NASHVILLE—Don't be fooled into thinking that you're going tomake big bucks right out of the chute. For young professionals, thecommercial real estate industry comes with a number of hurdles, notthe least of which is pay in the early years. And then, don'tforget the challenge of mentoring. The joys and pains of being ayoung pro in CRE was the topic of conversation in this exclusivevideo interview from the SIOR Fall WorldConference. Conducted by editorial advisorJohn Salustri, the interview featured two young brokers:John Adams, CCIM, SIOR, of Cushman & WakefieldCornerstone, and Frank Schulz, SIOR, of theKlabin Co.

You'll hear:

  • What the biggest challenges are to newcomers to theindustry;
  • How the industry as a whole rates in terms of its mentorshipfocus;
  • How involvement in SIOR, or any trade association, can boostyour professional career; and
  • Sage advice for newbies.

Adams and Schulz were also teamed the day before at SIOR for apanel discussion on Best Practices as seen from the vantage pointof young professionals. Some reverse-mentoring from the pairincluded such advice as:

  • Hire slow, and pick future partners. When necessary, firefast;
  • Trust is the most important thing in this business;
  • You have to incent your kids. It's your fault if they don't dowell;
  • Too many brokers focus on technology and forget this is arelationship business; and

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John Salustri

John Salustri has covered the commercial real estate industry for nearly 25 years. He was the founding editor of, and is a four-time recipient of the Excellence in Journalism award from the National Association of Real Estate Editors.