2C — October 30 - November 12, 2020 — Women in Business — M id A tlantic Real Estate Journal
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Women in Business
Janet Bortz Senior Vice President The Kislak Company, Inc. Years with company/firm: 21 Years in field/industry: 23 Years in real estate industry: 23 years Real estate organizations/affilia -
Julie Gralla Vice President The Kislak Company, Inc. Years with company/firm: 10 Years in field/industry: 10 Years in real estate industry: 10 Real estate organizations/affiliations: POA, NJAA
Joni Sweetwood Executive Vice President The Kislak Company, Inc. Years with company/firm: 24 Years in field/industry: 24 Years in real estate industry: 24 Real estate organizations / affiliations: NJAA
Tell us how and when you began your career in the profession you are in: 23 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, Inc., a commercial real estate brokerage firm specializing in investment real estate, as a sales associate and was promoted to a vice president in 2006 and then a senior vice president in 2019. Since then I have continued to rank as a top producer. What is your current position? Senior VP. 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 most notable project, deal or transaction in 2020? In March 2020, I closed on 112 multifamily unit property which included an additional 12.6 acres for development. It was a challenge to complete due dili- gence and financing given the pandemic. The property, located inMiddletown, NY, was a great value-add deal for the buyer. 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 Continen- tal Group, working in marketing management. 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 successful as you are today? Learning to accept failure as part of growth and success. Need to persevere over adversity. Second is to welcome constructive criticism to facilitate personal and career growth. Do you feel being a woman is an advantage, disadvantage or no advantage in today’s busi- ness world? Why? Why not? No advantage. Success is all about human relations skill development and exceeding personal and com- pany performance goals. Getting results for clients is what matters. What inspiring word of advice would you give to a young woman about to go into the field of commercial real estate or your allied field? Working hard and staying humble enough to listen and learn. Be confident, genuine, and your own style. Don’t imitate, create! MAREJ tions: NJAA, NJ Professional Real Estate Women and EWGA (Executive Women Golf Association
Tell us howandwhen you began your career in the profession you are in: When I graduated from college, I pursued a career in advertising. After working at one of the top four global advertising agencies, I found that I did not feel fulfilled; I was often sick as the result of working long hours and despite this finance-like atmosphere, I was not making a finance salary. It was then that my mother, Joni Sweetwood, con- vinced me to shadow her. I had grown up visiting Kislak, where my mother has been the Execu- tive Vice President and one of the top performers year-after-year. Having grown up in the industry, listening to my mom deal with countless hurdles in the business, I was skeptical at first. However, a short time later I went for my real estate license and 10 years later, I’m still here, outperforming myself year after year! What is your current position? Vice President Why did you choose the field/profession you are in today? It’s in my blood. After working in advertising, I realized I could apply the skills I had learned in that industry to one where I could make far more money with better hours all while being out of an office and instead, in front of some of the most interesting people in the world. What was your greatest professional ac- complishment in 2020? The day before lock-down I received a $40M listing in New Jersey. This is the first time this property has ever been on the market since it was built over 20 years ago and despite the pandemic, I was able to garner offers millions higher than the direct offers the seller had received pre-Pandemic. Who or what has been the strongest influ- ence on your career? My mother, Joni Sweetwood. She’s an Execu- tive Vice President at Kislak and for many years, Kislak’s highest producer. She inspires me every day to work harder. Her passion for the business and her clients is unparalleled and I aspire to be the champion in this industry that she has become. What unique qualities and/or personality do you feel makes you most successful in your profession? I think my unique background in advertising has helped with marketing properties. Additionally, I pride myself on being organized and detail-oriented. I also truly care about my clients which I think proves to be extra motivation to work hard and get the deal done. I’ve really gone above and beyond my job “re- quirements” on quite a few deals to assure the deal was completed and the clients were happy. I also think the fact that I’m transparent and do not want to play games sets me apart from the competition. I’ve always felt too guilty to lie. What challenges and/or obstacles do you feel you needed to overcome to become as success- ful as you are today? Caring greatly about my clients, I’ve now learned to grow a thicker skin. What was the most defining moment for you in the profession you are currently in? When I closed my first couple of deals, I quickly got addicted to the feeling of success. I remember reward- ing myself after my first year with the “big” purchase of a Keurig coffee maker; a sign at the time that I had truly made it. The feeling after closing every deal is a euphoria that I try to keep with me while persisting through the most dif f icult of deals. MAREJ
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 Midlantic 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 excellent 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 it. I fell into it. However I enjoy it so much it became my hobby- something I love to do. What was your greatest professional accom- plishment in 2020? Getting deals closed during Covid. Just prior to COVID’s shutdown I closed South Orange Square, (31,000 s/f prime retail/ office in the heart of South Orange) and even during the height of COVID I closed 2 apartment deals. This required creativity as we couldn’t enter occupied units. What was your most notable project, deal or transaction in 2020? I have a number of deals in progress now; however already closed I would say South Orange Square on the corner of South Orange Avenue and Scotland. It had 98% occupancy and excellent tenancy.(Investor’s Bank is the primary tenant) Long term relationship with the Seller and Buyer. How do you manage the work/life balance? I have a lot of energy and enthusiasm for work and life. My motto is “life is for living” I work hard all day long. I’m extremely organized and focused. This all comes after my family. Family is always first. I make sure every day I do something, even if small, that is fun. I fit in travel and exercise am lucky to live a healthy happy life. Who or what has been the strongest influence on your career? I miss our fearless leader, Jay Kislak. He was a very special and accomplished man. He is missed by all who had the pleasure of knowing him. He taught those who worked for him to work hard and believe in ourselves. What impact has social media / networking had on your business? There is no print media anymore. It is all internet advertising and social media. Networking and devel- oping relationships (the key to success) is possible to continue via phone and emails during COVID. How- ever developing new relationships during this period is more challenging. Do you feel being a woman is an advantage, disadvantage or no advantage in today’s busi- ness world? Why? Why not? During COVID being a woman is a disadvantage for many women who have the responsibility of children and parents. In the past they could focus on work while their children were in school and par- ents were in facilities. Now with children learning remotely and parents unsafe in nursing homes many women were forced to put their career on hold. I’ve spoken to a number of women who have experienced this. Luckily, I’m not dealing with this on a daily basis; but I do help my working daughter as needed with my grandchildren. Under normal circumstances, I feel being a woman is never an advantage; but rarely a disadvantage. MAREJ
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