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Levrose Real Estate is pleased to announce another successful Scottsdale office space sale. Known as a leading Scottsdale commercial real estate company, Levrose Real Estate helps client’s small and large find Scottsdale office space for sale. Recently, we helped a private buyer purchase ±3,024 square feet of Scottsdale office space at 10165 N. 92nd Street.

The sale was facilitated by Aaron Norwood of Levrose Real Estate. For more information about Scottsdale office space for sale or office space for sale in the Greater Phoenix area, please contact one of our friendly and knowledgeable real estate specialists.

The definition of a hunter is a predator that hunts game; it is also the definition of a successful salesperson that hunts for deals. Unfortunately, 80 percent of all salespeople fail to hunt successfully while a mere 20 percent of salespeople hunt for most of the deals available each year. I describe this 80 percent of unsuccessful salespeople as being haunted – they are afraid of the hunt like someone who is afraid of ghosts.

The fear starts off with a simple phone call. It’s almost as if the phone has some sort of disease on it – salespeople are afraid to pick it up and use it! Next, the offices of potential clients surely must be haunted because salespeople are afraid to go into them for fear of who knows what. Fear of networking events seems to happen because something must be wrong with the people that are there, for whatever reason. Finally, creating an email campaign or a web site or a mailing program to generate new business also produces fear within the salesperson; causing them to run the other way instead of doing the very thing they need to do in order to be successful.

Great salespeople, even the ones with the fear inside them, do all of the above to be successful – no matter what. Successful salespeople know that they must have a number of pillars of business going at all times to keep deal flow coming in. The rest of salespeople, ranging from weak to mediocre, somehow find ways to make a few deals in order to survive but still fail to live up to their true potential.

Years ago one of my agents told me that the worst thing that could happen to a salesperson was to live off of only the ‘occasional deal’. Business will find salespeople without them needing to work too hard at it, sometimes it is possible to fall into business and survive off of what I call the ‘low hung fruit’ deals that are out there. These kinds of deals will feed a person, but only a little. A salesperson must be willing to climb the tree in order to get to the better fruit to stay healthy, strong and successful.

I am often asked if it is possible to be a truly successful salesperson without cold calling or soliciting business everyday. Some of the most successful salespeople in my business avoid day-to-day cold calling in favor of strategically working to develop business through existing relationships and ultimately ‘warm calls’. In my opinion, these same great salespeople are also missing out on being even better. I don’t care how good someone is, by working everyday and developing new business though cold calling, a great salesperson will become a better salesperson.

The simplest way to change business development strategy is to calendar new business developments each day. Treat that calendared time as a real appointment: stick to it, make your calls, visit new clients or work on a marketing campaign. Give yourself the opportunity to be a better salesperson than you already are. – TCN Worldwide AffiliateHans Hansson-Starboard Commercial

Storytelling is the most important form of communication in the history of mankind, and sadly the threat of its extinction is close at hand. The way that we have communicated our history, educated and entertained new generations through tall tales, anecdotes and legend is indeed becoming a lost art.

Major religions began through tales told before they were ever put into writing. Traditions were passed on through generations along with knowledge that was important for the survival of generations to come; storytelling is the way in which we communicated. The art of embellishment and weaving an engaging tale is a tradition that is slowly dying off and as a salesperson; I am concerned with how this will affect the future of sales.

When I am asked what makes me a successful salesperson, I tell people my greatest attribute by far is my ability to spin a yarn and tell a great story. I keep my clients interested, show that I have knowledge and develop their confidence in me through my storytelling. Most people who know me know that I have a story for almost anything and as I have gotten older my library of stories has grown. I like to tell a good story as much as I enjoy hearing a good one.

During the annual ICSC convention this year, I sat down with my friend, Howard Carr; Howard is one of the longest standing members at TCN. Over the years we’ve known each other, we have enjoyed trading stories. I have certainly learned a lot from him and I hope he feels that he has learned from me. We reside on two different coasts and have lived entirely different lives but our common denominator is our professional lives. He has opened my eyes to a number of things that I could not possibly have learned by reading about them or even being in a place where I could experience what he had for that matter. Simply by listening to his stories I have absorbed new and valuable knowledge.

