Closing the Deal, Opening Up | Uncovering the Foundations of Commercial Real Estate’s Visionaries

In this episode of "Closing the Deal, Opening Up," Emily and Kayla explore the inspiring journey of Matt Coursen, who transitioned from marketing in the sports industry to becoming the executive managing director at JLL, leading their Mid Atlantic Healthcare Practice Group. Discover how Matt's unique background, unyielding drive, and passion for connecting people have propelled him to success in commercial real estate, and why he believes that fostering genuine relationships is the key to longevity in the industry. Don't miss Matt's insightful take on balancing work, family, and personal growth – tune in for an episode full of valuable lessons and real-life experiences!

Matt Coursen, Executive Managing Director at JLL and Market Leader of the Mid Atlantic Healthcare Practice Group, joins us in this episode. A driven professional with two decades of experience, Matt's journey into commercial real estate began after a career in sports marketing and a side gig as a bartender illuminated his innate sales talent. Known for building high-performing teams and a knack for reading people, Matt has doubled JLL's healthcare business in the Mid Atlantic and is now expanding efforts into the Northeast. His strategy emphasizes the power of relationships and a commitment to team success, making him a standout leader in the industry.

Below are the key takeaways from this episode:

• Building Relationships Over Time: Matt emphasized the importance of building relationships both internally within the company and externally with clients. His network within Children's Hospital, for instance, took years to develop and ultimately led to a significant career opportunity.
• Diversification and Specialization: Transitioning from a generalist broker to a specialized one, Matt successfully created the Mid Atlantic Healthcare Practice Group at JLL. His focus on healthcare real estate allowed him to leverage his unique skills and build a successful team.
• Work Ethic and Team Dynamics: Matt shared insights into his early career struggles, highlighting how being part of a supportive team and putting in long hours (including night work) can set a solid foundation for future success. He now strives to offer the same support to his team members, emphasizing the importance of collaboration and trust.
• Balancing Personal and Professional Life: Managing a demanding career while prioritizing personal commitments is crucial. Matt discussed the importance of being flexible with work hours and making time for family and personal well-being, such as his practice of taking Fridays for personal time.
• Legacy and Mentorship: Matt’s long-term goal is to be known for his generosity and support of others' success, both professionally and personally. He also emphasized the value of mentoring others and ensuring that his legacy includes raising kind and character-driven children.

Todays guest, Matt Coursen, can be found online at:

Website: https://www.jll.com/

LinkedIn: https://www.linkedin.com/in/mattcoursen/

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

X: @emilyincre

Instagram: @emilyincre

Your co-host, Kayla Hankins, can be found online at:

LinkedIn: https://www.linkedin.com/in/kayla-hankins/

Join us as we explore the inspiring journey of Julianna Brooks Clark, cofounder of Civitas PACE, uncovering her unique path from the finance world to championing deep energy retrofits in commercial real estate, and the fascinating dynamics of running a business with her husband.

Julianna Brooks Clark is a trailblazer in the commercial real estate world, serving as the cofounder of Civitas PACE and vice president of strategy and business development at Bradford Commercial Real Estate. With a diverse background that spans finance, tech, and oil and gas, Julianna's journey exemplifies a seamless blend of passion for the built environment and strategic insight. She has been instrumental in driving the successful adaptation of deep energy retrofits, leveraging innovative financing solutions like C PACE to advance sustainability in commercial buildings. Her expertise and enthusiastic embrace of new challenges have significantly expanded both her professional footprint and the communities she serves.

Below are the key takeaways from this episode:

