Broker Tradecraft and Etiquette

BY RAY HANKAMER
rhankamer@gmail.com

A commercial real estate broker has a lot of things to keep in mind to be successful.  Here are a few of them:

Clients 
Follow your instinct in accepting a client.  Check clients out in advance before going to work for them.  Make sure your client wants you to “win” if through your professional expertise you enable him to “win” in a business dealing.  Researching prospective clients is relatively easy and private and is worth the time you spend to do it.

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Interview with John Fenoglio

BY RAY HANKAMER
rhankamer@gmail.com

RN:  John, thanks for spending time with REDNews.  Our readership is of all ages, and most are in Commercial Real Estate (CRE) in one way or another.  Will you tell us how you got started in the lending business, and what your educational background was that prepared you for it?

JF: I received a BA in economics from the University of Texas at Austin in 1970,  worked at Texas Commerce Bank for a year and then went to TCU and received an MBA. After graduating in 1972, I joined American General Investment Corp. ( now AIG) and have been in the commercial real estate finance business ever since.

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