Guests: Jeremy Neuer, Daniel Ramsey
Recorded: December 11, 2019

Excerpt

Jeremy Neuer is a true heavy-hitter in the commercial real estate world. He’s been with CBRE since 2011, and over his 13 year with the organization he’s worked as both a tenant and landlord representative. He has completed assignments for companies including AIG, Time Inc., SONY Music, L-3 Communications, Thomson, and Mellon on behalf of the tenant. In addition, he leads the team that currently exclusively represents ADP for half of their domestic portfolio, and represented Delia’s in their headquarters relocation in New York City.

In this exclusive webinar, you’ll learn the details of Neuer’s remarkable history in commercial real estate, and catch up on the trends, tips & tricks that he uses as part of his strategy for CRE success!

Transcript

00:00:06:24 – 00:00:29:02
Daniel Ramsey
Hey, everybody. Daniel Ramsey here with MyOutDesk. I’m really excited because we have a special guest today. As you know, we help real estate professionals grow and scale businesses. In fact, if you hang out, we’re going to give you a copy of our free eBook towards the end of this webinar. So I’m really excited because we have Jeremy, New York in my scene.

00:00:29:04 – 00:00:47:16
Daniel Ramsey
Right? It’s lawyer, but no lawyer. No, it’s Noyer. That’s right. Okay, I got it. I got it right now. We’ve got Jeremy here today, and I’m excited because he’s the senior vice president of CBRE. I’m in a deal with CBRE right now. Jeremy. I don’t know if I told you that buying an office complex. So I’m excited about that.

00:00:47:22 – 00:00:54:12
Daniel Ramsey
We’ve got you here today to kind of add value and kind of love on our audience and talk about commercial real estate. So thanks for joining us.

00:00:54:14 – 00:00:59:13
Jeremy Neuer
What are you buying and where? We’re all in the deal now. We’re all in.

00:00:59:16 – 00:01:09:13
Daniel Ramsey
Everybody’s here. Yeah, just an office, man. Just a small little office for our business. I’m excited because I’m doing an SBA loan. It’s three rates or 3% right now.

00:01:09:23 – 00:01:10:17
Jeremy Neuer
That’s awesome.

00:01:10:21 – 00:01:15:00
Daniel Ramsey
That’s kind of crazy, right? Yeah, I love it. But, man, thanks for being here today.

00:01:15:00 – 00:01:16:08
Jeremy Neuer
My pleasure. My pleasure.

00:01:16:14 – 00:01:22:14
Daniel Ramsey
Let’s start with a little bit about your story. Talk to us about who you are, what you do, and how you got started in this business. Sure.

00:01:22:14 – 00:01:50:08
Jeremy Neuer
So I got started, as my daughter likes to say, when the dinosaurs roamed the land. She’s eight. She thinks that I’m really, really old. Yeah. Dinosaurs did not quite roam the land in 1998, but I will say that I’ve been in the business so long that when I joined the now defunct Grub analysts in November of 1998, I had to bring my own computer from home, not supply everybody with computers.

00:01:50:08 – 00:02:14:07
Jeremy Neuer
So it was not a standard issue. I had my own brought my own desktop computer from home. And so I’ve been I came from the restaurant business. My father’s been a commercial real estate attorney for over 40 years. And when I decided that I wanted to get out of the restaurant business, which my mother’s side of the family is in, still is.

00:02:14:07 – 00:02:34:23
Jeremy Neuer
He said, Why don’t you meet with my friend Joe Romano? Joe Romano was running Grub An in New Jersey at the time and I said no. And he said, I want to just meet with him. You never know. And I met with him an hour later. He offered me a job and I took it. The only caveat was that I had to shave at the time, and so know now beards are in.

00:02:34:23 – 00:03:01:20
Jeremy Neuer
But back then it wasn’t it wasn’t quite as acceptable as it is now. So I joined Grub analyst in November of 1998. My focus was was retail leasing. I figured out pretty quickly, really within like nine months that retail leasing was for me. I moved over into the office leasing side of the business where I stayed until about three years ago when I made a shift.

00:03:01:20 – 00:03:35:01
Jeremy Neuer
Some say it was a mid-life crisis. I like to say that the crisis occurred before then, but I moved over into the capital markets, institutional property sales side of the business. So we focus on sales of really office retail, multifamily and some industrial over, call it over $20 million. My team works the suburban Tri-State area. I specialize in focus on New Jersey, where I lived all my life.

00:03:35:01 – 00:03:43:08
Jeremy Neuer
So that’s the background. I have three crazy kids. That’s background. You got it.

00:03:43:08 – 00:03:49:22
Daniel Ramsey
Awesome. That’s awesome. And your dad being a real estate attorney, you kind of grew up in the industry. You learned?

00:03:50:11 – 00:04:25:00
Jeremy Neuer
Yeah. I mean, there’s somebody that I’m doing a deal with now who is at my bar mitzvah, which was in 1997 to 1987. Geez, 1987. So yeah, I grew up in and around the business. My father was always kind of going to a planning board meeting or zoning board meeting, and now he actually sits on the zoning board in the town I grew up in in West Orange, but it was always kind of there in the background that I used to always go to work with my grandparents and go to work down the shore, you know, in the restaurants.

00:04:25:00 – 00:04:42:16
Jeremy Neuer
And the restaurants was where I thought I was going to end up, right? Yes. You never you know, where they said, you know, man and plans and God laughs like, you know, my, my, this is not how I planned it out, but I couldn’t have planned it any better. This is I love the business and I love I love the business.