• Career Journey and Passion for Real Estate: Julianna Brooks Clark shared her diverse career path from finance at tech companies and oil and gas economics to her passion for the built environment and her transition into commercial real estate. This journey underscored her love for tangible finance and the impact of deep energy retrofits.
• Deep Energy Retrofits and the Empire State Building Example: Julianna highlighted her fascination with deep energy retrofits, using the Empire State Building's retrofit as an example. The building achieved a 50% reduction in energy load through practical measures such as rebuilding the chiller and installing double-paned windows, showcasing the potential for significant energy savings in commercial buildings.
• C PACE (Commercial Property Assessed Clean Energy) Program: Julianna detailed the C PACE program, which offers a financing mechanism for building upgrades that improve energy efficiency. She explained how it allows costs to be repaid through property tax assessments, benefiting both building owners and tenants. Her company, Civitas PACE, facilitates these projects, filling a significant gap in the market.
• Women in Commercial Real Estate: Julianna shared her experiences as a woman in a male-dominated industry, emphasizing the challenges and opportunities of being memorable due to underestimation. She discussed the importance of setting boundaries, embracing the gray areas, and leveraging unique market opportunities to thrive.
• Balance and Personal Strategies for Success: Julianna discussed the importance of balance in her life, including forming partnerships, saying no strategically, and prioritizing personal well-being. Her daily habits include regular workouts and a high-protein breakfast, which help maintain her energy levels and focus, ultimately contributing to her professional success.

Todays guest, Julianna Brooks Clark, can be found online at:

Website: https://www.bradford.com/

LinkedIn: https://www.linkedin.com/in/julianna-brooks-clark-8a4167a5/

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

X: @emilyincre

Instagram: @emilyincre

Your co-host, Kayla Hankins, can be found online at:

LinkedIn: https://www.linkedin.com/in/kayla-hankins/

Join us as we explore the entrepreneurial journey of Danny Spitz, CEO and managing partner at Greenstone Partners. Discover the secrets behind building a successful investment sales brokerage in Chicago, the importance of culture and mentorship, and the fascinating tales of challenges and triumphs that shaped Danny's career. Don't miss the golden nuggets of wisdom and inspiration for both aspiring and seasoned professionals in commercial real estate!

Danny Spitz is the CEO and Managing Partner at Greenstone Partners, an investment sales brokerage firm based in Chicago. With over 20 years of experience in the commercial real estate industry, Danny has been instrumental in growing Greenstone Partners into one of the top leaders in the Chicago market. He joined the company in 2018 and assumed the role of CEO during the COVID-19 pandemic, focusing on strategic growth and fostering a strong, culture-driven team. Under his leadership, Greenstone Partners has thrived by emphasizing organic growth and a qualitative approach to talent acquisition and client service. Danny's hands-on experience and dedication to building lasting relationships have distinguished him as a visionary in the field.

Below are the key takeaways from this episode:

• Organic and Methodical Growth: Danny Spitz emphasized the importance of growing Greenstone Partners organically and methodically, prioritizing quality over quantity. He highlighted the significance of maintaining a strong culture and reputation in the small Chicago market.
• Technology and Competition: Danny discussed how technology has leveled the playing field between smaller boutique firms like Greenstone and larger firms. He noted that while smaller firms may not always win against big names like JLL or Cushman & Wakefield, they can still compete effectively by leveraging technology and maintaining strong relationships.
• Mentorship and Training: Danny shared his experiences learning the ropes from a mentor early in his career and how that shaped his approach to business. He also explained the new development program at Greenstone that focuses on bringing in young talent from colleges and providing them with hands-on experience to become brokers.
• Balancing Career and Family: Danny talked about the challenges and strategies of balancing his demanding career with family life. He stressed the importance of being present for his family, acknowledging that sacrifices in work might be necessary to ensure he doesn't miss out on significant family moments.
• Importance of Patience and Life Experience: Danny reflected on his early career days and travel experiences, explaining how they taught him patience and adaptability. He underscored the value of these qualities in both personal and professional settings, noting that they have contributed significantly to his current success.

Todays guest, Danny Spitz, can be found online at:

Website: https://www.greenstone-partners.com/

LinkedIn: https://www.linkedin.com/in/dannyspitzcre/

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

X: @emilyincre

Instagram: @emilyincre

Your co-host, Kayla Hankins, can be found online at:

LinkedIn: https://www.linkedin.com/in/kayla-hankins/

In this episode of "Closing the Deal, Opening Up" Lynn DeMarco reveals her extraordinary journey from a chemistry major to Senior Managing Director at TSCG. Listen as she shares pivotal career moments, including her experience during 9/11, strategies for balancing life, and insights on thriving in a male-dominated industry. This conversation is a must-hear for anyone looking to be inspired by resilience and mentorship in commercial real estate.

