October 2023

8A — October 2023 — Women in Business — M id A tlantic Real Estate Journal

www.marej.com

W omen in B usiness

Janet Bortz, Julie Gralla, and Joni Sweetwood The Kislak Company Salutes Leading Women in Business

Janet Bortz Executive Vice President

Julie Gralla Senior Vice President The Kislak Company Years with company/firm: 13 years Years in field: 13 years Years in real estate industry: 13 years

Tell us how and when you began your career in the profession you are in: I fell into commercial real estate brokerage. I had been handling REO (real estate owned) for Midlan - tic Bank (now PNC) when I was approached by the then President of Kislak. At first, I didn’t like the business. However, over time it became an excel- lent choice for me. What is your current position? Executive Vice President Why did you choose the field/profession you are in today? I didn’t choose real estate, I fell into it. Even though I didn’t choose the profession, I enjoy it so much that it became my hobby, something I love to do. What was your greatest professional accom- plishment in 2023? The theme for 2023 seems to be “survive until 2025” and many brokers aren’t transacting. However, so far this year I’ve closed 322 units (4 transactions) and 8 more pending. All closings were difficult (not like the “free money” deals in previous years). What was your most notable project, deal, or transaction in 2023? My most notable project was closing a 7-building portfolio in Irvington. The Seller was from outside the US and management was third party. There- fore, to get this closed, I had to step in and do much of what my Sellers do to close the deal. How do you manage the work/life balance? I am extremely organized and focused. I work hard and play hard. This all comes after my fam- ily. Family is always first. Every day I make sure I do something for me though. I exercise daily and keep in close contact with friends and family. This means traveling over the country to see them and additionally, I like to fit in an exotic annual trip. What were some of your early goals and did anything happen in you career /profession to enhance or change them? I’ve had a number of professions during my ca- reer. It has always been my goal to be respected in whatever I do. I have credentials: CPA, MBA in finance and a history of accomplishments. Nothing has changed this goal. What unique qualities and or personality do you feel makes you most successful in your profession? I am a happy person and it is often hard to maintain that in this profession. There are some difficult, tough people and tough situations. However, I can dissect and deal with problems. After all these years, I do not take things personally. What challenges and or obstacles do you feel you needed to overcome to become as suc- cessful as you are today? This is a competitive business and there are a million brokers competing for the same business. Some of them have the edge that they are part of a “national or even international company.” How- Joni Sweetwood Executive Vice President The Kislak Company Years with company/firm: 27 years Years in field: 27 years Years in real estate industry: 27 years Real estate organizations / affiliations: NJAA

Tell us how and when you began your career in the profession you are in: About 25 years ago I changed careers, moving from product marketing to real estate. After working two years in real estate development, I joined The Kislak Company, a commercial real estate brokerage firm specializing in investment real estate. I began my career at Kislak as a Sales Associate and was promoted to a Vice President in 2006, Senior Vice President in 2019 and Executive Vice President in 2022. I continue to rank as a top producer. What is your current position? Executive Vice President Why did you choose the field/profession you are in today? After working in the corporate sector for over 10 years, I wanted to move to a more entrepreneurial environment with more independence and higher income potential. What was your greatest professional accom- plishment in 2023? Continuing to succeed post COVID and specifically this year in spite of high interest rates and increase in cap rates. How do you manage the work/life balance? Sharing home responsibilities with my husband and a focused effort on time management. This ensures time with family and enjoying travel and outdoor activities. What impact has social media / networking had on your business? Excellent. The client reach is extensive and immedi- ate and facilitates all aspects of the transaction from listing to closing. The ability to use digital as well as conventional marketing serves my clients with a larger and qualified buyer pool. What were some of your early goals and did anything happen in your career /profession to enhance or change them? My initial career objective was to work in product marketing with a national company. My entry began in sales and after a few years, I joined the Continental Group, working in marketing manage- ment. After ten years in the industry, I was looking for a more entrepreneurial career. Investment real estate was and remains a great fit for my skill set and personal objectives. What unique qualities and or personality do you feel makes you most successful in your profession? Organized, assertive, persistent, thorough and hard working. Enjoying people and having a sense of humor and a realistic and intuitive feel for what is required to make a deal. Time management is a must. What challenges and or obstacles do you feel you needed to overcome to become as success- ful as you are today? Learning to accept failure as part of growth and success. Need to persevere over adversity. Second is The Kislak Company Years with company/firm: 23 years Years in field: 25 years Years in real estate industry: 25 years Real estate organizations/affiliations: NJAA, NJ Professional Real Estate Women and EWGA (Executive Women Golf Association)

Real estate organizations / affiliations: POA, NJAA Tell us how and when you began your career in the profession you are in: I had essentially grown up at the Kislak Company, where my mother and Executive Senior Vice Presi- dent, Joni Sweetwood, has been a broker for ap- proximately 30 years now. In the fall of 2010, after leaving my job in advertising at one of the top four global advertising agencies, I began to shadow my mother and the rest, as they say, is history. Why did you choose the field/profession you are in today? I love working with people. I’ve found that I am fascinated by helping my clients improve their in- vestment portfolios; I love learning more about them and how they started and I love to be the one to help propel them to where they’re going. I love that the potential for all involved in this field, including myself, is limitless. What was your greatest professional accom- plishment in 2023? This year I sold, now for the second time, the first property I’d ever sold to one of my favorite clients many years ago. It’s so nice when we mutually re- spect the relationship enough for it all to come full circle. How do you manage the work/life balance? I really try to manage a good work/life balance but admittedly, it can get hard to juggle. Lately, every listing and deal takes a little longer than in years past given the current environment. While I want to be the best in all my “jobs,” sometimes, some- thing has to give as they say. I’m often consumed with guilt. I try to make it up to my family on the weekends by going above and beyond, being 100% present as well as filling every moment with memo - rable activities. Who or what has been the strongest influence on your career? My mother, always. There is no knocking her down and I strive to be more like her each year. After all, there’s a reason she is consistently one of Kislak’s highest producers! What impact has social media / networking had on your business? Networking is everything in this industry. While I prefer to meet clients in person, I have met a few owners via Instagram (come follow me at @Juliesell- scommercial!). I still feel the best relationships are those made in person though; I’m more likely to remember a client’s needs having established a personal connection. Additionally, when it comes to selling properties, I find that it’s through these per - sonal connections I’ve developed over the years that I find the buyers, not social media. Social media is best for keeping me in the know with real estate news. What unique qualities and or personality do you feel makes you most successful in your profession? I’m an organized, hard worker and will do whatever it takes within my power to get a deal done.

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