With the advent of virtual communication such as text messaging, emailing and social media, the art of storytelling has slowly fallen by the wayside. The death of the story has much to do with the fact that our electronic gadgets have replaced face-to-face communication. Instead of long-winded stories we communicate with short half sentences and end them with ‘LOL’, which I still have trouble remembering the meaning of. I am sure that if text messaging were available during the time of our greatest world events, then the true facts of history would have been properly explained with an LOL.

As a salesperson, I urge you to use the art of storytelling to your advantage. It may be a lost art but if used properly, it will separate you from your competition and people will be drawn to you; even though you may be regarded as a very unique individual because of it.
– TCN Worldwide AffiliateHans Hansson-Starboard Commercial

The new leader in extreme sporting events around the world is the “Tough Mudder” competition. These are a series of events that test your physical and mental limits beyond anything you can image. You enter these events and torture yourself because you want to. What’s more unbelievable, for salespeople, is that you are willing to “PAY” to do it.

The English version of “Tough Mudder” is considered the toughest challenge in the world. It’s 24 hours of intense physical and mental challenges. English Special Forces designed the course. Some 1,200 participants started the contest and only a handful actually finished. Signed up were some of the toughest individuals you will find on the planet. A Marine that had dropped out half way through the contest said that Marine boot-camp takes you to the dropping point, but his survival halfway through this was beyond insanity.

What really caught my eye is who the ultimate winner was, JY Pak from Korea. The attached link will show you JY Pak having fun before the event. The next picture will show JY Pak and his ultimate intensity.

800px-Junyong_Pak_WTM_2012.xcf

JY Pak was named the toughest of the toughest in the world and I don’t know about you, but to me he just does not look the part. Yet as the old wrestler Ric Flair used to say, “to be the best you have to beat the best” and JY Pak did that at “Tough Mudder”.

As a salesperson, I have competed with everything in my life. It’s what was instilled in me; in fact my biggest competition is with myself. Each year, I compare my sales results with my previous year’s results. If I drop one year I try to figure out what I did during the year that prevented me from achieving my sales goals. What I learn each year is that if I failed to beat my previous year’s sales goals it had more to do with what deals I was working on that failed, more so than the economy at the time. As salespeople, particularly in commercial real estate, our challenge is not that we have no business, it is that we have too many opportunities and we have to decide what opportunities we want to tackle. Failure for me comes when I take on an opportunity with little hope of success or low return on my time investment.

If we developed a “Tough Mudder” contest for Salespeople what would it look like?

First, it would be a contest that would test our ability to choose the right path for success. Next, it would require us to leave our comfort zone and do things that we either don’t like doing or ignore because it does not provide immediate results. This contest could include attending more sales conferences and more networking meetings. It would force us to call on a higher tier client base, force us to team up with a partner to develop more business opportunities, and force us to develop broker relationships in other markets to develop a referral base business, as well as to learn new social media tools.

When I look at JY Pak what it tells me is; don’t under estimate yourself! You may surprise yourself if you set your mind to being a “Tough Mudder” type salesperson.

– TCN Worldwide AffiliateHans Hansson-Starboard Commercial

It was a strong 2013 for Downtown Scottsdale office leasing activity. In the quadrant from Camelback to Osborn and 68th Street to Miller Road, there were over 120 new office leases completed. With the average deal approximately 2,060 square feet the total amount of leased space was 255,485 SF.

To offer truly effective service to customers, companies need to complement the information they gather with powerful narratives that give it meaning.

As a CEO, I have the good fortune of hearing lots of amazing stories from our consumer communities. There’s one story in particular that holds a special place in my heart.

One of our clients, a well-known pharmaceutical company, collaborated with a private online community of patients who were suffering the debilitating effects of a disease. To get to know these community members more intimately and understand the particular challenges they were facing, our internal team of community managers assigned members the task of writing a letter addressed to their disease.