00:04:42:16 – 00:04:44:15
Jeremy Neuer
The things great for me. A lot of fun.

00:04:45:04 – 00:05:01:23
Daniel Ramsey
So walk us through a commercial. We’re interviewing you because you’ve had massive success in your career. And it’s I mean, I can tell because when we were kind of doing our pre-interview, I was asking you, hey, what do you what can we do for you in this? And you’re like, Hey, man, I’m I’m just here for you guys.

00:05:01:23 – 00:05:20:05
Daniel Ramsey
I’m here for your audience. And that’s servant leadership, which I really appreciate and love. And I think I think it’s positive of the way you kind of you’ve had so much success. So what advice would you give other commercial people to have a 20 year career? And what what what would you tell them?

00:05:20:10 – 00:05:45:08
Jeremy Neuer
Here’s the thing. At the end of the day, this is like a little dirty secret right there. Right there. So and I promise I wasn’t going to curse. I hope everybody thinks they’re so important, right? We’re service providers. We provide a service to our client. Whether you’re selling a building for somebody or whether you’re on the leasing side of the business and you’re trying to help.

00:05:45:08 – 00:06:08:21
Jeremy Neuer
A landlord is building. You’re trying to help a tenant find space. It doesn’t matter how big or how small it is, we provide a service. Okay. And if you don’t provide that service in a way that makes the client happy, they’re just going to find somebody else. Okay. So when I was on the leasing side of the business, like I said, I did that for about eight years.

00:06:08:21 – 00:06:25:16
Jeremy Neuer
My joke was, you know, I’m like Burger King, okay, I do it your way. Okay? I can tell you how I think it should be done. And I can I can guide you how I how to get there. But at the end of the day, I’m not writing the checks to pay the rent. I’m not writing the checks to pay the mortgage.

00:06:25:23 – 00:07:01:15
Jeremy Neuer
So I’m here to give you thoughtful advice. And frankly, there were times when somebody said, look, you know, we just want you to do it this way. We don’t care about your advice and say, okay, well, you know all my advice, I’ll go out and do it the way you want me to do it, right? But my job, I felt, was to and is to provide our clients with thoughtful advice that they might not be able to get elsewhere and but not get so wrapped up in that advice, in that opinion, that to think that it actually matters.

00:07:01:22 – 00:07:19:22
Jeremy Neuer
And, you know, so you got to stay humble and you got to realize that you’re a service provider. At the end of the day, if you want to be on the principal side of the business and you want to be the boss, like go do that. There are people right now who who do that. To me, I kind of feel like I know my station in life.

00:07:19:22 – 00:07:36:17
Jeremy Neuer
And if you want to have a I mean, listen, you use the word massive. I’ve had a wildly successful career to date. I think I’ve got a long way to go. I did not mention that I was divorced. So divorced two, three kids means I have a lot of overhead things. I got to make a lot of money.

00:07:37:02 – 00:07:48:09
Jeremy Neuer
Yep. I got to work for a long time. And you know, that. That that humble nature serves me well. It doesn’t serve everybody well, but it serves me well.

00:07:48:19 – 00:08:12:03
Daniel Ramsey
That’s cool. What is one of the things I was going to ask you is I’ve noticed your client list. You’ve had some really big clients being in the capital markets and kind of focusing. How do you onboard somebody like an ADP or one of these larger firms who is interested in purchasing property like that expectation setting and you know, that initial meeting, how do you have those conversations really to drive?

00:08:13:05 – 00:08:34:11
Jeremy Neuer
You know, you bring up ADP. And I’m going to go back to the last question that you asked and with a little bit of a story. So ADP, they were a client when I was on leasing side of the business. And the first deal I did with ADP was eight years after I first met with them. So you want to be successful in this business.

00:08:34:11 – 00:08:53:09
Jeremy Neuer
You have to have a lot of tenacity and a lot of patience. Just because you call somebody today doesn’t mean they’re going to hire you. Today is a good deal. A good friend of my father’s, Rick Lackey, told me when I first got in the business, if you’re not prepared to call somebody ten times, don’t bother calling them once because you’re not going to get what you want on the first phone call.

00:08:53:14 – 00:09:20:13
Jeremy Neuer
Yeah. So, you know, going back to your more recent question, you know, onboarding somebody and working with a new client, but I really believe in partnerships and working with somebody who when your interests are fully aligned, okay, it’s like being married. Okay. I like to tell people, I don’t want to date you. I want to be married. I want our interests to be fully aligned.

00:09:20:23 – 00:09:42:05
Jeremy Neuer
So let’s sit down. Let’s get together, let’s, you know, put the phones away for for a little while and figure out how we get you to where you want to go. Sure. What is the best outcome for you? You know, I once met with a client. I said they were talking to me about what they wanted and how they wanted it to look.

00:09:42:05 – 00:10:11:10
Jeremy Neuer
And I could tell that they were really limited in how they wanted it to look. And I said, okay, let’s stop a second. Here’s a blank piece of paper. If forget that you were an occupant of this building today. Yeah. If you if I gave you a blank piece of paper and said, what would it look like if you had no preconceived notions about what your outcome would be?

00:10:11:16 – 00:10:32:16
Jeremy Neuer
What would you want? They started writing things down that had nothing to do with what we had talked about for the previous half hour. I figured out that their goals were really a lot different than what they were expressing in the first half hour. So we really came to a realization that their goals were different than even though what they thought were they were right.

