Why We (#CRE) Are So Fucking Special. (We Don’t Suck, You Do!)

Why We (#CRE) Are So Fucking Special. (We Don’t Suck, You Do!)

Why We (#CRE) Are So Fucking Special. (We Don’t Suck, You Do!)

There may have been several versions of this article, revised, deleted, and ignored before it was posted here.

You may have seen or read parts in some form or other here and there.

What makes this one any different from the others than the ability to use profanity as a form of art?

Read on my friend read on!

I get the calls, emails, DM’s and the let’s grab a coffee/bite requests constantly.

I’m thrilled and always more than happy to take the time if at all possible.

There is enough “stuff” out there that I have written and that others can consume so that most have a pretty good idea of what they are going to get.

I hope for the most part they think it’s a positive vibe and that I am doing nothing if not trying with every minute of every day to push #CRE forward.

Interesting in that it’s not always the young people who are reaching out.

They are all smart as hell. No dumbasses in this group by a long shot. Best and brightest from schools some couldn’t find on a map much less get accepted in to.

They understand the game more than most. They help create it in some cases. They have competed with the best on whatever level you could imagine. They are competing every day on that same level and never relenting.

Side Bar: (Little Nuggets for you to think about. This is from just one conversation: There are no rules. There is no time. Think about that, there is no time. There is no reality. My only strengths are my greatest weakness. Now that’s some deep shit. This person could buy and sell me and you ten times over. How’s that for reality?)

The questions run the gambit from the simple need to know to the worldly and conceptual rift bending.

I enjoy the varied and fascinating subjects no matter how simple or complex.

One theme I get back to no matter what and it always resonates.

Do you love commercial real estate and or the process of dealmaking and what it takes to either collect rent or get a commission check?

Pretty simple if you think about it.

For the most part, people understand where I am coming from.

It’s not the end result that is the goal.

It’s the process.

It’s doing the deal.

It’s creating a structure.

Embracing the process of it all.

You must love that process.

Doing the deals, creating the deals, embracing the ecstasy and agony that they are.

Can you not only handle but deeply understand that there will be the egos? The numbers. The politics. The stress. The idiots on the other side of the table. The delays. The phone calls. The emails. The paperwork. The compliance. The scale.

And by default the counting…biggest, largest, most expensive, most square feet, most dollars. And what we all do, taking the family or friends after it’s all done by the deal and pointing and saying in one form or another “look what I did.” How many can you remember? Just about everyone for me.

For some if not most of us it starts with years and years of dues paying in whatever forms you can define. Door knocking. Phone soliciting. Building canvasing, Numbers running, Spreadsheet duplicating and then again duplicating. The deals no matter how big or small. Any and all deals.

We have a level of professionalism in #CRE that is based on the barrier of knowledge and ability to put deals together.

Can that level be only defined by size numbers and dollars? I’m not so sure.

There may be a level of shit at the bottom. Is doing a deal for a hair or nail salon the bottom? It sure as hell is not to the people on both ends of that deal. Does that automatically mean that someone working on a $200 mil deal is more competent? (In my mind right now are 3 specific people and I know and they are smiling because they know the answer is NO.)

Does it get any different at the “institutional level? Yes and no. Yes, it gets much more spreadsheet and numbers analytical. That in part is because at that level of money you are not playing with yours. You are playing with  XY Teacher/Police/Health/Trusts money. And they want a significant return. Fuck that up, and the flow or “call and close” as they call it. Stops dead.

Again, I get back to the process. Do you will you embrace the process and understand that it is what ultimately creates the ideal situation for you?

It’s the work. It’s the talent. It’s the skill to get those tasks that are perceived as mundane done and is the real value you can and will bring to the table always.

Does it take years?

Yes, it does. Is that the world we live in? It sure as hell is the #CRE world. (Unless daddy sets you up. Then we all just laugh a bit harder.)

This is #CRE.

We don’t need to raise the bar. We never even knew of its existence in the first place. There is no fucking bar.

The process is not a way of measurement. The process is the grind. It’s the deal and has its own validity in and of itself.

It does seem so simple and elegant. Dealmaking. We can all do it can’t we?

I did say at the beginning.

Why We (#CRE) Are So Fucking Special. (We Don’t Suck, You Do!)

So, With A BIG BANG!

Let me give you a real-world example. I wish there were a better way but there is not. I said it was the real world.

