Back To School / Back To Business

When I was growing up in Forest Hills (Queens), New York I recall looking forward to going back to school.  It was always the Tuesday or Wednesday after Labor Day.  Starting in about the 3^rd grade (maybe 4^th) we started bringing loose-leaf notebooks with us to class.  I believe my mother took me to buy school supplies before school actually started, knowing that different teachers would ask us add certain things – which mean another trip (happily) to The Center, the store we bought our school supplies at on the corner of 108^th Street and 64^th Drive.

In those days we didn’t carry backpacks.  We had these rubber strap type things that fastened over our books.  It was the loose-leaf book at the bottom and then several textbooks on top of that carried under our arms.  Pretty simple eh?

Other than my first day at first grade, going back to school was a pleasant thing for me.  What happened in you may ask?  My mother escorted me to school and when we got there, waiting in the schoolyard with all the other students for the bell (or whistle) that would signal time to go into the building, I noticed that I was the only boy wearing short pants.  I may have cried but I certainly tugged at my mother and made her take me home to change into long pants. 

P.S. 175 (Annandale Park School) was just two blocks from our apartment.  Pretty early on, I was allowed to walk to school myself.  I didn’t know until many years later that my mother stood in the window of our apartment with binoculars to make sure I had crossed 64^th Avenue and then, the more dangerous Yellowstone Boulevard safely.

Actually, I was grazed by a large black car one day when irresponsibly crossing 64^th Avenue but no real injury.  I’m sure, had the roles been reversed I would have watched my child walk across the street, across the Safeway parking lot, across 64^th Road, across Yellowstone Blvd. (where I believe there may have been a crossing guard) on to the block where the school was located – it was a full city block and included the school itself, the ball field (asphalt) and basketball courts and a playground that included the staples: a sandbox, jungle gym and fountain that sprayed water during the summer.  Btw, these amenities still exist in NYC playgrounds albeit, thanks to the generosity of donors, some have more elaborate equipment

I’ve considered the time after Labor Day in the U.S. as ‘Back to School’ for the real estate industry as well.  Even though things have changed over the years from sort of nothing going on to ‘business sort of as usual’ over the summer, this coming weekend is one of those that at least mentally has change connected to it.

The fashionistas say that after Labor Day you’re no longer allowed to wear white clothes, for example (Hey, what about those nice white jeans I bought over the summer and have only wore once?).  Especially, if the weather starts getting a little cooler than the hot and humid August days (or, as my brother Jay in Tucson experiences the hot-hot-hot dry days), then it seems like fall is in the air.  I haven’t consulted The Farmers Almanac so don’t know what to expect but at some point this fall, it’ll be come fall for real.

Over the past two summers, we have worked hard to get new presentation coaching business on our calendars for the fall and early winter.  While many firms are interested in bringing us in, due to the fact that in many/most of these firms some participants in those workshops will be coming into a central location, coordination is sometimes a challenge.

This summer, we approached it differently: take some time off to recharge and not stress about things.  Why?  It doesn’t help to keep pushing for things to happen when they aren’t.  Sometimes pushing to get a decision simply doesn’t work.  If someone is interested in what you’re doing, have patience and let him or her come back to you – often they will.

Of course, with folks in our industry having so much on their plates at one time and some firms hiring fewer people and expecting more of those that work there already, there is a lot of stress and people, rightly so, are focused on their most important thing each day.

The ‘don’t push’ philosophy can work well not just for service providers like us.  It can also hold true in many facets of the commercial real estate industry.  Witness over the years, how many firms won deals by bidding high (sometimes crazy high in the opinion of myself and others) and then not being able to close and the runner-up, the tortoise if you will, wins the prize – the coveted deal.

In the Type-A world of global capital raising and commercial real estate it may be difficult to consider trying a change of approach to your job.  If you look back in history, it’s not always the most aggressive firm that has done best for its investors / clients. 