00:10:32:16 – 00:10:50:19
Jeremy Neuer
So the end of the day, in my job now on the the capital market side, the goal is typically pretty much the same all the time goes sell my building for the most amount of money that you possibly can in the quickest amount of time to the best possible buyer. Yeah, so we, we do a lot of that.

00:10:50:19 – 00:11:14:05
Jeremy Neuer
And so we know a lot of times what the goal is going in, but you always want to have checkpoints along the way. You always want to know that the client is feeling served and feeling happy with what you’re doing and that you’re you’re still progressing to where they want you to take them. You know, we’re kind of like a conduit.

00:11:14:05 – 00:11:40:17
Jeremy Neuer
We run a process. It’s okay. You know, we get them from A to Z, but we want to make sure that we’re running down the right the right path. So it’s just it’s all about communication. It really is the end of the day. It all comes down to how you communicate with people. You tell them what you tell them what you’re doing or do you ask them what you’re doing.

00:11:40:17 – 00:11:56:19
Jeremy Neuer
You check in with them and say, Hey, I’m thinking about doing it this way. Early in my career, I used to be able to say, Look, we’re going to start here, we’re going to end up here, so why don’t you just help me skip all this stuff and we’re going to get you. So can I just focus here?

00:11:57:06 – 00:12:02:01
Jeremy Neuer
And people would didn’t like it, right? Didn’t like being told what was going to happen.

00:12:02:08 – 00:12:05:00
Daniel Ramsey
Even though you knew what was going to happen.

00:12:05:04 – 00:12:12:03
Jeremy Neuer
I was really smart and really smart, really good at my job. And but at the end of the day.

00:12:12:17 – 00:12:13:08
Daniel Ramsey
Didn’t matter.

00:12:13:14 – 00:12:45:09
Jeremy Neuer
We matter people. One of our biggest clients for a long time, he said to me at the very beginning of our relationship, he said, Look, you need to run a bullet proof process for us. If you run a bulletproof process, the outcome is academic, okay? It doesn’t matter what the outcome is, okay? But if your process is shoddy, everybody’s going to poke holes in what the outcome is.

00:12:45:15 – 00:13:03:19
Jeremy Neuer
Right. And so you can have the best outcome in the world. But if you have a bad process, you got lucky, right? You could have the best process in the world. And if you get to a bad outcome. But there were some bad luck along the way. Right. Okay. And we can hire you again because your process is good.

00:13:04:14 – 00:13:09:18
Jeremy Neuer
But if your process is bad and your outcome is bad, it’s the last time we can ever work together.

00:13:10:02 – 00:13:31:22
Daniel Ramsey
You know what’s interesting is I just had a realization, I think a lot of especially commercial guys, if they focus on the outcome and the outcome is what everybody agreed to, they kind of ignore the process. They ignore the bulletproof process because they’re like, look, I got it done. And they do it through sheer will and little bit of talent and the ability to juggle.

00:13:32:06 – 00:13:42:13
Daniel Ramsey
But the guys who figure out that process like you had, you’d said and hit the outcome every time, I think those are the ones that are more successful. Wouldn’t you say that that’s kind of the case?

00:13:42:13 – 00:14:04:05
Jeremy Neuer
Listen, I don’t think that there’s a hard and fast rule in our business as to who’s successful and who’s not. I think sometimes if there’s a lot of luck, I’ll tell you that over the course of a 20, 30, 40 year career, I don’t know that there’s anybody who art is anybody that relies on repeat business that has a bad process.

00:14:04:08 – 00:14:26:09
Jeremy Neuer
Okay. You could be. So it’s funny, right? Sometimes we get rewarded for doing a bad job in this business. We’re commission based salespeople, commission based. You know, these people? Yeah. Maybe you did a bad job. Maybe you. Maybe the client didn’t know any better. You stood up, made your commission. Okay, but it tends to all come out in the wash.

00:14:26:19 – 00:14:57:13
Jeremy Neuer
So that those repeat clients, you don’t get repeat clients if you have a bad process unless you’re the most engaging person in the world that, you know, they love hanging out with you. And they’re they don’t really care about the process. So there’s something for everybody. But we pride ourselves not only on the two teams that I’ve been associated with for the last know, call it eight years of my career.

00:14:57:21 – 00:15:27:05
Jeremy Neuer
Yeah, but on a company level, CBRE is as a company, we focus on those clients. We pride ourselves on the fact that the best companies in the world come to us time and time again and trust us to run a great process. Right. And they trust us with to deliver great outcomes for them. And so it all stems back to running that great process.

00:15:27:21 – 00:15:33:03
Daniel Ramsey
One, one thing that I want to hear more about your great process, but I had another question.

00:15:33:18 – 00:15:36:07
Jeremy Neuer
About my process. Yes, you are now.

00:15:36:21 – 00:15:56:03
Daniel Ramsey
Yeah, you are. But okay, hold on. You mentioned the phone calls and I’m curious about your daily rituals to, like, stay hyper engaged and focused. I know I can tell, you know, that you probably have a ritual in terms of contacts and like what you do. What does your day look like?

00:15:57:15 – 00:16:19:11
Jeremy Neuer
My day looks like hair on fire. From the time I my, my, my left eye opens my right eye open spurs, then my left eye with my left eyes open. I’m reading emails. Phone is never more than three feet away from me. Yep. And I’m being as responsive as I possibly can to the people that I need to be responsive to.

