CHICAGO—Don’t count smaller independent brokers out in the newly revised wave of mega-mergers the industry is seeing. We caught up with Dan Smolensky, newly named chief of SIOR’s Independent Broker Group, and he explained that national, yes, even global reach, is within the grasp of every independent. Smolensky took the reins of IBG while here at the association’s Fall World Conference here.

He told us:

  • Some interesting misconceptions about the SIOR broker demographic that you probably haven’t heard before;
  • What a regional player can bring to the table and how they maintain market share (Hint: it’s spelled SIOR);
  • That the Fortune 100 doesn’t comprise the only list of potential clients; and
  • The passion play in dealing owner-to-owner.