Category Archives: Negotiating

Sales Quotas and Real Estate Brokerage Don’t Mix

It is not surprising that most large, national brokerage firms have quarterly and annual sales goals. Public firms need to grow revenues in order to grow share price and make the analysts and their investors happy.  When brokerage firms have … Continue reading

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The Lost Art of Negotiation

A very wise mentor of mine once told me that when a seemingly smart and rational person takes a seemingly irrational position in a negotiation, it can be explained in one of two ways: either the person is not as … Continue reading

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How Did My Once Great Rental Rate Get So Out of Whack?

It is customary in commercial real estate to have rental rates increase over the term of the lease. These increases typically take the form of fixed rent steps (i.e., $.50/sf annual increases) or percentage increases (i.e., 3% annual increases).  While … Continue reading

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The Philadelphia Family Court Project and Broker Conflicts of Interest

A lot has been written in the past two years about the ongoing dispute between the Philadelphia Family Courts and their real estate broker, Jeff Rottwitt, regarding the new Family Court building at 15th and Arch Streets in Center City … Continue reading

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Three Recent, Real Life Encounters with Broker Conflicts of Interest

As I have written previously, the world of commercial real estate brokerage is rife with conflicts of interest.  For selfish reasons, the big brokerage firms downplay or dismiss these conflicts or claim they can effectively deal with them simply by … Continue reading

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Why Conflicts of Interest in Brokerage Matter More than Ever

Having spent the first 17 years of my professional career as an attorney in a large firm, it continues to amaze and surprise me how the inherent conflicts of interest in brokerage are routinely accepted by clients, while these same … Continue reading

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