Real Estate REality Check | Real Estate & Business Career Success Education and Training

Introduction:

Born in Brooklyn, Scott Panzer, a Vice Chairman at Jones Lang LaSalle, graduated from the University of Miami with a bachelor's degree in Biology and Chemistry as well as an M.B.A. in Finance and Accounting. It can be said that Scott was actually the inspiration for the phrase "The Decision" that LeBron James made popular in 2010, when Scott decided to take his talents (and his then 13 member team) over to JLL in 2009. Since becoming a service provider in 1992, he has closed well over 35 million SF of assignments encompassing all facets of real estate, with an emphasis on tenant representation, agency leasing and consulting. In 2011 and 2013, Scott was named JLL's #1 Broker Worldwide, with some of his plum assignments including that of NBC Universal's 1.4MM SF deal at 30 Rock Center, AXA Equitable's 800,000 SF lease restructuring of their New York Headquarters and representation of the iconic Solow Building at 9 West 57th Street. When Scott is not working, he enjoys travelling, restoring and racing cars, flying his plane and spending time with his family.

Episode Notes:

At 3:05, Scott Panzer notes that he likes to look at history because it helps him understand what he is really doing as he moves forward in life. At 3:50, when asked about mastering his craft, he said, "It's really taking yourself from the fire into the pot and getting into that mix of soup and figuring it all out." At 5:48, in regards to adding value, Scott talks about Sun Tzu's 5th century BC book The Art of War. At 6:27, he touches upon luck, taking advantage of that luck, being at the right place at the right time, and how he ended up in the real estate industry in 1986 after stints at both Reader's Digest and Maxwell Communication Corporation. At 9:00, Scott discusses a philanthropic foundation he founded in 2017 and the importance of paying it forward. At 10:08, he describes his negotiating style as "chameleonish" and compares negotiation to chess and intellectual sparring. At 13:14, Scott points out that stress is the #1 disrupter of the body's ecosystem and how stress can consume you if you don't compartmentalize it. At 14:40, he discusses his life, work and "me time" balance, along with his passion to race cars, fly his personal plane and travel. At 16:45, Panzer highlights the positive impact Jack O'Hara, then Chairman of Reader's Digest, and his other mentors had on him during his career. At 18:40, he notes how the mindsets of today's younger generation differ compared to when he was in the early stages of his career. At 22:49, Scott stresses the importance of sleep and being alone with your thoughts. At 26:05, he advises that, "I don't measure myself against others." At 26:26, Scott takes us through his morning routine (scarring visuals aside!). At 28:56, Panzer closes out the podcast with, "I would want to end your segment as if somebody was giving the eulogy about me."

Introduction:

By way of background, James grew up in Madison, Wisconsin and then Bethesda, Maryland. Fresh out of Colgate University, he joined and ultimately became an integral component of, and partner in Massey Knakal (who in 2014 was acquired by real estate powerhouse Cushman & Wakefield). In addition to being a great guy, James is the happily married father of three boys who when he is not hanging with them jogging on the beach with his rescue dogs, is a Principal and Head of Tri-State Investment Sales in Avison Young's New York City office. In addition to investment sales, his ever-expanding team also focuses on financing properties, as well as retail leasing and 1031 transactions. Although Larry gets a bit deeper with him as to how he has succeeded in both life and in business, James in part credits his success to a work ethic ingrained in him since his days as captain of his college swim team and more recently as a triathlete. With that all said, let's dive into the deep end of the swimming pool to see what pearls of wisdom Larry extracts from the Michael Phelps of New York real estate.

Episode Notes:

At 4:55, James Nelson discusses the Blue Ocean Strategy, perfecting the process and Cirque du Soleil. At 9:15, James informs us how he attained his first job out of college while attending Colgate University - "As the story goes, Bob turns to Paul and says can this guy Nelson fog a mirror?" At 12:30, James explains his take on the importance of giving back and Rising Realty Stars, a charitable initiative started by James and his wife. At 18:03, James notes "putting yourself in a risky negotiation is not having the proper facts and not doing your homework." At 21:30, in response to Larry's "You Complete" Jerry Maguire question, James enlightens us on Ray Dalio's book, "Principles," his belief in the Jim Collins good to great get the right people on the bus in the right seats theory and why every member of his sales team undergoes an AVA Behavioral Assessment. At 27:32, when asked about how he "weathers the storm," James references a time when Barbara Corcoran came into the office for a discussion and advised the office on what skill she believes is most important for a salesperson to have success. At 41:58, James offers his thoughts on the state of flux of the investment sales market and the impact of the Tax Cuts and Jobs Act of 2017. At 47:11, in regards to brokers chasing deals, James discusses the "transaction treadmill" and broker coaching. At 48:50, "Larry's Last Call" segment with James Nelson begins.

Larry Haber, a reformed yet long recovered developer as well as an attorney, CPA and the creator of Leasing REality, conducts an ongoing series of weekly conversations with real estate and other business rock stars designed to empower aspiring, emerging and seasoned professionals and business owners to reach their full business potential.