Mort said, ‘What, do you think this is the New York Yankees?’<span class="Apple-converted-space"> </span>Side note:<span class="Apple-converted-space"> </span>Mort became (and I believe still is) a significant shareholder in the Yankees!</p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">Prior to joining Mall I had worked on some distressed retail property assignments.</p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">Mall Properties had bought a large community shopping center in West Babylon, Long Island, NY with plans to renovate it and redevelop it with higher rents.<span class="Apple-converted-space"> </span>Shortly after that purchase closed, the one department store informed Mall that they would be moving to an enclosed regional mall in a town not that far away.<span class="Apple-converted-space"> </span></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">That left a three-story, 160,000 square foot (if my memory serves me correctly) department store sitting in Great South Bay Shopping Center - not the highest priority location for another department store.<span class="Apple-converted-space"> </span>My first project was to turn that property around and Dick Steinberg and I worked closely together on that and ended up putting a Caldor Discount Department store on the first floor and worked at leasing the top two floors to office space - which was not a huge success.</p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">I’d meet with Dick every day to report progress.<span class="Apple-converted-space"> </span>His door was always open and some days I’d walk in multiple times - discussing a lease I was negotiating and sometimes moaning about the leasing how difficult things were. He said, "You can do this...that's why we hired you!). </p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">Dick was always supportive and understanding of the challenges I was facing in this project (and others I inherited).<span class="Apple-converted-space"> </span>He always had some good suggestions of things I could try – and I did. <span class="Apple-converted-space"> </span></p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">Dick and I also worked together on the redevelopment of class-B enclosed mall in Colonie (Albany), New York called Northway Mall.<span class="Apple-converted-space"> </span>The timing was right, and we converted it to a successful outlet and off-price center.<span class="Apple-converted-space"> </span></p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">Dick Steinberg was always respectful of the team at Mall.<span class="Apple-converted-space"> </span>We all worked together well – even with challenging situations.</p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">In 1985 when I had a heart scare (that turned out to be a misdiagnosis), when I was allowed to come back into the office for a half-day (which I was itching to do), Dick allowed me to use a car service to drive me to and from my house which was about a 40-minute drive in New Jersey. <span class="Apple-converted-space"> </span></p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">Dick was a Boston native and, as you would expect, had a typical Boston dry sense of humor – although he didn’t have that Boston accent.</p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">Dick and I stayed in touch over the years; I’d go into the office when I was in the city and then, after he retired, we’d meet for lunch about once a year and catch up on things (mostly him asking me questions of how things were – in business and with me personally).<span class="Apple-converted-space"> </span>I always looked forward to seeing him.<span class="Apple-converted-space"> </span>I will miss him. Dick Steinberg was a class act.</p><p class="p2" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 44px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">My condolences to his wife and family.</p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><br /></p><p class="p1" style="font-family: Calibri; font-size: 36px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;">RIP my mentor and friend….<span class="Apple-converted-space"> </span></p><p></p><div class="separator" style="clear: both; text-align: center;"><br /></div><br /><p></p>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-62307329199658490972022-01-07T06:30:00.000-08:002022-01-07T06:30:46.111-08:00Friday Smile: Peter Lewis on the Koala Bear<p> </p><p><span style="font-family: Calibri, sans-serif;"><span style="font-size: 32px; white-space: pre-wrap;"><b>Friday Smile</b></span></span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">Many of you remember Peter Lewis.</span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">I first met him when he worked for MIT and oversaw their real estate investing program.</span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">Peter was, if not the first, one of the first significant size U.S. institutional investors to start investing outside the U.S.</span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;"> </span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">Sadly, Peter died on March 2, 2013 - way before 'his time.' I just this week found an email Peter wrote me on November 6, 2005, about something I had written in this column.</span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;"><br /></span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">I hope it brings a smile to your face...just like it did to mine!</span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;"><br /></span></p><p><span style="font-family: Calibri, sans-serif; font-size: 24pt; font-weight: 700; white-space: pre-wrap;">Peter Lewis on the Koala Bear</span></p><span id="docs-internal-guid-4644bf83-7fff-3a10-7305-d761740d8507"><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><br /></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-style: italic; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">Hi Steve,</span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;"> </span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-style: italic; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">It was good to see you at that conference, however brief it was. I don't know whether you can use this in your "On the Road" feature, but perhaps you'll find it amusing. I was totally exhausted when I had the following crazy thoughts:</span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;"> </span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-style: italic; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">At the end of an exhausting week that included two separate trips, both without avoiding direct flights, but including two conference panels, numerous meetings, and generally being on all the time, sometimes the simplest, nondescript things assume undeserved attention.</span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;"> </span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-style: italic; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">Such was the case when I spotted Koala Kare Center in an airport restroom. Punchy from lack of sleep, I thought about the product name and imagined the convenience if I had decided to travel with my pet koala and nature had called.</span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;"> </span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-style: italic; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">I don’t often take her on business trips. She doesn’t like traveling if she’s not in the main cabin even though she's from down under. It’s both claustrophobic and cruel to place her in my carry-on, and my clothes don’t always arise in pristine condition. Her claws are even sharper than the last one inserted by counsel in a recent document draft and her communications via “bellowing” can make the nights unbearable. Add to that the difficulty in finding hotel atria with eucalyptus trees and you get an idea of the added complications. On the other hand, few other real estate professionals travel with a koala and there is a certain power in the first impression. </span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;"> </span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-style: italic; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">As a baby, she was certainly popular with all the Cub fans in Chicago. And then there’s the convenience of her pouch to carry CDs and boarding passes! I may take her with me more often now that I know that airports truly care. That means stocking up on koala diapers which are difficult to find at your local Wal-Mart, which tends to favor pandas. She can run as fast as a rabbit, which has led to some hare-raising experiences, and she sleeps for up to 19 hours a day, perfect behavior for many conferences and presentations. But travel excites her, and she is probably looking forward to a future trip to a namesake designation like Kuala Lumpur.</span></p><p dir="ltr" style="background-color: white; line-height: 1.2; margin-bottom: 0pt; margin-top: 0pt;"><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-style: italic; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;">Peter</span></p><div><span style="background-color: transparent; font-family: Calibri, sans-serif; font-size: 24pt; font-style: italic; font-variant-east-asian: normal; font-variant-numeric: normal; vertical-align: baseline; white-space: pre-wrap;"><br /></span></div></span>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com1tag:blogger.com,1999:blog-6721014864942860272.post-59036210972649797842022-01-01T07:23:00.000-08:002022-01-01T07:23:40.725-08:002022: A year of second opportunities!<p class="p1" style="-webkit-text-stroke-color: rgb(0, 0, 0); font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 12px;"><span class="s1" style="font-kerning: none;"> </span></p><table cellpadding="0" cellspacing="0" class="t1" style="border-collapse: collapse;"><tbody><tr><td class="td1" style="width: 662px;" valign="middle"><table cellpadding="0" cellspacing="0"><tbody><tr><td class="td2" style="margin: 0.5px; width: 662px;" valign="middle"><table cellpadding="0" cellspacing="0" class="t2" style="border-collapse: collapse; max-width: 600px; table-layout: fixed;"><tbody><tr><td class="td3" style="padding: 0px 16px 8px; width: 662px;" valign="top"><table cellpadding="0" cellspacing="0" class="t1" style="border-collapse: collapse;"><tbody><tr><td class="td4" style="padding: 12px; width: 544px;" valign="middle"><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;"><b>Apologies if you've gotten this already...having challenges with my distribution system...</b></span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;"><b>2022: A year of second opportunities!</b></span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">I feel 2022 is going to be a year of second opportunities (hey, there are lots of 2’s)! While ‘second chances’ is a commonly used phrase, ‘opportunities’ is much more positive, right?</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">Fortunately, I got a jump on the game in 2021 enrolling in a course called Positive Intelligence (Founded by Shirzad Chamine and facilitated by my business partner Liz Weiner).</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">It’s an amazing ‘mental fitness’ program that has been, and, I don’t use this expression lightly, life-changing. How, you may ask? Well, what the program offers are tools to identify and manage what they call our Saboteurs (I’ve referred to them as my Demons):</span></p><ul class="ul1"><li class="li3" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s3" style="background-color: white;"></span><span class="s2" style="background-color: white; font-kerning: none;">“Saboteurs are the voices in your head that generate negative emotions in the way you handle life’s everyday challenges. They represent automated patterns in your mind for how to think, feel, and respond. They cause all of your stress, anxiety, self-doubt, frustration, restlessness, and unhappiness. They sabotage your performance, wellbeing, and relationships.”</span></li></ul><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">Pretty heavy, right? Well, it opened my eyes to a lot of things that had been having a negative influence on me. The program then also gave me ways to build my positive mindset.</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">One of my new year’s ‘resolutions’, for the past oh so many years, has been to take better care of myself. I am proud to say that I have made positive changes and that I know I will always be a work in progress (as I’m pretty sure all of us are!). I am sincerely feeling more at peace with myself and happier than ever before in my life!</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">So, you may want to take a look at how Liz describes this mental fitness coaching</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">(<a href="https://p.feedblitz.com/t3.asp?/877266/55426186/8111984_/~lizweinercoaching.com/mental-fitness"><span class="s1" style="font-kerning: none;">https://lizweinercoaching.com/mental-fitness</span></a>).</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">~</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">The other day I started reading a book on the amazing new Kindle that my sons and their families gave me: “Life’s Greatest Lessons: 30 Things That Matter.” I’m only a little ways into it but have already found some powerful hints.</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">Here are some of my takeaways from the chapter called: Life is Also Fun…and Incredibly Funny. Btw, this truly resonates with me. For much of my life I took things way too seriously and I wasn’t much fun to be around - at least for just some of the time, I hope:)</span></p><ul class="ul1"><li class="li3" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s3" style="background-color: white;"></span><span class="s2" style="background-color: white; font-kerning: none;">“Human beings need to have fun. We need to play and most importantly we need to laugh”</span></li><li class="li3" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s3" style="background-color: white;"></span><span class="s2" style="background-color: white; font-kerning: none;">“Life may be hard and at times unfair, but that doesn’t mean it has to be intolerable…humor is what helps the most”</span></li><li class="li3" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s3" style="background-color: white;"></span><span class="s2" style="background-color: white; font-kerning: none;">“When we get bogged down with some of the ordeals of life, we need a diversion. One of the best is humor and one of the most important ways we can do that is to learn to not take ourselves so seriously”</span></li><li class="li3" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s3" style="background-color: white;"></span><span class="s2" style="background-color: white; font-kerning: none;">“The only way to survive is to get plenty of laughs along the way. And we get those laughs when we look for them.” (Note from me: The author, Hal Urban, recommends watching two movies - Zorba the Greek and A Thousand Clowns. I saw the Clowns movie a million years ago - and I’m going to watch it again this weekend)</span></li><li class="li3" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s3" style="background-color: white;"></span><span class="s2" style="background-color: white; font-kerning: none;">“...only when the mind is in a restful state does it work most creatively”</span></li><li class="li3" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s3" style="background-color: white;"></span><span class="s2" style="background-color: white; font-kerning: none;">“People who laugh together can work longer and harder together, and with more effectiveness”</span></li><li class="li3" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s3" style="background-color: white;"></span><span class="s2" style="background-color: white; font-kerning: none;">“Everything should be made as simple as possible”</span></li><li class="li3" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s3" style="background-color: white;"></span><span class="s2" style="background-color: white; font-kerning: none;">“Laughter has been known to soothe jangled nerves, reduce tension, calm tempers, stimulate creativity and simply make life more fun”</span></li><li class="li3" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s3" style="background-color: white;"></span><span class="s2" style="background-color: white; font-kerning: none;">“Laughter works wonders in relationships. Someone once said that laughter is the shortest distance between two people. It has a way of uniting them”</span></li><li class="li3" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span class="s3" style="background-color: white;"></span><span class="s2" style="background-color: white; font-kerning: none;">“It’s important to be able to laugh at ourselves. People who know how to laugh at themselves will never cease to be entertained”</span></li></ul><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">~</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">A quote from Johann Wolfgang von Goethe that I've always liked, "What you can do, or dream you can do, begin it! Boldness has genius, power and magic in it." <i>[Note: I discovered this when I was consulting for Herb Kohler on the development of a high-end specialty shopping center, Woodlake Kohler, in (you guessed it!) </i><a href="https://p.feedblitz.com/t3.asp?/877266/55426186/8111984_/~www.destinationkohler.com/"><span class="s1" style="font-kerning: none;"><i>Kohler, Wisconsin</i></span></a><i>, next door to Sheboygan - home of </i><a href="https://p.feedblitz.com/t3.asp?/877266/55426186/8111984_/~www.brat-days.com/"><span class="s1" style="font-kerning: none;"><i>Brat Days (like Bratwurst)</i></span></a><i>].</i></span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">And, while I’m hot on quotes right now, a long-time friend’s father once told her - about both her life and her career: “You don’t have to be going straight, just forward.”</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">~</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">In these challenging times for us all, I wish you and your families a peaceful, happy and healthy start of 2022! If we all allocate energy into waking up every day with a smile on our face, and show the world all the love in our hearts* I believe things will get better. (*from Carole King’s song ‘Beautiful’)</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">Looking forward to seeing you early next year!</span></p><p class="p2" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px;"><span class="s2" style="background-color: white; font-kerning: none;">Steve</span></p><p class="p4" style="-webkit-text-stroke: rgb(0, 0, 0); font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px; min-height: 23px;"><span class="s1" style="font-kerning: none;"></span><br /></p><p class="p5" style="-webkit-text-stroke: rgb(0, 0, 0); font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 21px;"><span class="s1" style="font-kerning: none;"></span><br /></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/a/AVvXsEjvDmt7xQbNtTedmPxsGYE2vtWieQok0tlFYxxXeIEa-_nK_R1yttMNvGwkLRj7c81N4-UeOBHEaGEzAok6yYn_vEX2nsM1-gb_AVGk0zB7EV9mcU1HBDi4K9jBId2R1lTDYv37RukW7jbUFD-72NuE2icvBhnmndDalkwpbDzNTxsiZ35Eoz9h5w9Eeg=s4032" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4032" data-original-width="3024" height="320" src="https://blogger.googleusercontent.com/img/a/AVvXsEjvDmt7xQbNtTedmPxsGYE2vtWieQok0tlFYxxXeIEa-_nK_R1yttMNvGwkLRj7c81N4-UeOBHEaGEzAok6yYn_vEX2nsM1-gb_AVGk0zB7EV9mcU1HBDi4K9jBId2R1lTDYv37RukW7jbUFD-72NuE2icvBhnmndDalkwpbDzNTxsiZ35Eoz9h5w9Eeg=s320" width="240" /></a></div><br /><p class="p5" style="-webkit-text-stroke: rgb(0, 0, 0); font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 21px;"><br /></p><p class="p6" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 11.2px; text-align: center;"><span class="s2" style="background-color: white; font-kerning: none;">Subway Station: Hey - it's New York City!</span></p><p class="p6" style="-webkit-text-stroke: rgb(0, 0, 0); color: #1a1a1a; font-family: Arial; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 11.2px; text-align: center;"><span class="s2" style="background-color: white; font-kerning: none;">(btw she was a fantastic cellist!)</span></p><p class="p4" style="-webkit-text-stroke: rgb(0, 0, 0); font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 14px; min-height: 23px;"><span class="s1" style="font-kerning: none;"></span><br /></p><p class="p7" style="-webkit-text-stroke: rgb(0, 0, 0); font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 10px; min-height: 23px;"><span class="s1" style="font-kerning: none;"><b></b></span><br /></p></td></tr></tbody></table><p class="p8" style="-webkit-text-stroke: rgb(0, 0, 0); font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 23px;"><span class="s1" style="font-kerning: none;"></span><br /></p></td></tr></tbody></table></td></tr></tbody></table><p class="p8" style="-webkit-text-stroke: rgb(0, 0, 0); font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 23px;"><span class="s1" style="font-kerning: none;"></span><br /></p></td></tr></tbody></table><table cellpadding="0" cellspacing="0" class="t1" style="border-collapse: collapse;"><tbody><tr><td class="td5" style="width: 600px;" valign="middle"><table cellpadding="0" cellspacing="0"><tbody><tr><td class="td6" style="margin: 0.5px; width: 600px;" valign="middle"><table cellpadding="0" cellspacing="0" class="t3" style="border-collapse: collapse; table-layout: fixed; width: 600.0px;"><tbody><tr><td class="td5" style="width: 600px;" valign="middle"><p class="p9" style="-webkit-text-stroke: rgb(0, 0, 0); font-family: "Trebuchet MS"; font-size: 18px; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 21px; text-align: center;"><span class="s1" style="font-kerning: none;"></span><br /></p></td></tr></tbody></table></td></tr></tbody></table></td></tr></tbody></table>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-28208986223736860392021-12-03T12:11:00.000-08:002021-12-03T12:11:26.012-08:00PERE America Forum NYC / Cornell-Hodes Weill Survey / Steinway Concert Grand / Pizza_Drink Thing / Job Opportunities<p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><br /></span></div><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><b><span style="font-family: arial; font-size: large;">PERE America Forum - NYC</span></b></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">About 200 people converged in NYC this week for the PERE America Forum.<span class="Apple-converted-space"> </span>Having had a relationship with PERE since 2008 it was exciting to see them able to re-launch in person events.<span class="Apple-converted-space"> </span>The PERE folks did a great job! <span class="Apple-converted-space"> </span></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">One of the wonderful byproducts of attending events, as I’ve shared with you before, is the opportunity to see people you know and also meet people you had not met before. I met and talked with about 20 people who I had not yet met – all passionate about the real estate industry.<span class="Apple-converted-space"> </span>PERE gave me the opportunity to facilitate a closed-door breakfast conversation with LP’s (Limited Partners – pension funds, family offices, etc.) as well as moderate a panel.<span class="Apple-converted-space"> </span>The event was also streamed live.