The patient community was overwhelmingly receptive, and the letters poured in. One of them was so heartfelt, so honest, so descriptive of what it’s like to live with a serious disease, that our client felt compelled to share it with her colleagues across her organization, all the way up to the CEO. With copies tacked to their walls, employees viewed the letter as a touching reminder of why they came into work every day and a moving expression of whom their business is meant to help.

I often hear from our clients that what they really want from us are more stories. For businesses, transforming complex consumer data and experiences into powerful narratives can resonate across the entire organization. Storytelling is a synthesis of all sources of customer information, not just one person’s account, however inspiring. High-impact stories pique the interest of decision makers and alter our perceptions and assumptions, revealing the real meaning behind the information we have learned. And by allowing businesses’ decision makers to better understand their customers, stories provide needed insight to help move business confidently in the right direction.

Here are four ingredients essential to creating consumer stories that truly inspire businesses to action.

1. Get personal and build relationships.

Some of the most memorable stories are those shared among close friends and family, because we feel comfortable enough with each other to genuinely open up. The same can hold true for a business and its relationship with consumers. Trust, honesty, and, above all, sincerity are essential to fostering strong consumer relationships. It’s amazing the rich perspectives consumers are willing to reveal–their hopes, dreams, secrets, unmet needs–if you earn their trust and provide a safe way for them to share.

2. Plan deliberately and explore from different angles.

When crafting a consumer story, you need to plan for it early in the game and explore the challenge you’re trying to solve from different angles. Employ techniques that get under the surface and encourage consumers to express themselves and their feelings about brands in ways they may not have done otherwise.

For example, rather than asking customers simply for their opinion on a new candy bar, we might ask them instead to create a recipe for their ideal candy bar (mine would have lots of peanuts in it), or we might have parents use their mobile phones to film their child’s reaction to the candy bar in the grocery store. Using a variety of methods to build the story narrative reveals new truths, unmet needs, and ultimately business opportunities.

3. Use human intuition to find the story that matters.

Once we’ve sorted through all the data and gained a full understanding of the consumer’s world, it’s time to begin the distillation process. This is something that can only be done through our unique human capacity for reasoning. We can approach finding the story deductively, pulling out the key themes and trends emerging from all the information at our fingertips, or inductively, sorting through the information to discover if our original hypothesis is accurate.

Once distilled, the story that emerges is truly relevant to the business. We use our human intuition and expertise as a compass, guiding us past the clutter and noise toward only what is relevant to business strategy.

For example, U.K. telecom Everything Everywhere (EE) already knew that customers loved their mobile phones. But only after hearing consumers share personal stories of those dreadful “uh-oh” moments when they dropped their phone in a toilet or lost it in a taxicab did EE truly understand that it wasn’t the physical phones that people cared about, it was everything inside them: pictures, funny videos, personal contact lists, important meetings, and amusing text exchanges with friends.

EE execs intuitively related to that sinking feeling of losing precious memories and information in an instant of human error. Out of this understanding was born the Clone Phone, EE’s service solution to data backup, storage, and even phone replacement guaranteed within 24 hours. The new service was an instant hit; more than 250,000 Clone Phone subscribers signed up in the first six months.

4. Evoke emotions that inspire action.

A story must be felt, not just heard, if it is to be remembered. We humans are empathetic creatures. We have a shared understanding of interpreting stories, and we can revel in the feelings they elicit as a result, together.

In a business setting, a story may be delivered in many different formats, depending on its complexity and the information available to craft it. But the goal is always the same: evoke emotion and connect with your audience on a human level. Once internalized, consumer stories can reach across organizations and empower executives and employees alike to take action and move businesses forward, which in turn better serves the very consumers by whom they are inspired.

– TCN Worldwide AffiliateHans Hansson-Starboard Commercial

I recently read a great article that spoke about the key to sales. The article stated that sales is not about what you are selling, but about making friends and getting someone to see the world the way you do. If you can do that, everything else will take care of itself.