00:16:19:11 – 00:16:43:24
Jeremy Neuer
Because I will say this, there’s not one client in the world who wants to hear, I’ll get to it as soon as I get something done. For somebody else who’s more important than you right now, the words who’s more important than you never come out of your mouth. But that’s what they hear, right? So nobody wants to hear, Hey, I got something else to do and I’ll get to you later.

00:16:43:24 – 00:17:03:04
Jeremy Neuer
Somebody once asked me, really smart guy who I was spending. We were spending the day looking at space together. Years ago, sales guy. And he says, What’s the hardest part of your job? And I knew that he was really asking like a sincere question. Yeah. And so I gave it some thought. And about an hour later I said and I said, I figured it out.

00:17:03:04 – 00:17:22:09
Jeremy Neuer
He said, What’s that? I said, the question you asked is a great was the answer. I said, the hardest part of my job is making every client feel like they’re the most important one, right? So as a parent, you want all of your kids to think that they’re the favorite. And as a client, as a service provider, we want all of our clients to feel like they’re the most important.

00:17:22:09 – 00:17:39:21
Jeremy Neuer
So it’s being, you know, hyper accessible, touching base, you know, try to be proactive with people trying to get them something before they ask for it. You know, we could be like Radar O’Reilly for MASH and, you know, walk in with the folder for Colonel Blake before he even asked for it. Like, you know, that’s that’s what we’re trying to do.

00:17:40:06 – 00:18:07:05
Jeremy Neuer
Yeah. And I will tell you that one of the things I love about my job is that no two days are like, sure, we’ll meet with different people. I’m trying to meet with owners of real estate every day. So my ritual is is trying to just be in front of people, but make sure that the business development aspect of my job doesn’t get put by the wayside for processing.

00:18:07:05 – 00:18:29:22
Jeremy Neuer
And that processing certainly doesn’t get put on the back burner to address business development, which is delicate balance is is you know, it’s not quite a seesaw. You know, you want that you want that balance, right. Of of, you know, servicing the business that you have and making sure that when those deals close that there’s more to come.

00:18:30:12 – 00:18:44:18
Daniel Ramsey
Are you what part of your your day or your business do you delegate down? Is there any pieces that you feel comfortable giving to a junior? I like a junior associate to be on the team.

00:18:45:05 – 00:19:11:10
Jeremy Neuer
We have we have tremendous support on our team. We have four analysts who are much smarter than me. Yeah, I like I like to think that they’re probably the smartest guys in the room in most rooms are in. Right. So they’re running numbers. They’re helping me with due diligence items. They’re they’re really helping with a lot of the processing.

00:19:11:10 – 00:19:39:03
Jeremy Neuer
And then we have a great team of marketing and graphics professionals who we’re working on to pitch. They’re they’re doing the heavy lifting. We’re doing the, you know, the big picture stuff. And they’re doing they’re making it happen on paper. Right, though I don’t even think that to me. I don’t know that I would call a delegation. I think that when you’re on a team, everybody has a role, everybody has a responsibility.

00:19:39:03 – 00:20:10:13
Jeremy Neuer
And so somebody is the quarterback, somebody is a receiver, somebody is at the left tackle right, you know, for for everything to work right, everybody has to be doing their job. And I used to say that our team, any good team is like watching crew never watch eight. You ever watch eight when people are wrong? Crew Right. And like you see that all eight or eight people are doing it in sync and it’s gorgeous, right?

00:20:10:13 – 00:20:31:20
Jeremy Neuer
I mean, if one person is out of sync, the whole thing goes to hell, right? Yeah. I want whatever team I’m on. I want I want us all to be thinking about how we grow together, how we all make each other better, how you make one plus one equals three in some, some way, shape or form.

00:20:32:16 – 00:20:54:24
Daniel Ramsey
Have you ever been like, how do you coach your team? I mean, in the commercial world, there’s lots of big checks and lots of big pressure and there’s a lot of moving parts. And so in your world, how do you you know, can you give us a scenario where you had a challenging transaction where you had to kind of bring your team around to serve the client?

00:20:54:24 – 00:20:59:17
Daniel Ramsey
And I like walk us through what that looked like. And, you know, one of the challenges.

00:20:59:17 – 00:21:20:01
Jeremy Neuer
I don’t think that I, I don’t know that I’ve ever been involved in a situation that you’re describing, because I think everybody knows the stakes that we play for every day. The team is pretty aware of this. You know, the team I’m on now and certainly the team that I used to be on exactly what the stakes are.

00:21:20:01 – 00:21:52:13
Jeremy Neuer
And it’s always the same. It’s always we want to do a great job on this assignment so we can do a great job on the next one for the same guy. Right. And look, we’ve we’ve closed deals that are, you know, $5 million and closed deals that are $115 million. We have one closing this week or next is $123 million like we have to make sure that we’re right and tight because if we’re not, we got problems and our seller has problems.

00:21:52:13 – 00:22:16:11
Jeremy Neuer
And guess what? We’re never going to get hired again by those people. So it’s all about figuring out how to do a great job to get hired the next time. But it’s really not even about to get hired the next time. It’s doing a great job, period. End of story. And the pressure’s the same sometimes on the $5 million deal as it is on a $100 million deal, because the information has to be accurate.

00:22:16:23 – 00:22:36:17
Jeremy Neuer
You can’t take your foot off the gas on anything that we do. And, you know, look, when I was on the leasing side of the business, are there deals are easier to do than others? Hundred percent, absolutely. You know, on this side of the business, is it easier selling a single tenant deal? That is a deal with 100 tenants?

