8D — October 22 - November 18, 2021 — Women in Business — M id A tlantic Real Estate Journal
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Women in Business
Janet Bortz, Julie Gralla and Joni Sweetwood The Kislak Company, Inc. recognizes its top women in business
Janet Bortz Senior Vice President The Kislak Company, Inc. Years with company/firm: 22 years Years in field: 24 years
Tell us how and when you began your career in the profession you are in: 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, Joni Sweetwood. While I had essentially grown up at the Kislak Company, where Joni has been a broker for close to 30 years now, it was an eye-opening experience when compared with my experience in advertising. True to her profession, she sold me on a career in sales and I went for my real estate exam just a couple months later. The rest, as they say, is history. What is your current position? Vice President Why did you choose the field/profession you are in today? Prior to real estate I worked in advertising where I was confined to an office, working sometimes until 3am virtually alone—and for very little pay. Anyone who knows me knows that I am very much a people person so when I left advertising for a career at Kislak, I found I loved the opportunity I was given to work with a variety of interesting individuals outside of a strict office setting. I also love that my potential is limitless. What was your greatest professional accom- plishment in 2021? In the last year I’ve sold four development projects. What I love most about working on development deals is the ability to change and improve the towns I’ve been working in for years. While my role is surely far behind the scenes, it’s exciting to see these projects transform the dirt I’ve sold into gorgeous apartment buildings that will not only change the towns themselves but the lives of many who live there. I can’t help but be grateful towards my clients for this. How do you manage the work/life balance? Life is too short; I think Covid has become a reminder of this. I try to soak up all the little moments and put in perspective what’s truly important in life. To me, this is my relationships, not only with my clients (many of whom I’m lucky to consider friends) but also with my own family. I think staying organized has help to ensure a proper work/life balance. Who or what has been the strongest influence on your career? Rob Holland, the president of Kislak, is always an in- credible role model—I strive to emulate his incessant optimism. However, always, my mother’s persistence in this career is what keeps me working harder year after year. 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. However, I find it’s best done in-person while social media is a bet- ter resource for staying current on the most recent real estate news. I do use publications and the internet to sometimes advertise listings, guaranteeing extended exposure, but I find that I have the most success with my personal career relationships. MAREJ Julie Gralla Vice President The Kislak Company, Inc. Years with company/firm: 11 Years in field: 11 Years in real estate industry: 11 CRE organizations/affiliations: POA, NJAA
Joni Sweetwood Executive Vice President The Kislak Company, Inc. Years with company/firm: 25 Years in field: 25 Years in real estate industry: 25 CRE organizations/affiliations: NJAA
Tell us how and when you began your career in the profession you are in: 24 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 special- izing 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 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 most notable project, deal or transaction in 2021? I closed over 400 multifamily units in Dutchess and Orange Counties in the Hudson Valley NY market. 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 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. What inspiringword 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 Years in real estate industry: 24 years CRE organizations/affiliations: NJAA, NJ Professional Real Estate Women and EWGA (Executive Women Golf Association)
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 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 2021? My greatest accomplishments of 2021 were: selling almost 200 units in Vineland, NJ and selling a mobile home park. I didn’t know anything about this product and learned that it’s similar to apartment ownership. However, without all of the property headaches. What was your most notable project, deal or transaction in 2021? A long-term client gave me the listing to sell two Vineland properties totaling 152 units. I created a bidding war between two parties and sold the properties for a price per unit far in excess of previous sales. Later, I heard about a nearby property previously on the market which hadn’t sold. I located the owner and sold that property to the same buyer. How do you manage the work/life balance? I’m extremely organized and focused. I work hard and play hard. This all comes after my family. Family is always first. I make sure every day I do something fun, even if it’s small. I fit travel and exercise and I’m lucky to live a healthy happy life. Unfortunately due to Covid, traveling has been scaled down. Who or what has been the strongest influence on your career? Our company president, Robert Holland, continues to empower me. 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. However developing new relationships during this period is more challenging. I’m not going to conven- tions and other large gatherings but I have resumed in-person meetings with clients. Tell us a little about your family. I’mmarried with 2 grown children. My daughter, Julie Gralla, vices president, is following in my footsteps at Kislak. My son Matt Gralla is a senior vice president in NYC real estate with Cain International. MAREJ
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