Clark Finney, an associate at Cushman & Wakefield, provedhis mettle in REBNY's view. He was presented with the yearly awardby Studley's William Montana, chairman of REBNY's commercial board,at the association's biannual luncheon last Wednesday. To hearFinney tell it, the accolade was a product of the training hisC&W mentors provided him.

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"I learned from my team—specifically, my senior partners JohnCefaly, Bob Lowe and Gus Field," Finney tells GlobeSt.com. When hebegan his tenure at C&W three years ago, "we were at the heightof the market, and now arguably we're at the bottom. But nothinghas changed in terms of my day-to-day work ethic and the way that Iattack each day and each problem. That's a result of how theytrained me to take a very methodical, analytical approach." Theself-starter acumen that has impressed Finney's colleagues wassomething he brought to the equation, having co-founded a web-basedfinancial services tool called Marketclocks.com upon his graduationfrom Washington and Lee University in 2006.

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However, Finney acknowledges that the changing market conditionsdid call upon different skills than were required at the 2007 peak,especially as his senior partners made him point person on severalmajor accounts. "In 2009, I had to focus my efforts to come outwith results that I did," he says. "I had to dig in and understandmy client's business as best as possible: how what they do impactstheir results and is reflected in the real estate theyrequire."

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A notable example of the results Finney achieved, cited in theREBNY presentation, was the work he did in '09 for Nest Fragrances."They wanted to double or triple the amount of space they had,because they were growing, but didn't want to spend any more moneyon an annual basis," says Finney. "In my first two years, it wasn'tas much of a concern; you weren't faced with having to accomplishthose relocations into different submarkets as often." Today,however, that kind of cost-consciousness is "at the top the listfor most clients."

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Finney's solution for Nest Fragrances was to come up withsubmarkets that his client hadn't thought of. One of those areas,the Chelsea submarket, is home to the Starrett-Lehigh Building at601 W. 26th St., and Finney arranged a 13,000-square-foot deal onfavorable terms at the 2.2-million-square-foot behemoth, addingNest to a fashionable tenant roster that also includes Hugo Bossand Club Monaco.

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In all, Finney has played an integral role in completingapproximately 335,000 square feet of lease transactions sincejoining C&W. Currently, he's involved in 2.2 million squarefeet of ongoing, high-level projects with his team.

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As winner of the Most Promising Commercial Salesperson of theYear Award, Finney receives a one-year seat on the REBNY board ofgovernors. In addition, he will become a lifetime member in REBNY'sCircle of Winners group, which meets four times a year for aprivate dinner. According to REBNY, the award was created torecognize current and potential professional achievement in a youngcommercial salesperson new to the industry, as well as to recognize"high moral character and ethical professional behavior."

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Paul Bubny

Paul Bubny is managing editor of Real Estate Forum and GlobeSt.com. He has been reporting on business since 1988 and on commercial real estate since 2007. He is based at ALM Real Estate Media Group's offices in New York City.