00:22:37:08 – 00:23:02:17
Jeremy Neuer
Yeah, we have a deal right now that we’re selling has 100 tenants. Our guys have to make sure that every piece of information that goes into our offering memorandum is right for every one of those hundred tenants. Right. Easy. But we do it and our guys are awesome. They’re really like, I can’t I can’t stress enough just how great our guys are.

00:23:02:24 – 00:23:06:11
Jeremy Neuer
I mean that to me. I put I put our team up against anybody.

00:23:06:23 – 00:23:18:24
Daniel Ramsey
I love it when you’re doing a $100 million transaction. What are some of the challenges in that kind of in that kind of a deal? It’s got to be different than a $5 million deal, something.

00:23:19:06 – 00:23:40:01
Jeremy Neuer
But look, your buyer pool is smaller. You know, it’s like if I said to you, you know, hey, let’s let’s let’s go out to eat. And if I say let’s go to five guys, you’re like, Yeah, I got I got 15 bucks in my pocket. But if I say, Let’s go to Pese in New York, you know, $300 ahead, maybe I have a harder time finding somebody to go with me.

00:23:40:02 – 00:24:04:04
Jeremy Neuer
Not that I want to go to, per se. It’s not my thing, but it is for other people. I’d rather go to a rock concert, but you know, similarly, I have an easier time finding people to go to a show at the Beacon than I do the Stones because the Stones are expensive. So. Right. It’s similar in this in the regard that for $100 million deal, there’s only so many people that want to buy $100 million deal.

00:24:04:13 – 00:24:35:01
Jeremy Neuer
Finding those people, finding who they are addressing their needs is a lot. It can be more challenging than finding that guy who’s going to buy a $5 million deal. So it just I would say that it’s just a smaller buyer pool and you’re working harder. So, you know, we tend to do now that I’m on this side of the business, we do fewer deals with a greater attention to detail, even though I had a great attention to detail before.

00:24:35:11 – 00:24:40:11
Jeremy Neuer
But it’s you’re doing fewer deals are you’re thinking a lot more about.

00:24:41:00 – 00:25:01:22
Daniel Ramsey
Yeah it’s good it looks like. Jeremy We’ve got a good question. Michael He’s commercially he sells churches across the country. It’s very close, close niche market. How would you recommend I sell my listings? How how do I make market? The fact that I have experience in selling small to megachurches to this very small market.

00:25:03:12 – 00:25:22:24
Jeremy Neuer
Wow. I mean, look, I think you have a great advantage in that you know who you are. I can’t imagine that there’s a lot of people that do what you do. Yeah. So, I mean, look, you kind of got to do an analysis every once in a while as to. All right, the last five churches I sold. Who bought them.

00:25:23:16 – 00:25:43:20
Jeremy Neuer
Mm. And why? You know, I sit across the street from a piece of property that used to be a church, and now it’s townhomes. So what is the highest and best use of that land, of that? You know, let’s look at it. Not just, you know, we’re not going to find another congregation, maybe. You know what? Why did this one fail?

00:25:44:03 – 00:26:11:16
Jeremy Neuer
Why or why is it being sold? So is there a way to. I would constantly be analyzing, constantly analyzing and say, okay, if this one sold to this kind of buyer, let me find more people that look like that. You know who your audience is because you’re selling churches, right? It’s not like it’s pretty easy. You know, there’s another church, there’s another opportunity for you.

00:26:12:01 – 00:26:26:15
Jeremy Neuer
But who’s the buyer would be? To me, a harder part of that equation. So I think that it’s great that you got to have a niche, but look, look inward and figure out where you’ve been successful before and you know, try to recreate it.

00:26:27:14 – 00:26:47:17
Daniel Ramsey
I think it’s kind of cool the opportunity he has because, you know, the niches are where the riches are. You know, everybody talks about that and I think I think you’re on to something. I would wonder how you could find a database of people who buy and sell churches and who are the churches that are aggressively growing versus.

00:26:48:01 – 00:27:13:02
Jeremy Neuer
I mean, listen, you know, any any purchase is a matter of public record. So it should be easy to find. It’s just a matter of, you know, slicing through the data and finding someone who maybe need a, you know, an intern for the summer who they’re doing, who wants to get into real estate and who can generate some lists for you and then get another intern next semester who can generate more or less for you.

00:27:13:02 – 00:27:20:04
Jeremy Neuer
I mean, it’s a matter of, you know, just just asking for the right pieces of information. Everything is about information.

00:27:20:12 – 00:27:45:08
Daniel Ramsey
Well, and Costar, you can actually there’s a subcategory in there that says church. So you can search on a national database and find out how who the real estate professionals were that were involved in the transaction, as well as who the sellers and buyers were. So you could build a national database on just on those two things. Michael, I hope I hope we got your questions.

00:27:45:08 – 00:27:58:07
Daniel Ramsey
Great team. Yeah, Michael’s involvement. I love it. Quick, quick question, Jeremy, what over the 30 years that you’ve been in the business.

00:27:58:07 – 00:28:02:23
Jeremy Neuer
20, 20, 20, relax. 21 years. I’m not 30.

00:28:03:05 – 00:28:19:21
Daniel Ramsey
Going on 30. That’s what I would say if I were you. So how do you, you know, consistently stay up on market trends, like what are you doing to educate and learn and, you know, kind of grow yourself as a commercial real estate professional?

