Design Development

Jonathan Iger is the CEO of Sage Realty Corporation, a dynamic leader with a wealth of experience in real estate, design, and construction sectors. Under his leadership, Sage Realty is redefining the tenant experience in a manner akin to the hospitality industry, establishing a consistent branded experience across its portfolio through the Sage Collection.

Throughout the conversation, Jonathan shares his journey from his entrepreneurial beginnings to leading Sage Realty, a company with an illustrious 101-year history. He explores the challenges and opportunities in the office building sector, particularly emphasizing the need for a consistent, hospitality-inspired brand experience that goes beyond traditional real estate management. The conversation highlights the importance of enriching tenant experiences and offers valuable lessons on branding, tenant retention, and the future of office spaces.

Key Takeaways:

• The Vision of Sage Realty: Jonathan Eager discusses how Sage Realty has implemented a hospitality-inspired brand experience across its properties, similar to the hotel industry's branded approach, enhancing tenant satisfaction and retention.
• Value-add Repositioning: Jonathan talks about revitalizing existing assets by investing in tenant experience, services, and aesthetics, beyond traditional capital improvements.
• Impact of Branding in Real Estate: The episode sheds light on why branding office properties can significantly alter tenant perception and engagement, akin to the loyalty-driven approaches used by major hotel chains.
• Operational Excellence: Jonathan emphasizes the importance of standard operating procedures (SOPs) and continuous evaluation of tenant touchpoints to elevate customer experiences, drawing from hospitality industry best practices.

Notable Quotes:

1. "Our approach is much more akin to what you see in the hospitality industry... creating a consistent branded experience across all of our assets."
2. "Our outlook is not we're going to sell this building in three years and all that matters is we got the highest gross rent... because that's never the outcome for us."
3. "People come to the restaurant for the food, they come back for the experience."
4. "The more properties that we manage under the Sage brand, the more lives we get to enrich."
5. "Enriching the lives of people at work is not just a mission statement; it's our purpose."

Resources:

• Sage Realty Corporation: Website
• Excellence Wins by Horst Schulze: Recommended reading for insights into hospitality and customer experience excellence.

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

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Find out more at https://h-o.engineering/podcasts/

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Haril Pandya is a Senior Principal at TRIA, where he brings extensive experience in life sciences, adaptive reuse, multifamily projects, hospitality, retail, and workplace design. Before TRIA, Haril was known for his successful tenure at CBT as a leader in repositioning projects, leveraging his entrepreneurial spirit, having also run his own firm, Studio Pandya. 

He offers insights into what architects should focus on in the future while maintaining a connection to the constant human need for spaces that feel right. Pandya underscores the enduring importance of the human condition, stating, "What we like is what we like, and nine times out of ten, or maybe eight times out of ten, we all tend to like sort of similar things." The discussion also examines the importance of business acumen, client relationships, and the challenges of leadership, all enriched by Haril’s pursuit of continued learning and coaching certification.

Key Takeaways:

• Innovation in Architecture: Haril discusses the role of new technologies and materials, like 3D printing, in pushing architectural boundaries and the anticipation for future developments.
• Human-Centric Design: A timeless element in this ever-innovative industry is the human comfort factor in spaces, emphasizing the importance of how environments affect emotions.
• Entrepreneurial Spirit: Haril narrates his journey from running a small firm to influencing industry practices at larger firms, highlighting the equilibrium of innovation and market adaptation.
• Leadership & Lifelong Learning: Insights into leadership centered on understanding, asking the right questions, and a dedication to lifelong learning through coaching and mentorship.
• Market Dynamics: Eye-opening commentary on how architecture firms need to adapt to market cycles by innovating within traditional practices.

Notable Quotes:

1. "Our sense and sensibility of what we like, what we don't like, what we feel comfortable in—that hasn't changed in years."
2. "The first place I go in the owner's manual is the troubleshooting section."
3. "If you have that access now, the competition for the same space becomes greater."
4. "If you're going to apply those (school projects) immediately to the office...that's not what happens."

