C — October 25 - November 7, 2013 — Executive Women in Business — Mid Atlantic Real Estate Journal
www.marejournal.com
Executive Women in Business Donna Falzarano, Sarah Jones-Maturo, and Carolyn Sica The women of CBRE Inc. answer career questions
Donna Falzarano, Vice President CBRE Capital Markets, Debt & Equity Finance Type of Company: Commercial Real Estate Years with Company: 20 Real Estate Organizations/ Affiliations: Mortgage Bankers Association
Sarah Jones-Maturo, Vice President CBRE Inc. Type of Company: Corporate Real Estate Services Years with Company: 9 Education: College of the Holy Cross Real Estate Organizations/Affiliations: Corenet
Carolyn Sica, Senior Vice President CBRE Inc. Type of Company: Commercial Real Estate Years with Company: 28 Real Estate Organizations/ Affiliations: CREW New Jersey
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onna Falzarano, Vice President Tell us how and when you began your career in the profession you are in? I began a career in real estate in 1988. What unique qualities and or personality traits do you feel makes you most successful in your profession? My personality of being a tenacious, hands- on person influences my approach to business and the ability to get things done. I cultivate relationships by being responsive, accurate and reliable. What challenges and/or obstacles do you feel you needed to overcome to become as successful as you are today? Work/life balance was difficult for a while when my children were younger. I didn’t always make it home for the spring concert or back-to-school night but I was able to work it out, be effective at work and a good role model for my sons. Tell us a little about your family. I have an awesome family! I’m married for 26 years and have twin young men, 17 years old. What do you feel is the key to your success? Forming strong relationships, building trust, delivering consistently, being resilient and opti- mistic are all keys to my success. n Sarah Jones-Maturo, Vice President Tell us how and when you began your ca- reer in the profession you are in? I interned for CBRE the summer before my senior year in college and fell in love with the industry. People really seemed to enjoy their jobs and that created an energetic and positive work environment. CBRE offered me a job when I graduated and I started at CBRE in the Fall, following my college graduation. What unique qualities and/or personality traits do you feel makes you most successful in your profession? I consider myself to be aggressive, but in a pleasant way (hopefully). I think my managing director once called it pleasant persistence. One of the critical aspects to the business development side of what we do is follow up. Persistence and perseverance is required when it comes to win- ning business and staying in front of targeted clients. Do you feel being a woman is an advantage in today’s business world? Why? Why not? In my industry, being a woman can sometimes be helpful with cold calling. Women are still a severe minority amongst corporate real estate brokers. When a decision maker receives a hun- dred calls from men in the industry and then one call from a woman, sometimes he or she is more inclined to listen. Tell us a little about your family.
successful as you are today? For me it was eliminating my own perceived obstacles. Do you feel being a woman is an advan- tage in today’s business world? Why? Why not? I do believe that being a woman has helped. Most women are detailed oriented, team play- ers and not judgmental of poor choices. Many of my clients have hired me because of those qualities. Do you feel there are any differences in the way that men and women develop busi- ness relationships and if so, what activities or venues do you participate in? Most definitely. Women feel the need to con- nect and build relationships. Most men assume that it exists from the onset. I am always in front of my clients even when there is a not a current need. I forward relevant news articles, set up lunches twice a year and try to facilitate networking opportunities for my clients. Tell us a little about your family. I am a single parent with two sons. Alexander (14) is a freshman at Princeton High School and Evan (12) is in 7th grade at the Cranbury School. My extended family is mostly in NJ except for my sister who lives in Maryland. If you are the primary caregiver to your children what obstacle and challenges do you meet on a day to day basis? My sons and I have very rich, fulfilling lives and are very active. Trying to be in three places at the same time is rather challenging. Thanks for good friends and carpooling. Who do you feel was most influential in your life when choosing this profession? My brother, Paul. He is an attorney in Mid- dlesex County and has a strong Real Estate practice. What is the funniest, most unique situ- ation you have faced / conquered during your business career? The first time I cold called I was so nervous that after babbling for a few seconds, I walked out and came back within seconds and tried it again. The receptionist thought I was com- pletely out of mind but did get me in to see the decision maker. What outside activities do you enjoy dur- ing your free time? Outside activities include traveling, exercis- ing, reading and international cooking. What do you feel is the key to your suc- cess? For me the key to success has always been working hard, thinking creatively, building and maintaining relationships, and delivering ser- vices beyond clients’ expectations. n
I have an extremely supportive husband who works in the advertising technology industry in midtown Manhattan. My daughter, Lucie, is 2 years old and I think she is the greatest thing in the world. She is a wonderful combination of my husband and me. Who do you feel was most influential in your life when choosing this profession? My father was most influential in choosing this profession. He is in real estate development. He has always been my professional role model. He also set a wonderful example for me with work/ life balance as his children always come first. What is the funniest, most unique situa- tion you have faced / conquered during your business career? When I was newly pregnant and had not yet shared the news with anyone in my office, I had an interesting experience with one of the senior brokers at my firm. I was standing in his office talking about a deal that we were working on and he said to me, “Do me a favor. Please wait on getting pregnant. When you get pregnant you will become unreliable and we won’t be able to count on you as much.” There I was standing there pregnant, but unable to say anything. I just thought to myself, oh well, I will have to prove him wrong. n Carolyn B. Sica, Senior Vice President Tell us how and when you began your career in the profession you are in? In May of 1986, I was hired as a summer intern for what at that time was Coldwell Banker Com- mercial. A former Alumnus of Lycoming College was head of the Coldwell Banker research pro- gram and he came up to interview for research positions. A part- time position became full-time within 60 days. What were some of your early goals and did anything happen in your career/profes- sion to change them? In the beginning, it was all about being the specialist in my local targeted area of respon- sibility. I worked 15 hours a days, asked many questions and was available to assist my col- leagues in whatever they needed. I am a true believer that you can never be too educated and try to attend as many seminars and conferences as possible. What unique qualities and/or personality traits do you feel makes you most success- ful in your profession? I have been told I have the disease to please. My parents instilled a hard work ethic at a very young age and told me that my character will differentiate me others. What challenges and/or obstacles do you feel you needed to overcome to become as
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