</span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Here are a few of my observations:<span class="Apple-converted-space"> </span></span></p><ul class="ul1"><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Attendance was about 50/50 female / male</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Quite a few people were mid-level rising stars</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">A number are emerging managers (or at least managers who have already emerged but I had not met them before)</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Prominent family offices in attendance</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Single Family Rental (SFR) mentioned almost too many times to count!</span></li></ul><p class="p3" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px 0px 0px 36px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Some comments from panelists:</span></p><ul class="ul1" style="list-style-type: disc; text-align: left;"><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">U.S. investors have pretty much stayed in the U.S. during the past couple of years</span></li><ul class="ul1" style="list-style-type: disc;"><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">There’s lots of opportunity<span class="Apple-converted-space"> </span></span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Don’t need to go offshore</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Interested in Logistics in Europe</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Life Sciences in Europe will attract more U.S. investors </span></li></ul><li><span style="font-family: arial; font-size: large;">European investors</span></li><ul class="ul1" style="list-style-type: disc;"><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Pent-up demand for U.S. Investments</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Core/ Core + / Value add</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Fixed income returns have been low in Europe</span></li></ul><li><span style="font-family: arial; font-size: large;">Asian investors</span></li><ul class="ul1" style="list-style-type: disc;"><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Like liquidity that U.S. offers</span></li></ul><li><span style="font-family: arial; font-size: large;">Residential Build to Rent - headline news / lots of $$$ going towards it</span></li><ul><li><span style="font-family: arial; font-size: large;">Easy for institutional sponsors to invest in this</span></li></ul><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Industrial: The customer (tenant) is in the lead’ - “All boats rise on a rising ocean”</span></li><ul><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">80,000 shortage of delivery drivers in U.S.</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Goods need to be closer to the customer</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">“The customer always wants things faster”</span></li></ul><li><span style="font-family: arial; font-size: large;">e-Commerce<span class="Apple-converted-space"> </span></span></li><ul><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">U.S. +/- mid-teens of retail sales</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Other developed countries around the world +/- 30%</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Supply chain interruption - more manufacturing being done in U.S.</span></li></ul><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">ESG (Environmental, Social, Governance)</span></li><ul class="ul1" style="list-style-type: disc;"><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">“Kids are pushing for sustainable everything”</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Investors expect managers have a process, substance and commitment to an ESG policy</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Across their business</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Not just ‘checking the box’</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Not just a piece of paper anymore</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">ESG Important in EuropeStarting to get more important in U.S.</span></li></ul><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">“Net Zero” - will continue to come more to U.S.; big in Europe</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Net lease industrial buildings</span></li><ul class="ul1" style="list-style-type: disc;"><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">They will operate more energy efficient going forward</span></li></ul><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">‘Impact Investing’ - onshore manufacturers creating jobs</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Use of Technology</span></li><ul class="ul1" style="list-style-type: disc;"><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Valuable for first meetings with potential investors</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Investor can get a broader view of the team from various disciplines / offices</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Helps keep the conversation going</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Due diligence / underwriting assets</span></li><li class="li1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">‘Technology offers better way to do it than with a stack of paper’</span></li></ul></ul><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><b><span style="font-family: arial; font-size: large;"><br /></span></b></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><b><span style="font-family: arial; font-size: large;">Cornell University / Hodes Weill Survey</span></b></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">There was a presentation of results of the Institutional Real Estate Allocations Monitor conducted by Cornell University’s Baker Program in Real Estate and Hodes Weill and Associates. </span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">From the Hodes Weill Website:</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><i><span style="font-family: arial; font-size: large;">The 2021 Allocations Monitor focuses on the role of real estate in institutional portfolios, and the impact of institutional allocation trends on the investment management industry. The 2021 Allocations Monitor includes research collected on a blind basis from 224 institutional investors in 37 countries. The 2021 participants hold total assets under management (“AUM”) exceeding US$13.4 trillion and have portfolio investments in real estate totaling approximately US$1.2 trillion. </span></i></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Key Findings of Survey<span class="Apple-converted-space"> </span></span></p><ul class="ul1" style="text-align: left;"><li><span style="font-family: arial; font-size: large;">Institutions remain significantly under-invested relative to target allocations and capital flow to the real estate sector are accelerating</span></li><li><span style="font-family: arial; font-size: large;">While growth in target allocations remind moderate year-over-year, institutions expect to increase allocations at a faster pace over the next 12 months (add when survey was conducted)</span></li><li><span style="font-family: arial; font-size: large;">Institutional portfolios are under-allocated in real estate by the widest margin over the past 7 years, resulting in an acceleration of capital flows to the sectors</span></li><li><span style="font-family: arial; font-size: large;">Portfolio investment returns under-performed long-term targets in 2020; but investors remain optimistic for 2021 as valuation metrics climb to all-time highs</span></li><li><span style="font-family: arial; font-size: large;">Investor sentiment increased to a 9=year high, and investors remain bullish about the opportunity to deploy capital</span></li><li><span style="font-family: arial; font-size: large;">Higher return value-add and opportunistic strategies remain the strong preference coming out of COVID-19 pandemic, with US-based institutions showing the greatest appetite for risk</span></li><li><span style="font-family: arial; font-size: large;">Cross border capital flows remain strong and the percentage of institutions investing outside of their domestic region is on the rise</span></li></ul><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Thanks again to my friends at PERE for inviting me to attend and participate as facilitator of the Closed-door LP (Limited Partner) breakfast and moderate a panel on <i>How Investors Are Diversifying Their Real Estate Portfolios</i>.<span class="Apple-converted-space"> </span></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Learn more about upcoming PERE and their upcoming events <a href="https://www.perenews.com">here </a></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><b><span style="font-family: arial; font-size: large;">Steinway 9-foot Concert Grand Piano<span class="Apple-converted-space"> </span></span></b></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">While I was in Asheville, NC for the Thanksgiving weekend my son Brian took me to his school, University of North Carolina – Asheville, where he is the chair of the music department.<span class="Apple-converted-space"> </span>I had a chance to play an amazing instrument:<span class="Apple-converted-space"> </span>Steinway 9-foot Concert Grand Piano!<span class="Apple-converted-space"> It</span> was an incredible experience.<span class="Apple-converted-space"> </span>I played a couple of tunes including a song that was written and recorded many, many years ago by my songwriting partner John and me called <i>“Paradise Plainly.”</i><span class="Apple-converted-space"><i> </i> </span>Just writing this now brings up a special feeling.<span class="Apple-converted-space"> </span>Here’s a photo of me and my new favorite piano!</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><br /></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/a/AVvXsEgTFVFIFFz0Qm7h5sdRHExmFwU4i6gpupuYHed6xmkWlVKqq1XcZBEvQ8_tasivXXOLTzSIQ5mbOlPacSpZ03Lw7-kufC-NYUUz8cGl4Eh25GYpgwl4cPciRjwDluXioJ7k0OiHFBOt0btODK62hu5Ck-TRlv836lvmcUe8FYaraZvFOdT0dWANZucs6Q=s640" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial; font-size: large;"><img border="0" data-original-height="480" data-original-width="640" height="240" src="https://blogger.googleusercontent.com/img/a/AVvXsEgTFVFIFFz0Qm7h5sdRHExmFwU4i6gpupuYHed6xmkWlVKqq1XcZBEvQ8_tasivXXOLTzSIQ5mbOlPacSpZ03Lw7-kufC-NYUUz8cGl4Eh25GYpgwl4cPciRjwDluXioJ7k0OiHFBOt0btODK62hu5Ck-TRlv836lvmcUe8FYaraZvFOdT0dWANZucs6Q=s320" width="320" /></span></a></div><span style="font-family: arial; font-size: large;"><br /></span><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><b><span style="font-family: arial; font-size: large;">Steve’s Almost Annual Pizza/Drink Thing</span></b></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><b>When</b>: Monday, December 13</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><b>Where</b>: Joe G’s Restaurant, 244 W. 56th St (bet. B’way and 8th Ave. and downstairs from the DaVinci Hotel)</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><b>Time</b>: 6ish to 9ish pm</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><b>What</b>: A holiday get together of commercial real estate folks. I don’t ask for RSVPs so don’t know who or how many people will be show up…but I can tell you (as would others who have attended) that big or small it’s always an interesting group – business relationships have been launched there and it’s generally been a very eclectic mix of professionals from all facets of our great industry.</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><b>The Deal</b>: You buy your own drinks and I provide the fabulous Joe G pizza (with various toppings of course!) This will be a great opportunity to catch up with old friends, make new ones and share what’s going on in the industry.</span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><b><i>Note</i></b><i>: NYC COVID guidelines require proof of vaccinations and your ID to attend. I hope you can join me.</i></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><i></i><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><b><span style="font-family: arial; font-size: large;">Yardi is looking for people</span></b></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Conversations at industry events result in learning about things like who is looking to hire people.<span class="Apple-converted-space"> </span>This happened at the PERE America Conference this week.Yardi has a number of openings they’re looking to fill…in various geographic regions.<span class="Apple-converted-space"> </span>Ideal candidates are people who know both technology and real estate.<span class="Apple-converted-space"> </span></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><span class="Apple-converted-space"><br /></span></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Yardi’s theme:<span class="Apple-converted-space"> </span><i>Do more with innovative property management software and services for any size business in every real estate market.</i> <span class="Apple-converted-space"> </span>If you’re considering your next adventure, take a look at their <a href="https://www.yardi.com">website</a>.<span class="Apple-converted-space"> </span>If you’re interested, please email me your resume <a href="mailto:Steve@FelixWeiner.com"><span class="s1">Steve@FelixWeiner.com</span></a> and I’ll pass it along to the right person at Yardi.<span class="Apple-converted-space"> </span></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><b><span style="font-family: arial; font-size: large;">Goldman Sachs is looking for people.</span></b></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Just had coffee with a friend of mine who told me that there are a bunch of jobs posted on the Goldman Sachs website.</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><b>Steve Felix & Friends CD</b></span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;">Some folks have asked me where they can hear my original music. There are two 'albums' posted <a href="https://felix.bandcamp.com/">here</a>.</span></p><p class="p1" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-family: arial; font-size: large;"><i>Note: To listen you don't have to purchase or donate. Thanks for listening!</i></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="p2" style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 22px;"><span style="font-family: arial; font-size: large;"><br /></span></p><br /><p></p><p></p>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-46725212439385775182021-11-26T14:12:00.003-08:002021-11-26T14:49:02.619-08:00Thanksgiving / The REview / The Beatles - Let it be / PERE America Forum / Pizza-Drink Thing / Dans le Noir? / Sharon Ellison Felix<b><span style="font-family: trebuchet;">Thanksgiving</span></b><div><span style="font-family: trebuchet;">Those of us in the United States celebrated our Thanksgiving Day yesterday. I received a number of good wishes from friends around the world as well as in the U.S. It feels like we have come together, again, fighting a common enemy (COVID). I know we all hope that we are past the worst and that things will not do downhill again over the coming winter. Perhaps this past 18 months has given us time to step back and appreciate and be mindful of the really important things in life: our health and our families and to be grateful for all the little things that bring us peace and happiness. I went into my office for the first time last week and it felt very good…I have always loved getting up early and going into the office, or going to an airport, and it felt almost normal. My most sincere best wishes to you and your families for a happy, healthy and peaceful rest of 2021. </span></div><div><span style="font-family: trebuchet;"><br /></span></div><div><span style="font-family: trebuchet;">```<br /></span><div><br /></div><div><b><span style="font-family: trebuchet;">The REview</span></b></div><div><span style="font-family: trebuchet;">Talking with RentTV founder Steve Bloom the other day he told me about <a href="https://www.rentvreview.com/">The REview</a> which is a free video sharing website for the commercial real estate industry now online with over 1,100 videos already in the platform!
Steve’s goal with the new website is to increase viewers to all types of real estate videos (about Properties, Architecture, Development, Financing, Technology, Construction, Events, Charities, ESG. etc.) by making it easy for viewers to find relevant videos.
Poke around on it when you get a chance.</span></div><div><span style="font-family: trebuchet;"><br /></span></div><div><span style="font-family: trebuchet;">```</span></div><div><br /></div><div><br /></div><div><b><span style="font-family: trebuchet;">The Beatles - Get Back</span></b></div><div><span style="font-family: trebuchet;">Just released yesterday on Disney+. It's an amazing documentary covering the making of the Beatles' 1970 album 'Let it Be.' I watched the first episode last night. It's incredible. </span></div><div><span style="font-family: trebuchet;"><br /></span></div><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh2JxOsBWsv9c-tqvTCXWcckbp8YF51X6zV9TFBXEwxIB1eq3_4vWIpYIDBH3VEXsOwmeuhVwouZeNFG8u_bMw0tITCLCA4OCi4Unx41iGlH09z_LmFkeg8qH-xDiPFaK1E24MqT_D9dc0a/s640/Let+it+Be+Rock.jpg" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: trebuchet;"><img border="0" data-original-height="640" data-original-width="480" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh2JxOsBWsv9c-tqvTCXWcckbp8YF51X6zV9TFBXEwxIB1eq3_4vWIpYIDBH3VEXsOwmeuhVwouZeNFG8u_bMw0tITCLCA4OCi4Unx41iGlH09z_LmFkeg8qH-xDiPFaK1E24MqT_D9dc0a/s320/Let+it+Be+Rock.jpg" width="240" /></span></a></div><div><span style="font-family: trebuchet;"><br /></span></div><div><span style="font-family: trebuchet;">Photo: Foote Park, Morristown, NJ - Let it Be rock. Sent to me by a friend.</span></div><div><span style="font-family: trebuchet;">```</span></div><div><span style="font-family: trebuchet;"><br /></span></div><div><span style="font-family: trebuchet;"><br /></span></div><div><span style="font-family: trebuchet;"><br /></span></div><div><br /></div><div><span style="font-family: trebuchet;"><b><br /></b></span></div><div><span style="font-family: trebuchet;"><b>PERE America Forum (Nov 30 – Dec 1), NYC</b>
PERE (Private Equity Real Estate) has invited me to moderate a panel at their America Forum next week. The topic: How Investors Are Diversifying Their Portfolios. My panelists: Mike Acton, AEW; Alan Snoddy, Church Pension Group; Simon Lauzier, Ivanhoe Cambridge<i>.</i></span></div><div><i><span style="font-family: trebuchet;"><br /></span></i></div><div><span style="font-family: trebuchet;">I truly feel back in the swing having attended the PREA and NCREIF conferences and now a PERE event!
Learn more about the event <a href="https://www.peievents.com/en/event/pere-america/%20%20%20">here</a></span></div><div><br /></div><div>```</div><div><br /></div><div><span style="font-family: trebuchet;"><b><br /></b></span></div><div><span style="font-family: trebuchet;"><b><br /></b></span></div><div><span style="font-family: trebuchet;"><b>Steve’s Almost Annual Pizza/Drink Thing</b></span></div><div><span style="font-family: trebuchet;"><b>When</b>: Monday, December 13</span></div><div><span style="font-family: trebuchet;"><b>Where</b>: Joe G’s Restaurant, 244 W. 56th St (bet. B’way and 8th Ave. and downstairs from the DaVinci Hotel)</span></div><div><span style="font-family: trebuchet;"><b>Time</b>: 6ish to 9ish pm</span></div><div><span style="font-family: trebuchet;"><b>What</b>: A holiday get together of commercial real estate folks. I don’t ask for RSVPs so don’t know who or how many people will be show up…but I can tell you (as would others who have attended) that big or small it’s always an interesting group – business relationships have been launched there and it’s generally been a very eclectic mix of professionals from all facets of our great industry.</span></div><div><span style="font-family: trebuchet;"><b>The Deal</b>: You buy your own drinks and I provide the fabulous Joe G pizza (with various toppings of course!)
This will be a great opportunity to catch up with old friends, make new ones and share what’s going on in the industry.</span></div><div><i><span style="font-family: trebuchet;"><br /></span></i></div><div><span style="font-family: trebuchet;"><i><b>Note</b>: NYC COVID guidelines require proof of vaccinations and your ID to attend.
I hope you can join me.</i></span></div><div><span style="font-family: trebuchet;"><i><br /></i></span></div><div><br /></div><div><div><b><span style="font-family: trebuchet;">```</span></b></div><div><b><span style="font-family: trebuchet;"><br /></span></b></div><div><b><span style="font-family: trebuchet;">You never know…Dans le Noir?</span></b></div><div><span style="font-family: trebuchet;">On Wednesday I took a 5am flight from Newark to Charlotte, North Carolina (NC) – where I took a connection to Greenville Spartanburg, South Carolina where I rented a car and drove to Asheville, North Carolina to spend Thanksgiving with my son and his family. On the 5am flight, after all the announcements (including one by a very thoughtful pilot who said he was going to keep his announcements to a minimum because he figured a lot of folks were going to be sleeping) and that they would be turning the lights off in the cabin. As sometime happens (maybe you’ve experienced this) the flight landed and is taxiing to the gate and you talk with someone sitting next to you – even though you hadn’t said a word to each other during the flight. As I mentioned The plane had been virtually completely dark, like totally dark, during the flight. I mentioned to the woman next to me that it was an experience, me unwrapping a sandwich and eating it – in the dark (only dropped one little piece of turkey!). She opened my eyes to a restaurant chain called Dans Le Noir. It’s very cool…take a look.</span></div><div><span style="font-family: trebuchet;"><br /></span></div><div><i><span style="font-family: trebuchet;"><br /></span></i></div><div><i><span style="font-family: trebuchet;">From Wikipedia: <a href="https://london.danslenoir.com/fr/%3C/i%3E">Dans Le Noir?</a> (French for "in the dark") is a chain of restaurants where guests are served in total darkness, a concept called dark dining or blind dining. Dans Le Noir was founded in 2004 in Paris by Edouard de Broglie, a French entrepreneur. Subsequent locations were opened in London, Barcelona, New York, St. Petersburg, New Zealand, Melbourne Australia, and Nairobi. The London location is featured in a key scene in the 2013 movie About Time. The New York location closed in 2012. "Dans Le Noir ?" claims that through limiting the sense of sight, other senses are intensified, including relations between people. Diners at "Dans Le Noir ?" have little knowledge of the entrées, appetizers, desserts, and wine choice of their meal, which is primarily inspired by French cuisine. Diners are served by either blind or visually impaired waitstaff. A percentage of the profits support charities in different countries. Has anybody been to one? When you click this link you may need to hit the ‘English’ button to translate from French to English.</span></i></div></div><div><br /></div><div><span style="font-family: trebuchet;"><b><br /></b></span></div><div><span style="font-family: trebuchet;"><b>```</b></span></div><div><span style="font-family: trebuchet;"><b><br /></b></span></div><div><span style="font-family: trebuchet;"><b>Sharon Felix</b></span></div><div><span style="font-family: trebuchet;">Tomorrow would have been the birthday of Sharon Ellison Felix, my first wife and mother of my two sons’. Unfortunately, Sharon was taken by a terrible cancer (is there any other kind?) 7 years ago. And, while she and I didn’t have much of a relationship after we got divorced many years ago, we always had one thing in common: support and love for our sons. Sharon was a great mom and a talented artist and, yes, I was ‘on the road’ a lot way back then as well. On this Thanksgiving weekend, I wanted to pay tribute to her and express my gratitude – I have a feeling she’s able to see or feel this, wherever she is now.