Let me set the scene:

My gal Maddie cuts my hair. She has a shop. It’s a very cool and tragically hip place. Beer in the fridge. Uh….sips of brown liquor always available discreetly when needed. Purple and green hair abound. Piercings, leather, (on chairs, couches, and people) music I have no idea what planet it originated from blasting out of the speakers and  “Hey Trump Grab This” signs in plain view just for starters. I don’t mostly fit in this environment at all but guess what? Damn do these people crank out some serious business. They give “the best fucking haircuts (quoting someone in the chair next to me) within a thousand miles.”

It took Maddie 1600 hours to get her license to cut hair. 1600! Hours! 1600! Do the math on that. That’s some serious education and study. 1600 hours to learn how to cut my hair. Guess what? They are PROS! They run one hell of a show. All of that just for one basic haircut! (Ok, I will help you. 1600 hrs ÷ 8 hrs per day = 200 days.

200 days of study and of course there are tests to pass. 200 days of study to cut my hair.

How many hours to get a real estate license?  How many HOURS? 50-75-100-125-150?

That can’t be right. HOURS, I’m asking? Is it 50-75-100-125-150? Depending on the state?

I need to Google this.

Holy Shit! That is staggering!

It takes Maddie and her green and purple haired friends 200 days of study and passed tests to just get to hang their shingle.

200 days!

What does it take to get a real estate license again? I am repeating myself out of disbelief.

Let’s do some maths and go big. 100 hours ÷ 8 hours per day = 12.5 days.

12.5 days.

Speechless.

You wouldn’t even remotely consider buying/renting/doing some form of property transaction with Maddie.

Hell, you probably wouldn’t consider walking through the door of her shop. (NOT YOUR KIND OF PLACE.)

On the other hand, 50-75-100 hours seems just fine to you. More than enough to become fully competent.

Don’t start the “we learn by doing bullshit.”

Maddie is just cutting hair. How serious is that?

What transaction are you getting paid to do with 50 hours of “education.”

Your right, not cutting hair.

I feel the nasty fire and brimstone boiling to the surface right now. Hell hath no fucking fury like a ……….scorned

You know what go ahead. Light it up in the comments below.

But before you do let me say this. FUCK OFF!

YEA, FUCK OFF!

If you are offended, You Are The Problem.

The absurdity of the real estate business in general and it’s willingness to throw some unsuspecting couple doing a transaction and navigating a process that will change their life forever in front of a human being who sat in a row of cheap hotel chairs for 50 hours is …………..

FUCKING WRONG!

JUST SO FUCKING WRONG!

And guess what. It’s embraced. It’s protected. It’s encouraged.

It’s the accepted standard and its borderline criminal.

Criminal!

(Hey Greg, just call me. You and I have been down this road before.)

(Also, please get creative in the comments section. I may post them up for the entire world to see. Let’s make sure your 7th grade ENG LIT 101 teacher beams with pride.)

(I could obviously give a shit about grammar or sentence structure. I’m not your bitch. I’m making a fucking point you wannabe Hemingway/Kerouac/Vonnegut so, fuck off..again!)

Where was I?

Oh, offending the real estate business?

Wait, no just calling out the real estate business for doing what?

Sucking!

It’s not hard to see why!

Remember, this is my opinion.

Anyone else willing to stand up and call you out?

Does that make me special?

Nope!

Does that make #CRE special?

Nope.

But how can you sit back and not ask……

Why We (#CRE) Are So Fucking Special. (We Don’t Suck, You Do!)

And not just cringe at the thought of your next client reading this.

Maybe I can get Maddie licensed up.

She already has 200 days of school under her belt.

What’s another week or two?

You are letting this happen.

It’s your business after all.

Let me ask you a simple question: You know the business inside and out. Who would you use to do a deal today? Not you. Pick who you would go to first and forever. No questions asked.

Yea, that’s what I thought.

They are that special one of a kind person are they not?

Remember again:

Why We (#CRE) Are So Fucking Special. (We Don’t Suck, You Do!)

I thought just #CRE had that special something.

I guess maybe not.

I also heard it only takes 50 hours of your time to get there!

 

+1 This is for you Rob!

 

 

 

 

 

 

 

Duke Long

  • David Music

    AMEN! There’s an idea that making lots of money means that a person got everything they have purely through talent and skill and being good at what they do. It just happens that in our industry you can make lots of money while not being the most talented or skilled. Yet many think that the money alone makes them amazing at their job. Sometimes we should just all thank whatever deity we choose for being born in this country, choosing this industry and being allowed to be granted this particular lottery ticket. Yes, everyone should use their relationships and hard work and knowledge and experience to better themselves and make more money and be more successful than others. Just always remember that the way *most* are successful in CRE is not through the traditional means of pure skill and talent – there’s a much bigger luck component.