00:28:20:10 – 00:28:44:19
Jeremy Neuer
A I when I first got into the business, there was a guy who I worked for who was Monster Broker, and in under ten years he was out of business. Wow. Was he? He didn’t stay up to date on his contacts. He kind of had his people. And when his people retired, he you know, he was retired, so to speak.

00:28:45:02 – 00:29:14:01
Jeremy Neuer
Right. So for me, I’m voracious about social media in some ways. I’m not always posting content, but I’m trying to read what’s coming next. Yeah, I’m very involved in the CRC tech space, so I, what I don’t ever want to have happen is I don’t want to ever walk into one of my clients offices and have them tell me, oh, you know, your competitor was just in here and he told me about this great tech that you don’t know anything about, right?

00:29:14:03 – 00:29:41:04
Jeremy Neuer
Me that’s that is game over, right? Adding something that I don’t even know about. Forget it. So there’s so much information readily available at our fingertips, you know, just, you know, look at the phone every, you know, this morning at night in traffic. Not in traffic, but in different ways. And so I think it’s easy to stay up on what’s next and what’s coming.

00:29:41:04 – 00:30:03:06
Jeremy Neuer
And so there’s there’s me I’m a subscriber to the News Funnel, so I get emails sent to me that have, you know, news that they think I want to see. I subscribe to the Crytek email blast. So I get all these email blasts and I go through them and I try to read headlines. And if there’s something they think that’s interesting, I click on it.

00:30:03:21 – 00:30:28:17
Jeremy Neuer
But it’s also being out there and talking to people and hearing what they’re doing and looking, you know, gensler’s a great source of information for me. World’s largest architecture firm. There’s a good friends of ours and of mine, and they’re on the leading edge of design. So they’re having a go to design event. Now, I have now I have something to trade.

00:30:29:02 – 00:30:49:02
Jeremy Neuer
So I’m talking to somebody, as you know, I should do this Gensler event. Like, what would you learn there? I learned as well. If you got anything recently. Oh, yeah. Would you? What did you hear? So it’s a lot of trading. It’s a lot of trading. But but I find it social media makes it pretty easy to stay up.

00:30:49:23 – 00:31:09:17
Daniel Ramsey
I love it. I love it. Well, we’re about to end. Before we do, I’d love to get your advice to commercial agents out there who would like to be in your your position one day. Like as they’re growing their team, growing their influence, growing their, you know, pocket book, what advice would you give to our audience as we as we wrap up today.

00:31:09:24 – 00:31:30:24
Jeremy Neuer
Like be yourself? You know, it’s so cliche, right? You know, just be yourself. There’s only there’s only one of you. Early in my career, I had a boss that said, you know, you probably should go to as many baseball games and concerts as you go to spend more time working. He didn’t know that I was going to baseball games and concerts with clients.

00:31:31:13 – 00:32:21:00
Jeremy Neuer
And it was my it’s my passion admitted. Those are my passions, sports and concerts. Right. And so but I’ve luckily found a community that enjoys doing that stuff with me and and I’m happy to take them along. Be yourself. Don’t be anybody else. Be genuine. Go read the book, The Go Giver. To me, I’ve given out probably 25 or 30 copies of that book because I think that it just has a great message about about how when you do for others, you know, good things kind of come back to you and opening yourself up to help and opening yourself up to to taking advice and really sometimes doing things that there’s nothing in it for

00:32:21:00 – 00:32:42:07
Jeremy Neuer
you. So, you know, I know that, you know, ten years down the road, if I call you and say, hey, remember that time I did that thing, you’re like, Oh, yeah, I love you, man. You were great on that thing. What can I do for you? And I was like, Oh, you know what? You’re like your brother. I’m in the middle of a deal with your brother.

00:32:42:07 – 00:33:05:13
Jeremy Neuer
Can you just tell him I’m a good guy like you do that for me, right? So it’s really you never know what seeds that you plant are going to grow to plant a lot of seeds. But I will leave you with one message. So early in my career, I had the opportunity to take a deal from somebody else and it wouldn’t have been underhanded.

00:33:05:13 – 00:33:24:00
Jeremy Neuer
It was just that another broker had kind of fallen asleep at the switch. And this tenant came to me and the broker was a friend of mine. I went to my mentor at the time and I said, Look, I have this problem. This guy’s working with this broker who’s a friend of mine, and what do you think I should do?

00:33:24:00 – 00:33:43:24
Jeremy Neuer
And he says, Well, look, if you’re going to screw somebody in this business, you better make sure it’s worth it because it’s everybody is going to know about it. It’s going to come back to you. Yep. Oh, if it’s a lot a lot of money and you need it, go for it. And if it’s not, if you do the right thing, it’ll probably come back to you.

00:33:44:12 – 00:34:10:18
Jeremy Neuer
I called my friend. I said, look, this guy called me, said he was working with you, but said he was kind of upset, was willing to work with me and my friend really appreciated it. Yep. She ended up sending me 25% of the commission just because she felt like I earned it. Earned it. I didn’t. I did. I ended up donating half of that money to charity because I felt like it was the right thing to do.

00:34:10:18 – 00:34:28:14
Jeremy Neuer
Yeah. And at the end of the day, almost 20 years later, we’re still friends. Whereas if I had taken that deal, I don’t know that we are so, you know, I tell my son all the time, I try to tell my daughters, but I don’t know how somehow usually it’s focused on my son. Just do the right thing, do the right thing.

00:34:28:14 – 00:34:37:19
Jeremy Neuer
When no one’s watching. It’s Not easy. It really isn’t easy at times. But if you do the right thing when no one’s watching, that’s that. That’s where the magic is.