When institutional investors (pension funds, endowments, foundations, sovereign wealth funds, family office and rich people) look under the hood of your investment management firm, seeking to check those 5 most important boxes, do they see a firm that has a track record of being smart or being fast and pushy?  What type of firm do you want to work for?  What type of firm do you want to invest with?  What are the three most important characteristics you are seeking in an investment management firm or service provider?

Yes, I know this may be radical thinking and not everyone is introspective and open to thinking differently but in this vein you may want to read a new book called, “Think Simple – How Smart Leaders Defeat Complexity.”  The author is Ken Segall, New York Times bestselling author of Insanely Simple.  Ken worked directly with Steve Jobs at Apple as his ad agency creative director for 12 years.  He led the team behind Apple’s legendary Think different campaign (remember those huge posters of ‘thinkers’ like Einstein unveiled overnight on pubic buildings in the U.S. and Europe?). 

Kenny has been a friend since high school and was the drummer in the first rock and roll band I ever played in ‘The Better Half’ in Livingston, NJ.  Think Simple has great examples of how simplicity benefited a number of companies of different sizes and in different industries.  While it’s ‘deep’ it’s an easy read.  After all, wouldn’t you like to find a way to simplify your life?

Those of you in the U.S., enjoy this long weekend and use some of your time to how your approach to developing new business works best or what you may want to consider modifying.  My partner Liz and I are doing just that and are excited about getting back on the road to conduct Behavioral Presentation Coaching workshops, Women’s Leadership Workshops and our new open-enrollment Presentation Coaching workshop.

Look forward to seeing you somewhere on the circuit this fall!

Bumper sticker I saw this week:

“Women Who Behave Rarely Make History.”

Photo: One of the amazing LEGO sculptures on display at the North Carolina Arboretum (a 5-minute drive from my apartment).  This one, Kneeling Gardener, uses 43,340 LEGO pieces and is the work of artist Sean Kenney.  If you are in the neighborhood definitely stop by and check it out!

The Sassy Goose / CRE Tech Intersect / Brevard Music Center / Toots Thielemans (1922 – 2016) / Felix / Weiner Women’s Leadership Workshops

The Sassy Goose

Recently I met the owner of The Sassy Goose, a beautiful piece of real estate in North Carolina.  Then went to visit on a scouting trip for the location of our next family reunion.  When I was there, I realized it could also be the location of a special executive coaching retreat that my partner Liz Weiner and I have been talking about.  

From their website:

The Sassy Goose is located on 57 acres central to some of the best hiking and biking in all of Western North Carolina — DuPont State Forest, Caesar’s Head State Park and Pisgah Forest. The views here at 3,000 feet above sea level are spectacular.

The beauty and privacy of the property is enhanced by a lovely six-acre lake that is great for swimming and fishing. Three canoes, a pontoon boat, and a separate, well stocked, catch and release trout pond are located on the property and available to guests at no additional charge.

Whether you're a couple looking for a fantastic weekend getaway in the mountains or a group of family and friends looking for a place to hold a great reunion, you can find both at the Sassy Goose.

Check The Sassy Goose out here.

  

CRE Tech Intersect

CRE Tech Intersect is a grassroots organization founded by Pierce Neiken.  Their events are a fabulous way to get an immersion into what is happening in the world of commercial real estate technology.

I was able to attend one of these events in NYC (they’re now conducting them in San Francisco, Austin and London).  Walking from table to table, simply asking people to tell me what their company was doing was fascinating. 

It took me back to the first commercial real estate technology event held in NYC in about 1997 and hosted by Peter Pike, one of the very early bloggers in commercial real estate.  For CREOL, the startup I was with, it was our first exposure after coming out of the garage.  There were only 6 exhibitors!

At CRE Tech Intersect there will probably be 35 exhibitors – some established CRE Tech and data firms, like RCA, who are sponsors of the event, but more early stage firms and true start-ups with new ideas on how technology can make our industry more efficient.  Here’s the information and a link to register. 

