2D — September 13 - 26, 2019 — 40 Under 40 — M id A tlantic
Real Estate Journal
www.marej.com
40 U nder 40
Joseph Keenan Senior Vice President
Scott Davidovic Senior Vice President The Kislak Company, Inc. Years with company/firm: 14 Years in field: 14 Years in real estate industry: 14 Real estate organizations/ affiliations: New Jersey Apartment Association
Justin Lupo Vice President
The Kislak Company, Inc. Years with company/firm: 5 Years in field: 5
The Kislak Company, Inc. Years with company/firm: 13 Years in field: 13 Years in real estate industry: 13 Real estate organizations/
If you could dine with anyone dead or alive who would you choose? I had very close relationships with my grand- parents, all of which who were very successful in business but passed away years prior to my professional success at Kislak. I’d love nothing more than to sit with them as an adult to pick their brains about business and to hear about the obstacles that they had to overcome to achieve success during their careers. What is your greatest professional accom- plishment? Being presented with the Sima Jelin Kislak Salesperson of the Year award. This particular award is based on an internal vote at Kislak by my colleagues. I personally believe that the relationships within the office are as if not more important than the relationships built outside of the office with clients. It meant a lot to me that my colleagues had recognized my work ethic and accomplishments and voted for me as the recipi- ent of this award. What is your most notable project, deal or transaction? I was retained exclusively by Tom Troy are Sharbell Development Corporation to sell Mon- tage at Hamilton, a broken condo job containing 172 rental units and a to-be-built component containing an additional 63 units which would be delivered post closing by the seller. It was a very complicated transaction with a lot of moving parts, but nonetheless the client trusted my ability to market the property effectively, identify the right purchaser, and move the deal through contract to closing. It was extremely satisfying to have been able to deliver for the the client and has ultimately lead into other more complicated assignments from Sharbell as well as with other clients. How do you contribute to your company and / or the industry? I take a lot of pride in being as transparent as I can with the clients I deal with. My job is to move a deal to the closing table, not just into contract. I’ll give a prospective purchaser every reason not to by the deal so that I know with certainty if we move into contract it should be an easy road to the closing table. I’m sure the clients that I’ve dealt with can attest that I’m blunt and brutally honest, but I’ll make sure the task at hand is ac- complished quickly and efficiently. Kislak, along with industry professionals, seem to accept and appreciate my approach in moving a deal from start to finish Who or what has been the strongest influ- ence in your career? Kislak is comprised of roughly 30 salespeople, many of which have had very impressive careers selling multi-family and other investment real estate. When you get thrown into a mix of suc- cessful professionals with incredible personalities, the friendly competition is inevitable. I feed off the success of my colleagues, I learn from them, and apply what I’ve learned into my daily routine. The group of people I have the pleasure of working with have been incredibly influential in pushing me to continue to work harder and have more success year over year. Years in real estate industry: 5 Real estate organizations/ affiliations: New Jersey Apartment Association, National Multi HousingCouncil, Pennsylvania Apartment Association
affiliations: ULI, NMHC, NJAA, Israel Bonds If you could dine with anyone dead or alive who would you choose? Arnold Schwarzenegger or Mick Jagger What is your greatest professional accom- plishment? When I first started in real estate I had just graduated college and looked like I was 15 years old. Cold calling was tough – I didn’t have experi- ence and no one I met took me seriously. So really, my greatest accomplishment was to overcome those initial hurdles and to establish a long and fruitful career. What is your most notable project, deal or transaction? I closed on a portfolio of properties in Montclair for a long time client. He was one of my very first cold calls and gave me my first exclusive over 10 years ago. The properties in Montclair had been in his family for decades and it was truly an honor to be given the opportunity to represent them. How do you contribute to your company and/or the industry? I show up on time and work hard. I make myself available to help the junior brokers in my office as I was the recipient of a lot of help when I was first starting in the business. Who or what has been the strongest influ- ence in your career? Our company President Rob Holland has helped to influence and shape my career more than anyone else in the business. I was very lucky to get him as my immediate supervisor turned mentor when I first started out of college. What impact has social media/networking had on your career? Networking is crucial in this business and I’ve met many clients through networking events. I believe any technology – social media or otherwise – that allows you to reach out and be in touch with current and potential clients should be embraced. Tell us howandwhen you began your career in the profession you are in, about your cur- rent position and why you choose the field/ profession you are in today? I started with Kislak straight out of college. I met them at a job fair at my school and was invited to come interview. I had not thought of real estate as a profession but I was inclined to go after a sales position. The chemistry was immediate and two weeks later I was in real estate school and two weeks after that I was pounding the pavement and I haven’t looked back. What were some of your early goals and did anything happen to change them? My goals change every year – Initially it was just to get an exclusive, and then sell it – then two exclusives sales etc. These days my goals focus on production numbers that are in excess of the prior year. What unique qualities and or personality do you feel makes you most successful in your profession? Sales people have a stigma of being pushy & self-centered. I try to take a velvet approach with my clients, I don’t like to push deals onto people. I help guide them to make the choice that is best for their investment goals. I’m very much focused on the client experience and treat them the way I would want to be treated.
If you could dine with anyone dead or alive who would you choose? Bruce Lee What is your greatest professional accom- plishment? Achieving salesman of the year What is your most notable project, deal or transaction? 2. Selling an off market portfolio of three brand new developments for a high profile client How do you contribute to your company and / or the industry? Leading by example to younger sales people Who or what has been the strongest influence in your career? My cousin Robert Squires, who also works at Kislak and introduced me to this career. What impact has social media/networking had on your career? It’s becoming a much larger part of advertising where we used to see more newspaper ads. 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? Started my career about 14 years ago coming out of Indiana University. I realized this career provided a great lifestyle with tremendous flexibility What were some of your early goals and did anything happen to change them? Targeting new development and working with developers. What unique qualities and or personality do you feel makes you most successful in your profession? I often find a common interest or hobby with clients What challenges and or obstacles do you feel you needed to overcome to become as successful as you are today? Having the confidence to go after larger deals and not being afraid to fail. What was the most defining moment for you? Realizing I am able to provide a great lifestyle for my wife and two children. Who do you feel was most influential in your life when choosing this profession? My first cousin who is like a brother, Robert Squires, a senior vice president at Kislak. What is the funniest, most unique situation you have faced / conquered during your career? Or in your life? Riding the wave of the recession of 08 and 09. Tough times make tough people. What outside activities do you enjoy during your free time? I do some kinda of physical activity every day whether it’s cycling, working out, or something active with my kids What inspiring word of advice would you give to a young executive graduating from college today? Find your passion and have conviction in whatever you do. Enjoy the experience along with the result.
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