00:34:38:03 – 00:34:43:22
Daniel Ramsey
Well, it sounds like you have a long term view of your career and life versus a short term thing.

00:34:44:06 – 00:35:03:18
Jeremy Neuer
As in, there’s no one deal that’s going to make your career. I joke around all the time. There was a deal that I did in 2005. The joke my joke is, is that deal paid for my wedding and I’m still waiting to find that deal is going to pay for my divorce. But at the end of the day, you know, that was not the first and only deal we did with that client, right?

00:35:04:02 – 00:35:29:14
Jeremy Neuer
The first and only do we did that year. So if you’re not taking a long term view, you’re doing it wrong. You’re just doing it wrong. Go do something else where you can you know, have more of a, I guess, a quick hit mentality. This is, you know, there’s a junior guy who I love. He works for one of my competitors who’s with us for a little while.

00:35:29:23 – 00:35:48:05
Jeremy Neuer
I really wanted him to join our team. We didn’t have a spot for him. He said to me today that he was going to use moving from one side of the business to the other to into leasing. And I said, Man, you got three years before, you know, if this is the right move or not. I think it’s a great move for you, but you got to be patient.

00:35:48:05 – 00:35:55:16
Jeremy Neuer
Just be take that. You got to take the long road. You got to take a long view. So that’s my advice.

00:35:56:00 – 00:36:08:10
Daniel Ramsey
That’s I love it. I love it. You know, we have another question. It’s what what is the CRT tech trends that you are following and the plan on using in 2020 that you weren’t maybe in 2019?

00:36:10:08 – 00:36:35:11
Jeremy Neuer
We see one of the guys, maybe it is him. So we’re going to start using we’re going to try to start using a tool that does some video for us on the front end, whether it’s which is really some drone video stuff that we haven’t used in the past. We have some client, some competitors rather that do it things pretty sharp.

00:36:35:11 – 00:37:01:00
Jeremy Neuer
We found a company that we like that’s doing that. I think there’s going to be more remote tours. I think we’re going to try to work with some people who sometimes have problems getting people to the building. So we’re going to try to bring the buildings to them. The eye is going to come out. I think that VR and AR are going to be big coming up.

00:37:01:07 – 00:37:23:13
Jeremy Neuer
I think that those are trends that I’m really looking at. I think that when you look at whether you want to call it virtual or augmented reality, when you can see something that’s not there, like it’s there. Yep, pretty special in a piece of space. I think that at all that’s going to really I think it’s going to kick into gear soon.

00:37:23:21 – 00:37:45:06
Jeremy Neuer
I think it’ll kick into gear in the construction industry. I mean, think about it this way. Like, if you can do you can spend I’m making up a number, right? A modest amount, a number, a modest amount of money. And you can have an augmented reality in a building that you’re building. Right. So you know exactly where every outlet is supposed to go.

00:37:45:18 – 00:38:21:18
Jeremy Neuer
Sure. You know where every where every everything is supposed to go. And you can eliminate all mistakes in the field, like when you do that. And to me, it sounds and I don’t think about construction, but it sounds to me like it’s logical, right? So I think that we’re going to see more and more of those tools. I think from the leasing perspective, CBRE has I mean, we have unbelievable internal tools that we use between floor and spacer and geofencing.

00:38:22:00 – 00:38:45:23
Jeremy Neuer
I mean, there’s all sorts of things that we have this year that we didn’t have last. Yeah, certainly we didn’t have five years ago. So if you said to me now, look, I need a million, I got any 20,000 feet. So how do you know you need 20,000 square feet and. Well, you know, I have I have 100 people and I think that that’s 20,000 square feet.

00:38:45:23 – 00:39:05:16
Jeremy Neuer
And as well why you got to use our space or tool on and play around with that and tell me how much space you really need. Right, right. Maybe it’s 18. Maybe I just saved you 10%. Maybe it’s 22 and we would have wasted time looking at 20,000 square feet then and then laying it out our floor tool.

00:39:06:02 – 00:39:30:13
Jeremy Neuer
We can have it laid out for you in minutes. Right. And you can see it. We did. Yeah. No, wait. I can use my finger. You know that office should be there. Let me move that office somewhere over here. So I think that there’s a lot of tech on the occupiers, but here’s what I’ll tell you, though, because people ask me all the time, when do you think that we’re going to have full adoption of technology in real estate?

00:39:31:05 – 00:39:53:14
Jeremy Neuer
And I will tell you, the minute that it will happen is the minute that all of the users, the occupiers of space, when the occupiers of space demand it, we’ll have full adoption because the landlords are some landlords are still playing the game like it’s 1985. Sure. Like that. And some are playing the game like it’s 2020. Ready.

00:39:54:12 – 00:40:17:17
Jeremy Neuer
And once the tenants all say, you know what, I want to be in that building because I can run my business from a technology perspective more efficiently because that guy gets it. Yeah. Or because that guy has an amenity stack that that guy just doesn’t have. We’re going to see a major shift. We’re starting to see it. We work disrupted the whole industry.

00:40:17:24 – 00:40:35:23
Jeremy Neuer
They were just better being landlord than anybody else. Right. It’s all about the culture. Wasn’t about the fact that they had fears about the fact that everybody wanted to be there. So at the end of the day, I that we will see some things that are tech driven. And I think that we’re going to see some things that are really more amenity driven.