Brevard Music Center

This summer, I’ve been able to spend four weeks in my new ‘home’ of Western North Carolina.  It’s given me the opportunity to discover the mountains, the forests, waterfalls and cultural centers – all within a 30-minute drive! 

The Brevard Music Center has a summer program for college and high school students.  During the final weekend of the ‘semester’ I was privileged to see a classical music concert.  The venue is very cool – has a roof but no sidewalls.  A small number of people sit on the lawn and picnic.  The real, unexpected treat was when I went down early for the show.  I parked and heard some music coming from the venue.  Walking in I saw a full orchestra and what appeared to be a 200-voice choir playing a piece. They were rehearsing, I learned, for the final show of the season the next day.  As with rehearsals, there were stops along the way where the conductor coached the orchestra.  I love classical music but don’t know or remember the names of pieces.  This piece sounded incredible.  I shot an 8 second video clip and texted it to my son Brian, assistant professor of music at the University of North Carolina – Asheville.  He wrote back, “Dad, they’re playing Beethoven’s 9^th Symphony – one of the greatest pieces ever written!”  Shortly after getting the text, the orchestra started up again and this time played the entire piece from start to finish.  I’m getting chills writing this to you now.  It was absolutely incredible.  The show I had bought a ticket for that night was very good but this rehearsal session, during which there were only about 30 people in the audience – probably parents of the students and some faculty – was the highlight.

Then, last Friday night I went back to the same venue and caught a show by Gillian Welch.  She is one of my son Kevin’s favorites. I had not seen her before but Gillian and her husband, who perform as a duo, were great.  They play what is probably referred to as bluegrass but it was more diverse than that.

The final cultural experience, an unexpected one was when I was walking aimlessly and came upon Flat Rock Playhouse.  I had heard of it before and saw that cars in front of me were pulling into the parking lot.  I followed and asked a very nice parking attendant, “Is there a show this afternoon?”  Yes, he said.  “Do you think there are tickets left? Yes, he said.  “By the way, what show is it? “  9 – 5 he said. It was the play based on the movie for which Dolly Parton wrote all the music.  I was able to secure a very good seat.  The show was great. The acting, staging and singing was Broadway quality. I later learned that many of the actors at this theatre are members of the Actors’ Equity Association – the primary trade group for actors in America. 

My explorations and getting lost (one of my very favorite things to do) is opening my eyes to some great stuff.  It’s no wonder Western North Carolina has become a magnet. It’s very cool and I’m starting to meet some very nice people!

Toots Thielemans (1922 – 2016)

From the New York Times obituary.

Toots Thielemans was one of the only musicians to have a successful career as a jazz harmonica player, died on Monday in Brussels. He was 94.

That Mr. Thielemans played jazz on the harmonica was unusual enough. Even more unusual was how he first gained international attention: by playing guitar and whistling in unison.

It can be heard on the soundtracks of movies including “Midnight Cowboy” and “The Getaway.” It was featured in television commercials and on records by, among many others, Ms. Fitzgerald, Paul Simon, Billy Joel, Dizzy Gillespie and Quincy Jones, who once called Mr. Thielemans “one of the greatest musicians of our time.” For more than four decades, it has been heard in the opening theme music of “Sesame Street.”

Here’s my Toots Thielemans story. In college, I managed the varsity basketball team.  We were on a flight back to New York from a game in Virginia and I randomly met Peter Duchin.  Peter is the son of Eddie Duchin, a famous bandleader and Peter is a celebrity bandleader and recording artist himself.  He liked me and invited me to visit him in his Madison Avenue office the following week.  Peter was looking for someone to work with, as an intern, to help him and learn about the music business.  I jumped at the opportunity and started hanging around his office and helping out as asked.  One day he invited me to attend his recording session.  I went into the studio – it was my first time in a professional recording studio - and found a seat in the corner.  As the session evolved, gentlemen joined the group and one pulled out a harmonica.  Then, over multiple takes, the group performed the song.  I can’t remember the names of the other musicians but trust me; they were heavy hitting New York City session men.  The gentleman with the harmonica was Toots Thielemans – whom I had never heard of.  He was amazing. I had never heard anything like that come out of a harmonica.  This was truly one of those very special musical moments in my life.