</span></div></div>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-51693696133577644392020-12-08T15:10:00.000-08:002020-12-08T15:10:37.462-08:00John Lennon<p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;">Today is the 40<sup>th</sup> Anniversary of John Lennon’s murder.<span class="Apple-converted-space"> </span>Just like when JFK was assassinated I (and probably many of you) remember exactly where you were when you the news that evening that John Lennon was dead.<span class="Apple-converted-space"> </span>It was unfathomable – why?<span class="Apple-converted-space"> </span>But ‘why’ isn’t able to always be answered in matters like this – as in a lot of other matters in life.</span></p><div class="separator" style="clear: both; text-align: center;"><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px; text-align: start;"><span style="font-size: medium;"><br /></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;">I had one ‘direct’ experience with John.</span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;"><br /></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;">It was about 1972 or 1973 and I was hanging out in Jersey City, NJ with Tommy and Freddy, old bandmates from the group ‘Everyone.’<span class="Apple-converted-space"> </span>It was either a late Sunday afternoon or early evening.<span class="Apple-converted-space"> </span>We were driving around in my car listening to John Lennon being interviewed on an FM radio station in NY.<span class="Apple-converted-space"> </span>We just figured it had been previously taped.<span class="Apple-converted-space"> </span>Then, something was said – we knew it was live – happening right then!</span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px; text-align: start;"><span style="font-size: medium;"><br /></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;">I turned the car around and we headed to the Holland Tunnel – that connects New Jersey with Lower Manhattan.<span class="Apple-converted-space"> </span>We knew the building that the radio station had its studio, on Sixth Avenue around 50<sup>th</sup> street.<span class="Apple-converted-space"> </span>There was hardly any traffic and we made great time. <span class="Apple-converted-space"> </span></span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px; text-align: start;"><span style="font-size: medium;"><br /></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;">Of course, we listened to the interview in the car, hoping that it wasn’t going to end before we got there.<span class="Apple-converted-space"> </span>We got to the building.<span class="Apple-converted-space"> </span>The streets were amazingly quiet for NY and I pulled around the corner and parked – legally or illegally we didn’t care.<span class="Apple-converted-space"> </span>We were sitting in the car, windows open, just watching the front entrance of the building.<span class="Apple-converted-space"> </span>We saw a limo parked on 6<sup>th</sup> Avenue and we were pretty sure it was waiting for John and Yoko.<span class="Apple-converted-space"> </span></span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px; text-align: start;"><span style="font-size: medium;"><br /></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;">Not long after we got there, sure enough John, Yoko and Dave Herman, the DJ, walk out of the building.<span class="Apple-converted-space"> </span>John, long beard and his famous white suit, just strolling out of the building without a care in the world and going down the stairs to the street.<span class="Apple-converted-space"> </span>It was amazing – we were literally the only people around!</span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px; text-align: start;"><span style="font-size: medium;"><br /></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;">As they got closer to the limo I jumped out of the car and went to stand on the street pretty close to the limo.<span class="Apple-converted-space"> </span>As they slowly started moving up 6<sup>th</sup> Avenue, I stepped to the corner and held out my thumb, as in hitch-hiking.<span class="Apple-converted-space"> </span>Lennon rolled down his window and with a smile flashed me the peace sign.<span class="Apple-converted-space"> </span>It was something I’ll never forget.</span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px; text-align: start;"><span style="font-size: medium;"><br /></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;">My former bandmates actually got to meet John at a club on the Upper East Side called ‘Home’ where they played periodically hoping to be discovered.<span class="Apple-converted-space"> </span>I sat in with them from time to time as they had not replaced me on keyboards. But those nights that I sat in John was not there.</span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px; text-align: start;"><span style="font-size: medium;"><br /></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;">Just thought I’d share this one with you.</span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;">Please take care and stay safe!</span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px; text-align: start;"><span style="font-size: medium;"><br /></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;">Steve</span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; text-align: start;"><span style="font-size: medium;"></span></p><div class="separator" style="clear: both; text-align: center;"><div class="separator" style="clear: both; text-align: center;"><span style="font-size: medium;"><br /></span></div><div class="separator" style="clear: both; text-align: center;"><span style="font-size: medium;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjRvP6KlGzAWn_6z6yFUACiA8C_IhN4oh7bfJG7F9a2YC68MiJ6eCAmz28nKD_NnOFgiiHr1biqoW3jQuIa9j2jFIygk2ilRBpBlN8XLxMR6UcRGR_vO4NZ0NLmqclEyHGJSK1Ib5qsFZgb/s295/john.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="295" data-original-width="171" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjRvP6KlGzAWn_6z6yFUACiA8C_IhN4oh7bfJG7F9a2YC68MiJ6eCAmz28nKD_NnOFgiiHr1biqoW3jQuIa9j2jFIygk2ilRBpBlN8XLxMR6UcRGR_vO4NZ0NLmqclEyHGJSK1Ib5qsFZgb/s0/john.jpeg" /></a></span></div><span style="font-size: medium;"><br /><div class="separator" style="clear: both; text-align: center;"><br /></div><br /><br /></span></div><span style="font-size: medium;"><br /><br /></span><p></p></div>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com1tag:blogger.com,1999:blog-6721014864942860272.post-55219261767225493822020-11-11T05:27:00.001-08:002020-11-11T05:34:14.048-08:00Veterans Day 2020<p><span style="font-size: medium;">In honor of Veterans Day, and in the spirit of all of your family members and friends who have served in the military, I wanted to publish a portion of the eulogy for my father Manney 'The' Felix (no middle name!). Dad died at age 92 on November 20, 2009.</span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><i style="font-size: large;">Clearly the time that most defined your life was your time in the Army Air Corps.<span class="Apple-converted-space"> </span>It’s totally fitting and right that you are being laid to rest among other veterans who served their country with honor and distinction.</i></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px;"><span style="font-size: medium;"><i><br /></i></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><i>You enlisted in the Army shortly after Pearl Harbor because you were angry about America being attacked.<span class="Apple-converted-space"> </span>You served in World War II in the Army Air Corps, Technical Air Intelligence, 389<sup>th</sup> Service Squadron where you were an airplane instrument specialist.<span class="Apple-converted-space"> </span>Your military geography included Fort Dix, NJ; Jefferson Barracks, MO; Chanute Field, IL; Pendleton, OR; Ephrata, WA; Butte, MT; Alameda CA.<span class="Apple-converted-space"> </span>You saw duty in Townsville, Australia; Noemfoor, Dutch East Indies; and Leyte and Luzon in the Philippines.<span class="Apple-converted-space"> </span>While at Clark Field on the island of Luzon you were assigned to Technical Air Intelligence in charge of aircraft instruments.<span class="Apple-converted-space"> </span>Your assignment was to make ready and test fly all the captured Japanese planes and send out reports on all the flying characteristics of each airplane.<span class="Apple-converted-space"> </span>As a reward for your excellent work in supervising the instrument crew, you were made the crew chief on one of the captured planes called, “The Jill” which was to be taken back to Washington, DC. <span class="Apple-converted-space"> </span></i></span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px;"><span style="font-size: medium;"><i><br /></i></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><i>Starting at Alameda Naval Air Base in Oakland, CA, you and pilot Jay Perin (whom my brother Jay is named after) made what was to be a two-day flight to Anacostia Naval Base outside Washington, DC into a two-week adventure that included a stop for Jay to visit with his parents, an air show, a hurricane and an almost parachuting experience when the hydraulic pump and pump to switch to an alternate fuel tank failed to work properly.<span class="Apple-converted-space"> </span>The stops in “The Jill’ included Long Beach, CA; San Diego, CA’ El Paso, TX; Dallas, TX; Little Rock, AK; Nashville, TN; Cincinnati, OH; and Elkins, WV.<span class="Apple-converted-space"> </span>Most definitely a memorable excursion.</i></span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px;"><span style="font-size: medium;"><i><br /></i></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><i>You were honorably discharged after spending time in various “Pacific Theatre” locations where you survived enemy bombings and other types of attacks.<span class="Apple-converted-space"> </span>You told us a story that the reason you didn’t like to drink water was that at one of your bases, perhaps in the Philippines, you had learned that the locals used to piss in the water that ran down to your water supply!</i></span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px;"><span style="font-size: medium;"><i><br /></i></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><i>We’ve all heard you tell the story of “The Jill”, perhaps enough that we could tell it ourselves.<span class="Apple-converted-space"> </span>Even recently, when Brian and Kevin and Marissa visited you in the hospital, you asked them, “Did I ever tell you the story of ‘The Jill’?” and then proceeded to tell them an abbreviated version with the same enthusiasm as always.<span class="Apple-converted-space"> </span>Eleanor told me that you would tell it to anyone who would listen.</i></span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px;"><span style="font-size: medium;"><i><br /></i></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><i>Earlier this year you and “The Jill” were reunited one last time in a cold Smithsonian Museum hanger where, even though you were having difficulty walking, you climbed up a tall ladder, twice, to look inside the cockpit, examine everything and after you came down off the ladder you said, “Yes, that’s my Jill.”<span class="Apple-converted-space"> </span>Eleanor says you couldn’t stop talking about that day for the last 10 months of your life and the story you wrote about your military career and “The Jill” will always be considered a beautiful family heirloom. <span class="Apple-converted-space"> </span></i></span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px;"><span style="font-size: medium;"><i><br /></i></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><i>So, “Thanks Dad.” Thanks for being there for us in some of our darkest moments; thanks for being who you are to all of us individually and for hanging around this long as the final member of a Felix generation now gone, except for the photographs and the memories. <span class="Apple-converted-space"> </span></i></span></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px;"><span style="font-size: medium;"><i><br /></i></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><i>Thanks for thinking of the future and buying that little 8mm Revere movie camera, with the blinding spotlights when I was born and giving us wonderful, forever lasting documentation of our youth; of learning to swim at Silver Point Beach Club; of you teaching us how to play baseball; of family parties and holidays; of many family members, now long gone, including my mother Lorna, your first wife.<span class="Apple-converted-space"> </span>Thank you for setting a good example.<span class="Apple-converted-space"> </span>Thank you in so many ways I can’t even remember right now.<span class="Apple-converted-space"> </span>I do know that we’ll be toasting your life later with…yes, bananas and sour cream.</i></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"><i><br /></i></span></p><p class="p1" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px;"><span style="font-size: medium;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgUlHrsQ8vEUOqZ3IDgJX49EVUWY_Fd9QXpR0bMGeHMnaVInJl1uv5vdfv4WZRc7nGhb1IOGOlzWb6iBUC8IoPOW2PkX5TVzpTNx8szK1Vv28R4OKc9U2PXZmzjyaeLH8id1HBXs3ikxqiy/s2048/103_4600.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1534" data-original-width="2048" height="300" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgUlHrsQ8vEUOqZ3IDgJX49EVUWY_Fd9QXpR0bMGeHMnaVInJl1uv5vdfv4WZRc7nGhb1IOGOlzWb6iBUC8IoPOW2PkX5TVzpTNx8szK1Vv28R4OKc9U2PXZmzjyaeLH8id1HBXs3ikxqiy/w400-h300/103_4600.JPG" width="400" /></a></div><br /><div class="separator" style="clear: both; text-align: center;"><br /></div><span style="font-size: medium;"><br /><i><br /></i></span><p></p><p class="p2" style="font-family: Calibri; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal; margin: 0px; min-height: 17px;"><span style="font-size: medium;"><br /></span></p><p></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: medium;"><br /></span></div><span style="font-size: medium;"><br /><br /></span><p></p><p></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: medium;"><br /></span></div><span style="font-size: medium;"><br /></span><p></p><p><span style="font-size: medium;"><br /></span></p><p></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: medium;"><br /></span></div><span style="font-size: medium;"><br /><br /></span><p></p><p></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: medium;"><br /></span></div><span style="font-size: medium;"><br /></span><br /><p></p>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com1tag:blogger.com,1999:blog-6721014864942860272.post-38469854718496133882020-08-28T13:05:00.000-07:002020-08-28T13:05:17.654-07:00It's not fair<div style="margin: 0in; text-align: left;"><span style="font-size: medium;"><span style="font-family: trebuchet;"> Last week, a good friend wrote me about the concept of ‘fair.’ Or maybe it was the concept of ‘unfair’ – they run together. I’ve been thinking about it all week.<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">Is it fair that my youngest brother Gregg was born brain-damaged?<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">Is it fair when you’re fired (or as a HR friend of mine has told me it’s called ‘laid off’), for no reason or fabricated reasons?<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">Is it fair when you have helped people, without a quid pro quo, but when you could use their help they’re not there for you?<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">Is it fair when a family member or close friend or business colleague gets cancer or another life-ending disease? It’s bad enough when that person is 90 but it’s different when that person is 65 (like my first wife, Sharon, the mother of my sons) or even younger?<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">Is life fair?<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">I always thought it should be. But it’s not. It’s simply not.<br /></span><span style="font-family: trebuchet;">Why? We just don’t know. There’s no rationale to it. There is no rhyme or reason to it. <br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">And, when something happens, and you say to yourself, “That’s just not fair” well, it probably is not fair and that’s the most difficult part. It’s not fair.<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">As much as people may suggest you can rationalize things – “Oh, that happened because of this or because of that” – most things didn’t happen because of this or because of that – they just happened.<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">If I travel to a country that is experiencing an epidemic – because I want to help - and something happens to me – well, that’s not fair because I was doing something good. But I made a decision to go and there was a reason I wanted to go and I understood the risks. But it’s still not fair that I should die or get sick while helping other people.<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">The fireman that died on September 11 were doing their jobs – to save people’s lives. Was it fair that they died? (Can you believe that in a couple of weeks it’ll be 19 years!!). <br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">The people in the armed forces, of any nation on earth, who die in battle – many/most of them very young – is that fair?<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">I’m going out on a limb here to suggest that all of us have had something, or multiple things, that were ‘not fair’ happen to them or a loved one, or a work colleague, or a personal friend. And, are there are degrees of ‘not fair’ with the ultimate ‘not fair’ being contracting a disease of some sort and having the doctor tell you, ‘You probably have only a year to live’ (Although in many cases it’s less than that as it was with my mother who, out of nowhere, like so much of this stuff happens, was diagnosed with brain cancer and told that she only had a few months to live. But in her case, when they told her she was already in a state of mind where she couldn’t comprehend what they were telling her. But my brother and I could). Why did she die at 68? It wasn’t fair.<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">And we’re living in a world now that’s ‘not fair.’ What did we do to deserve this? Why are we being punished? It’s not fair. But what we’re living through right now is another example of things being ‘not fair.’ Other than doing our best to take care of ourselves and our loved ones during this insane time, there’s nothing else we can do – try as we might. <br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">This is out of our control – at least for now. Just like it’s out of anyone’s control when they’re given a horrible diagnosis. Or when they’re killed or seriously injured in an auto accident with a drunk driver. Or shot on the street in a gang war when you’re not even part of either gang. Or run over by a car who has run a red light. Or be in an airplane that’s shot down by terrorists or where a bomb explodes. Or when anything happens to someone that shouldn’t happen, that only happens because life, sadly, is not fair.<br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">Letting go of things that are ‘not fair’ is not easy – to say the least. Forgiving someone for something they did, on purpose, to hurt you is one thing. But who do you forgive when someone dies, so young? What did they do to deserve that fate? Nothing! And that’s why it’s so difficult to accept that life is just not fair and there’s nothing we can do about it and that’s the frustrating thing. And that’s why we need to take time each day to be mindful of how precious today is, one more day, and to remember that no matter what happened in the past it’s today that really matters. The past is gone. The future has not arrived. We only have today. Embrace today. Be grateful for today. And remember that we can’t explain why bad things happen to good people. That’s the saddest thing of all. It’s just not fair. <br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">Stay safe my friends and be kind to each other. <br /></span><span style="font-family: trebuchet;"> <br /></span><span style="font-family: trebuchet;">Steve</span><br /><span style="font-family: trebuchet;"><br /></span><span style="font-family: trebuchet;"> </span></span></div><p class="MsoNormal" style="margin: 0in; text-align: left;"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj9k4lD9aL656gjp9GfbrQC48bsys9pI6OF9A-w6kQJNgbIuE3r2ATpfs3ljtLjSu0wn6bcGiMzCh4MMwu7vYs1ckbAN4WJkNUo0e15x6MGGEVAQz5sOK86w0yOH89kc2LykoqW2uA-upMY/s1080/Photo+on+8-28-20+at+3.46+PM+%25233.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="font-size: medium;"><img border="0" data-original-height="720" data-original-width="1080" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj9k4lD9aL656gjp9GfbrQC48bsys9pI6OF9A-w6kQJNgbIuE3r2ATpfs3ljtLjSu0wn6bcGiMzCh4MMwu7vYs1ckbAN4WJkNUo0e15x6MGGEVAQz5sOK86w0yOH89kc2LykoqW2uA-upMY/s640/Photo+on+8-28-20+at+3.46+PM+%25233.jpg" width="640" /></span></a></div><p></p>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-87387407659476186332020-08-22T10:09:00.002-07:002020-08-22T10:09:28.044-07:00In Memoriam. Trish Barrigan<span style="font-family: arial; font-size: x-large;"><br /></span><p class="MsoNormal" style="margin: 0in;"></p><div class="separator" style="clear: both; text-align: left;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjdGIOvIbPkti0cXyPSsMDclTXVvSpzsrFm9vQghxrR009lW47Knn4msTQ7LkvUZD1hA8TV3VecFX1rXU6-4h8qp7n9sLLv8zSYEGkd2Y-8qJjU7nFHGEfsrMJkITWjwe5kH3BHy-x2phyphenhyphenQ/s272/trish.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="color: black; font-family: arial; font-size: x-large;"><img border="0" data-original-height="185" data-original-width="272" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjdGIOvIbPkti0cXyPSsMDclTXVvSpzsrFm9vQghxrR009lW47Knn4msTQ7LkvUZD1hA8TV3VecFX1rXU6-4h8qp7n9sLLv8zSYEGkd2Y-8qJjU7nFHGEfsrMJkITWjwe5kH3BHy-x2phyphenhyphenQ/s0/trish.jpeg" /></span></a></div><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><br /></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;">Trish Barrigan and husband Ian</span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><br /></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><br /></span></p><span style="font-family: arial; font-size: x-large;">I heard the news today that Trish Barrigan died…another of our industry friends who has had cancer take them from us way, way too soon. <br /> <br />While knowing her Benson Elliot partner Marc Mogull for many years Liz and I got to know Trish in 2017. As a co-founder of WiRE (Women in Real Estate) her passion about helping women in the industry grow and reach their full potential was evidenced in her support of the Women’s Leadership Workshop we ran in London. She offered to spread the word to the WiRE community and donated Benson Elliot’s conference room for the event. <br /> <br />Immediately from the beginning of our interaction with Trish we experienced her passion, enthusiasm and professionalism. She was a straight shooter. <br /> <br />Liz and I learned about Trish’s death early this morning while playing a paddle ball game called Kadima in Riverside Park in New York City. Given her athletic abilities, even though Kadima is more of a fun than serious game, we feel she would have enjoyed joining us in a round.<br /> <br />It is my belief that we are known and remembered for how we helped others. Trish certainly has touched many people’s lives. I’m including below excerpts from some of the postings I found about Trish.