With October just around the corner, the fall meeting season for real estate associations is gearing-up.  Most executives and senior professionals have already begun to take part in these annual rituals, which gather the most serious and senior career professionals and executives to network, take the temperature of the market and get some perspective on the business.  These meetings are the glue of our industry and are all about people.  However, behind the scenes and in sidebar conversations around every conference, real deals of every type, shape and size are being made.  It’s not a protracted negotiation with due diligence and teams of analysts and associates.  Rather, what takes place here is the pure essence of the deal–a handful of executives agreeing to pursue an opportunity together.  To be sure, the cleanup will take weeks, but the deal has been solidified with a simple handshake and squeeze of an elbow.  And then, they part, and the professionals push on, checking their Blackberries and preparing for the next encounter.

Tony LoPinto is CEO of Equinox Partners, an executive search firm specializing in the real estate industry, and parent company of SelectLeaders.The views expressed in this article are the author’s own.

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