Felix / Weiner Women’s Leadership Workshops

As we continue to do our part to improve gender diversity in the industry, Liz and I are pleased to announce the upcoming schedule for our Women’s Leadership Workshops – exclusively for women in the commercial / institutional real estate community.  Developing and enhancing the professional presence of women is the foundation of our 4-hour interactive professional development program.

Women from over 70 firms have already attended our programs across the country! Here’s what a few participants have said:

·       “… left with great takeaways, as well as motivation to implement them.”

·       “Great program – I would recommend to all the women in my network”

·       “Very eye-opening and fun at the same time.”

·       “Brought to the surface all the issues I felt were stopping me from moving ahead and learning I wasn’t alone”

·        “I learned a lot about myself. I am able to identify things I do that I want to change for the better.”

·       “Very empowering, stimulating”

·       “Appreciated the casual, collaborative atmosphere”

·       “Fascinating and eye-opening discussions!”

·       “Interactive sessions were great and also learning that I am not the only one struggling with social / gender bias”

·       “The concrete tips and advice were most valuable as well as perspective on things like personal brand, first impressions, etc.”

Dallas: September 23

New York: October 13

Austin: October 28

Chicago: November 3

Laguna Beach:  January 18, 2017

*Please reach out if you would like to sponsor a program in your city or if your firm would be interested in discussing an internal women’s leadership workshop.

Here’s the link where you can learn more and register.

Triple Falls at Dupont Forest, NC

Face Time vs. FaceTime

In the spring of 1995 I had just completed a three-year stint as part of the real estate loan workout team that ‘saved’ Midlantic Bank in New Jersey.  The team was headed by Andy Siwulec, a great guy who is still with the bank (which, when healthy, was bought by PNC).  As many of you know, in workouts, it’s not just the loans that you’re working out, you’re working yourself out of a job.

Thinking about what to do next, I met with an long-time acquaintance, Bill Farber, who headed Levin Management Corp.  The late Phil Levin was one of the original shopping center developers in NJ and PA.  For 40 years, the firm had been quietly overseeing it’s own portfolio. Bill told me that he had wanted to seek institutional third party leasing and management business but they didn’t have someone who could focus on that.  So, we made a deal and I joined them as their first Director of New Business Development. 

The firm had a great legacy and story to tell – they had never before issued a press release.  In getting my budget approved I requested permission to hire a PR firm to get the word out.  Having lunch with an old softball team friend Larry Paragano, whose family owns commercial real estate, he mentioned a great boutique NJ-based real estate focused PR firm called Caryl Communications.

And that was the start of my friendship with Caryl Bixon, which continues to this day.  Caryl and her husband Bob (a guitar player) have built a highly respected PR and Communications firm which has now expanded beyond commercial real estate.

Recently, Caryl published a piece called “Facetime or Face time – Mix High Tech and High Touch to Create Productive Meetings.” As you might imagine, this totally resonated with me.  I offer you the essay in its entirety here:

FaceTime, Google Hangout, Skype, WebEX, GoToMeeting – if you’re in business today, you know dozens of ways to meet colleagues and customers without leaving your desk.  Online meetings continue to grow in popularity because they save time and money, but traditional in-person meetings remain a top tactic for a number of reasons.  As an established NJ PR firm, we share the following advice:

Let’s Admit It:  Humans Love Real Face Time

As social beings, most of us relish personal interactions.  We like eye contact and handshakes.  We interpret body language, as well as words.  Even many tech-oriented Millennials favor in-person over online meetings.  In one survey, 80 percent said they preferred traditional face time to screen time as a productive business tool.  Face-to-face gatherings tend to result in more engaged and focused participants (no opportunity to multi-task or check social media). Discussion flows better.  Questions and issues are easier to resolve.  A stronger sense of teamwork exists.  And when a client is on the other side of the table, the relationship is strengthened.  In-person meetings also tend to be shorter and more efficient and are usually free from the tech glitches that can plague the online alternatives.

