Inside Cover D — September 13 - 26, 2019 — 40 Under 40 — M id A tlantic
Real Estate Journal
www.marej.com
40 U nder 40
Stephen Gianis Vice President
Daniel Lanni Senior Vice President The Kislak Company, Inc. Years with company/firm: 9.5 Years in field: 15 Years in real estate industry: 15 Real estate organizations/ affiliations: National Mul-
Andrew Scheinerman Vice President Commercial Sales & Leasing The Kislak Company, Inc. Years with company/firm: 10 Years in field: 10
Commercial Sales & Leasing The Kislak Company, Inc. Years with company/firm: 3 Years in field: 3 Years in real estate industry: 3
What is your greatest professional accom- plishment? Selling a three building package with one wrap around loan to three separate buyers with all three deals being contingent on one another to close. What is your most notable project, deal or transaction? 265-275 Beech Street, 80 units in Hackensack. It was an off market transaction for an old line family who had owned the property for over 40 years. How do you contribute to your company and/ or the industry? I believe that my focus, tenacity, passion and refusal to hear no are infectious to those around me and just as other influence my work, I hope that my actions and attitude influence theirs. Who or what has been the strongest influence in your career? My own personal motivation and drive for success has carried me day after day to do what I do. What impact has social media / networking had on your career? Networking has been key to opening up doors that otherwise would never have been available to me. It continually widens my circle and allows me to tap into new contacts each day with the continued goal of building my business. Tell us how and when you began your career in the profession you are in, about your current position and why you choose the field/profes- sion you are in today? My profession at Kislak came from a recommenda- tion. I was new to brokerage and thought it was a good way to get started in the real estate industry. As I began to do a few deals I quickly realized that this was something I could be truly great at if I worked, studied and paid attention to those around me who were successful. The opportunities that have come my way as a result of doing this have been beyond my expectations and wildest dreams. I have been able to be apart of deals and opportunities that would never have existed to me if not for working in brokerage. What were some of your early goals and did anything happen to change them? My early goals were focused solely on dollars and cents. As I grew those goals were realized, I began to see that my passion and drive to simply achieve success was pushing me each day just as much as the monetary returns I was achieving. What unique qualities and or personality do you feel makes you most successful in your profession? Tenacity, unwavering persistence, endless drive, my empathy for my fellow person and an ability to get those around me to open up. What challenges and or obstacles do you feel you needed to overcome to become as success- ful as you are today? Not allowing the word No to hinder my goals or give me a moment of pause. What was the most defining moment for you? The moment I realized that I did not just belong doing what I do but that I was truly great at it. Who do you feel was most influential in your life when choosing this profession? My Father. What is the funniest, most unique situation you have faced/conquered during your career? Or in your life? Conquering those who say something cannot be done and the word ‘No” every single day. Years in real estate industry: 10 Real estate organizations/ affiliations: ULI, NMHC, NJAA, Israel Bonds
What is your greatest professional accom- plishment? Winning the Rookie of the Year award because that was by far the most difficult year of my career and I mostly wanted to quit everyday. What is your most notable project, deal or transaction? Earlier in my career, I had the police called on me and an angry letter sent to my office from an owner for showing up unannounced at his house. A year later he gave me the listing on the property and ultimately I sold it for close to $20 million. How do you contribute to your company and/ or the industry? Sometimes I bring the bagels to the sales meetings. All kidding aside, we are a tight group at Kislak and are always available to help each other succeed. I’m constantly learning something new from our team. Especially from our fearless leader Rob Holland and my mentor Matt Weilheimer. Who or what has been the strongest influence in your career? My father who came here from Italy with nothing and built a successful business and life for our family. And my amazing mother for staying at home raising her five boys. Their love, dedication and hard work was instilled into me from an early age and I owe them extreme gratitude. What impact has social media/networking had on your career? It’s had a huge impact and it consistently plays a big role in my career, a lot of my 7,100 connections on Linkedin have come from the talented people I get to meet at the various industry shows throughout the year. #business Tell us how and when you began your career in the profession you are in, about your current position andwhy you choose the field/profession you are in today? I started selling single family homes when I worked on air at a local radio station because I was working nights and needed something to do during the day. A friend suggested we go get our real estate license and to this day it’s one of the best decisions I have made. If it wasn’t for him, I still might be a Radio DJ. What were some of your early goals and did anything happen to change them? There’s a great book I read called the 10x Rule by Grant Cardone and now I write my goals down everyday and they are constantly evolving. I try to keep them big and very challenging. What unique qualities and or personality do you feel makes you most successful in your profession? The three P’s –Persistence, Passion, and Patience What challenges and or obstacles do you feel you needed to overcome to become as successful as you are today? There are constantly challenges and obstacles in this business and I wouldn’t have it any other way. The secret is don’t take no for an answer. What was the most defining moment for you? This is definitely it, being selected for Forty under 40! What inspiring word of advice would you give to a young executive graduating from college today? The key word in the question is ‘young’. You have your whole life ahead of you. This is the time you can afford to take massive risks and grind at your highest levels. Nothing is holding you back. Be brave and do work that matters to you. tifamily Council, New Jersey Apartment Association, Pennsylvania Apartment As- sociation, International Council of Shopping Centers
If you could dine with anyone dead or alive whowould you choose? TigerWoods or Nick Saban What is your greatest professional accom- plishment? Completing my first deal on my own. Getting to the finish line and completing the transac- tion was a great feeling. What is your most notable project, deal or transaction ? Completing the Sale of the Pondview Medical Plaza in Monroe, NJ. This was the largest deal of my career and definitely the most difficult to complete. There was issue after issue but we were able to get to the finish line and complete the trans- action. How do you contribute to your company and/ or the industry? By developing relationships with landlords and tenants. I try and meet as many new people as I can and am always working towards the next deal. Who or what has been the strongest influence in your career? Peter Wisniewski, Executive Vice President and Broker of Record for my office. Everything that I have learned in this industry has been through Peter. His guidance over the past three years has turned me into the Broker I am today. What impact has social media / networking had on your career? Social media has not played a huge role in my suc- cess at Kislak but networking is invaluable. You can not do enough of it. No matter where I am, I always try and meet new people because you never know who may be a potential client. Tell us how and when you began your career in the profession you are in, about your current position and why you choose the field/profes- sion you are in today? I have always had a fascination for real estate but I never thought I would work in the industry. When I graduated college and moved back home to New Jersey, I truly had no idea what the next chapter of my life would be. I struggled through the job applica- tion process but once I met with Peter, I knew Kislak was a company where I could learn the industry and I could not be happier with my decision. What were some of your early goals and did anything happen to change them? My first week at Kislak happened to be our annual sales awards luncheon. Hearing about all of the suc- cess my colleagues had over the previous year was unbelievable. After that lunch, I set my goal to be one of the top producers in the company and while I have not reached that point yet in my career, I still wake up every day and work to become the top producer. What unique qualities and or personality do you feel makes you most successful in your profession? You have to be a hard worker and problem solver in this industry. Issues always arise as deals progress and being able to come up with creative ways to get past these issues is one of the most important aspects of being a broker. What challenges and or obstacles do you feel you needed to overcome to become as success- ful as you are today? After joining Kislak, I soon realized I needed to break out of my comfort zone if I was going to survive year 1. I needed to become more knowledgeable about my territories and that led me to become more con- fident in ever aspect of this job. Meeting people face to face is the most important aspect of this business and I needed to become more comfortable with that.
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