With October just around the corner, the fall meeting season forreal estate associations is gearing-up. Most executives andsenior professionals have already begun to take part in theseannual rituals, which gather the most serious and senior careerprofessionals and executives to network, take the temperature ofthe market and get some perspective on the business. Thesemeetings are the glue of our industry and are all aboutpeople. However, behind the scenes and in sidebarconversations around every conference, real deals of every type,shape and size are being made. It’s not a protractednegotiation with due diligence and teams of analysts andassociates. Rather, what takes place here is the pure essenceof the deal--a handful of executives agreeing to pursue anopportunity together. To be sure, the cleanup will takeweeks, but the deal has been solidified with a simple handshake andsqueeze of an elbow. And then, they part, and theprofessionals push on, checking their Blackberries and preparingfor the next encounter.
Tony LoPinto is CEO of Equinox Partners, an executivesearch firm specializing in the real estate industry, and parentcompany of SelectLeaders.The views expressed in this articleare the author’s own.
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