I’ve had several people over the years ask me, “What makes you tick?” and “What do you attribute your success to?” For me, it is about entertaining myself through my connection with others. I enjoy telling stories and hearing stories. I am always fascinated by what my clients have done, what they are now doing, and what they are planning to do. As a result, after almost 40 years in sales, I can tell you that I still enjoy it as much, if not more, as I did when I first entered the field. Below are ten tips from New York Times article that I personally live by.

1. You can sell only if you yourself are convinced: If you are not sold on the product or service, it will be an uphill battle to sell someone else. Your lack of conviction will scream through.

2. Be clear and direct: When pitching, do not use complicated diction. Pride yourself instead on being able to explain the concept as quickly, clearly and simply as possible. This is important because the biggest problem in sales is client confusion. Confusion does not lead to a “Yes.”

3. Pressure is an art: Creating FUD (Fear, Uncertainty and Doubt) in your client’s mind can be a good thing because it will lead to serious consideration of your concept. In the TerraCycle world, we award brand exclusivity by country and by category. Often, I need to tell potential clients that their competition is also speaking with us. The trick is to mention this once and to NOT rub it in, which is likely to anger them. No one is angered into saying, “Yes.”

4. Know your client: Make sure to research your potential clients, know their challenges and their needs. One size hardly ever fits all, and you look much stronger than your competition if you show that you care about the business enough to invest in the research. I can’t tell you how many times I get cold calls from sales people who don’t even know what TerraCycle does.

5. It’s all about the presentation: Building an amazing deck is critical to the sales process. Practice it, memorize it, and be prepared to shift your emphasis based on how the energy changes when you present. Internally, we always ask ourselves, “Is the flow of this deck right? Is the presentation convincing?”

6. Be passionate and exciting: Most presentations are BORING! So create a show and make it exciting. Excitement is contagious – just like a yawn.

7. If you don’t know the answer, do not guess: People will ask you tough questions, and you may not always know the answer. The person asking you may be testing you, knowing the answer full well. And if you fumble, it’s very hard to rebuild credibility. Do not guess.

8. Answer questions directly and clearly: If you are asked a question and you give a “politician’s answer” – in other words, if you don’t answer the question – your credibility will decline, and you will hurt your chances of making the sale.

9. Humor is a great conversation starter: Funny stories always break the ice. For example, our employees use stamps to leave our contact info. It’s eco-friendly, it never runs out and it makes for a nice icebreaker at the beginning of every meeting.

10. You can always be better: Sales is an art, not a science. Which means it’s never perfect and can always improve. TerraCycle has a standard sales deck most of our associates use. We’ve gone through 94 versions in the last three years and version 95 is around the corner.

Bottom line: Sales is a critical function that is more art than science, so hone your art. Lastly, sharing is caring, so please be sure to share any of your own sales tips with your peers.

– TCN Worldwide AffiliateHans Hansson-Starboard Commercial  SOURCE: New York Times Article Tom Szaky is the chief executive of TerraCycle, which is based in Trenton.

TCN WORLDWIDE ANNOUNCES ITS NEWEST MEMBER FIRM, CONNECTUS CAPITAL SERVICES LLP LOCATED IN MUMBAI, INDIA

We are proud to announce ConnectUs Capital Services as the newest member to join TCN Worldwide. ConnectUs Capital Services/TCN Worldwide is headquartered in Mumbai and is recognized as one of the pre-eminent commercial real estate firms in India. ConnectUs Capital Services LLP’s Commercial Real Estate business will operate under the TCN India branding and will work towards building the TCN Worldwide Commercial Real Estate franchise in India.

“Our Company is extremely pleased to be joining TCN Worldwide, one of the leading global commercial real estate organizations,” stated Kiran Koppula, Partner at ConnectUs Capital Services LLP/TCN Worldwide.  “This is an exciting time for TCN Worldwide and we are proud to join the ranks of the many prestigious firms already a part of this rapidly expanding organization. Our partnership with TCN Worldwide will facilitate our ability to offer an expanded array of services, expertise and global coverage.”