Lynn DeMarco is the Senior Managing Director at TSCG, a leading commercial real estate firm. Joining the industry with a unique background in chemistry, Lynn's journey from an analyst in a mortgage banking firm to a prominent brokerage leader is marked by her analytical prowess and dedication to continuous learning. Emerging as a key player in commercial real estate post-9/11, she has continually demonstrated exceptional client service and leadership. With over 40 years of experience, Lynn is passionate about sharing her knowledge and empowering the next generation of women in the industry. Lynn is also known for her commitment to fostering inclusive networks and mentoring young professionals, making her a highly respected figure in her field.

Below are the key takeaways from this episode:

• Career Path and Serendipity: Lynn DeMarco's entry into commercial real estate was serendipitous. Originally a chemistry major, she transitioned to real estate by accepting a job offer from a chance encounter at a charity event. Her story highlights the importance of being open to new opportunities and taking chances.
• Embracing Continuous Learning: DeMarco emphasizes the importance of continuous learning in her career. She likens her experience in commercial real estate to scientific experiments, integrating her background in chemistry to make informed decisions. This approach of always seeking knowledge has been key to her success.
• Building a Resilient Career: DeMarco's career includes navigating significant events such as 9/11. Her ability to maintain focus on people and clients during times of crisis demonstrates the significance of resilience and maintaining personal connections in the commercial real estate industry.
• Mentorship and Female Leadership: Lynn has actively contributed to fostering a supportive environment for women in her industry through initiatives like The Breakfast Club and mentorship. She believes in the importance of building networks and passing on knowledge to help other women thrive in commercial real estate.
• Balancing Work and Personal Life: Lynn manages the high demands of her professional life by staying organized with calendars and lists, ensuring she includes personal time such as workouts and cooking. This balance is essential for maintaining mental and emotional well-being amidst a busy career.

Todays guest, Lynn DeMarco, can be found online at:

Website: https://tscg.com/

LinkedIn: https://www.linkedin.com/in/lynn-de-marco-09b9a8b/

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

X: @emilyincre

Instagram: @emilyincre

Your co-host, Kayla Hankins, can be found online at:

LinkedIn: https://www.linkedin.com/in/kayla-hankins/

Join Emily and Kayla as they sit down with Topher Stephenson to uncover how AI is revolutionizing commercial real estate, from creating stunning marketing collateral in minutes to reshaping operational efficiencies. Find out how Topher's innovative approach is setting new industry standards and what lightbulb moments can do for your career.

Topher Stephenson is a commercial real estate executive with over a decade of experience in the business ranging from in-house leasing and sales, marketing direction, running commercial real estate brokerages, and leveraging technology in our industry. Topherspecializes in helping CRE firms stay ahead of the curve and solve every day problems by leveraging AI and other emerging tech. Topher is Head of Operations at Aspire Commercial, a CRE brokerage in Houston Texas, and provides AI consulting to CRE teams, companies and associations in the form of industry event presentations, trainings, and custom implementation projects. 

Below are the key takeaways from this episode:

• Innovative Use of AI in Commercial Real Estate: Topher Stephenson discusses how AI can significantly streamline processes like marketing, document summarization, and client communications within commercial real estate. By using AI tools like Real Estate Writer Pro, Gamma, and RunwayML, professionals can quickly create marketing materials, analyze leases, and generate responses, thus saving time and increasing efficiency.
• Leveraging Social Media for Professional Growth: Topher emphasizes the importance of engaging with communities on platforms like Twitter and how it can open doors to networking and career opportunities. He details his journey from feeling he missed out to building a voice in the commercial real estate tech space, ultimately leading to professional advancements.
• Mentorship and Professional Development: Throughout the conversation, Topher credits his growth to key mentors who allowed him to explore various facets of commercial real estate. He underscores the necessity of having mentors who can guide you through learning new skills and navigating industry complexities.
• The Balance Between AI and Human Work: While AI can automate many aspects of commercial real estate operations, Topher highlights the continuing need for human oversight, particularly for complex tasks like creating detailed lease abstracts. The blend of AI efficiency and human expertise leads to optimal outcomes.
• Future Vision and Personal Routines: Topher shares his long-term vision for Aspire Commercial, focusing on scaling the business through technology and efficient processes. On a personal note, he discusses the significance of maintaining routines such as morning walks with his family to balance work and life, illustrating the importance of personal well-being in professional success.

