30A — June 2023 — M id A tlantic Real Estate Journal
www.marej.com
M id A tlantic R eal E state J ournal
Ryan Schulok, Mechanical Engineer . . .
I Want to Help… But Should I? grace and good fortunate that comes our way. Try to stay focused on the other person’s needs and how you can truly help them.” be no more help. Just be sure to use this tough love not as a club or punishment but as a motivation to change. Helping people “win” by taking steps to improve their life is good for them and good for you too. continued from page 28A
continued from page 4A that comfort. If you walk into a building and are uncomfort- able, stuffy, or the temperature is not correct, your experience in that building is tarnished. It will forever be stamped in your mind how bad your experi- ence was. We want everyone’s experience to be a great, com- fortable one. From comments I have received from clients about how doctors are enjoying their new operating room, I can only smile. That mechanical design allows the doctors to be comfortable in their operating room, which can help patients have successful surgeries and recovery time with limited risk of airborne infections. Indirect- ly helping people without being in the spotlight is the reason this career is so rewarding. What unique qualities and or personality do you feel makes you most successful in your profession? My unique trait is being
personable. As an engineer, there is a stigma that we are numbers people, brilliant behind the computer screen but lacking in communication with people. I know that I communicate with people very well. I have the skill to read people or the situation I am in. Every day in this career, you can be talking to architects, contractors, clients, doctors, or other engineers. Each of those conversations, dialects, tones, and end results are very dif- ferent. In some conversations I am the lead while others I am a supporting cast member. Entering a conversation that is about a problem that needs to be resolved can be uncomfort- able but may be my favorite situation. Thinking on my feet, having confidence, listening to their concern, and talking through the solution allows a person to know they are being heard and can walk away sat- isfied. Throwing in a joke or a
laugh throughout the interac- tion can shift the conversation dynamic from being very stiff to being more fluid. What inspiring word of advice would you give to a young executive graduating from college? Exude confidence in anything that you do. If you walk into a meeting or conversation and do not have confidence, it is easily picked up. Without having that confidence, the trust people have in you is diminished. Hav- ing confidence allows everyone to have a level of trust in what you do. First impressions are immensely important. A first impression with a client can al- low your team to get the project or lose it. That confidence allows the client to know they will get a great product. Confi - dence can be applied to backing up an original design decision or owning up to a mistake and doing everything in your power to resolve it. MAREJ
Make sure that by helping others in the short-term, you aren’t setting them up for long-term failure. When we are constantly saving others from the natural consequences of their actions, we rob them of an opportunity to experience accountability. Because they’re not motivated to do better, they don’t improve and grow. By perpetually “helping” them, we keep them from ever becoming self-reliant. Sometimes the most loving thing to do is to say no. “If your teammate has a pattern of coming to meetings unprepared, and you consis- tently pick up her slack, what you’re teaching her is that you’ll always be there to cover for her,” he says. “This sets up a dangerous long-term pattern of reliance and makes it harder for her to learn responsibility. Better to let her experience the natural consequences of not doing the work. Constantly saving the day might feel good to you, but it’s not helping her in the long run.” Think beyond financial giving. Sharing your time and wisdom may be a more powerful form of generosity. There are many times when simply writing a check is not the best way to be generous. In- stead, we should think critically about how to be generous with all our resources, including time and wisdom/knowledge. If you know someone who is constantly in need of financial rescuing, the best way to help might be to guide them to a better way of living. “If an employee, coworker, or friend is frequently in trouble, we may have the time or money to offer immediate assistance, but guidance, coaching, and accountability are often more valuable,” says Harpst. “You might offer to help with budget- ing or time management, for example. Just be sure not to do it in a judgmental way; always come from a place of love. You might even ask them if they’d like you to be their accountabil- ity partner in the future to help them stay on track.” Consider setting reason- able conditions on gifts. If it’s clear to you that a person is trapped in a self-destructive pattern, you can often help them break out of it by asking them to make small, incre- mental behavior changes in exchange for your assistance. Tell them up front that if they don’t follow through, there will