“Serving the markets of Mumbai, Bengaluru, Delhi, and Hyderabad, we are pleased to welcome ConnectUs Capital Services to our organization,” stated Ross Ford. “We look forward to a long and successful partnership and believe ConnectUs Capital’s membership reflects the growing global reach of TCN Worldwide.”

ConnectUs Capital Services LLP is a 7 year old boutique investment advisory firm focusing on emerging markets and sectors like Infrastructure and Real Estate. The firm has offices in Mumbai, Delhi, Hyderabad and Bangalore. ConnectUs Capital Services LLP has deep relationships with leading financial institutions and large companies, and leverages these relationships to generate maximum value for its clientele. The firm has a management team with extensive experience across the above sectors. The management team is guided by senior industry veterans of considerable industrial repute.

– TCN Worldwide

SCOTTSDALE COMPANY HIRES THREE RETAIL INDUSTRY EXPERTS

Levrose Commercial Real Estate has won many important awards since it was founded in 1992, but the Scottsdale, Ariz.-based firm refuses to rest on its laurels.

In fact, Levrose has very ambitious plans to make 2015 the year it takes a big step forward on the retail side of the commercial real estate industry. Earlier this month, it demonstrated its commitment to its retail business by hiring three senior vice presidents who have extensive experience working with retail companies.

The three new senior vice presidents are Peter McQuaid, Trenton McCullough, and Greg Vanlerberghe. Levrose Co-Founder, Jonathan Rosenberg said that the three executives will work as a team and are confident that their expertise will lift the firm’s retail presence.

“For 23 years, Levrose has flourished because of our skill at helping companies primarily in the office market,” said Mr. Rosenberg. “We are excited about what Mr. McQuaid, Mr. McCullough, and Mr. Vanlerberghe bring for the retail side of our business.”

“Flourished” might be an understatement in describing Levrose’s accomplishments. For the past 18 years, the firm has been one of the top 25 commercial brokerage firms in the Phoenix area, according to the Phoenix Business Journal. Since 2005, Levrose has also been named one of the top 10 small commercial brokerage firms in the state by Ranking Arizona: The Best of Arizona magazine every year.

Levrose has also been named one of the top 20 brokerage firms in Phoenix by CoStar Group, Inc., the largest commercial real estate information company in New York City, and one of the 2014 “5,000 fastest growing companies” by Inc. Magazine.

Levrose has earned all these accolades while focusing mostly on office space. You can find more details about Levrose’s services at their website at levrose.com.

In 2013, Levrose joined forces with national brokerage alliance, TCN Worldwide. “TCN has allowed us to now have a national presence through strong relations with offices all over the world. The relationships through TCN into the Phoenix market have been growing exponentially and we are excited that the retail team will be able to capitalize on this,” said Rosenberg.

The three new senior vice presidents joined forces as a team to focus on providing a full service commercial real estate experience. McCullough will be focusing primarily on acquisition and dispositions, McQuaid and Vanlerberghe will be focusing on tenant and landlord representation while also working on land development with new and existing clients. As a result, all three men have represented an impressive list of local and national companies. “Together as a team, we have the expertise and skills to assist our clients in achieving their goals, whether it is to acquire, lease and dispose or create strategy to add value to their current portfolios,” added McCullough.

McQuaid has represented AutoZone, Buffalo Wild Wings, Dunkin Donuts, Hollywood Video, Starbucks Coffee, Tutor Time Child Care and Learning Center, among others.

Vanlerberghe has represented TruWest Credit Union, Bank of Arizona, First Credit Union, Gigi’s Cupcakes, Arizona Federal Credit Union, Western State Bank, Filibertos, Farmer Boys, among others, on the tenant side. He has also represented landlords such as Pacific West Land, Iron Point Titan, Fountainhead Equity and Red Mountain Group to name a few.

McCullough has primarily represented buyers and sellers of multi-tenant retail shopping centers and specialized property rather than retail companies. The shopping centers include Rancho El Mirage, Peoria Town Center, Former Big Lots at Dobson Commercial Center, Shops at Costco, Stapley Center, Shell Gas and Convenience Stores, Sautee at the Promenade and more.

