Advice for Young Brokers from Bruce Springsteen

Last month, towards the end of his appearance at the Light of Day charity show in Asbury Park, benefitting Parkinson’s research, Bruce Springsteen commented on why he plays the event more often than not. He said that music, by nature of the art form, is collaboration. He enjoys it because it gives him an opportunity to get together with his friends, listen to music, play music, and collaborate on something bigger than the sum of the parts.

Coming from Bruce, it made a lot of sense.

When I think about the successful people in our industry, they have all figured out that real estate, like music, is about collaboration.  No one can do a deal by himself. As they say, it takes a village.

Just last week, Allen Buchanan wrote a piece about young brokers and why many leave the business. His list, while completely accurate, failed to mention that many young brokers try to do too much on their own. In doing so, they fail their clients.

Early in my career, I was anxious to prove myself and much to my partner’s frustration, I tried to do everything. Once I actually took a step back and looked at how everyone else was doing deals, I saw that the real gold is in the teamwork.

 Most lease deals that we work on involve a tenant, landlord, architect, attorneys, contractors, several brokers and other service providers. If everyone isn’t working together towards a common goal, it’s bound to be a difficult process.

If you are a young broker, my advice to you is simple. Make friends with other service providers. They will be a great resource for you as you move forward in your career and will help you get deals done, either directly or indirectly.  I am lucky in that my father is an attorney and I continue to seek his help on legal questions. And now that I have sixteen years of experience, he asks me for my opinion on some of his deals, especially as it relates to brokerage questions.

If The Boss can use some help, can’t we all?