In this week's episode of Commercial Real Estate Elite: Broker to Brokers I visit Grand Rapids, Michigan and talk to Kurt Kunst a broker and partner at NAI Wisinski. Kurt began his real estate career in 1997. He is a SIOR and a CCIM designee that, having explored those programs on this show and in real life, I can tell you makes him an expert in the field. Kurt’s got a pretty cool story in that he took a very roundabout way towards his commercial brokerage career. In fact, he made the “leap” with 2 young kids in tow and little to no experience or background in CRE at the age of 24. So it was certainly an interesting journey. Kurt and I cover a lot of interesting ground in this talk including “roof-top marketing”, prospecting ideas, a best practice on your listings, the importance of having structure to your days and a tip on referral partners. Kurt also tells a great story about encouraging his client to focus on the big picture when closing a deal. It stuck with me because I’m going through something similar right now where we’re fighting over a measly $15,000. I need to push all parties to focus on the long-term benefits of the deal, not on the present value of $15,000 on a near-million dollar deal. And, I just have to say, that I asked Kurt what is the most important personality trait a successful commercial real estate broker, and the answer he gave is genuinely my favorite one I’ve heard so far and something I will endeavor to implement myself. Listen guys, this is a fun episode I hope you get a lot of out it, I sure did…

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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