When to Connect Online and When to Meet in Person

FacetTime, Skype and the meeting platform of your choice can still p lay a big role in communication.  Online meetings are ideal for quick, frequent updates.  Also, if staff work remotely, or a sales team is in the field, online meetings will keep people connected without investing travel time or money. 

That said, traditional in-person gatherings have some very distinct advantages for a number of specific meetings such as:

·      Motivational sessions

·      Early –stage sales calls

·      Product demonstrations/ presentations

·      Brainstorming

·      Negotiations

Discussions of a sensitive or confidential nature are always best conducted in-person as well.

Want to learn more about the benefits of both in-person and online gatherings?

Visit these articles:

http://www.inc.com/rene-siegel/five-reasons-you-need-to-meet-in-person.html

http://www.inc.com/laura-montini/infographic/why-face-time-will-always-matter.html

https://businessfirstfamily.com/awesome-advantages-of-online-business-meetings/

http://meetingking.com/face-to-face-meetings-vs-virtual-meetings/

Both before Al Gore invented the Internet and since, I have been a huge proponent of face-to-face meetings.  I remember flying to Tennessee to see a potential client.  I went on my own dime.  The phone didn’t seem to be getting us anywhere and I know they were considering other consultants.

The face-to-face meeting went very well – the client and I hit it off and he realized that my experience and style were what he was looking for.  They hired me.  Would that deal have been consummated if I hadn’t invested in visiting them in-person?  Who knows? Over the years, I have found that sitting with someone, on his or her own turf, has proven to be hugely valuable and rewarding in building relationships.

Thanks Caryl for sharing this timely message.  As technology becomes more helpful and at the same time intrusive, keeping, as Bruce Springsteen wrote, “a little of that Human Touch” becomes more challenging – and perhaps never more important.

**

Summer to Fall

At this time, our mindset starts moving to ‘Back-to-School’ season.  I took some time off this summer to spend in my new ‘home’ in the Asheville, NC area.  With all my travel, I hadn’t really had a chance to decide if I liked it.  I want to like it and by being around I’ve started finding some outlets for things that I enjoy:  playing tennis, getting lost when driving in the Smokey Mountains, spending time with my family and getting to know a couple of people to stuff with.  It is such a huge difference from living just off Columbus Circle in Manhattan.  I say Manhattan because in this area, when someone asks, “Where did you move here from?” and I say “New York” they don’t correlate that with New York City – rather other cities and areas in New York State. 

This area is truly a melting pot.  While it is in the South and clearly in the Bible Belt, a lot of folks have moved here from other areas.  I’ve discovered that there area bunch of people who live in South Florida and come here for the summer to get away from the oppressive heat.  Some of you know the term ‘ Snow Bird’ for those folks from the northern U.S. who go South for the winter.  I’m not sure if there’s a term for the folks here who make their annual pilgrimage. 

We’re also getting our fall and winter calendar in shape - scheduling our Women’s Leadership Workshops and finalizing Behavioral Presentation Coaching workshops for our clients. 

Virtually everyone we talk with admits, ‘Yes, we can improve our presentations” but, sometimes, getting the group together in one place at the same time is challenging but eventually happens. 

And, as our clients start thinking about fall industry events, we’re being asked about coaching some of their folks about “How to be an effective moderator” and “How to be a memorable panelist” at an industry event – or their own investor conferences.

As people ask me, “So, Steve, how’s it going?” I now have an answer that is both simple and understandable by anyone who is in the service business: “We’re getting repeat business!”  It’s tremendously encouraging to Liz and I and reinforces our value proposition.

I look forward to seeing many of you ‘on the road’ this fall.  Enjoy the last few weeks of summer and take some time to do things you love.