Todays guest, Topher Stephenson, can be found online at:

Website: https://www.aspirecre.com/

LinkedIn: https://www.linkedin.com/in/tophernow/

You can get monthly insights from Topher on how to use AI in CRE by subscribing to his newsletter at ChatCRENews.com

The AI for CRE Course: https://go.massimo-group.com/ai-program-2025

The ChatCRE Newsletter: http://chatcre.substack.com

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

Your co-host, Kayla Hankins, can be found online at:

LinkedIn: https://www.linkedin.com/in/kayla-hankins/

In this episode, Emily Wood and Kayla Hankins sit down with Adam Dunn, managing director at Berkadia, to explore his unexpected journey into commercial real estate, the impact of AI on the industry, and the priceless lessons he’s learned from his very first deal to closing nine-figure transactions. Tune in to discover Adam’s insider secrets on balancing work and life, building enduring professional relationships, and the innovative strategies driving his success.

Adam Dunn always dreamed of working in real estate, inspired by his parents who were residential realtors. However, during his college years, he took a commercial real estate investment class that completely changed his career path. Adam realized he was more interested in the business aspects of commercial real estate than in residential sales. Just five days after graduating, he began working at a property management company in Charlotte, North Carolina, managing around 14,000 apartments. This pivotal experience started at a career fair where he seized the opportunity to apply for his first job in commercial real estate investment.

Below are the key takeaways from this episode:

• Finding Passion Early: Adam Dunn’s inspiration to get into real estate came from his parents who were residential realtors. However, a commercial real estate investment class in college steered him towards the commercial real estate sector. This shows the importance of early exposure and education in shaping career paths.
• Value of Hard Work and Humility: Adam shared his early career experiences, including working as a leasing consultant for a modest salary. These experiences were humbling yet enriching as they allowed him to understand various facets of the real estate business. His story emphasizes the importance of starting from the bottom and working one's way up.
• Networking and Relationships: Adam reiterates the critical role of maintaining relationships in the commercial real estate world. Despite moving on to larger deals, he reflects on his first deal and the personal connection with his client, showcasing the long-lasting impact of building meaningful relationships.
• Leveraging Technology: Adam discusses his latest venture into AI to enhance efficiencies in creating real estate marketing materials. This not only highlights his forward-thinking approach but also underscores the inevitable disruption that technology brings to traditional industries.
• Mentorship and Giving Back: Reflecting on his mentors, Adam explains how various influences have shaped his career. He now actively engages in mentorship, responding to professionals seeking advice, and emphasizes the importance of paying it forward to the next generation in the industry.

Todays guest, Adam Dunn, can be found online at:

Email: [email protected]

The CRE Deal Room Podcast: https://creators.spotify.com/pod/show/adam-dunn24

LinkedIn: https://www.linkedin.com/in/adamdunncre/

X: @AdamDunnCRE

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

X: @emilyincre

Instagram: @emilyincre

Your co-host, Kayla Hankins, can be found online at:

LinkedIn: https://www.linkedin.com/in/kayla-hankins/

In this episode of "Closing the Deal, Opening Up," join Emily and Kayla as they delve into David Robinov's fascinating journey from building Legos to leading transformative retail real estate deals. Discover the personal stories, pivotal moments, and priceless insights that have shaped David's illustrious career and hear how his passion for people and place has driven his success. Tune in for an engaging discussion on leadership, mentorship, and the human side of commercial real estate.

David Robinov is the managing director at Ackman-Ziff, where he has made a significant impact in retail real estate on the East Coast. With dual undergraduate degrees in civil engineering and real estate finance, David combines a creative and analytical approach to his work. He has been pivotal in transformative projects, including a regional mall development in his hometown, White Plains, New York. David is recognized for his long-term, relationship-driven business philosophy and mentorship, giving back to the community and nurturing young talent in the field. His expertise and genuine connection with people have made him a respected leader in commercial real estate.