00:40:35:23 – 00:40:59:13
Jeremy Neuer
But to me, I think that 2020 is going to be a lot more evolution. And I think we’re going to see some of these startups unfortunately go by the wayside. I think there’s going to be there’s a lot of money being poured into the very tech space. But until we start seeing some major exits, I think that we’re not we’re I think we’re going to be challenged.

00:40:59:13 – 00:41:14:18
Jeremy Neuer
I think that you’re going to see you know, there were some there was one company that was asking me to invest. And I said I said to a buddy of mine, I go, what’s their exit? Oh, they’re going to get sold to we work in six months. Well, guess what.

00:41:14:20 – 00:41:15:20
Daniel Ramsey
Not now is.

00:41:15:20 – 00:41:26:17
Jeremy Neuer
Not an option anymore, right? So I, the Air VR, those are my trends for 2020.

00:41:27:01 – 00:41:33:11
Daniel Ramsey
I love it. Are you are you seeing. We were kind of contract in your market in like Jersey and New York and.

00:41:33:20 – 00:41:55:13
Jeremy Neuer
They’re not in our market and they can’t contract, you know, they have leases in place. You know, they’re just not expanding. They were they were poised to come into Jersey in a big way. And obviously now they’re not. Yeah, look, I think that there’s let me go back. I’m not supposed to comment on we work here’s what I will say about co-working as a as an industry.

00:41:55:23 – 00:42:23:05
Jeremy Neuer
Yeah, I think there’s a space for co-working in our in our industry. And frankly, I think that co-working does better in a down economy than it does in an expanding economy. And so I think the core is here to stay. I think that excuse me, like anything else, when it’s done right, they’ll succeed. When it’s done wrong, it won’t.

00:42:23:19 – 00:42:45:17
Jeremy Neuer
And we’ve had coworking forever, you know, Regis and HQ is the company. It’s been around for a long, long time. Right. Okay. It’s just now it’s more prevalent and it looks different because I have a friend who had 5000 square feet in a we work and he decided he needed big boy space, his words, not mine. 10,000 feet.

00:42:45:17 – 00:43:06:18
Jeremy Neuer
I’m going to go sign a release, maybe a real company. And he went to all these landlords we had relationships with and they all said the same thing. 10,000 feet, no problem. Ten year deal, seven year deal, 12 year deal, no problem. But back to we were said, oh, that 10,000 fee. What can you do for me? You said, oh you want 10,000 feet, no problem.

00:43:06:18 – 00:43:33:12
Jeremy Neuer
You have to commit long term. What’s the long term? 11 months. Oh, really? When can I move in? I don’t know. Monday. We’ve got 10,000 square feet two blocks from where you are right now. Just pick up and move going on Monday. It’ll be fine. Yeah, that’s a different that’s a game changer. Right. So that there is a space for that here because somebody else manages that tent as it’s built.

00:43:33:19 – 00:43:57:15
Jeremy Neuer
Somebody is managing that process that takes away the pain from a tenant of signing a lease when they don’t know what their long term prognosis is for space. The punchline is. Ten months into his 11 month, he needed 15,000 square feet. So he had signed a ten year deal. He would have been subleasing that space trying to get the landlord because you’re boxed in at that point.

00:43:58:09 – 00:44:10:14
Jeremy Neuer
So he knew he was smart enough to state and by the way costs more per month. Not going to say it doesn’t. Right. But it was better for his business. So coworking is here to stay.

00:44:11:01 – 00:44:18:18
Daniel Ramsey
I love it. Well, Jeremy, we’ve had a great conversation. I really appreciate your time today. What? One thing. Go ahead.

00:44:19:02 – 00:44:19:23
Jeremy Neuer
One thing.

00:44:20:01 – 00:44:22:14
Daniel Ramsey
Yeah, one thing. Do you want to leave the audience with.

00:44:22:14 – 00:44:25:23
Jeremy Neuer
Ivan Mars, too? Life’s too short. Have some fun.

00:44:26:07 – 00:44:27:06
Daniel Ramsey
And there we go.

00:44:27:12 – 00:44:35:06
Jeremy Neuer
I go to cancer. Ever makes it wherever lights are on fire. If it’s not lighting on fire, go find something else to do. Be happy, my brother.

00:44:35:13 – 00:44:47:12
Daniel Ramsey
Thanks for your time today. We’ve learned a ton from you. Really appreciate the way you give. I also love Go Giver. I think it’s one of our favorite one of our favorite books here at our company. We give it to our new salespeople every time they start.

00:44:47:16 – 00:44:48:09
Jeremy Neuer
Oh, awesome.

00:44:48:15 – 00:45:11:20
Daniel Ramsey
And if you need a book, this is it. Scaling your business. So I want to give it away to our audience real quick. We just finished this. We’re giving it away for free. You can get it on Amazon or Kindle, and all you need to do right now is text the letter, SVP to 31996 and you can get a copy of it put right on your Kindle or your device and check it out.

00:45:12:04 – 00:45:24:20
Daniel Ramsey
It will be a bestseller. It’s in pre-launch right now, but December 23rd is our launch date. So I’m getting excited about that. And Jeremy, again, I just want to thank you for being here today and and loving on our people.

00:45:25:01 – 00:45:28:17
Jeremy Neuer
Good luck with the book. That’s awesome. Thanks so much for having me. Appreciate it.

00:45:28:23 – 00:45:42:11
Daniel Ramsey
All right, guys, have a great day. And if you need help in your business, visit my out NASSCOM. We help people just like you. Real estate people get talent today. Appreciate all your time and thanks for joining us today.