Resources:

• Simon Sinek's Book: Start With Why
• Podcasts Mentioned: How I Built This by Guy Raz, Diary of a CEO by Steven Bartlett
• Books Discussed: How to Be a Rainmaker by Jeffrey J. Fox, Coach the Person, Not the Problem by Marcia Reynolds
• Haril Pandya on LinkedIn: Haril Pandya LinkedIn

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

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Find out more at https://h-o.engineering/podcasts/

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Tyler Suomala is a growth strategist and consultant specializing in helping architecture firms grow their businesses through effective marketing and sales strategies. He shares his insights on how architecture firms can enhance their growth by focusing on effective referral strategies, encouraging listeners to double down on methods that organically generate leads without significant financial investments. He emphasizes the importance of refining business development practices and the detrimental effects of undercutting fees due to a scarcity mindset.

Tyler delves into the critical need for firms to harness marketing actively, distinguishing between marketing and sales functions and shedding light on the misconceptions surrounding them within the design industry. Through personal anecdotes and professional insights, Tyler elucidates the necessity for architectural firms to adopt a client-centric approach, understand behavioral economics, and improve pricing strategies to thrive in a competitive marketplace.

Key Takeaways:

• Referrals as a Growth Strategy: Double down on referrals and word-of-mouth as an effective means of growing your architecture firm without incurring additional costs.
• Defining Marketing vs. Sales: Understand the distinctions between marketing and sales tasks within a firm to effectively leverage efforts and improve client engagement.
• Overcoming the Scarcity Mindset: Avoid reducing fees out of fear; instead, focus on creating a reliable stream of quality leads to ensure sustainable business growth.
• Continuous Business Development: Consistently invest time in business development, even during busy periods, to prevent reactive sales tactics and ensure long-term stability.

Notable Quotes:

• "Most people don't do it [referral strategy] because they're getting word of mouth and referrals passively."
• "Marketing to me is literally any activity that you're doing with an effort towards increasing awareness around your business."
• "You cannot have too many conversations, you cannot have a conversation that's below you if you're trying to improve your sales process."
• "If you don't have repeatable things... to continue bringing in leads even when you're busy, then your business is at significant risk."
• "Loss aversion... It's two times more emotionally painful to lose something of the same value rather than to win it."

Resources:

• Growthitect: Growthitect
• Monograph: Project management software for architects
• Books Mentioned:
  • "Pitch Anything" by Oren Klaff
  • "Never Split the Difference" by Chris Voss
  • George Saunders

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

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Stephanie Reichman is an accomplished professional with a background in structural and civil engineering. Despite her educational focus on engineering, Stephanie has crafted a diverse career path that includes roles in project management and virtual design within engineering and construction firms. Her unique career path and passion for assisting others in navigating career pivots have made her a valued voice in the industry. Additionally, she is involved in entrepreneurial efforts, including initiatives that aid professionals in career transitions through resources like AEC Tech Jobs.

Stefanie explores how engineers can overcome traditional constraints by developing diverse skills and the importance of storytelling when presenting oneself during interviews. The episode also uncovers topics like navigating burnout, the significance of clear communication within companies, and how engineers can leverage their value to advocate for themselves in their career growth. 

Key Takeaways:

• Career Flexibility: Stephanie illustrates how an engineering background can serve as a foundation for various career paths beyond conventional roles.
• Importance of Storytelling in Interviews: Effectively communicating your personal career journey and value can significantly influence a successful career pivot.
• Managing Burnout and Career Satisfaction: Identifying personal and professional growth motivations can help mitigate burnout and align career choices with life goals.
• Constructive Career Conversations: Regular feedback and open dialogue with employers are critical in setting career expectations and personal development goals.

Notable Quotes:

1. "I studied structural engineering but realized I didn't want to be a structural engineer. That realization opened doors to explore roles like project management and eventually construction tech."
2. "The interview really is the company's way of de-risking hiring you. It's important to communicate your story and the value you bring effectively."
3. "Burnout often comes from working too much without seeing the desired outcomes. It’s essential to have clear targets and understand how your work aligns with them."
4. "Understanding how you make your company money and being able to communicate that can be vital in discussing promotions and raises."

Resources:

• Stephanie Reichman's LinkedIn: Stephanie Reichman on LinkedIn
• Bluebeam: Bluebeam's Website
• AEC Tech Jobs: A platform connecting talent with tech opportunities in the AEC industry.
• Podcast Mentioned: Jay Shetty's "On Purpose."

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

Let’s go.

