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How to hire a real estate broker in times like these

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How to hire a real estate broker in times like these

Engaging the right broker can be the first step toward making a smart real estate decision. This idea is reminiscent of the hit movie Moneyball, where Brad Pitt’s character disrupts conventional wisdom by applying rigorous data analysis.

Interestingly, decisions in commercial real estate often seem less about data and more about intuition. However, a new generation of commercial real estate brokers is changing this narrative by servicing America’s top companies with a data-driven approach.

Mahlon Apgar, IV of Boston Consulting Group, in his Harvard Business Review article, ‘What Every Leader Should Know About Real Estate,’ highlighted that executives often feel overwhelmed by commercial real estate (CRE) decisions. 

Here’s a summary of his insights:

  1. Gather data on your real estate
  2. Pay a premium for flexibility
  3. Embrace sustainability
  4. Engage a competent broker


A survey by Cardinal Partners reveals how brokers are typically chosen, with responses such as “The broker started calling on us ten years ago, and we kind of like him”, or “There was a beauty contest, and we went with the biggest firm.” But does the choice of broker really matter?

Indeed, it does. The right broker can save you 20% on facility costs and provide the clarity needed to navigate complex decisions. Let me introduce you to one such power broker, Andy Zezas, from New Jersey. He embodies all the stereotypical New Jersey traits – loud, hard-driving, and self-assured. But he also brings to the table qualities like:

  1. Sociability and outgoing nature
  2. Meticulous preparation and data collection for clients
  3. Innovative approaches and solutions


Andy’s impressive client list, accrued through cold-calling, his books, and a TV show he hosts, is a testament to his prowess.

So, how do you find your own ‘Andy Zezas’ outside of New Jersey? If you’re seeking a broker relationship where you feel they’ve over-delivered and underpaid, here’s a resource:

‘Go For Broker: An Executive’s Guide to Hiring a Broker for Today’s Complex Deals’ is available on Amazon.

Navigating the commercial real estate landscape can be daunting, but with the right guidance, you can build a successful relationship with a commercial real estate broker. ‘Go For Broker’ provides nine invaluable tips and inside information on the commercial real estate brokerage game.

John Culbertson

Real estate transactions can be fraught with frustration and pitfalls.

Sometimes the hardest part turns out to be working with your broker, the person who is supposed to help you through the complexities. Veteran commercial real estate broker and client advisor John Culbertson discovered that brokers’ interests aren’t always aligned with those of their clients. He realized there was a better way to advocate for clients and get the deal done.

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TESTIMONIALS

Our clients get senior-level attention.

We’re grateful for our clients. They are extraordinary leaders who have achieved tremendous results. When we think about the companies and people we are fortunate to work with, we are blown away.

Jay Faison
Former President, WirePath and ZoboTV

John and his team were exceptional advocates on our behalf. Their team approach makes sense, and it yielded an excellent value for my company.

Bob Spencer
Senior Vice President, RBC Bank

I got to know John while serving on a state board and observed him be one of very high integrity and commitment to his clients. His approach to serving clients in the real estate business is unique and results-focused. I have no hesitation recommending him to any of my clients. I know he is a true professional and an expert in his field. He understands partnering like no one else!

Lee Roberts
Former Managing Director Piedmont Community Bank Holdings

Truth is, we can easily find real estate that is available in SouthPark. But Cardinal called the landlord of one of our competitors and helped us make a deal for an awesome Charlotte branch. I am extraordinarily pleased with the engagement in every possible dimension.

Ronnie Bryant
Former CEO, Charlotte Regional Partnership

Working with a smaller shop gets you more personal attention. I got the top guy’s attention. You don’t get that with a large organization where sometimes you end up with junior people doing the work. John is detailed; he’s professional, he’s aggressive, and not in a negative way, but in terms of wanting to get it right. He’s tenacious. He would be my No. 1 choice for any real estate deal. I know what to expect. He’s a good guy, and over the years, he's become a good friend, too.

Stephen Pandos
Director of Finance, Insite Properties

Few people have a Rolodex like John. He's about the most networked person I know and people take his call. He has deep contacts with all the major players, both locally and around the region. As a result of John's introductions, we have found several exceptional deals and developed some valuable relationships. You can't put a price tag on this type of access and speed of trust.

Stephen Pandos
Director of Finance, Insite Properties

John has a high tolerance for the mental pain it takes to solve a complex problem. Frankly, his peers in the brokerage industry just don’t have it. I think John’s experience as an operator, investor, developer, and broker gives him a unique perspective when looking at opportunities. His vision, his ability to think forward, is unique in his profession. His ability to see the bigger picture and what the future looks like on opportunities is remarkable. He also is networked - he has deep contacts with all the major players, both locally and around the region. John’s network has opened doors for us. People take his call.

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