<br /> <br />Liz and I send our heartfelt condolences to her husband Ian and their children Jack and Grace, her partner Marc, all her Benson Elliot colleagues and industry friends. <br />~~<br />Allow me to share with you some wonderful testimonials to Trish:</span><p></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><br /></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;">Marc Mogull, who with Trish co-founded Benson Elliot said: “Today we lost a colleague, a leader and a dear, dear friend. We lost a champion for women in our industry, a mentor for many in our company and an inspirational figure for all. We lost someone who, more than anyone, can claim credit for building the great organization – the great family – that is Benson Elliot. For my part, I’ve lost one of my best friends.”</span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><br /> “Trish has been at my side since the day Benson Elliot was first an idea, let alone an entity. Her talent was obvious to all who worked with her, both inside and outside the company.”<br /><br /></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;">“What was only appreciated by those closest to her, though, was her humanity, her team spirit, her concern for each and every individual in our organization and her joy at watching her Benson Elliot family grow up alongside her family at home.<br /><br /></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;">She leaves a legacy which we intend to honor suitably.”<br />~~<br />Comments posted about Trish:<o:p></o:p></span></p><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“she helped, inspired, led, trail-blazed and amused.’<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“Trish always made me laugh. Her smile beamed across a room and her eyes were always filled with energy…Trish has helped so many people in their careers and always offered support to friends.”<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“…a terrific role model to all and a fantastic and committed advocate for women in real estate.”<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“…a lovely and dynamic lady…she was always there for everyone”<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“extremely driven and strong in a very tough industry.”<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“had an energy of an enormous volcano – she would light up any room with her infectious laugh, huge smile and kindness. She inspired all of us to be kinder, better, fitter, nicer and so much more.”<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“we lost a real legend, someone I always saw as my role model.”<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“I’ve worked with Trish for the last eight years. You couldn’t work for her, you could only work WITH her. With her great empathy for the people around and true respect for the achievements of others, she was not only a team player but a team leader in the best sense.”<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“Dear Trish. In the 25 years of my professional career, I have met a handful of people who have really inspired me. You were one of them and you are already missed. We will not forget you.”<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“My memories of you are always filled with laughter and smiles and fun!! Your zest for life and challenges will always be a source of wonder for me.”<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“Trish was a person who lit up rooms, inspired you to misbehave (but in a good way, she always made me want to stay out longer than I should), inspired you to do better and made everything, everything just a little bit more fun.”<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“…many people note how Trish was a mentor and a role model for women in the real estate industry, and she was undoubtedly that. But she was so much more than that. She was a mentor and role model to so many people of all genders, myself included. There is a large contingent of professionals in the market today that have benefited greatly from Trish’s training and mentoring.”<o:p></o:p></i></span></li></ul><ul style="margin-bottom: 0in;" type="disc"><li class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"><i>“She was so positive, passionate, smart, beautiful and encouraging. She was one of the good ones who really cared about people and not just about career and money like so many others. She was truly happy when someone excelled and such an inspiration in every way. Boy, and could she party!”<o:p></o:p></i></span></li></ul><div><span style="font-family: arial; font-size: x-large;"><br /></span></div><div><span style="font-family: arial; font-size: x-large;">~~</span></div><div><span style="font-family: arial; font-size: x-large;">Here's a link to my song 'Goodbye Old Friend' - dedicated to those people in my life who have been taken far too soon.</span></div><div><span style="font-family: arial; font-size: x-large;"><br /></span></div><div><a href="https://felix.bandcamp.com/track/goodbye-old-friend"><span style="color: black; font-family: arial; font-size: x-large;">https://felix.bandcamp.com/track/goodbye-old-friend</span></a></div><p style="margin: 0in;"><span style="font-family: arial; font-size: x-large;"> <br /> <br /></span><br /></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; margin: 0in; text-align: left;"><span style="font-size: x-large;"><o:p></o:p></span></p>Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-91284557714647213152020-07-22T11:17:00.000-07:002020-07-22T11:17:07.838-07:00Interview with Mike Clarke - A friend who has made a difference in the global commercial real estate industry<div dir="ltr" style="text-align: left;" trbidi="on">
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" 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<span lang="EN-GB"><span style="font-size: large;">Mike is a Senior Advisor to Accord Group Holdings, a Capital Advisory and Principal Investment firm.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">Mike Clarke also runs his own consulting company, Mike Clarke Consulting Limited, advising property related businesses and fund managers on their business strategy, capital raising options, product architecture and product development. He also acts as a Non-Executive Director and Independent expert in litigation.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">From March 2014 to December 2018, Mike was the Head of Investor Services EMEA for CBRE Global Investors where he was responsible for investor relations, equity raising, targeting of new investors and the delivery of creative investment solutions to clients in the EMEA region. Mike was a member of the Global Leadership Team, EMEA Executive Committee and EMEA Operations Committee.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;"><br />Mike joined the global real estate industry in 1987 and has extensive experience both as an investor in and manager of real estate vehicles. Before joining CBRE Global Investors he was Senior Managing Director and Head of European Real Estate for Mesirow Financial. At Mesirow he was co-portfolio manager of a global fund of funds program with specific responsibility for sourcing, undertaking due diligence, executing and managing value add and opportunistic strategies in Asia and Europe. Prior to this, he spent 18 years at Schroders where he grew assets under management from £160 million to over £8 billion through the development of a multi-product real estate strategy.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;"><br />Mike is an active industry participant. He is a member of the INREV Management Board and is a regular speaker and trainer at INREV and other industry events. He is an external examiner at Oxford Brookes University for their Masters in Real Estate Investment Finance.<o:p></o:p></span></span></div>
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<b><i><span lang="EN-GB"><span style="font-size: large;">Q. How did you get your start in the commercial real estate industry?<o:p></o:p></span></span></i></b></div>
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<span lang="EN-GB"><span style="font-size: large;">Growing up in Norwich, approximately 100 miles North East of London in the UK, the only opportunity for work experience whilst at school, other than strawberry picking, was at the insurance company, Norwich Union (Now Aviva). I was lucky to be offered a summer in their estates department when I was 16 and realised what an exciting sector real estate was. I took the opportunity to meet members of the team who had entered the profession from different routes and decided that I would try and secure a place at University to study Estate Management which was a fast track to becoming a chartered surveyor.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">I graduated from Oxford Polytechnic (now Oxford Brookes University) in 1987 with a BSc in Estate Management and secured my first role as a graduate broker with a small firm who had recently opened a London office. Early on, I realised that we were not a natural fit so quickly moved to Liverpool Victoria Insurance as a Valuation Surveyor. Many of my friends were working in the large broker firms and dealing with Grade A developments. Meanwhile I was getting my hands dirty managing a mix of crappy residential and commercial assets in suburban London. It was a wonderful way to learn the complete food chain of real estate and the art of negotiation!<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">In 1989 my former valuation lecturer at University called me and persuaded me to join Hillier Parker May & Rowden (now CBRE) to do portfolio valuations. Due to the recession that hit a year later, I was able to concentrate on valuations for insolvency advice which gave me wonderful insight into how investment decisions can go so horribly wrong. These years were perfect training in risk management.<o:p></o:p></span></span></div>
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<b><i><span lang="EN-GB"><span style="font-size: large;">Q. What advice would you give to someone who has been in the industry for a short time or a student looking to get her or his start?<o:p></o:p></span></span></i></b></div>
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<span style="font-size: large;"><span lang="EN-GB">Focus on gaining in depth experience rather than </span><span lang="EN-GB">working for purely </span><span lang="EN-GB">a big - name employer. Those big-name employers will eventually find you if you have the right experience and attitude. From my experience, the larger firms do not give the best experience as recent graduates are such a small fish in a large pond. The smaller boutiques can give a lot more responsibility and face time with inspirational clients at an earlier stage once you gain the trust of your boss.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">Look to the future of the industry rather than the past. I recall one mentee of mine from Oxford Brookes saying that his ambition was to work in Hong Kong like his Uncle had many years before as the lifestyle was awesome. I had to point out that a third of his classmates were now from Asia and they had language skills, culture and networks in Asia on their side. This was not the case when his Uncle had trained as a surveyor 30 years earlier. Going forward, I am convinced that global occupier services will be one of the best training grounds of any firm. Historically, this has been the graveyard slot for graduates. However, data and understanding how occupiers use real estate, is going to be so valuable.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">While the current pandemic continues, internships and graduate jobs will be harder to come by. I am encouraging all my mentees to not get disheartened but to focus on how they can use their holidays to obtain relevant skills which will enable them to stand out from the crowd. A big frustration of mine is that real estate graduates often lack the basic skills needed in today’s financial environment. In particular, advanced financial modelling skills. It is not surprising that many of the global firms recruit people from non-real estate courses to ensure they have the most financially literate personnel. This is so easy to fix given the plethora of training courses available and would show employers that the candidate has ambition and determination to succeed.<o:p></o:p></span></span></div>
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<b><i><span lang="EN-GB"><span style="font-size: large;">Q. As you look back on your career is there anything you wish you had done differently? If so, what?<o:p></o:p></span></span></i></b></div>
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<span lang="EN-GB"><span style="font-size: large;">I have been so lucky in being able to travel globally talking about the industry I love and meeting some wonderful and talented people. I have no regrets as such. However, I would try and do two things differently if I was starting all over again.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">First, I would try and learn to speak more languages so I could immerse myself in more of the cultures. I am not convinced that my brain works that way, but I would encourage any readers who do have any language skills to maintain them and cultivate them at every opportunity. I am envious of my sister in law who tries to learn some of the language of every country she visits. Approaching 100 at the last count!<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">Second, I would have looked to work abroad early in my career. Living and working in a foreign country definitely provides a greater depth of understanding of the local market and how it operates. It also provides the opportunity for a broader network of relationships to be developed than when flying in and out on periodic business trips. Once one has family and commitments it definitely becomes a lot harder to take the step so these type opportunities need to be sought out as early as possible.<o:p></o:p></span></span></div>
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<span style="font-size: large;"><b><span lang="EN-GB">Q.</span></b><span lang="EN-GB"> <b><i>Who have been the biggest influences on your career? How? Why?<o:p></o:p></i></b></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">I have been very honoured to have worked with and met some amazing people during the last 33 years. I have learnt so much from so many, for which I will forever be thankful.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">The one mentor that I will never forget is Gideon Hudson, a former partner of Allen & Overy in London. Gideon was the lead partner and legal counsel for the Schroders real estate business which I joined in 1992. I was definitely wet behind the ears at this stage and suddenly found myself negotiating development funding agreements, investment acquisitions and joint venture agreements. Gideon sat by me in all key meetings and had a wonderful way of preventing me from agreeing to anything stupid whilst allowing me to appear in total control of the meeting. His guidance in advance of, and presence during, negotiations with some big players in the UK industry built my confidence and I will forever be thankful. Gideon kindly led the prayers at my wedding in 2002 and we still meet for lunch as he enjoys a well-earned retirement.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">Whilst not a person, I would say that INREV has been a huge influence in my career. I have been involved with INREV since inception in 2003 and for the last 5 years have had the privilege of being a member of the management board. INREV has brought together some of the best talent in the unlisted real estate industry to improve working practices and improve the professionalism and transparency of the sector. In recent years INREV has spread its wings creating a global alliance with ANREV, NCREIF and PREA. Throughout, they have created a great sense of community where all the participants have a collegiate approach and know how to have fun<o:p></o:p></span></span></div>
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<span style="font-size: large;"><b><span lang="EN-GB">Q. How will the real estate industry evolve post COVID-19, what is the biggest opportunity and the biggest challenge that will come out of it?</span></b><span lang="EN-GB"><o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">The COVID 19 pandemic has allowed the world to press the pause button and assess what we want the future to look like. At the same time, it has had, and will continue to have, a significant impact on the economies of all developed and developing countries which we will take a long time to recover from. I am convinced that we will all recover more quickly if all countries work together rather than individually.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">I am hopeful that the inevitable higher unemployment will encourage re-training programmes which will allow us to speed up the transition to a net zero carbon environment. A huge amount of work has been done by many real estate investors, managers and operators over the last 10 years and I believe we now have the opportunity to turbo boost the initiative. If we rise to this challenge, we will hopefully give our younger generations a future to look forward to.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">Whilst global capital markets definitely influence real estate returns, local factors such as supply, demand and regulations have a greater impact. Local economies will react differently to COVID 19 depending on their reliance on public transport, concentration on individual employers or industry sector etc. Given this, I believe it is essential that investors ensure their portfolios are well diversified both domestically as well as internationally. Those Real Estate Investment Managers who have a diversified product range should also be well placed to navigate the storm providing they provide great client service and reasonable relative investment returns.<o:p></o:p></span></span></div>
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<span lang="EN-GB"><span style="font-size: large;">One thing I am sure about is that people will want to return to holidays and socialising as soon as possible – I sure will!</span></span><span lang="EN-GB" style="font-size: 12pt;"><o:p></o:p></span></div>
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Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com1tag:blogger.com,1999:blog-6721014864942860272.post-41732497654005930012020-06-13T10:37:00.000-07:002020-06-13T14:05:50.045-07:00Interview with a friend who has made a difference in the commercial real estate industry: Adrian Harrington<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="font-size: large;">June 13 2020 - New York City</span></div>
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<span style="font-size: large;">Can you believe it's the middle of June already? I don't know about you but it seems that the days pass slowly and the week passes quickly. I'm not sure what that is all about.</span></div>
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<span style="font-size: large;">This past week New York started opening up again. Other than walks in the park I'm not going anywhere near commercial streets. I've heard too many stories of people gathering outside bars and restaurants which are serving take-out cocktails and hanging around in groups drinking and talking - with no masks on. I know, it's not easy to drink with your mask on but...It just seems like too many people feel the virus is over and gone with. And it's not just outside the watering holes...it's in the park as well. </span></div>
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<span style="font-size: large;">Some of my friends have been making early morning trips to the groceries but I'm still having mine delivered. For entertainment, I don't keep track of what I order and then, when it arrives, it's a surprise! Of course, once in a while I find that I've ordered too many 'snacks' but, what the heck? </span></div>
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<span style="font-size: large;">More and more talk about what's going to happen in the commercial real estate industry. Does anyone really know what time it is? We've had a great ride for a long time. Wasn't it like, as the end of each year arrived people said, "Well, the downturn is going to hit us next year." And then, things still got even better. Well, something hit us but it's not a downturn, it's a disaster. And forget about real estate and any other material things. This past few months has been about so many people dying. How horrible. How sad. </span></div>
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<span style="font-size: large;">None of us can predict the future - which is actually tomorrow. We only have today to live and appreciate and be grateful for. The real estate industry will sort itself out in some way, shape or form. There's a lot of what I call 'expert speculation' out there - can those words be used together? - and it'll be interesting to see who ends up being right. </span></div>
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<span style="font-size: large;">Be careful out there...it's still not over yet!</span></div>
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<span style="font-size: large;">Steve</span></div>
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<span style="font-size: large;"><i>This interview series had its roots in my desire to have professionals, from various aspects of the global commercial real estate industry, share their stories. In my mind, the beneficiaries were to be those folks early in their career or just starting out. Over the years, while that has been true, it’s been fascinating, and rewarding, hearing from the readers of this column and relating their own stories about how they met. I always connect those two people together – some hadn’t been in touch for ages. A number of university professors have encouraged their students to sign up for this column as they feel the stories and advice related by the folks I interview are a truly valuable resource. </i></span></div>
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<span lang="EN-AU"><span style="font-size: large;">Interview with a friend who has made a difference in the commercial real estate industry: Adrian Harrington<o:p></o:p></span></span></div>
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<span style="font-size: large;">Adrian Harrington<o:p></o:p></span></div>
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<span style="font-size: large;"><span style="border: 1pt none; font-family: "symbol"; padding: 0in;">·<span style="font-family: "times new roman"; font-stretch: normal; line-height: normal;"> </span></span>Charter Hall – Head of Capital and Product Development – Sydney, New South Wales, Australia, Australia’s leading integrated real estate investment manager with more than USD$27bn invested across office, convenience retail, logistics and social infrastructure.<span style="border: 1pt none windowtext; padding: 0in;"><o:p></o:p></span></span></div>
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<span style="font-size: large;"><span lang="EN-AU" style="font-family: "symbol";">·<span style="font-family: "times new roman"; font-stretch: normal; line-height: normal;"> </span></span>The National Housing Finance and Investment Corporation – Non-Executive Director, a Federal Government entity dedicated to improving housing outcomes especially affordable housing, through innovative financing initiatives.<span lang="EN-AU"><o:p></o:p></span></span></div>