Levrose’s three new executives are also going to be involved in the planning of further expanding the retail operations, so expect to hear more from Levrose in the upcoming year.

Levrose Real Estate is pleased to announce another successful Glendale office space lease. Recently we helped a private company lease ±4,611 square feet of Glendale office space. The Glendale office space is part of a multi-tenant office building at 18699 N. 67th Avenue. The lease was facilitated by Geoff Turbow of Levrose Real Estate.

Known as a leading Glendale commercial real estate service provider, Levrose Real Estate helps client’s small and large find commercial space that suits their needs. For more information about Glendale office space or Glendale retail space, please contact one of our friendly and knowledgeable real estate specialists.

Levrose Real Estate is pleased to announce another sale in Downtown Scottsdale. The 2,655 square foot retail building is located at 4167 North Marshall Way in the heart of  Scottsdale’s famous 5th Avenue Shops & Boutiques.  This coveted location is across from the Scottsdale Waterfront on Marshall, where the construction will soon be finalized, as described by Arizona Central.

The sale of the single-story Scottsdale Storefront building was facilitated by Geoff Turbow of Levrose Real Estate.  Known as the leading Scottsdale commercial real estate service provider, Levrose Real Estate helps client’s small and large find Scottsdale office space for sale. For more information about Scottsdale retail space for sale or retail space for sale in the Greater Phoenix area, please contact one of our friendly and knowledgeable real estate specialists.

Scottsdale Executive Plaza for Lease by Kelly O’Dea  |  6200-6390 East Thomas Road

As the Business Real Estate Weekly (BREW) announced in their March 15, 2013 edition, Kelly O’Dea of LevRose Commercial Real Estate has been awarded the leasing assignment of Scottsdale Executive Plaza; an 158,600 SF office complex made up of fourteen 3-story buildings on ± 13.4 Acres.

It is located at 6200-6390 E Thomas Rd, Scottsdale AZ or the NWC of Thomas and 64th Street.  The new ownership plans many property renovations and an aggressive leasing campaign.  For the current availability please click here.

To find more information about leasing opportunities please contact Kelly O’Dea at (480)213-0374 or email at kodea@levrose.com.

Levrose Real Estate, the original Scottsdale commercial real estate company, is pleased to announce another satisfied buyer in Scottsdale. The Anti-Aging & Wellness Institute, a unique medical practice dedicated to the health of the human body, has completed its purchase of a 4,610 square foot commercial office building at 4141 N. Goldwater Blvd. in Scottsdale, AZ. The sale of this one-story commercial office building was facilitated by Geoff Turbow and Kelly O’Dea of Levrose Commercial Real Estate.

Known as the original Scottsdale commercial real estate service provider, Levrose Real Estate helps client’s small and large find commercial space that suits their needs. For more information about Scottsdale office space or Scottsdale retail space, please contact one of our friendly and knowledgeable real estate specialists.

I was chatting with a friend of mine the other day who told me that he was thinking about sharing office space with another company. I responded, “Why?”

He gave me the logical answers – shared expenses, a bigger office, and more space to share (conference room, kitchen and bathrooms).

All make sense, but in today’s tenant driven market does the upside of the “shared costs & space” offset potential pitfalls? What happens if one company expands and needs extra space? Worse, what if one company can no longer afford to pay rent? And what about the risk of a bad employee who now has access to both firms information?

Just remember, having your own space and controlling your own destiny can sometimes be much easier for you and your business.

You may have heard that it’s a great time to buy commercial real estate because of reduced prices and low interest rates. However, as strong as those incentives are, you need to ask yourself, “Is it the right time for YOU to buy?”

This is a frequent question to which there is no straight answer.

If you’re buying to house your business and you can see future growth and expansion in the building, then yes, it’s the right time to buy. Take advantage of the low interest rates and discounted prices. You can also take advantage of lower construction costs for modifications.

If you’re buying as an investment and you have the cash and ability to ride out potential vacancies, low rental rates and other hiccups, then again, it’s the right time to buy.

Most importantly, focus on making the best deal on a property that makes sense for your immediate and long-term goals.