2A — August 15 - 28, 2014 — M id A tlantic
Real Estate Journal
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MAREJ A dvertising D irectory Bayshore Recycling. ................................................11B Bennett Williams.......................................................3C Berkadia...................................................................11A Bohler Engineering & Consulting............................9C Bussel..................................................................... IC-B Commercial Mortgage Capital................................10A Cooper Horowitz......................................................16A Cushman & Wakefield. .............................................1B Deerwood..................................................................15A Earth Engineering......................................... 13B & 6C Eastern Union. ........................................................10B Gebroe-Hammer........................................................3B GREP........................................................................12C Griffin Land...............................................................8C Harvey Hanna. ..........................................................4A Hawley Realty. ........................................................11C Heller Industrial........................................................2B Hinerfeld....................................................................1C IBS............................................................................18A ICREW NJ...........................................................IBC-B inHabit.......................................................................9C IOREBA. ..................................................................16B J R Huey. ............................................................. IC-1A Kaplin Stewart. .........................................................2A Kearny Federal Savings..........................................13A Keast & Hood Co.. ...................................................19C Kislak.........................................................................7B KW Commercial, The James Balliet Group.............6C Landmark Commercial Realty. ................................2C LMS Commerical Real Estate. .................................8C Manko, Gold, Katcher, & Fox...................................2C Marcus & Millichap.................................................18A McMahon. ................................................................13C Mericle Commercial Real Estate Services.......... BC-C Meridian Capital Group............................................8B NAI Keystone......................................................... IC-C NAI Summit...............................................................8C Nave Newell.............................................................11C NorthMarq.................................................................9A PennCap Properties. .................................................8C Poskanzer Skott Architects.......................................4B Progress Capital........................................................8A Provident Bank..................................................... BC-A Real Property Capital................................................7A Reisa.........................................................................18A Rittenhouse Capital Advisors...................................6A RT Environmental Services....................................12C SEBCO.......................................................................4B Sheldon Gross Realty................................................3B Sorce Companies. ......................................................9B Target Building Construction.................................13C The Blau & Berg Company.......................................6B Traffic Planning & Design. .......................................4C Tranzon......................................................................3C Tri-State...............................................................IBC-A Warfel Construction..................................................9C WCRE.........................................................................2B
Mid Atlantic R eal E state J ournal Publisher.............................................................................. Linda Christman Publisher................................................................................. Joe Christman Publisher/Senior Account Executive...................................... Elaine Fanning Section Publisher....................................................................... Steve Kelley Senior Editor/Graphic Artist.....................................................Karen Vachon Production Assistant.......................................................................Julie King Office Manager..................................................................... Joanne Gavaza Guest Columnist................................................ Bill Gladstone, CCIM, SIOR Mid Atlantic R eal E state J ournal — Published Semi-Monthly Periodicals postage paid at Rockland, Massachusetts and additional mailing offices Postmaster send address change to: Mid Atlantic Real Estate Journal, 312 Market St. Rockland, MA 02370 USPS #22-358 | Vol. 26 Issue 15 Subscription rates: $99 - one year, $198 - two years, $4 - single copy
Mid Atlantic Real Estate Journal
Are you in your future? Bill Gladstone
I n today’s world of discov- ery and specialization, generalists are falling by the wayside in all industries. Consider Virginia Rometty, CEO of IBM, and Lowell Mc- Adam, CEO of Verizon. You may think both are generalists in that they look at the broad picture. But are they really specialists with the singular focus – the success of their companies in the business world? If we scale this down to common, everyday occur- rences, it may be easier to de- fine the specialist you need to be in order to succeed in your chosen field. For an attorney, it would be hard to focus equally on criminal litigation and in- tellectual property law or practice bankruptcy law and insurance regulatory law si- multaneously. A corporate tax accountant may not be equally as good at forensic ac- counting. Instead of excelling at one thing, the professional becomes mediocre at both.
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Certainly the same applies in real estate. It’s hard to be both a landlord’s seller’s as well as a tenant’s buyer’s broker and do both well. It is hard for a real estate agent to do the leasing of big box warehouses and investment sales equally as well. Consider choosing one or the other. The day of trying to be all things to all people just doesn’t work. The expectations of your clients are set too high and their ability to raise those expectations unannounced can easily happen. It can be difficult to find your niche as you consider your work life. But the sooner you
continued on page 18A discover your niche, the sooner you will define the added value you bring to your clients. In the short term, you might lose some money and clients as your focus narrows, but in the long term, you will experience great success as your service levels start to exceed your cli- ent’s expectations and as word of mouth referrals and recom- mendations (in addition to your own personal marketing) ensure that your work future is very well protected. And once you find that niche, stay in it. Do not venture out on tangential business because
Committed to Your Goals
The guy on the left spent lots of money to hire a bunch of experts whose ideas never took flight. The guys on the right hardly took notice – they were too busy flying their idea. If they were law firms, which one of these guys would you rather work with? Contact: Jeffrey L. Silberman • jsilberman@kaplaw.com 910 Harvest Drive, Blue Bell, PA 19422-0765 • 610.941.2518 • www.kaplaw.com Visit our Construction Blog: www.pennsylvaniaconstructionlawyer.com Other Offices: • Cherry Hill, NJ 856-675-1550 • Philadelphia, PA 215-567-3120 Kaplin Stewart A t t o r n e y s a t Law Total commitment works wonders. Talk to us first.
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