Keith Boyle, Principal at CUBE 3, is a seasoned professional with decades of experience in the field of architecture, design, and construction. As a leading figure at CUBE 3, Keith has played a pivotal role in the firm's expansion and success. 

Keith discusses the evolution of CUBE 3 from its early days to becoming a national leader in architecture and design, emphasizing the importance of aligning architecture with client vision and successfully managing expectations through innovative solutions. As an expert in creating strong partnerships in the real estate sector, Keith shares insights on navigating client relationships, the integration of AI in architecture, and the importance of fostering a company culture where innovation thrives.

CUBE 3's national presence and diverse expertise have enabled the firm to work on transformative projects, including the renowned Titleist Performance Testing Center. Keith explains how focusing on service, communication, and leveraging technology has contributed to CUBE 3's success. From his personal connection to the Pan-Mass Challenge to exploring emerging trends in AI for architecture, Keith's conversation provides comprehensive insights into the future of design and construction.

Key Takeaways:

• Aligning Vision with Design: Importance of understanding client needs and offering design solutions that align with their long-term goals.
• Embracing Technology: Implementing AI and 3D printing to streamline operations and enhance design processes.
• Client Relationships & Trust: Building strong, enduring partnerships through transparency, trust, and effective communication.
• Culture of Innovation: The significance of fostering an environment that encourages questioning norms, embracing challenges, and employee growth.
• Philanthropic Ventures: Personal motivations and the impactful work done through initiatives like the Pan-Mass Challenge.

Notable Quotes:

• "Designing their vision is not just a tagline for us; it's a commitment to truly understand and execute on our client’s needs."
• "When you give more, you get more back. It's about opening doors and building relationships that are mutually beneficial."
• "We want to hire and work with people that are much smarter than me, so we can progress and push the firm in a bigger direction."
• "It's not about the destination; it's about the journey and who you are on that journey with."
• "Embrace AI as an asset. It's an amazing tool that can change the architecture process without replacing the human element."

Resources:

• CUBE 3

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

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Stephen Baker is the founder and principal of Baker Design Group, an esteemed architecture and design firm headquartered in Boston. With a career spanning over three decades, Stephen has cultivated an extensive portfolio featuring projects across 20 countries, making him a recognized name in international architecture. 

He reveals how the rise of the Internet played a critical role in his firm's global reach and discusses his early collaboration with Gap that paved the way for Baker Design Group's expansion into international markets. Stephen's narrative highlights the importance of trust, innovation, and excellence in design.

Stephen further elucidates the core philosophy that drives Baker Design Group, emphasizing the power of integrating multiple design disciplines. He illustrates his approach with compelling examples, including the world-renowned TripAdvisor headquarters, showcasing how comprehensive design thinking goes beyond aesthetics to improve user experience and operational efficiency. Stephen's stories are enriched with insights into the entrepreneurial spirit, strategic partnerships, and the future of architecture with emerging technologies like AI. 

Key Takeaways:

• Baker Design Group utilizes an interdisciplinary approach, leveraging various design disciplines to create impactful architectural solutions.
• Stephen's collaboration with Gap exemplifies how innovative design can transform retail experiences and establish global reach.
• Trust, collaboration, and aligning with a client's mission are crucial for establishing successful international partnerships.
• Innovative technology and seamless integration of design elements are central to creating functional and inspiring workspaces.
• Architecture and design should prioritize enabling end-users, simplifying complex systems to enhance usability and functionality.

Notable Quotes:

• "Trust is everything. There's trust in communication, and that's where the magic happens."
• "In the field of industrial design, it's what you enable the customer or client to do. And we apply that to architecture."
• "This isn't just office space; it's a destination. That's how we view projects like TripAdvisor's world headquarters."
• "Architecture is not about adding more cost; it's about spending your money differently to achieve better results."

Resources:

• Baker Design Group - Stephen Baker's architecture firm
• TripAdvisor - Notably mentioned as a significant client
• Books: "What They Don't Teach at Harvard Business School" and "What They Still Don't Teach at Harvard Business School"
• Harvard University - Referenced for high-performance learning environmen

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

Let’s go.