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<span style="font-size: large;"><span style="font-family: "symbol";">·<span style="font-family: "times new roman"; font-stretch: normal; line-height: normal;"> </span></span>Australian Housing and Urban Research Institute – Chair, a Federal and State Government funded institute that partners with major universities to undertake housing, homelessness, cities and related urban research.<o:p></o:p></span></div>
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<span style="font-size: large;"><b><i><span lang="EN-AU">Q. How did you get your start in the commercial real estate industry?</span></i></b><span lang="EN-AU"><o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;">A. I finished university in 1989 with a degree in economic geography. I spent most of 1990 backpacking through Europe and the US and upon my return started to look for a role as a transport economist. The recession was under way and jobs were scarce. A friend from university (who now happens to be the Prime Minister of Australia) was working at BOMA (now called the Property Council of Australia) and called me to say they were looking to hire an research analyst to work on a property index that was to be modelled off the NCREIF Index. I went for the interview and Peter Verwer, the Head of Research at the time, showed me the NCREIF formula and asked if I understood it. Not having studied real estate finance at university, I somehow convinced him I knew all about investment returns and was employed after one interview. I spent the next 7 years working at the Property Council, the last few years as Head of Research. I left to join a boutique real estate fund manager, Paladin Australia, as Head of Strategy and Research at the start of 1998.<o:p></o:p></span></span></div>
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<span style="font-size: large;"><b><i><span lang="EN-AU">Q. What advice would you give to someone who has been in the industry for a short time or a student looking to get her or his start?</span></i></b><span lang="EN-AU"><o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;">A. There are four pieces of advice I always give young people.<o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;"><b>Find a Mentor</b>: Mentors can help with exploring careers, setting goals, developing contacts, and providing guidance. As a young person you don’t have all the answers.<o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;"><b>Join Industry Committees</b>: I was lucky to work at Property Council for 7 years and was able to meet a wide range of people through the various committees. Being on the other side of the fence, I could see first-hand the power of networking through committees. It is also a great way to give back to the industry.<o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;"><b>Take Risks</b>: When young people ask me about career advice, I always quote from the Robert Frost poem The Road Not Taken “Two roads diverged in a wood, and I took the one less travelled by, and that has made all the difference.” In our industry, people have so many opportunities to move around whether it be being relocated to another city or country or moving from one job to another that requires a different skill set i.e. a valuer to fund manager. So many young people, have a preconceived idea of how their career will progress. Most of the successful people in our industry have reached a fork in the road, and have taken a career risk (gone down the road less travelled) rather taken the easy decision (the road most travelled) and they are enriched by the experience and the opportunities that have come from it. I can attest to that. I could have held out to try and find a transport economist role out of university but when given the choice, I joined the property industry and that decision has made all the difference.<o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;"><b>Travel Overseas</b>: If you get the chance to travel overseas for a conference or even a job, take it, especially when you are young. I was lucky enough to be encouraged when I was at Property Council to travel to the U.S. once a year. It gave me an opportunity to see how the industry worked in another country and meet insightful people like Blake Eagle, Michael Gilberto, Steve Roulac, Mike Young (who I authored a couple of papers with for American Real Estate Society journals), Charlie Wurtzebach and the late, and wonderful, Susan Hudson-Wilson. In 2007 I was transferred to the UK by Mirvac and spent 18 months working there just as the GFC hit. I’ll never forget the first day walking up Regent Street to our office in London’s West End pinching myself – it was an amazing experience to learn the subtilties’ of doing business in a different country and building a network up from scratch.<o:p></o:p></span></span></div>
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<span style="font-size: large;"><b><i><span lang="EN-AU">Q. As you look back on your career is there anything you wish you had done differently? If so, what?</span></i></b><span lang="EN-AU"><o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;">A. I have no regrets with my career. In fact, I am extremely grateful I didn’t purse a role as a transport economist. I was most fortunate to enter a wonderful industry not really knowing much about it. It is a privilege to be the custodian of people’s money and know that not only is our industry creating the built environment that allows people to live, work and play, but we are also contributing to their wealth accumulation through their investment in real estate via their pension fund accounts. As Greg Paramor, my second boss, and mentor once said to me “just remember you have to think that you are managing money for your Grandma no matter how much money they invest with you. The person with $10,000 is probably going to appreciate more the return you make for them than the big institution that gives you $10 million to invest.”<o:p></o:p></span></span></div>
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<span style="font-size: large;"><b><span lang="EN-AU">Q.</span></b><span lang="EN-AU"> <b><i>Who have been the biggest influences on your career? How? Why?</i></b><o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;">A. There’s no shortage of real estate people that I worked with and who have had an impact on my career. Our industry is full of bright people, and through observation, asking for advice or reading/listening to their views and thoughts, each has contributed in some way to my career development.<o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;">But two people stand out because they have not only had a major influence on my career, but also on me as a person. I am proud to say they are still my friends today.<o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;">My first boss, Peter Verwer, took a punt on this young person straight out of university who knew nothing about property. It was an exciting time establishing the property index in Australia, especially when the industry was going through a major downturn and some in the industry didn’t want the bad news published. Peter was a hard boss pushing you at every step to do better. But it paid off! He taught me many great things but most of all, he taught me to back myself to rise to a new challenge. He still reminds me that if it wasn’t for him “I’d still be counting buses.”<o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;">Greg Paramor, a doyen of the Australian real estate industry, having successfully established four fund management businesses and ran Mirvac, one of the largest REITs in Australia, employed me from the Property Council. I had been offered a job by a major bank to move into their real estate funds team. I went to Greg, as someone who I admired and respected in the industry, to ask whether I should take the job or stay at the Property Council. Greg said “Neither”. He then just stared at me for what seemed an eternity. I was wondering “gee am I not worthy of either”. Finally, he said “I want you to come and work for me”. That was the start of 20 years journey working with him. Greg retired from full-time work in 2018 when we sold Folkestone to Charter Hall, Australia’s largest real estate investment manager but we still have a connection as he has joined the Charter Hall Board and I now head up wholesale institutional capital there. Greg was a wonderful boss. He is a strategic thinker always looking over the horizon at the next opportunity or the next evolution of the industry. Greg taught me many things – how real estate funds management operates, the importance of putting investors first, how to undertake M&A to grow a real estate platform – but most of all he showed me the importance of giving back, not just to the industry but the broader community. As a friend he has always been there for my family and I through the highs and lows.<o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;">It’s not often people get to work for someone they can call a friend. I been lucky on two occasions.<o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;">~~<o:p></o:p></span></span></div>
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<b><i><span lang="EN-AU"><span style="font-size: large;">Q. How will the real estate industry evolve post COVID-19, what is the biggest opportunity and the biggest challenge that will come out of it.<o:p></o:p></span></span></i></b></div>
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<span style="font-size: large;"><span lang="EN-AU">A. </span><span lang="EN-AU">The real estate industry has an amazing ability to adapt to change and I am confident it will rise to the challenge of a post COVID-19 world. I believe the biggest opportunity will be in the logistics space. The transition to on-line retailing was well under way prior to COVID-19 but it has been fast tracked. This in turn will see a continual evolution in supply chains and distribution networks to cater for the growth in on-line retailing. Many investors are underweight industrial/logistics real estate in their portfolios. Capital will pour into the sector with prime industrial being considered a major component of a real estate portfolio. The biggest challenge to come out of it will be that governments will run even larger deficits going forward putting further pressure on their ability to support retirees while interest rates will stay low for even longer reducing the overall return from investments that retirees will rely on to live off. The growing cohort of baby boomers entering retirement and requiring income will see a flood of money coming into real estate in the hunt for yield. The challenge for the real estate industry is how can we successfully deploy this capital to generate sustainable income for investors, especially retirees, without leading to a mispricing risk.</span><span lang="EN-AU"><o:p></o:p></span></span></div>
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<span lang="EN-AU"><span style="font-size: large;">I truly appreciate Adrian taking the time to answer these interview questions. He and I met via this column many years ago. When I was in New South Wales, Australia, in 2017, we tried to connect but, alas, he was on the road. One of these days…<o:p></o:p></span></span></div>
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Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-60096782976546749172020-05-13T14:47:00.002-07:002020-05-13T14:47:51.909-07:00Interview with a friend who has made a difference in the commercial real estate industry: Barry Ziering<div dir="ltr" style="text-align: left;" trbidi="on">
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<a href="https://www.blogger.com/blogger.g?blogID=6721014864942860272" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"></a><span style="font-size: large;">Barry Ziering, Ph.D., joined UK based M&G Investments in 2019 and, with over 25 years of commercial real estate experience, leads the firm’s North American real estate branding and capital raising efforts.</span></div>
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<span style="font-size: large;">Prior to M&G, Barry led those same efforts for Guggenheim Real Estate (2014-2018) and Blackrock (2002-2014). He was also a voting member on those Firms' Investment Committees and held senior leadership roles. Prior to joining BlackRock, he worked at Prudential Financial (PGIM) and Prudential Securities in a variety of roles including Real Estate Merchant Banking, Strategy and Research, and as a public REIT Analyst.</span></div>
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<span style="font-size: large;">Barry has also been a guest speaker at Baruch College, as well as at Columbia and NYU. He is a former member of the Real Estate Finance Editorial Board, as well as a former Chair of the Research Committee for the National Council of Real Estate Investment Fiduciaries (NCREIF). He has published numerous articles in both industry and academic journals including Real Estate Finance, Journal of Real Estate Research, Journal of Real Estate Investment Trusts and Journal of Real Estate Portfolio Management. Barry received his B.A. from Rutgers College and his Ph.D. from the Illinois Institute of Technology. He currently holds FINRA series 7, 24 and 63 licenses.</span></div>
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<b><i><span style="font-size: large;">Q. How did Barry and I meet?<o:p></o:p></span></i></b></div>
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<span style="font-size: large;">A. As it’s been for me with a lot of folks Barry and I met at an industry event many years back. The first impression he made on me was that he was a nice guy and he’s always had a great smile. In our first conversation, it was clearly evident that Barry loved the real estate industry as much as I do. Over the years we’ve become friends and supporters of each other.<o:p></o:p></span></div>
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<b><i><span style="font-size: large;">Q. How did you get your start in the commercial real estate industry?<o:p></o:p></span></i></b></div>
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<span style="font-size: large;"><i> </i><i>A. </i>Steve, I was very fortunate in the late 80s to have worked at what was then Prudential Insurance. Real estate was still a relatively “new” institutional asset class at that time. I was an Associate in the Economics Department, which provided global macro and micro economic demographic data and econometric forecasts to all areas of the Firm, including the investment areas. From that vantage point, I was able to see the wide range of business arenas within the firm that could be available to me as I expanded my career. One of the areas I worked closely with was the real estate group. While Prudential managed an extensive real estate portfolio for its balance sheet, its third-party real estate management business was relatively new and growing fast. Given my research background, my internal network, and a little bit of luck, I joined that group in research and strategy.</span></div>
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<b><i><span style="font-size: large;">Q. What advice would you give to someone who has been in the industry for a short time or a student looking to get her or his start?<o:p></o:p></span></i></b></div>
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<span style="font-size: large;"><b><i> </i></b><b>A. </b>Here are a few key themes I’ve always emphasized. </span></div>
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<span style="font-size: large;"><u style="font-family: Calibri, sans-serif;">People Skills Matter</u><b style="font-family: Calibri, sans-serif;">.</b> <span style="font-family: "calibri" , sans-serif;"> You’ll be joining a team whose members generally form a closely-knit social unit, and you need to “fit in”. Be likable. Have humility. Be a team player. Get along with others. Be someone that other people like to be around. No matter how smart or technically proficient you are, your career journey will invariably be more challenged if you can’t do those things. And if you manage to get hired but don’t exercise your people skills, you probably won’t last long. Let’s be honest, we’ve all encountered those co-workers with whom we’d prefer to minimize our interaction. <o:p></o:p></span></span></div>
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<span style="font-size: large;"><u>“Opportunity Favors the Prepared Mind”.</u> Think carefully about what that means. It’s a powerful mindset that has been operationalized by almost all successful people. It really involves 2 dimensions: good fortune (or luck) and self-preparedness. While we don’t normally have control over what opportunities may come our way, we do make choices every single day that could potentially impact the rest of our lives material ways. Self-preparedness is a choice that you MUST embrace in order bolster your odds of success. In my mind, that means you never stop learning and improving. Always look to add new skills, increase your knowledge and enhance your abilities, irrespective of whether you can put them to immediate use. By doing so, you will actually increase the probability that opportunities will come your way more often because, well, you guessed it: Opportunity Favors the Prepared Mind.<o:p></o:p></span></div>
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<span style="font-size: large;"><u>Take Career Risks Early</u><b>.</b> Don’t let fear of failure drive your career decisions. Aim high. I’ve seen so many instances where highly capable people who wanted to grow their career were unable to do so because they were afraid of taking a risk. I assured them that every successful person has experienced failure in their career, even the most successful CEO’s in our industry.<o:p></o:p></span></div>
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<span style="font-size: large;"><u>Be Resilient</u><b>.</b> Successful people don’t ever “give up”. After a false start or a blow-up, they get up, dust themselves off, and get back on the horse. Most importantly, they never attribute their failure to personal deficiencies. Highly successful people tend to attribute failure to “external factors” beyond their control. I was always inclined to take career risks, which ultimately lead to extraordinary job opportunities where I was able to meet and learn from brilliant people across multiple disciplines. <o:p></o:p></span></div>
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<span style="font-size: large;"><u>Establish Your Contact Network</u><b>.</b> It’s hard to over emphasize the importance of establishing business relationships across firms and across disciplines. Establishing these relationships takes time and effort, but doing so will be an important ingredient in your ultimate success. Your contacts are the people you’ll know for many years to come who, over the course of their careers, will be in many jobs across multiple firms. Being able to reach out to a vast network of contacts and friends cultivated over many years provides access to people, information, job opportunities, and even collaborative business opportunities. Those contacts will prove invaluable over time. <o:p></o:p></span></div>
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<span style="font-size: large;"><b><i>Q. </i></b><b><i>As you look back on your career is there anything you wish you had done differently? If so, what?</i></b><i><o:p></o:p></i></span></div>
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<span style="font-size: large;"><o:p> </o:p>A. Hindsight is always 20/20, but looking back I really have no regrets about my career. I would not re-write the script. Of course, like other seasoned professionals, I have experienced the best of times and the worst of times in this industry. And while the worst of times were painful for everyone, those were the times where you would learn the most, and where new business opportunities presented themselves to those individuals/firms in a position to take advantage of them. More broadly, I’ve been fortunate enough to have been an active participant in the fast evolution of an asset class that, in the beginning, was considered by most to be an “just an industry” and not deserving of asset class status.</span></div>
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<span style="font-size: large;"><b>Q.</b> <b><i>Who have been the biggest influences on your career? How? Why?<o:p></o:p></i></b></span></div>
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<span style="font-size: large;"> <b>A.</b> It’s been people who energize organizations, define its culture, and drive its growth. That means that managing one’s career cannot be accomplished in a silo. I’ve had the good fortune to meet and/or work with some of the best and brightest minds, each contributing in some way to my career growth and advancement. But there are 4 individuals who stand out in my mind as being having the biggest influence on my career. Here they are, in no particular order:</span></div>
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<span style="font-size: large;"><u>Charlie Wurtzbach</u>: Charlie gave me my start in real estate. I met him in the late ’80s when he was Head of Research and Strategy at PGIM – Real Estate. Recruited out of academia from UT Austin, his mandate was to establish a world class real estate research program to, among other things, help guide portfolio construction, create an empirical market selection process, and develop property type and regional diversification parameters. That research group was one of the first of its kind to develop a program that was built with strong academic rigor and an empirical underpinning. Working with Charlie was transformative for me and has served me well throughout my career.<o:p></o:p></span></div>
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<span style="font-size: large;"><u>Mike Miles</u>: I met Mike, formerly head of the real estate program at UNC Chapel Hill, in the early 90’s when he took over for Charlie, who left to join JMB. After several years at Prudential Financial, followed by a 5-year stint at Fidelity, Mike and his team ultimately joint ventured with Guggenheim Partners to create the Guggenheim Real Estate platform. Although I worked with Mike for only a few years at Prudential Financial, our business association spanned many years and when I left BlackRock in 2014, he hired me at Guggenheim Partners to lead their Marketing and Sales efforts. <o:p></o:p></span></div>
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<span style="font-size: large;"><u>Rob Falzon</u>; I met Rob, currently Vice Chairman at Prudential Financial, in 1997 when we both worked at Prudential Securities, I as a REIT analyst and he as an investment banker. Rob was subsequently tapped to move to the private side and put together a team to create and run the PGIM’s first opportunity fund. He invited me to join his team and return to the private side at Prudential Financial where I worked with Rob for about 4 years. <o:p></o:p></span></div>
