What You Will Learn in This Video:
- Building Relationships Over Deals: The importance of cultivating long-term client relationships is essential to deliver the most value to the client.
Video Transcript:
“Is there one particular deal that stands out in your 25-year career as being especially satisfying for you?
You know, it’s not the deal, but it’s the relationship. And I’ll explain what I mean. I have represented a law firm for 22 years. I started with that law firm on a referral. We did a deal for 2,200 square feet in North White Plains. And the managing partner said to me, ‘Thanks a lot. If I need anything else, I’ll give you a call.’ And I knew his lease was coming up in New York City. And I really, really, really wanted to do that transaction. And I kept calling him. And I kept calling him.
And finally, I said, ‘Wayne, you don’t have to hire me, but you have to let me pitch.’ And he said, ‘Come on in on Friday morning.’ And I came in and he hired me on the spot. Not only was that worth a 48,000 foot deal in Manhattan, but I’ve done all of their work from New York to California for the last 22 years. So I’d say that was probably the most satisfying pitch, if you will, of my career.”
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