Below are the key takeaways from this episode:

• Influence of Early Interests: David Robinov attributes his early interest in commercial real estate to playing with Legos, which fostered his love for building and creating tangible assets, combined with an affinity for both analytical and creative thinking.
• Importance of Relationships and Community: David emphasizes the transformative power of real estate in shaping communities and how personal connections and understanding client needs are vital in his career. This is illustrated by his work on a regional mall in his hometown of White Plains, New York, which had profound community and personal impacts.
• Mentorship and Long-Term Focus in Brokerage: David discusses the importance of mentorship in his career, particularly emphasizing the influence of Ben Lambert. He also dispels the misconception that brokers are short-term focused, highlighting his approach of treating every interaction as a long-term investment.
• Navigating Challenges with Integrity: Despite encountering various dilemmas, David emphasizes that he has always operated with integrity and never experienced ethical conflicts in his career. He also highlights how personal relationships and empathy can defuse tense situations, as shown in his negotiation story during a partner's medical emergency.
• Giving Back and Personal Development: Throughout his career, David has been motivated by gratitude and the desire to give back. He offers mentorship, career advice, and networking support, and he focuses on listening effectively and maintaining a holistic approach to life and career, emphasizing that success isn't just about early mornings and hard work but also about meaningful human connections and contributions.

Todays guest, David Robinov, can be found online at:

Website: https://www.ackmanziff.com/

LinkedIn: https://www.linkedin.com/in/david-robinov/

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

X: @emilyincre

Instagram: @emilyincre

Your co-host, Kayla Hankins, can be found online at:

LinkedIn: https://www.linkedin.com/in/kayla-hankins/

Get an exclusive, behind-the-scenes look at the journeys of Emily Wood and Kayla Hankins as they share their inspiring paths into commercial real estate, the risks they've taken, and their unique vision for the "Closing the Deal, Opening Up" podcast. Discover what drives these dynamic hosts and how they plan to motivate and connect with you, their listeners, in this introductory episode.

Emily Wood is a co-host of "Closing the Deal, Opening Up." With an inspiring journey in commercial real estate (CRE), Emily has seamlessly transitioned from managing multiple jobs in Manhattan to becoming a pivotal figure in the PropTech space. Her passion for community building and entrepreneurial spirit has led her to launch successful ventures like WorkSmart Coworking and Huntington Creative. Emily's resilience and drive shine through in her mission to empower others while balancing her roles as a mom and industry leader.

Kayla Hankins is a co-host of "Closing the Deal, Opening Up," bringing a unique blend of CRE expertise and a go-for-it mentality. With nearly five years of foundational experience at Cushman & Wakefield, Kayla has embraced the future of real estate through her current role, balancing bold career pivots with her unwavering commitment to personal growth. Outside of the office, Kayla’s passion for health and fitness as a personal trainer adds a vibrant dimension to her life and professional endeavors.

Below are the key takeaways from this episode:

• Embracing Uncertainty: Both Emily and Kayla emphasized the importance of navigating uncertainty with a positive mindset. They highlighted the value of taking risks and being open to new opportunities to grow both personally and professionally.
• Community and Collaboration: The episode stressed the significance of building and nurturing strong relationships. Emily shared her approach in creating community-based connections, whether in small businesses or in the commercial real estate sector, demonstrating how collaboration leads to mutual success.
• Mentorship and Support: Kayla discussed the crucial role of female mentorship in a male-dominated industry. Both hosts highlighted the importance of supporting and uplifting other women, creating a more inclusive and collaborative environment.
• Personal Growth and Balance: Emily shared her journey of balancing motherhood and career, emphasizing the importance of setting a strong example for her children. Both hosts encouraged listeners to invest in both their personal and professional growth, whether through fitness, creative pursuits, or continuous learning.
• Resilience Through Adversity: Personal stories of overcoming significant challenges, such as Emily's experience with divorce, illustrated the power of resilience. They showcased how facing and overcoming hardships can lead to greater strength and a renewed sense of purpose.

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

X: @emilyincre

Instagram: @emilyincre

Your co-host, Kayla Hankins, can be found online at:

LinkedIn: https://www.linkedin.com/in/kayla-hankins/

Instagram: https://www.instagram.com/kaylahankins/