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<span style="font-size: large;"><u>Fred Lieblich</u>: I met Fred in the mid 90’s when he led SSR Realty Advisors and I was in Research at PGIM Real Estate. We’d see each other at various industry conferences over the years and established a friendship and strong professional relationship. Fred first invited me to join him in 1997, right before I was to start my new role on the public side at Prudential Securities. I had to decline his initial offer, but I eventually accepted when he came back to me in 2001 with an offer to lead Blackrock Real Estate’s global distribution and marketing efforts.<o:p></o:p></span></div>
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Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-54085727353516804562020-05-03T11:25:00.001-07:002020-05-03T11:25:05.863-07:00Ramblings from New York City early on a Sunday morning<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">I think it’s Sunday but these days they all seem the same, don’t they? I hear my owl friend hooting in the distance just like every early-morning. An owl in Manhattan you say? Well I’m fortunate that I live near a park and trees. Don’t owls hang out in trees? Of course they do.<br /><br />When I start my day, I have a routine. It involves using the power of creative visualization. First for a friend who is being treated for Leukemia. Her diagnosis occurred about 3 months ago. We speak every Saturday morning (I have a calendar reminder to make sure I remember that it’s Saturday). Each week she tells me what she would like me to visualize: sometimes it’s that the results of her tests are moving in a good direction; sometimes it’s visualizing her doctor or consultant coming into her room and telling her that things are getting better and she may not need the bone marrow transplant.<br /><br />Then I visualize for another friend who has been through multiple cancer experiences in the past few years and some serious challenges with her business. I visualize the cancer not resurfacing and her business finding its way.<br /><br />And I visualize attracting something that I want into my life.<br /><br />Then I write in my journal expressing all the things for which I am grateful.<br /><br />One day this past week, for the first time in the 90 days (exactly) since I moved back to New York City, I got an early morning visit from a pigeon. I was sitting at my desk drinking my morning cup of tea and all of a sudden ‘she’ was there. I usually keep that window open about 3-4 inches. I love to have fresh air come in and there she was. She had her back to me for the entire 45 seconds of the visit. She didn’t turn around even when I talked to her; friendly but a little rude wouldn’t you agree? I was so surprised that it didn’t dawn on me, even though it wasn’t that long after dawn, to pick up my phone and snap a photo. She left and hasn’t visited again. I hope she will and this time I’ll crumble up some crackers and put them out on the sill for her. A mistake to feed her you say? Well, I don’t think so and I’d really enjoy her company once in a while. I’ve named her HOPE.<br /><br />My building on W. 82nd street was built in 1906. It’s a beautiful building with 49 apartments on 13 floors. I’m on 10. The landscape in the neighborhood allows me to have a view. As I write to you I’m sitting by the window in my living / bed room. It’s cloudy but I have a clear view up to 84th street, as the buildings are either classic brownstones or low-rise apartment buildings – lower than my building, The Selkirk. Looking to the northeast, between two high-rise apartment buildings, I can see a sliver of the Hudson River and in the distance New Jersey. I’ve always loved living with a view of water. </span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">I just heard a flock of geese fly by. I didn’t see them and it’s the first time I heard their honking which has replaced the car/truck honking that pretty much doesn’t exist at all anymore at this hour of the day. Actually, there’s very little of it throughout the day as there is so much less vehicular traffic on the streets of New York. It’s virtually completely silent right now.<br /><br />Two times in my life, actually 3 now, I’ve lived with water visible. Once was in an apartment in Long Beach, New York. I lived on the fourth floor and had a partial view of the Atlantic Ocean. That was when I was at an in-between point in my life and trying to figure out a new path for myself. And then, Hurricane Sandy paid a very angry visit. I took a stroll on the boardwalk on the day it was predicted she would strike and saw the serious agitation in the ocean. The waves were really big and so aggressive. I can still hear the resounding sound of them breaking on the beach. As I think of it, that was another Sunday morning and also the day that authorities requested people to evacuate the area.<br /><br />I went back to my apartment and packed some basic stuff – thinking that I’d be able to go back in a relatively short time. Hurricanes only last for a little while, right? I drove to Manhattan – there was very little traffic on the highways. So I abandoned my ocean view, at least temporarily I thought, and for the next few weeks, while the evacuation rules were still in effect. But the result was serious damage to many buildings located relatively close to the ocean; there was no power and I had no idea how long it would be before I was able to go back. I slept on peoples’ couches, borrowed apartments or stayed at the DaVinci Hotel on west 56<sup>th</sup> street which had become my go-to hotel in New York city. (It’s the hotel connected to Joe Gs where I host my almost annual Pizza / Drink Thing in December.) I learned that the building I was living in Long Beach in was going to be off-bounds for the foreseeable future. </span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">I managed to find a nice small apartment in Manhattan and went out to Long Beach to pack up my things (I was living in a furnished apartment so I didn’t have much to move). I went out very early in the morning. The police were stopping people entering the town – unless they lived there. While I didn’t have any proof, they believed me. There was no power. It was still dark out. I used a flashlight to enter the building and walk up to the apartment. I started gathering my stuff to take it down to the car. Then I saw the lights of a police car pull up outside of the building. I got scared thinking that in seeing my flashlight, in that blacked out building, they might think I was a looter vs. a tenant and shoot me – <em>I really thought that!</em> So I turned the flashlight off and just stood still for a while, my heart racing faster and faster. Then, they drove away and I got my things out of the building as fast as my feet would carry me down the stairs.</span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">The other time I had a view of the water was when I bought a house in Laval, Quebec – a suburb of Montreal. The house was only a couple of hundred feet from Riviere-des-Prairies. I had a water view from my home office on the second floor. I vividly remember the amazing sight of the river – totally frozen – during the dead of winter. It was beautiful.</span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">I’m frightened these days by the aggressive movement in many areas of the United States to open up businesses again. Photos I see of people assembled in groups, either protesters angrily demonstrating outside state capitals or of people in nearby places congregating in too close proximity to each other – some not wearing masks or any type of face covering. Oh, I just heard another train in the distance.</span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">For a number of weeks, perhaps more than a month, I have gotten my fresh air by going up to the roof deck of my building – most often very early in the morning when the chances of running into a fellow tenant is virtual nil. I walk the small area, making my way around the tables and chairs, feeling that I’m at least getting some exercise. (Would you believe that the air in Manhattan is ‘fresh?’ But because there is so little car and truck traffic the air quality has improved dramatically. My guess is that it’s the cleanest it’s been in the lifetime of most/all long-time or lifetime Manhattan residents).<br /><br />I’m concerned that there is still too little known about the virus that flies through the air and is breathed in by unsuspecting souls. </span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">Oh, did I mention that I’m both a visual and audio fan? That’s why the sounds I can hear, through the open windows of my apartment, mean so much to me. The sound of a train whistle has always fascinated me: hearing it approach and then fading into the distance, quite rapidly, as it continues on its journey. I suspect there are very few passengers on trains right now. But there is the sound of too many ambulances every day.</span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">I’m seriously concerned, as are many of us - which is why I’ve chosen to stay off the streets. I ordered masks about a month ago. They have yet to arrive. I’m hoping they’ll come this week. Once I have a mask I may start going out for walks in Riverside Park again. Right after I moved here I started going out on early morning walks – just as the sun was beginning to slowly light the sky. It’s a little like a big lamp with a dimmer switch that slowly turns until the light is at full power. (Another train in the distance). That is except on mornings when it’s cloudy or raining. </span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">How am I getting food you may ask? I’ve been using grocery delivery services. They’ve gotten so much in demand that it sometimes has taken more than a week to get a delivery. Funny. Yesterday I got a delivery and I had forgotten what I had ordered – it was so long between the order and the delivery. And in the bag were 4 containers of fresh blueberries! I really like blueberries, and I believe they’re fairly healthy. But I didn’t realize or remember that I had ordered so much. So, now it’ll be blueberries multiple times a day, in various forms, before they spoil.</span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">On those early morning walks in the park when I first moved back to NYC there were very few people – some dog walkers, a few bicyclists and joggers. The section of the park I walked in was up a hill from the West Side Highway and absolutely parallel with the Hudson River. Flowers were just starting to bloom and gradually, as the winter slipped away, there were more and more birds chirping. It was special.</span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">It’s sad there seem to be so many people today, on the streets, on the beaches and in parks don’t respect the rules – or the safety of their fellow ‘passengers’ on this planet. And does the 6-foot social distancing really making a difference? It seems like a quite random measurement to me. </span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">I just confirmed that it is Sunday in New York. I hope you and yours are okay and staying safe. I hope I’m wrong about the too-early relaxing of the lock-down rules and it will not cause the numbers of people dying and testing positive for the virus to dramatically increase. But this could happen.</span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">Thank you for sticking with me this morning as I shared my stream of consciousness.</span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">And, thank you for allowing me the privilege of sharing my thoughts – and the experiences of others, via the interviews – in this column since 1999. I welcome hearing from you.</span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">Take care.</span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">I look forward to seeing you someplace on the road sooner rather than later.</span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">Stay safe.</span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 20px;">Steve</span></span><br />
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Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-40298641673944412282020-04-25T05:34:00.000-07:002020-04-25T05:34:22.424-07:00Interview with a friend who has made a difference in the commercial real estate industry: Norm Miller<div dir="ltr" style="text-align: left;" trbidi="on">
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<img alt="Norm Miller" height="200" src="https://www.sandiego.edu/assets/directory/uploads/images/1844.jpg" width="181" /></div>
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<span style="font-family: Calibri;"><span style="font-size: large;">Norm is the Hahn Chair of Real Estate Finance at the University of San Diego (USD) and is affiliated with USD’s Burnham-Moores Center for Real Estate. He has worked with the FDIC, DOJ, NMHC, NAA, CoStar and Collateral Analytics developing real estate analytic products and tools applied to real estate decisions and trends. Prior to joining USD, he was academic director and the founder of the real estate program at the University of Cincinnati. He received his PhD from the Ohio State University.</span></span></div>
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<span style="font-family: Calibri;"><span style="font-size: large;">Norm has published numerous academic articles, books and articles in trade market publications on housing, brokerage, mortgage risk, valuation, and sustainable real estate including being the founder of the Journal of Sustainable Real Estate. The Geltner, Miller, Clayton and Eicholtz book “Commercial Real Estate Analysis and Investment” is the world’s leading graduate-level real estate textbook. Norm has lectured around the world, including France, Singapore, Thailand, New Zealand, India and Russia. He has worked extensively with various trade associations and became one of the first “Distinguished Fellows” of the National Association of Industrial and Office Properties (NAIOP). He is currently a Homer Hoyt Land Use Institute Faculty and Board member.<o:p></o:p></span></span></div>
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<span style="font-size: large;">How did Norm and I meet?<o:p></o:p></span></div>
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<span style="font-size: large;">Norm has, for many years, been an active member of The Homer Hoyt Institute (HHI). HHI is an independent, non-profit research think tank and educational foundation dedicated to the professional real estate industry, established in 1967. The Hoyt Fellows is a group of industry leaders honored for their leadership and accomplishments in the field of professional real estate. One of the major goals of the Hoyt Group is to bridge the gap between academia and industry. Many years ago, I was fortunate enough to be nominated and accepted to become a member of Hoyt Fellows. It’s at one of the annual meetings that Norm and I first met and have stayed in touch ever since. The Hoyt Fellows is a great group and I am very proud to be a member!</span></div>
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<span style="font-size: large;">Q. <i>How did you get your start in the commercial real estate industry?<o:p></o:p></i></span></div>
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<span style="font-size: large;"><i>A. </i> As an undergrad I was interested in architecture and engineering and took a number of real estate courses. I became President of the Real Estate Society at Ohio State.<o:p></o:p></span></div>
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<span style="font-size: large;">Because of my involvement in the Real Estate Society I met Dick Royer. Dick helped me buy my very first property in the senior year of my undergraduate degree program. I used my own (borrowed) equity and convinced three friends to come into the deal as partners on a four-unit row house. And that was my start.<o:p></o:p></span></div>
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<span style="font-size: large;">On that deal I got to act as the broker, the property manager, the partnership manager and the contractor doing upgrades (and the labor!). I learned so much from that small-scale investment. That deal, combined with my studies, made it obvious that real estate finance, and investments and economics were strong interests for me.<o:p></o:p></span></div>
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<span style="font-size: large;">After we sold that property, I acquired another one on my own and continued, deal-by-deal while in grad school. The hands-on experience, combined with real estate coursework provided a complimentary perspective. The key thing was having a mentor who helped give me the confidence to buy that first property. <o:p></o:p></span></div>
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<span style="font-size: large;">Q. <i>What advice would you give to someone who has been in the industry for a short time or a student looking to get her or his start?<o:p></o:p></i></span></div>
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<span style="font-size: large;">A. There are a number of things that are key to me, especially today. First, don’t wait to get started on networking. Bring something of value to the ‘table’ – by researching topics that you know will be of interest to those you are going to meet and respect. Try to think empathetically. If I’m a student and I’m going to meet a speaker at an event, I will do some research on them and through that find something interesting to bring up in a conversation when I meet them. I might ask if they’d like me to send that information to them. That’s actually an opening to ask them for their business card or saying I’ll follow up with a note and sending something to them. I believe, you should never hand a business card to someone who doesn’t ask for it because they’re just going to forget about it or not know the context. I see networking as an opportunity to provide value when you can.</span></div>
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<span style="font-size: large;">I use LinkedIn a lot. I don’t use Facebook except for small, social type family things but I do use LinkedIn as a “Rolodex”<o:p></o:p></span></div>
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<span style="font-size: large;">Assume your life is transparent now because of social media, so be careful what you do. I’ve seen many a students’ job offer disappear when their social media presence was included in the research profile on them. </span></div>
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<span style="font-size: large;">Don’t wait to start investing in real estate. Bring in as many partners as you need, but start young and gain that experience. I tell all our students, especially our graduate students: don’t depend on your income your whole lives – you’re going to have to start investing and do it as soon as you can – especially when you have nothing to lose. Stick your neck out a little bit.<o:p></o:p></span></div>
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<span style="font-size: large;">Read voraciously - about the economy and real estate trends – everything from design to property tech, to capital market trends. Try to be conversant and knowledgeable and, at the same time, a little skeptical of accepting what you read – considering the bias, or spin, that certain people are going to put on stories. You should maintain enough current knowledge so you can question whatever you read. Know when someone writes something you can’t trust and learn whom the experts are that you can trust. <o:p></o:p></span></div>
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<span style="font-size: large;">The last thing I tell our graduates is that hard work and persistence makes up for smarts. Don’t be intimidated by people you think are smarter than you. They can’t outwork you if you choose. Work with people who are smarter and better than you. In my career I was lucky to have hired people better than myself and that made me better. <o:p></o:p></span></div>
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<span style="font-size: large;">Q. <i>As you look back on your career is there anything you wish you had done differently? If so, what?<o:p></o:p></i></span></div>
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<span style="font-size: large;">A. I wish I had invested more in real estate. My lifetime record has been pretty solid. I wish I had sought out a little more time with mentors that I didn’t realize were mentors at the time. Today, I treasure the relationships with people around the globe whom I respect. I feel lucky to have the opportunities that I’ve had. There’s nothing significantly different career wise that I would have done except cherished those opportunities and relationships a little earlier than I did in both the private sector and the public sector.<o:p></o:p></span></div>
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<span style="font-size: large;">Q. <i>Who have been the biggest influences on your career? How? Why?<o:p></o:p></i></span></div>
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<span style="font-size: large;">A. That would probably be a list of a few hundred people! My dad taught me about hard work; Dick Royer got me into my first real estate deal; Ron Racster at Ohio State was a mentor as was C.F. Sirmans. I actually knew and was influenced by James <span style="background: white;">Graaskamp, who started the first graduate program in real estate in the U.S</span>. at the University of Wisconsin.<o:p></o:p></span></div>
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<span style="font-size: large;">Then there are colleagues I’ve worked with like Dave Geltner at MIT; Mike Sklarz at Collateral Analytics; Jeff Fisher and all my colleagues at Home Hoyt; Malin Burnham in San Diego - who wrote ‘Community before Self”, Jim Young of Realcomm and folks like Geoff Dohrmann, Mary Ludgin, Jacques Gordon, Bob Zerbst, Dan Kohlhepp, Paul Wendt, Will McIntosh, Dave Pogue and the list goes on and on…sorry to my many friends.</span></div>
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<span style="font-size: large;">Stay safe my friends. </span></div>
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<span style="font-size: large;">Steve</span></div>
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Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com3tag:blogger.com,1999:blog-6721014864942860272.post-40276062987509753592020-04-04T05:03:00.000-07:002020-04-04T05:20:13.543-07:00A friend who has made a difference in the commercial real estate industry: Paul Michaels<div dir="ltr" style="text-align: left;" trbidi="on">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjhW9bYQG7jQfON9U0yckNksMbOSjtv9pCV9ZAUsE87PpENz1yEE8K_L34dLJwjLhqhyphenhyphenUBPyWrvOhD4hZFY9TbI_ajBzNBDDvAfmJvuNV0Bqn8DvSNFKDRsAFjMSk3n-0aMMIBERw9CHivf/s1600/paul+michael_202.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="204" data-original-width="202" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjhW9bYQG7jQfON9U0yckNksMbOSjtv9pCV9ZAUsE87PpENz1yEE8K_L34dLJwjLhqhyphenhyphenUBPyWrvOhD4hZFY9TbI_ajBzNBDDvAfmJvuNV0Bqn8DvSNFKDRsAFjMSk3n-0aMMIBERw9CHivf/s1600/paul+michael_202.jpg" /></a></div>
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<span style="color: #444444; font-family: "calibri";"><span style="font-size: 21.3333px;">A friend who has made a difference in the commercial real estate industry: Paul Michaels</span></span></div>