“I once had a friend who would frequently get into fi - nancial jams and ask for a ‘loan,’ which never got paid back,” Harpst relays. “He was constantly job-hopping for an extra 50 cents an hour. Those jobs often looked better to him but turned out to be temporary; he would get laid off and come back asking for more. Finally, after yet an- other request, I agreed to help if he would agree to stay at his current job for a full year, regardless of how much more he could make elsewhere. He stuck to this agreement and learned the value of steady in- come that he could depend on.” Don’t try to go at it alone. Connect with networks that can amplify the impact of your generosity. Giving money directly to people who need it is not always the best way to help. A classic example is when someone struggling with addiction uses a donation to buy drugs rather than food— perpetuating the destructive cycle they’re trapped in. Com- munity networks are designed to help people through tough times. If you feel called to give, but lack the time/energy to make sure your gift is used responsibly, find a partner in your community who can. “In most communities, there are amazing groups like churches, non-profits, and charity groups who stay hyper- focused on improving people’s lives long-term,” says Harpst. “Supporting their work, and then helping connect them with those in need, might be the best way to help. “Before giving money, our church gets to know the family, their needs, and what is caus- ing the issue—and then gives strategically to help people ad- dress the root cause,” he adds. Think about it this way, says Harpst: None of us have unlim- ited money, time, or energy. That’s true of individuals, and it’s true of companies. We must be good stewards of our resources or they will quickly be depleted. “The more responsible we are with our giving, the more we can give,” he as- serts. “It’s that simple. And giving, when it’s done with the right spirit, feels great to everyone involved.” Gary Harpst is the found- er and CEO of LeadFirst. MAREJ
David Wilson, Essentials Solutions Manager . . .
significant deals in the pipe - line, but they had yet to close. It was a very challenging time for all brokerage professionals as business development ef- forts were a challenge because of the pandemic. On Novem- ber 16, 2020, the two largest of these deals coincidentally closed on that same day. From this, I learned the value of patience and commitment to effort and results. This lesson has proved invaluable moving forward. These two transactions fast tracked my career because it gave me confidence when speaking with clients and pros- pects. These transactions also validated my credibility within the real estate community. What outside activities do you enjoy during you free time? I live a very active lifestyle. Every morning I start my day with a morning workout. On the weekends or in the evening I like to spend time outside. Golfing, fishing and skiing are among my favorite hobbies. I also enjoy trying new bars and restaurants. simple pleasure of doing noth- ing, or as the Italians say, ‘la dolce far niente.’ What inspiring word of advice would you give to a young executive graduat- ing from college? You are at the beginning of your journey, and what you accomplished (or didn’t) in
college no longer defines you. Approach work with eagerness to learn, humility, and a will- ingness to assist others. If you invest in these qualities, you will become an asset in any career you pursue. Remember, you cannot succeed alone, so form friendships and build up your peers. MAREJ What inspiring word of advice would you give to a young executive graduat- ing from college? Don’t live in fear of “risk”. I had an economics profes- sor who said, “Anyone that has any amount of success in their life has taken calculated risks.” The statement reso- nated with me, and I embrace it across all aspects of my life. The ability to identify, evaluate and mitigate risk is critical to achieve a successful outcome. What challenges and or obstacles do you feel you needed to overcome to be- come as successful as you are today? Every challenge and ob- stacle should be viewed as an opportunity for growth. Advancement in the brokerage profession requires a tremen- dous amount of discipline and dedication. Dealing with rejec - tion when prospecting can be difficult, but the top brokers have the discipline to make their next call and move on regardless of the outcome of their previous call. MAREJ
What unique qualities and or personality do you feel makes you most suc- cessful in your profession? When companies are look- ing to partner with an advi- sor, they want to work with someone they can relate to. Multiple clients have given me feedback that I am a very down to earth person, an active listener, extremely responsive and can connect with people of all backgrounds. When an existing client, pros- pects, or member of the real estate brokerage community needs to get a hold of me, they know that I am only a phone call or text away. Negotiating and executing transactions can be stressful. Reducing any stress and uncertainties allows all parties to keep their focus where it needs to be. Ap- proximately 18 months into my role at Cushman & Wake - field, I had experienced some successes individually and as part of the team. I knew I was on the right track but was looking for stronger results. I had previously placed several continued from page 7A continued from page 6A set yourself apart from others. During these transitions, it is essential to maintain strong relationships and never burn bridges. What outside activities do you enjoy during you free time? In my free time, I enjoy the
Torsten Thaler, Senior Director . . .
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