2A — September 14 - 27, 2012 — Mid Atlantic Real Estate Journal MAREJ A DVERTISERS D IRECTORY Alfred’s Auctions ............................................................... 5A Atlantic Asset Management Group.................................. 4A B.R. Kreider & Son, Inc .................................................... 9C Barry Isett & Associates, Inc.......................................... 14C Bennett Williams ....................................................... 7C, 8C Berger Organization ......................................................... 1B Bergman Real Estate Group ............................................ 9B BL Companies ................................................................... 8C Brahney Paving................................................................. 6B Brasler Properties ....................................................... IFC-C Business Card Directory................................................. 27A Bussel Realty Corp.........................................................IC-B CBRE Auction ................................................................... 5A CBC Bennett Williams.................................................... 31A Cenova ......................................................................... IBC-C Cervelli Management Corporation................................. 11B Columbia Bank.................................................................. 8A Conewago Enterprises, Inc............................................... 8C Cooper-Horowitz ............................................................. 12A Earth Engineering Incorporated...................................... 4C EWMA.............................................................................. 16A Fitzpatrick Lentz & Bubba, PC.............................. 15A,14C GA Keen Realty................................................................. 3A Griffin Land....................................................................... 2C Hartz Mountain ............................................................BC-B Harvey Hanna & Associates...................................... 21,26A Hawley Realty, Inc. ......................................................... 11C Heller Industrial Parks .................................................... 4B High Associates ................................................................. 6C Hinerfeld Commercial Real Estate ......................... 31A, 1C Kaplin | Stewart......................................................... 2, 17A Katz Properties .............................................................FC-C Keast & Hood Co............................................................. 15C Landcore Engineering Consultants, P.C.......................... 5C Landmark Commercial Realty Inc................................... 5C Lebanon Valley Economic Development Corporation ..... 8C Liberty Property Trust...................................................... 9C LMS Commercial Real Estate .......................................... 9C M. Miller & Son................................................................. 3A Max Spann ........................................................................ 4A Marcus & Millichap Taylor Zang ..................................... 2C Mericle Comm’l. Real Estate ........................................BC-C Meridian Capital Group .............................................. 3,16A NAI CIR........................................................................... 11C NAI Summit ...................................................................... 3C NJ Paving .......................................................................... 3B NJ SmartStart .................................................................. 1A NorthMarq..........................................................20A, 8B, 4C Ondra-Huyett Associates, Inc......................................... 15C Patterson Woods Commercial Properties ...................... 23A Penn’s Northeast............................................................... 2C Poskanzer Skott Architects .............................................. 5B ProExpos...................................................................... IBC-A Provident Bank .............................................................. IC-A Regal Bank ....................................................................BC-A Riker Danzig ............................................................ 14A, 2B ROCK Commercial Real Estate .............................. 4C, 10C Rose Metal Systems .......................................................... 8C SEBCO Laundry Systems ................................................ 2B Sheldon Gross Realty........................................................ 2B Sitar Auctions.................................................................... 5A SNJ Appraisal Institute................................................. 15B Springwood Commercial Realty ....................................... 4C Subway ............................................................................ 31A The Kislak Co.................................................................... 3B Thesing ............................................................................ 31A Tighe & Cottrell, P.A....................................................... 23A Transportation Resource Group, Inc................................ 9C TriState Realtors Commercial Alliance ......................... 29A Warfel Construction .......................................................... 9C Warner Real Estate & Auction Co.................................... 5A WCRE ................................................................................ 2B
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Mid Atlantic Real Estate Journal
Mid Atlantic R EAL E STATE J OURNAL Publisher ............................................................................Linda Christman Co-Publisher .........................................................................Joe Christman Section Publisher ..............................................................Michael Campisi Section Publisher ................................................................Elaine Fanning Senior Editor/Graphic Artist ................................................ Karen Vachon Production Assistant ........................................................ Rachel Rugman Office Manager ...................................................................Joanne Gavaza Editorial Consultant ............................................................. Ben Summers Guest Columnist ................................................. James H. “Skip” Dawson Mid Atlantic R EAL E STATE J OURNAL ~ Published Semi-Monthly P.O. Box 26 Accord, MA 02018 (Mail) 312 Market Street, Rockland, MA 02370 (Overnight) Periodicals postage paid at Rockland, Massachusetts and additional mailing offices Postmaster send address change to: Mid Atlantic Real Estate Journal, P.O. Box 26, Accord, MA 02018 USPS #22-358 | Vol. 24 Issue 17 Subscription rates: $99 - one year, $198 - two years, $4 - single copy REPORT AN ERROR IMMEDIATELY MARE Journal will not be responsible for more than one incorrect insertion Toll-Free: (800) 584-1062 | MA: (781) 871-5298 | Fax: (781) 871-5299 www.marejournal.com The views expressed by contributing columnists are not necessarily representative of the Mid Atlantic Real Estate Journal
By James H. “Skip” Dawson The Benefits of the Casual Business Get-Together
O
ne of the earliest les- sons I learned about business lunches is to
always keep an extra shirt in the office. I learned this the hard way when several years ago a client accidently spilled a large amount of ketchup all over me during our first lunch meeting. She was horrified, and feared that slip would cost her my business. But ac- tually the incident helped establish a relationship and the client remains with us to this day. Goes to show you what an unorthodox business lunch can lead to. Before the Great Recession, it seems the lunch meeting was only something to do to get out of the office. But since, many professionals have found “doing lunch” – or breakfast or drinks with clients, vendors or brokers – are once again play- ing a strategic role in the total deal making process. So what are the benefits
of taking a casual business meeting? Strengthening Existing Re- lationships Many real estate profes- sionals have been trying to fill in the gaps of time normally spent running after transac- tions. Lately, I’m out of the office on average two times a week for lunch, breakfast or drinks and approximately once a week at an industry meeting, 75% are with people I already know or with whom I’m already doing business. If there aren’t many deals to be had, focused on keeping re- lationships you have on track
while solidifying your reputa- tion with these companies. Industry meetings are be- coming more casual to fit this trend. And recently, I’ve noticed that attendance has been up at these types of events. Attending is a great opportunity to check in with your vendors and associates. It’s also necessary to be where your clients are so they know you’re on top of current market conditions that could affect their business. Charitable functions, while a bit more formal, are also of tremendous value to the continued on page 30A
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Kaplin Stewart ! T T O R N E Y S A T , A W 2EAL ESTATE LAW FROM THE GROUND UP
Contact: NEIL A. STEIN 910 Harvest Drive, Blue Bell, PA 19422-0765 s www.kaplaw.com Other Offices: s #HERRY (ILL .* s 0HILADELPHIA 0!
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