    Duke- If this is a post to start the year, it’s going to be a good one for lighting fires and getting people moving to do the good that’s needed!

    • Duke Long

      David.
      Hell, I missed myself.

  • David Music

    AMEN! There’s an idea that making lots of money means that a person got everything they have purely through talent and skill and being good at what they do. It just happens that in our industry you can make lots of money while not being the most talented or skilled. Yet many think that the money alone makes them amazing at their job. Sometimes we should just all thank whatever deity we choose for being born in this country, choosing this industry and being allowed to be granted this particular lottery ticket. Yes, everyone should use their relationships and hard work and knowledge and experience to better themselves and make more money and be more successful than others. Just always remember that the way *most* are successful in CRE is not through the traditional means of pure skill and talent – there’s a much bigger luck component.

    Duke- If this is a post to start the year, it’s going to be a good one for lighting fires and getting people moving to do the good that’s needed!

    • Duke Long

      David.
      Hell, I missed myself.

  • Too funny. My wife ( salon owner ) and I (CRE Broker) have had the “education disparity” conversation many many many times.

  • Too funny. My wife ( salon owner ) and I (CRE Broker) have had the “education disparity” conversation many many many times.

    • In all seriousness. I get a damn good haircut and of course tip well.

  • Alan Bushell

    Spectacular article. Truer words have never been spoken. I am the owner of a commercial real estate software company. This April we will be celebrating our 25th year in business. A long time ago I coined a phrase:

    If you want to be like everybody else, do what everybody else does. If you want to be better than everybody else, do what nobody else does.

    If the only knowledge you think you need to succeed is the 40 hour real estate license class (I’m from NY) your not going to get very far. What sets each of us apart from the other is the fire that burns within us to be better than our competition. Some people have a raging bonfire inside of them, others have a pilot light that is barely visible. Here’s to the people that put another log on the fire every day to keep it burning.

    • Duke Long

      This came in part from conversations with the “inexperienced.” Frustrated with the only want and need for the sliver bullet they seek out us old dudes to give them the short cut and when we don’t and explain how hard it actually is they get offend that we think they are perceived as stupid/lazy/undeserving/entitled, and or ignorant in the ways of the real world.

  • Alan Bushell

    Spectacular article. Truer words have never been spoken. I am the owner of a commercial real estate software company. This April we will be celebrating our 25th year in business. A long time ago I coined a phrase:

    If you want to be like everybody else, do what everybody else does. If you want to be better than everybody else, do what nobody else does.

    If the only knowledge you think you need to succeed is the 40 hour real estate license class (I’m from NY) your not going to get very far. What sets each of us apart from the other is the fire that burns within us to be better than our competition. Some people have a raging bonfire inside of them, others have a pilot light that is barely visible. Here’s to the people that put another log on the fire every day to keep it burning.

    • Duke Long

      This came in part from conversations with the “inexperienced.” Frustrated with the only want and need for the sliver bullet they seek out us old dudes to give them the short cut and when we don’t and explain how hard it actually is they get offend that we think they are perceived as stupid/lazy/undeserving/entitled, and or ignorant in the ways of the real world.

  • gavin

    Jiro Dreams of Sushi.

    Check it.

    • Duke Long

      Dude you are deep. “There is never going to be a fourth star no matter what.” Crushing!

  • gavin

    Jiro Dreams of Sushi.

    Check it.

    • Duke Long

      Dude you are deep. “There is never going to be a fourth star no matter what.” Crushing!

      • gavin

        A little deeper then? Some see only two, three, but you know the stars are infinite, brother.

        No rules, no time, no reality. Dude sounds whack. Dude knows.

  • rsky1

    I think you made at least 1 bad assumption here…that all brokers are making a load of money. I bet Maddie (love that name because it was the best Golden Retriever I ever had) makes more per hour and annually than 80% of the Brokers out there.

    • Duke Long

      Maybe I should have just stated that fact. I implied it. Agreed. Thanks.

  • rsky1

    I think you made at least 1 bad assumption here…that all brokers are making a load of money. I bet Maddie (love that name because it was the best Golden Retriever I ever had) makes more per hour and annually than 80% of the Brokers out there.

    • Duke Long

      Maybe I should have just stated that fact. I implied it. Agreed. Thanks.

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