How One Long Drive Transformed My Real Estate Career Forever

In the competitive arena of commercial real estate (CRE), opportunities can appear when you least expect them. For many investors and young professionals, the journey to success is often filled with unexpected turns. This is a story about one such moment—a phone call that set off a life-changing experience, triggered by a simple phrase: “I’m about to list with your competitor.”

When I heard those words, my heart raced. After years of trying to connect with this apartment owner, I finally got through. He had just received a Broker Opinion of Value (BOV) from a rival and was ready to sell his impressive portfolio of three properties, comprising 400 units.

The stakes were high, and I knew swift action was crucial.

The Drive of a Lifetime

Without a moment’s hesitation, I jumped in my car for a 7.5-hour journey from Virginia to Connecticut. The urgency of the situation fueled my determination. I was not just driving to meet a potential client; I was racing to secure my future in the highly competitive world of multifamily investing.

As I navigated the highways, I thought about the importance of personal connections in the brokerage business. In an era heavily reliant on virtual meetings, I believed that meeting face-to-face would distinguish me from my competitors.

A 15 hour that changed my career

Although the drive felt long, it was filled with anticipation. I envisioned how I would present my case for why he should choose me and Marcus & Millichap over other brokers. I planned on highlighting our successful track record. For example, last year alone, our team completed transactions worth over $800 million, showcasing our market expertise.

Making the Pitch

Upon arrival, I met the seller face-to-face. The energy in the room shifted immediately. I presented my strategy, emphasizing my dedication to his success and the unique advantages our brokerage offered.

What resonated most with him was my act of making the long drive. It illustrated my commitment, energy, and obsession with helping him achieve his goals. While other brokers relied on screens, I was there in person, ready to invest my time and effort into his success.

The meeting lasted about two hours, yet the impact was profound. I noticed a marked change in his demeanor as I spoke passionately about the potential of his properties and discussed market trends. For example, I highlighted recent data showing that multifamily property prices had soared by 12% in the last year in Hampton Roads, Virginia.

The Outcome

By the end of our meeting, I had secured his business. I drove back that very night, exhausted but exhilarated. That 15-hour round trip and the two-hour meeting resulted in a significant turning point in my career.

In the following months, I successfully sold his 400+ units to two different buyers. One of those buyers later conducted transactions for over 1,000 additional units with me, while the other became a repeat client for several more deals. The financial rewards were substantial, amounting to multiple seven-figure fees.

The benefits extended beyond financial gain. The seller in Connecticut has since become a great mentor and friend. Our relationship has flourished, and I always look forward to visiting him in Miami, where we enjoy good food and exchange industry insights.

Key Takeaways

This experience taught me valuable lessons that can resonate with anyone in the CRE field, especially young professionals and investors:

1. The Power of Personal Connection: In a technology-driven world, never underestimate the value of face-to-face interactions. Building relationships is crucial in this business.

   
   

2. Commitment Matters: Demonstrating your dedication through actions—like making a long drive—can distinguish you from the competition. It shows willingness to go the extra mile for your clients.

   
   

3. Seize Opportunities: Often, opportunities arise unexpectedly. Be prepared to act quickly and decisively when they do.

   
   

4. Invest in Relationships: The connections you make today can lead to future opportunities. Cultivating these relationships can yield long-term benefits.

   
   

5. Ambition Drives Success: In multifamily investing, ambition is key. Always strive to improve and look for new opportunities.

   
   

Reflecting on My Journey

Sometimes, a single call, a long drive, and one meeting can change everything. This experience transformed my career and reinforced the value of commitment, personal connections, and seizing opportunities in commercial real estate.

As you traverse your journey in CRE, remember that every interaction counts. Whether you’re an investor aiming to expand your portfolio or a young professional eager to leave your mark, never underestimate the influence of dedication and ambition.

In the end, it’s not just about the properties you sell or the deals you close; it’s about the relationships you build and the impact you make along the way. The next time you face a pivotal moment, think about taking that long drive. It just might change your life forever.