Mike and Jordan Wilson are CEO & Director of Business Development of Corporate Tax Advisors, contributing specialized knowledge in assessing and securing tax credits for businesses. They explain the nuances of corporate tax strategies and how their services help businesses capitalize on lesser-known tax incentives. 

Mike and Jordan explore the latest opportunities arising from recent tax law changes, specifically the "big beautiful bill." This episode delves into how these modifications stand to impact companies in real estate, architecture, engineering, construction, and monies with revenues below $31 million.

Key Takeaways:

• Understanding Bonus Depreciation: The reinstatement of 100% bonus depreciation creates significant tax-saving opportunities for real estate professionals.
• R&D Credit Restoration: Amortization of R&D expenses, a costly change from past tax codes, is removed, offering significant benefits, particularly to compaMike is a seasoned tax expert at Corporate Tax Advisors, a specialty firm distinguishing itself from traditional CPA firms by focusing on capturing tax incentives for businesses. Mike's primary role involves navigating the intricate sections of the Internal Revenue Code to deliver lucrative tax savings without filing tax returns.
• Section 179D Advantages: Despite upcoming changes, the incentive offers substantial deductions for energy-efficient designs, with ongoing opportunities through careful planning and project initiation.
• Tax Strategy Alignment: Corporate Tax Advisors offer performance-based billing, ensuring clients' alignment with tax savings objectives.
• Audit Readiness: With tax credits and deductions comes the possibility of audits, and Corporate Tax Advisors ensure proper preparation and negotiation with the IRS.

Notable Quotes:

1. "We generally don't have to deliver bad news. Usually, the news we're delivering is good." - Mike
2. "The tax code is often written in a way that if you are investing your time, energy, and resources in things that are advancing the country and the government's interests, you get opportunities to deduct your taxable income." - Renz Hayes
3. "It's a lot of how we evaluate how our overall economy is performing. So to have this advantage is a very necessary part of our system." - Mike
4. "If there's no risk to learning if there's an opportunity, why wouldn't you do that?" - Renz Hayes
5. "Audits are a part of life and we want to do everything we can to be ready for it in the small chance it happens." - Mike

Resources:

• Corporate Tax Advisors: Website
• Episode 95 featuring Jordan Wilson: Past discussion on tax strategies

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

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Katharine Lau is the dynamic founder and CEO of Stuf Storage, a company that reimagines self-storage by leveraging under-utilized commercial real estate to create tech-enabled storage solutions. Before embarking on her entrepreneurial journey, Kat held a key role at Industrious as their first real estate hire, where she was instrumental in the company's expansion, managing multiple deals and contributing to new product launches.

As cities emerge from the challenges of pandemic-induced vacancies, Kat captures the opportunity to provide urban spaces with proximity-based storage solutions, enhancing the accessibility and efficiency of self-storage for modern consumers. By focusing on previously overlooked urban spaces and employing advanced technology, she's optimizing customer experiences and streamlining operations. 

Key Takeaways:

• Innovative Storage Solutions: Stuf Storage monetizes underutilized real estate in commercial buildings to offer convenient, tech-enabled self-storage solutions closer to where people live and work.
• Strategic Partnerships: The company employs a revenue-sharing model with landlords, converting non-revenue generating spaces into profitable storage units without owning the real estate.
• AI-Powered Operations: Stuf Storage utilizes proprietary technology, creating efficient and scalable operations amid growing storage demands.
• Founder Journey Insights: Kat Lau draws on her experience from Industrious, emphasizing thoughtful decision-making and questioning traditional models to drive innovation in self-storage.
• Expansion and Opportunities: Targeting urban areas with high storage demands, Kat envisions Stuf Storage expanding into markets such as Philadelphia and Miami, representing a significant growth opportunity for developers.

Notable Quotes:

1. "We're incredibly different. We offer a new form of supply to the market and monetize underutilized real estate in commercial buildings."
2. "54% of millennials visit their storage unit weekly because it's an extension of their home."
3. "All of our locations, the entire network, is remotely operated."
4. "One of the best pieces of advice was our growth strategy can't just be a reaction to what wework's doing."