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<span style="color: #444444; font-family: "calibri"; font-size: 16pt;">Paul has been with Invesco Real Estate (IRE) since its inception in 1983. As Director of North American Direct Real Estate, he is responsible for leading IRE’s North American business.<o:p></o:p></span></div>
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<span style="color: #444444; font-family: "calibri"; font-size: 16pt;">Previously, Paul served as Director of US Portfolio Management responsible for portfolio strategy for institutional pension fund clients. Paul is currently Chairman of IRE’s US Direct Investment Committee and has responsibility for portfolio design and investment process for several of IRE’s separate account clients. He has 35 years of real estate experience including both debt and equity transactions in industrial, multifamily, retail and office properties.<o:p></o:p></span></div>
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<span style="color: #444444; font-family: "calibri"; font-size: 16pt;">Paul holds a Bachelor of Business Administration degree in Finance and Real Estate from The University of Texas at Austin.<o:p></o:p></span></div>
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<b><span style="color: #444444; font-family: "calibri"; font-size: 16pt;">How Paul and I met?<o:p></o:p></span></b></div>
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<span style="color: #444444; font-family: "calibri"; font-size: 16pt;">We met at the NAREIM (National Association of Real Estate Managers) Executive Officers Meeting in 2014. Having both been around this great industry for a while we realized that we knew a bunch of people in common. As I’ve mentioned to younger people in the industry – that right there is the importance of networking. While it’s important to network with people in ‘your generation’ it’s equally important to meet those of us who have been around a while. Most, if not all, ‘veterans’ like meeting the younger people as they have the same passion for the commercial real estate industry as we have had.<o:p></o:p></span><br />
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<span style="color: #444444; font-family: "calibri"; font-size: 16pt;">Paul retired this month after 38 years at Invesco. As everyone who knows Paul will tell you, he is very humble. Due to the virus situation, Paul was unable to say goodbye to his colleagues in person. But when he shared his email to his colleagues (and some of their replies) I asked if I could include that here.</span><br />
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<span style="color: #444444; font-family: "calibri"; font-size: 16pt;">We agreed that feedback from people who he has worked with over the years would add more depth to what Paul felt was important to his success. I’ve included the farewell email he sent to his Invesco colleagues along with excerpts from a few of the very touching email replies that served as guiding principles for the long career that Paul loved. <o:p></o:p></span><br />
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<b><i><span style="color: windowtext; font-size: 16pt;">Paul’s retirement email to Invesco colleagues<o:p></o:p></span></i></b></div>
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<i><span style="color: windowtext; font-size: 16pt;">Well after 38 years, this isn’t exactly how I had hoped my last week at Invesco would be. What I will regret the most is not being able to say goodbye to many of you in person. But I’m sure I will have plenty of free time, so I would always love to grab lunch, a drink after work, or just chat on the phone if you have the time. I often reflect on what an incredibly lucky person I have been based on a few simple decisions in my life. The first was deciding to marry my wife (it did take a little arm twisting), and a close second was accepting this job opportunity as a very young college graduate. I never imagined the joy I would get from my career in the years to come. I can only hope that I am able to experience the same enjoyment during my retirement.<o:p></o:p></span></i></div>
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<i><span style="color: windowtext; font-size: 16pt;">I’ve attached my new contact information in hopes that I can stay in touch with many of you. In the meantime, please stay well and wishing you much happiness in the years ahead. <o:p></o:p></span></i></div>
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<i><span style="color: windowtext; font-size: 16pt;">Happy trails to you<o:p></o:p></span></i></div>
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<i><span style="color: windowtext; font-size: 16pt;">‘til we meet again<o:p></o:p></span></i></div>
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<i><span style="color: windowtext; font-size: 16pt;">And keep smilin’ until then…<o:p></o:p></span></i></div>
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<i style="color: windowtext; font-size: 16pt;"><b>Excerpts from his colleagues to Paul's retirement announcement email:</b></i><br />
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<i style="color: windowtext; font-size: 16pt;">Thank you for everything you’ve done for the company, but a special thank you for taking the time to reach out to me on an individual basis several times a year for a birthday lunch or a catch up. It’s rare for someone in your position to do that, and it went noticed by everyone at the firm.</i></div>
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<span style="color: windowtext; font-size: 16pt;">…<i>as my boss you trusted me with valued clients and taught me the Invesco ways.</i></span><i><span style="color: windowtext; font-size: 16pt;"> </span><span style="color: windowtext; font-size: 16pt;">And you were patient when I was a bit stubborn at times. Finally, you gave better annual reviews than I have experienced in all my 36 years. Thoughtful, organized and constructive whether or not I liked everything you had to say.</span><span style="color: windowtext; font-size: 16pt;"> </span><span style="color: windowtext; font-size: 16pt;"> </span></i></div>
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<span style="color: windowtext; font-size: 16pt;"><i>But much more important than the professional relationship is the friendship you have demonstrated over the years. The personal relationship dwarfs the professional. You always made time for me.… and the time you made for me has always been noticed. You have always been a great boss, mentor and friend and you will be missed.<o:p></o:p></i></span></div>
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<i><span style="background: white; color: windowtext; font-size: 16pt;">I've always admired your convictions in investments and your strong adhesion to them, in what sometimes seemed like the sole person to question a stance...Invesco has been a better place with your leadership, and I will reflect on your ideas and arguments going forward even without your presence here. </span><span style="color: windowtext; font-size: 16pt;"><o:p></o:p></span></i></div>
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<i><span style="color: windowtext; font-size: 16pt;">~~</span><span style="color: windowtext; font-size: 16pt;"><br /></span><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: windowtext; font-size: 16pt;">Our firm will never be the same after your retirement, but the culture and values you helped establish will remain as reminder of the impact you had on this firm!</span><span style="color: windowtext; font-size: 16pt;"><o:p></o:p></span></i></div>
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<span style="color: windowtext; font-size: 16pt;"><i> It’s very bittersweet to see you go. I’ve watched you literally be the backbone of Invesco in the time that I’ve been here…I don’t know a more dedicated and focused person. You may not know this, but I’ve learned quite a bit from you. The main thing….”pay attention to the details.” Whether it be as small as snack diversity or some high-level decisions regarding a major project, you taught me that the details matter on both ends of the spectrum.<o:p></o:p></i></span></div>
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<span style="color: windowtext; font-size: 16pt;"><i>I’ve only come across a few people in my life that impacted my professional sense and work-ethic paradigm and although you didn’t know it, you became one of those individuals.<o:p></o:p></i></span></div>
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<span style="color: windowtext; font-size: 16pt;"><i>I just can’t let this “Invesco milestone” go by without giving my heartfelt comments about you to our entire organization.<o:p></o:p></i></span></div>
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<span style="color: windowtext; font-size: 16pt;"><i>I don’t think it is fully appreciated how “instinctive” Paul is as an institutional real estate investor. Given his acumen, he could have easily taken the “glass half full” approach in his role as head of the North American Investment Committee, but he, to the firm’s (and client’s) great benefit, took the much harder role of risk assessment and probabilities for mitigation. He saw (or chose to see) investments in the context of historic market cycles, and therefore, the long-term probabilities for returns to be resilient while remaining pragmatic in prudently growing client portfolios. We all owe you our gratitude for this role done well for so many years.<o:p></o:p></i></span></div>
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<span style="color: windowtext; font-size: 16pt;"><i>I know many of us, myself included, have stories of Paul’s compassion for our families as we have periodically encountered the inevitable rough patches in life. Paul, I hope that this aspect of your career and your character brings you the great pride and joy you deserve.<o:p></o:p></i></span></div>
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<span style="color: windowtext; font-size: 16pt;"><i>Your integrity stands as a mark for all of us. Because of your influence I know we are a better firm than we would be otherwise.<o:p></o:p></i></span></div>
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<span style="color: windowtext; font-size: 16pt;"><i>You are a special person and leader in the organization. I really liked how your actions showed how much you cared about everyone professionally and personally. Thank you making special one-on-one time with us in accounting. I hope I can continue the leadership that you set as an example.<o:p></o:p></i></span></div>
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<i><span style="color: windowtext; font-size: 16pt;">You are a very effective leader, consistent and fair. As a bonus, you have a very enjoyable personality and are a pleasure to be around. You built a wonderful business in Invesco Real Estate and a lot of us here owe you a large debt of gratitude and thanks for creating such a wonderful environment. </span><span style="color: windowtext; font-size: 16pt;"><o:p></o:p></span></i></div>
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<span style="color: windowtext; font-size: 16pt;"><i>I have always considered you a mentor, an unbelievable and brilliant real estate executive, and a good friend that I can confide in who I know has a heart of gold.<o:p></o:p></i></span></div>
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<i><span style="color: windowtext; font-size: 16pt;">Thanks for giving me the benefit of the doubt 22 years ago! It’s been a pretty darn good ride.</span><span style="color: windowtext; font-size: 16pt;"><o:p></o:p></span></i></div>
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<i><span style="color: windowtext; font-size: 16pt;">We’ve all learned a lot from the way you approach the business and I’ve always referred to you as the consummate, client first, fiduciary. I hope our clients appreciate how well they had it!</span><span style="color: windowtext; font-size: 16pt;"><o:p></o:p></span></i></div>
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<span style="color: windowtext; font-size: 16pt;"><i>I have thoroughly enjoyed the short time that I have gotten to work with and learn from you. I can only hope that one day I will have half the investment intuition and acumen that you have shown me at the helm of this organization and sitting before our shared clients. I’m very proud and humbled to be a part of what you have built and hope to help carry this torch forward.<o:p></o:p></i></span></div>
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<span style="color: windowtext; font-size: 16pt;"><i>It definitely won’t be the same without you around. If I had to pick one thing where you had a significant influence on me it would be NO BS. Working with you I came to understand even more clearly the value in playing it straight, not giving half-baked answers and following up. I’ve given that advice many times over the years to our younger colleagues….</i><o:p></o:p></span><br />
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<span style="font-size: 21.3333px;"><b>Here are Paul’s answers to the ‘usual and customary interview questions’ </b></span></div>
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<span style="color: windowtext; font-size: 16pt;">Q. </span><span style="color: #222222; font-size: 16pt;"><i>How did you get your start in commercial real estate?</i><o:p></o:p></span></div>
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<span style="color: windowtext; font-size: 16pt;">A. </span><span style="color: #222222; font-size: 16pt;">A friend of mine signed me up for an interview in one of our real estate classes in college. Real estate was not necessarily my main area of focus at the time. But it was my only job offer upon graduation, so away I went…..</span><span style="color: windowtext; font-size: 16pt;"><o:p></o:p></span></div>
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<span style="color: windowtext; font-size: 16pt;">Q. </span><span style="color: #222222; font-size: 16pt;"><i>Looking back on your career is there one thing you wish you had done differently? If so, what and why?</i><o:p></o:p></span></div>
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<span style="color: windowtext; font-size: 16pt;">A. </span><span style="color: #222222; font-size: 16pt;">I could probably write a book (or two) on things I wish I had done differently. But towards the top of the list would be being more patient and understanding around people, especially those who had different views and opinions than my own. </span><span style="color: windowtext; font-size: 16pt;"><o:p></o:p></span></div>
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<span style="color: windowtext; font-size: 16pt;">Q. </span><span style="color: #222222; font-size: 16pt;"><i>Who have been the most significant influences in your career? How? Why?</i><o:p></o:p></span></div>
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<span style="color: windowtext; font-size: 16pt;">A. </span><span style="color: #222222; font-size: 16pt;">David Ridley, the founder of Invesco, took a bet on me when I was young and naive. He was a great mentor and manager of people. Never shy to chew me out when I went astray, but also extremely supportive and provided me with great career growth opportunities during the 30 or so years that we worked together.</span><span style="color: windowtext; font-size: 16pt;"><o:p></o:p></span></div>
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Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com4tag:blogger.com,1999:blog-6721014864942860272.post-13773336367708106532019-04-25T08:33:00.001-07:002019-04-25T08:33:29.251-07:00Musical Fundraiser for people with ALS<div dir="ltr" style="text-align: left;" trbidi="on">
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<span class="s1"><span style="font-size: small;">Hi.</span></span></div>
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<span class="s1"><span style="font-size: small;">I've just released a 6 original song album as a fund-raiser for <a href="https://macangels.org/"><span class="s2">MAC Angels Foundation</span></a> - an organization which provides services and programs to enhance the quality of life for individuals, family members and caregivers who are impacted daily by ALS.</span></span></div>
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<span style="font-size: small;"><span class="s1"></span><br /></span></div>
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<span class="s3"><span style="font-size: small;">I titled the album “Shoot for the Moon” in part because I felt that that phrase represented some of what MAC Angels Foundation stands for – helping the families with someone living with ALS to “Shoot for the Moon” and live their life to the fullest.</span></span></div>
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<span style="font-size: small;"><span class="s1"></span><br /></span></div>
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<span class="s1"><span style="font-size: small;">Performing on the album are 3 real estate industry friends: Beth Thomas (Bain Capital), Fred Gortner (Paladin Realty Partners) and Ken Munkacy (Kingbird Properties). Didn't know these folks were so talented? Please by the album download to hear for yourself!</span></span></div>
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<span style="font-size: small;"><span class="s1"></span><br /></span></div>
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<span class="s1"><span style="font-size: small;">I covered all expenses in recording the album and 100% of the proceeds go to MAC Angels Foundation.</span></span></div>
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<span style="font-size: small;"><span class="s1"></span><br /></span></div>
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<span class="s1"><span style="font-size: small;">The donation is $60 (or more if you feel so inclined). </span></span></div>
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<span style="font-size: small;"><span class="s2"><a href="https://felix.bandcamp.com/">Here's where</a></span><span class="s1"> you can buy the album.</span></span></div>
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<span style="font-size: small;"><span class="s1"></span><br /></span></div>
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<span class="s1"><span style="font-size: small;">Both MAC Angels and I greatly appreciate your support.</span></span></div>
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<span style="font-size: small;"><span class="s1"></span><br /></span></div>
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<span class="s1"><span style="font-size: small;">Thanks!</span></span></div>
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<span class="s1"><span style="font-size: small;">Steve</span></span></div>
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Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com1tag:blogger.com,1999:blog-6721014864942860272.post-76065809377751270432019-04-11T08:30:00.001-07:002019-04-11T08:30:32.786-07:00CRE Women's Leadership / Moderator & Panelist Coaching Workshops - NYC - May 2 & 3 <div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="background-color: transparent; color: black; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">CRE Women's Leadership / Moderator & Panelist Coaching Workshops - NYC - May 2 & 3</span></div>
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<span style="background-color: transparent; color: black; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Liz and I are pleased to let you know that this month begins our 7th year as Felix / Weiner Consulting Group!</span></div>
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<span style="background-color: transparent; color: black; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Wow, time flies, doesn’t it?</span></div>
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<span style="background-color: transparent; color: black; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">In June 2014, we were proud to be ahead of the curve when we launched our Women’s Leadership Workshops for the ‘male-dominated’ commercial real estate industry. </span><span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Hundreds of women - from more than 100 industry firms - at all levels in their career - have attended our 40+ workshops across the U.S. and in London. </span></div>
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<span style="background-color: transparent; color: black; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Today, I’m writing to tell you about </span><span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 700; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">two professional development workshops in NYC</span><span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;"> during the first week of May – </span><span style="background-color: transparent; color: #222222; font-family: Arial; font-style: italic; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">exclusively for women in the commercial / institutional real estate community.</span></div>
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<span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">We thought your colleagues and / or industry friends might be interested in one or both of these workshops and would greatly appreciate you sharing this information.</span></div>
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<a href="https://www.eventbrite.com/o/felix-weiner-consulting-group-steve-felix-amp-liz-weiner-7667218447" style="text-decoration: none;"><span style="background-color: transparent; color: #0563c1; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 700; text-decoration-skip-ink: none; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;">Thursday, May 2 - Women’s Leadership Workshop</span></a></div>
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<span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Help women in our male-dominated industry develop and enhance their professional presence.</span></div>
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<span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">12:30-4:30pm immediately followed by wine & cheese networking</span></div>
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<span style="background-color: transparent; color: blue; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 700; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;"> </span></div>
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<a href="https://www.eventbrite.com/o/felix-weiner-consulting-group-steve-felix-amp-liz-weiner-7667218447" style="text-decoration: none;"><span style="background-color: transparent; color: #0563c1; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 700; text-decoration-skip-ink: none; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;">Friday, May 3 - Moderator & Panelist Coaching Workshop</span></a></div>
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<span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Coaching women to better present themselves and effectively represent their firms during panel opportunities at industry events - </span><span style="background-color: transparent; color: #222222; font-family: Arial; font-style: italic; font-variant: normal; font-weight: 700; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">we want to see more women on stage and not just in the audience</span><span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 700; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">!</span></div>
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<span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">12:30-4:30pm</span></div>
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<span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Both workshops are highly interactive and offer participants the valuable opportunity to expand their network with other women in the industry.</span></div>
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<span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Please click </span><a href="https://www.eventbrite.com/o/felix-weiner-consulting-group-steve-felix-amp-liz-weiner-7667218447" style="text-decoration: none;"><span style="background-color: transparent; color: #0563c1; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 700; text-decoration-skip-ink: none; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;">here</span></a><span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;"> to learn more and register.</span></div>
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<span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Thanks for your support of our women’s professional development workshops!</span></div>
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<span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;"><br /></span></div>
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<span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Liz & I greatly appreciate it!</span></div>
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<span style="background-color: transparent; color: #222222; font-family: Arial; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Steve</span></div>
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Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com0tag:blogger.com,1999:blog-6721014864942860272.post-85830405940890636782018-12-28T14:09:00.000-08:002018-12-28T14:14:28.736-08:00Happy 2019!<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="background-color: white; font-family: Trebuchet MS, sans-serif; font-size: x-small;">I
know it’s a few days early but wanted to wish all of you a very happy, healthy
and prosperous 2019! Boy oh boy – where did
2018 go?</span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="background-color: white; font-family: Trebuchet MS, sans-serif; font-size: x-small;"><br /></span></div>
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<span style="background-color: white; font-family: Trebuchet MS, sans-serif; font-size: x-small;">On
behalf of my business partner Liz Weiner I want to thank all our clients and
workshop attendees for making this year the best we’ve had in our almost 6
years in existence!<o:p></o:p></span></div>
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<span style="background-color: white; font-family: Trebuchet MS, sans-serif; font-size: x-small;">**<o:p></o:p></span></div>
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<span style="background-color: white; font-family: Trebuchet MS, sans-serif; font-size: x-small;">In
early 2019, I’ll be offering a number of new original songs for sale on
iTunes.<span style="mso-spacerun: yes;"> </span>All sale proceeds (other than
iTunes cut) goes to Mac Angels (<a href="https://macangels.org/" target="_blank">https://macangels.org</a>)
a foundation that <span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: black;">provides
services and programs to enhance the quality of life for patients, family
members and caregivers who are impacted daily by ALS. Since inception, MAC
Angels has helped over 500 families in Connecticut, Southeastern New York and
Northern New Jersey.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></span></div>
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<span style="background-color: white; font-family: Trebuchet MS, sans-serif; font-size: x-small;"><br /></span></div>
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<span style="background-attachment: initial; background-clip: initial; background-color: white; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: black; font-family: Trebuchet MS, sans-serif; font-size: x-small;">I’ll let you know when
the songs are available.<span style="mso-spacerun: yes;"> </span>For now, here’s
the latest one we’ve recorded called ‘Break Your Heart.’<span style="mso-spacerun: yes;"> </span>My son Kevin and I co-wrote the lyrics and
that’s Kevin singing lead vocal.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
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<span style="background-color: white; font-family: Trebuchet MS, sans-serif; font-size: x-small;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="background-attachment: initial; background-clip: initial; background-color: white; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: black; font-family: Trebuchet MS, sans-serif; font-size: x-small;">Playing on the tune
are some of the finest musicians in the Asheville, NC area:<o:p></o:p></span></div>
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<span style="background-color: white; font-family: Trebuchet MS, sans-serif; font-size: x-small;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="background-attachment: initial; background-clip: initial; background-color: white; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: black; font-family: Trebuchet MS, sans-serif; font-size: x-small;">Bruce Lang (<a href="http://www.bigcreekmusic.com/onstage.html" target="_blank">http://www.bigcreekmusic.com/onstage.html</a>)<o:p></o:p></span></div>
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<span style="background-attachment: initial; background-clip: initial; background-color: white; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: black; font-family: Trebuchet MS, sans-serif; font-size: x-small;">Paul Babelay (<a href="https://paulbabelay.com/" target="_blank">https://paulbabelay.com</a>)<o:p></o:p></span></div>
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<span style="background-attachment: initial; background-clip: initial; background-color: white; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: black; font-family: Trebuchet MS, sans-serif; font-size: x-small;">Molly Rose Reed (<a href="http://www.underhillrose.com/" target="_blank">http://www.underhillrose.com</a>)<o:p></o:p></span></div>
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<span style="background-attachment: initial; background-clip: initial; background-color: white; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #222222; font-family: Trebuchet MS, sans-serif; font-size: x-small;">Lynn Netherton
(pedal steel)<o:p></o:p></span></div>
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<span style="background-color: white; font-family: Trebuchet MS, sans-serif; font-size: x-small;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="background-attachment: initial; background-clip: initial; background-color: white; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #222222; font-family: Trebuchet MS, sans-serif; font-size: x-small;">I hope you’ll
support Mac Angels when the tunes are available.<o:p></o:p></span></div>
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<span style="background-color: white; font-family: Trebuchet MS, sans-serif; font-size: x-small;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="background-attachment: initial; background-clip: initial; background-color: white; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #222222; font-family: Trebuchet MS, sans-serif; font-size: x-small;">Thanks a lot!<o:p></o:p></span></div>
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<span style="background-color: white; font-family: Trebuchet MS, sans-serif; font-size: x-small;"><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #222222;">Steve</span><o:p></o:p></span></div>
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<!--EndFragment--><br />Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com1tag:blogger.com,1999:blog-6721014864942860272.post-59523827763563389082018-11-20T15:17:00.000-08:002018-11-20T15:17:09.635-08:00Happy Thanksgiving...from Merida, Mexico<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="font-size: 14pt;">Gaining
some distance from my everyday life gives me a chance to have some real
perspective on things. This year, I have had a lot to give thanks for and to
celebrate.</span></div>
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<br /></div>
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to do for many years – the Alaska cruise which I wrote to you about and a trip
to Italy’s Amalfi Coast.<span style="mso-spacerun: yes;"> </span>I remember when
my mother and father came back from their trip to Amalfi, a million years
ago.<span style="mso-spacerun: yes;"> </span>My father, who loved to drive, was
so excited about the winding, narrow roads there.<span style="mso-spacerun: yes;"> </span>His face lit up when he told us about it.<span style="mso-spacerun: yes;"> </span>Now I’ve also experienced it and, it’s likely
that it’s even crazier now, given there are more cars, more big buses, more
motorcycles and scooters and more people walking on the roads that have no
sidewalks. The Italians are very aggressive drivers – and very good.<span style="mso-spacerun: yes;"> </span>As in most things in life, to survive you
just have to do what people do in their own cultures.<span style="mso-spacerun: yes;"> </span>“When in Rome, do as the Roman’s do.”<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: major-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: major-latin;">As
I think about Thanksgiving, I’m going to take the liberty of not only
mentioning some things I’m thankful for, but also grateful for – they’re pretty
much one in the same, right?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: major-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: major-latin;">I’m
grateful for having my health.<span style="mso-spacerun: yes;"> </span>All of us
have experienced too, too many people we know and love who, no matter how young
or old, have dealt with or are currently dealing with really crummy health
matters.<span style="mso-spacerun: yes;"> </span>In our wonderful industry we’ve
seen too many of our friends and colleagues die way too soon.<span style="mso-spacerun: yes;"> </span>Each one is a wake-up call to me.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: major-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: major-latin;">I’m
grateful for having such a wonderful family.<span style="mso-spacerun: yes;">
</span>My son Brian, his wife Bridget and their boys, Sean (9) and Gavin
(7).<span style="mso-spacerun: yes;"> </span>My son Kevin, his wife Marissa and
their 7-year old twins, Ben and Edie.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: major-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: major-latin;">I’m
grateful for having met so many truly nice people in my career – around the
world.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: major-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: major-latin;">I’m grateful for all the wonderful musicians I’ve shared the stage
and studio with – playing rock and blues keyboards, singing, writing songs and
now in the process of recording my third ‘album’ – I’m a lucky guy.<span style="mso-spacerun: yes;"> </span>Mentioning the new ‘album’ – I’ve been
advised that very few people buy CD’s anymore. So, I’m going to sell the songs
individually on iTunes.<span style="mso-spacerun: yes;"> </span>After they take
their cut, 100% of the proceeds will go to Mac Angels Foundation, a
Westchester, New York - based organization whose mission </span><span style="background: white; font-size: 14pt;">is to enhance the quality of life
for individuals, family members and caregivers impacted daily by ALS, by
providing the compassion, education and unique resources needed to manage the
devastating effects of this disease.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-size: 14pt;">I know of Mac
Angels via my long-time friendship with Paul McEvoy, one of the true gentlemen
in the institutional real estate community.<span style="mso-spacerun: yes;">
</span>Paul and his wife M.C. were involved in the launch of Mac Angels and
Paul currently serves as President of the organization.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-size: 14pt;">I’m grateful for
the fact that I have no debt and that my life has become fairly simple – after
being complex for many years. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-size: 14pt;">I’m grateful for
the working relationship that Felix / Weiner Consulting Group partner Liz
Weiner and I have developed.<span style="mso-spacerun: yes;"> </span>It’s not
easy being in business for yourself and over the past 6 years Liz and I have
become a good team and built a respectable business.<span style="mso-spacerun: yes;"> </span>Both of us are grateful for the clients and
people we’ve worked with and especially those that have hired us more than once
</span><span style="background: white; font-family: Wingdings; font-size: 14pt;"><span style="mso-char-type: symbol; mso-symbol-font-family: Wingdings;">J</span></span><span style="background: white; font-size: 14pt;"><o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-size: 14pt;">I’m grateful for
the mentors, supporters and really, really good friends I’ve had in my life and
my career. I had started listing them but was concerned I’d overlook someone so
better left unlisted…you know who you are – in some cases I wish I had listened
to them more.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-size: 14pt;">In closing this
piece, I want to share with you something that I learned a few years back that
has helped me live a somewhat more peaceful and happier life:<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-size: 14pt;"><i>“Whatever you do
first thing in the morning you will do all day. Be happy. Smile. Laugh. Be
grateful for all that you have.”</i><o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-size: 14pt;">With
that, I wish you and your family a wonderful Thanksgiving – and hopefully long holiday weekend.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-size: 14pt;">P.S.
Can you believe that there is only a little over 5 weeks left in 2018!<span style="mso-spacerun: yes;"> </span>Boy, how amazingly fast time is flying by. <span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; color: #212121; font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-hansi-font-family: Calibri; mso-hansi-theme-font: major-latin;"><span style="mso-spacerun: yes;"><br /></span></span></div>
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhP4KcSLeBB9kLC-hFZd3SIQ4qbYSgbhyKcbX2mqe3oINGeMLgwm-cI2_JAGOmYj6K-DfDOJfxqO_xX-x0iOLLm3U7k4m4qV-WP1bJXaK7ojaqN45XSOEQXjH5L5dpqX6bGAaxy4FMQlvj5/s1600/IMG_2863.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="1600" data-original-width="1200" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhP4KcSLeBB9kLC-hFZd3SIQ4qbYSgbhyKcbX2mqe3oINGeMLgwm-cI2_JAGOmYj6K-DfDOJfxqO_xX-x0iOLLm3U7k4m4qV-WP1bJXaK7ojaqN45XSOEQXjH5L5dpqX6bGAaxy4FMQlvj5/s320/IMG_2863.jpg" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: Trebuchet MS, sans-serif;">Street in Merida</span></td></tr>
</tbody></table>
<br />
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhMilAIYm2sBWsjWWK6zf2HGY5acs5KtmeOxW9W1XzXhD0Pu1eanr28CTdOWtqM2_YyUf164xG6Q5LYTtD_PjF6ZZz96bDznS9vaOAtv2K8akOvyqoJ0yhQHZxziaDS_M_e7yUzks3cqwhL/s1600/Merida+1.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="1600" data-original-width="1200" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhMilAIYm2sBWsjWWK6zf2HGY5acs5KtmeOxW9W1XzXhD0Pu1eanr28CTdOWtqM2_YyUf164xG6Q5LYTtD_PjF6ZZz96bDznS9vaOAtv2K8akOvyqoJ0yhQHZxziaDS_M_e7yUzks3cqwhL/s320/Merida+1.jpg" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: Trebuchet MS, sans-serif;">Street in Merida</span></td></tr>
</tbody></table>
<br />
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgGl2wSsmlX2nTfVEaDE4RgDF3qbyQSS6YWkJ8CigfEWGjn2ZeYcbgwYs6-Twa3G3C9Zipeid_nMB1p6gw821IkMtF60tedc3Hj0eCyQAmZDxFL3IDf1goDMe5HOLJHC9td9DhHdyCTpOe3/s1600/Restaurant+Merida.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="1200" data-original-width="1600" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgGl2wSsmlX2nTfVEaDE4RgDF3qbyQSS6YWkJ8CigfEWGjn2ZeYcbgwYs6-Twa3G3C9Zipeid_nMB1p6gw821IkMtF60tedc3Hj0eCyQAmZDxFL3IDf1goDMe5HOLJHC9td9DhHdyCTpOe3/s320/Restaurant+Merida.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: Trebuchet MS, sans-serif;">New Restaurant in Merida</span></td></tr>
</tbody></table>
<br />
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi7QpHZcfalwogSO0JjnbQ4F12HME3Un7jbxWTFD-ch4D5dYKN9zcLpb0vVxWdwlP9O8gkCZeLf4UG0HHyO4Rl0owgaec-rT_HH729fIYvJmMiNUMK4Py7UZHKdw7JZG0mRSFU-l4E8wbHg/s1600/Uxmal.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="1600" data-original-width="1200" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi7QpHZcfalwogSO0JjnbQ4F12HME3Un7jbxWTFD-ch4D5dYKN9zcLpb0vVxWdwlP9O8gkCZeLf4UG0HHyO4Rl0owgaec-rT_HH729fIYvJmMiNUMK4Py7UZHKdw7JZG0mRSFU-l4E8wbHg/s320/Uxmal.JPG" width="240" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: Trebuchet MS, sans-serif;">Mayan Ruins, Uxmal, Mexico</span></td></tr>
</tbody></table>
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Steve Felixhttp://www.blogger.com/profile/01888305376076940075noreply@blogger.com1tag:blogger.com,1999:blog-6721014864942860272.post-59764935991676912882018-10-24T04:08:00.002-07:002018-10-24T04:08:55.624-07:00In memoriam: Dan Fulop (1974-2018)<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="font-size: x-small;"><span style="font-family: "Trebuchet MS", sans-serif;">Dan Fulop, Managing Director at The Related
Companies died on September 28.</span><span style="font-family: "Trebuchet MS", sans-serif;"> </span><span style="font-family: "Trebuchet MS", sans-serif;">He was 43.</span><span style="font-family: "Trebuchet MS", sans-serif;"> </span></span></div>
<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiCMvPzS6_JuE3ZC2lF5hzI5RFDB3wivTMNunNWSG2jM32EQs0qf_uMXMuMZfcaOnOcQOi5DHqJIubhFHlwZ5VrnW4kUE1Upa2ILZ0ofyR6w1vZWMxp5zH7ziytUaxcjRtREQU9ApK8zC-B/s1600/dan.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="500" data-original-width="500" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiCMvPzS6_JuE3ZC2lF5hzI5RFDB3wivTMNunNWSG2jM32EQs0qf_uMXMuMZfcaOnOcQOi5DHqJIubhFHlwZ5VrnW4kUE1Upa2ILZ0ofyR6w1vZWMxp5zH7ziytUaxcjRtREQU9ApK8zC-B/s200/dan.jpeg" width="200" /></a></div>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: x-small;"><span style="color: black; font-family: "Trebuchet MS";">I learned about Dan’s passing last
night via an email exchange with another industry friend who told me she had
recently joined Related. In congratulating her I asked if she had
met Dan yet. Her reply, “<span style="background: white;">Unfortunately,
I haven't. I'm in the field office so I don't see many people outside my
immediate team. Also, I only recognize the name because there was a company
wide email about his recent passing. I hope I'm not the one to give you the
news. Very sad, he was too young”.</span></span><span style="color: black;"><o:p></o:p></span></span></div>
<br />
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: x-small;"><span style="background: white; color: black; font-family: "Trebuchet MS";">Yes, too young and so
sad. </span><span style="color: black;"><o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: x-small;"><span style="background: white; color: black; font-family: "Trebuchet MS";">Dan and I met via this
column about 15 years ago. He worked in Related’s HQ in Columbus Circle
in New York and I lived right around the corner. About once a year,
at around 5:30pm, we’d meet at Joe G’s Restaurant on 56<sup>th</sup> Street
for a beer and talk about things. Then he’d go back to the office
and work until about 8pm before heading home to his family in New Jersey. </span><span style="color: black;"><o:p></o:p></span></span></div>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: x-small;"><span style="background: white; color: black; font-family: "Trebuchet MS";">Dan was one of those
guys that you couldn't help be attracted to. His energy was contagious and his
passion for his family and his career was powerfully evident. He
knew some things about me and at our first get together I learned that we had
some things in common: Livingston, NJ; Dan graduated from Rutgers
University (the same school that my sons Brian and Kevin graduated from) and
Jersey City where Dan’s brother Steven is now mayor and the band I played with,
‘Everyone’ was based. </span><span style="color: black;"><o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: x-small;"><span style="background: white; color: black; font-family: "Trebuchet MS";">While
the term ‘rising star’ may be over-used, after our first meeting I knew Dan was
destined to advance. </span><span style="color: black; font-family: "Trebuchet MS";">Dan was a humble guy. He did not seek
out the spotlight. He just went about his business and got the job done. We
connected right away and our conversations were always open and honest. </span><span style="color: black; font-family: Times;"><o:p></o:p></span></span></div>
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<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: x-small;"><i><span style="color: black; font-family: "Trebuchet MS";">From obituaries I
found about him: Dan had nearly 25 years of investment experience, including
long tenures with investment bank Goldman Sachs, & Co. and mutual fund
manager Franklin Templeton. He is a graduate of Rutgers University, speaks five
languages, and is proud to be a New York City-born first generation child of
parents that immigrated to the United States in 1970. Dan was one of three
brothers who learned a strong work ethic in their parents’ Newark deli and rose
individually to prominence in their respective fields.</span></i><span style="color: black;"><o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="color: black; font-family: "Trebuchet MS";"><span style="font-size: x-small;">Over the years since
he and I first met, Dan was spending more and more time in Asia. He
died while traveling in Vietnam.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="color: black; font-family: "Trebuchet MS";"><span style="font-size: x-small;">I had a restless
night last night thinking about Dan. It’s another of those wake-up
calls for us: you never know.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0in;">
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<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: x-small;"><span style="color: black; font-family: "Trebuchet MS";">One of the things
that I read every day is a reminder: Yesterday is gone, tomorrow
doesn’t exist, today is all we have. </span><span style="color: black; font-family: Times;"><o:p></o:p></span></span></div>
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<span style="color: black; font-family: "Trebuchet MS";"><span style="font-size: x-small;">Treasure
today. Appreciate all we have. Don’t forget to tell
someone you love that you love them.<o:p></o:p></span></span></div>
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<div class="MsoNormal" style="background: white; margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="color: black; font-family: "Trebuchet MS";"><span style="font-size: x-small;">My sincerest
condolences to Dan’s family and friends. He was a really good guy.</span></span><span style="color: black; font-family: Times; font-size: 12.0pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-language: EN-US;"><o:p></o:p></span></div>
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