Resources:

• Stuf Storage website: Stuf Storage
• LinkedIn - Kat Lau: Kat Lau on LinkedIn
• Industrious website: Industrious
• Acquired Podcast: Acquired Podcast
• Books Mentioned: Unreasonable Hospitality by Will Guidara

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

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Brent Berc is the co-founder of the Boston Real Estate Collaborative, alongside partners Will Avanessian and Patrick Haydon. In the realm of real estate, Brent has significantly impacted the Boston area development scene, focusing on innovative housing solutions like micro-apartments and co-living spaces. His early career challenges turned into pivotal successes, like the East Dedham Street deal which helped lay a strong foundation for the growth of his firm. This investment not only set a precedent for his entrepreneurial journey but also fueled the company's expansion and innovation in property development.

Brent shares insightful anecdotes about navigating the hurdles of getting bank loans as emerging developers and the significance of maintaining core values and communication in long-term partnerships. Brent reflects on the joy of problem-solving, learning from each deal, and crafting spaces that add value to the community, which aligns with the collective vision of the Boston Real Estate Collaborative.

Key Takeaways:

• The East Dedham Street Deal: A fortunate acquisition in 2013 that became a catalyst for the growth of Boston Real Estate Collaborative, illustrating the impact of strategic positioning and luck.
• Innovative Rental Solutions: Discussion on the success of micro-apartments and short-term rentals before Airbnb popularized the concept, highlighting the evolving nature of urban housing.
• Challenges in Development: Insights into how Boston’s stringent real estate regulations and community expectations shape the development process, even for small-scale projects.
• The Importance of Mentorship and Values: Brent emphasizes the role of mentorship and personal values as guiding forces in his career choices and business operations.
• Adapting to Market Changes: The episode discusses strategies to mitigate risks in high-interest environments and the importance of stable planning in real estate development.

Notable Quotes:

1. “Luck, I think, is the biggest thing that played a factor there. We were in the right place at the right time.”
2. "You sort of put these things out there in your work and life, and you attract people and experiences that are in line with what you're putting out there."
3. "It's not about what it is, it's about what it is not... Density is, you know, again with this conversation has been talked about till the cows come home."
4. "The best deal is also the most fulfilling deal. And you know, I haven't seen that yet."

Resources:

• Boston Real Estate Collaborative
• Flipkey (mentioned historically as an early rental platform)
• "How Big Things Get Done" by Bent Flyvbjerg

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

Let’s go.

Mark Shraiberg is the Vice President of Development Management at Trammell Crow Company, a prominent subsidiary of CBRE. With Mark's comprehensive understanding of design, spatial planning, and strategic investments positions him as a significant thought leader in the real estate sector. The discussion dives deep into the changing landscapes of real estate development, the challenges and innovations over recent years, and Mark’s extensive career journey from architecture to high-level development management. With a focus on community-centric projects and long-term value generation, the episode offers a thought-provoking glance at the essence of modern development strategies amid evolving market conditions.

Mark discusses the critical evolution in the real estate and construction sectors over the last few years, particularly post-COVID, highlighting the need for a shift in approach to deal-making and project execution. From navigating uncertainty and regulatory challenges to understanding the new demands of investors and communities, the conversation encapsulates the complex nature of today’s development landscape. Mark emphasizes empathy, innovative thinking, and sustainable practices as central to overcoming present challenges and creating significant community impact.

Key Takeaways:

• The real estate landscape requires novel approaches to development and investment strategies amidst post-COVID realities and market shifts.
• Successful development now demands empathy, creativity, and a focus on sustainable practices to address the needs and constraints of all stakeholders.
• Engaging with local communities and understanding their history is crucial for creating long-lasting, impactful projects.
• Experience in diverse roles within the industry enhances understanding and empathy, facilitating better project planning and execution.
• Opportunities often lie in times of uncertainty, requiring vision, calculated risks, and a focus on collaborative problem-solving.

Notable Quotes:

• "A new market inevitably sends you, gives you new challenges. And now I think we have to look back at ourselves..."
• "The path has been cleared, the obstacles are surmountable, and we're going to be able to get to where we all see we're going to go together."
• "True craftsmanship is worth their weight in gold, and I think we all know this from being out on construction projects."
• "Change is probably the most difficult thing that we encounter as humans."
• "The truth is we all have creativity inside of us."

Resources:

• Books:
  • The Creative Act: A Way of Being by Rick Rubin
• Podcasts:
  • 99% Invisible by Roman Mars
• Company:

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

Let’s go.