It’s always interesting to ask a retired doctor about their real estate plans. Many built their practice by hiring other physicians (who may own shares in the real estate) then sold it to a system or PE backed firm. A lot of retired docs sold to a health system, so they own the real estate outright or via shares and plan to pass it to family. Real estate isn’t passive, and handing a system anchored or sole system affiliated deal to someone with no investment experience - which often happens with a retired doctor - is a tough asset to manage. Systems rule the roost and leave you at their mercy. Showing doctors we’ll position the property to sell and exit with proceeds to pass on always feels good. After years deeply in that healthcare world, they assume they have no options / don’t know where to turn for help. Not always but often they exit for a greater multiple on the real estate than they did for the practice, when represented.

An observation from frequent calls with commercial real estate owners: the second half of 2026 is the first time I’ve heard them say “but maybe rates won’t come down.” In the prior three years, when rates came up, it was always “they’ll come back down.” Sentiment matters.

No two owners are the same, but the challenges they face mostly are. That’s why I’m glad I only work deals in healthcare real estate. Over time, you understand the solutions like the back of your hand, and the value you offer compounds. The more niche, the more valuable.

Ive never understood when people talk about years they wish they had back. Most of those years went into finding a groove. Nothing you produce since would exist without them. And life’s short.

Fall in Massachusetts reminds me of when my wife and I lived in Seattle. The grey never bothered me. Here, I like how it’s quieter outside, with more people deterred by the gloomier weather. I was out running today. Have some work to do, but the crisp air felt good on the lungs.

People talk about the art of brokerage, which to me is more the art of communication. The art in this business is knowing when to back off, when to support and be present, and when to apply pressure. You need the ability to switch gears and the prowess to know when. Your approach must be backed by reason and authenticity. That’s the art.

Best day of the week to get active on the phone. Ask prospects what they have going on this weekend. Share one thing that’s changed since you last spoke with them. Make the day count!

A random couple of things I’ve learned in CRE brokerage: One is that hustle belongs at the top of the funnel. Dedicate it to reaching out to prospective clients and following up with existing relationships. Be thoughtful and maintain proper diligence, but stay highly active - don’t wait for things to happen; make them happen. Two is that once you’re deep into relationships and have essentially won the business or entered a transaction, switch gears and slow down. Make meaningful connections and be a tactician in the deal. Hustle doesn’t belong further down the funnel; connection, execution, persistence, and problem-solving do.

In my experience, if you’re close to achieving something hard to reach, it’s worth it. Success largely correlates with the pain and discomfort you can endure. The key is not to squander the opportunity because of feelings and emotions. The best brokers regulate themselves and others well. Easier said than done, but the harder it gets, the more patience you need - and usually the better the opportunity.

Staying power in CRE brokerage is extremely important, the ability to last through downturns and slower times. Right now, we’re in one of the more difficult stretches for younger and less established brokers to transact, myself included. I’m choosing to double down on detaching from my agenda and aligning more with clients. Patience is king. Realizations are being made and will continue. Hold on out there. Stay the course.

A plethora of technological advancements from a productivity standpoint in the past year if you’re in sales/CRE brokerage. What’s made the biggest impact for me? The phone. Picking it up and cold dialing - AI cannot do that effectively right now. Tons of noise right now; a lot of it’s good, some bad, but I keep reminding myself there’s no greater return on time than calling relationships and prospects, so therefore much of the noise is a distraction. Not AI cynical, just being real for someone still establishing themselves in the business.

Sup @TomBrady #PatriotNation

Return to the office could very well happen, but have you ever raked leaves, watered your new KBG, cut your grass, and trimmed your hydrangeas all while on the phone with clients and colleagues? Some beautiful New England weather this past week. Enjoy it - a good reminder to focus on the present and your strongest, most important relationships.

Some clients need to be saved from themselves. This usually requires a broker to do something uncomfortable, but what’s the old saying about being uncomfortable in this business?

Stopped a prospective client from handing a north of $10M deal to a residential agent by having the owner ask the broker: “What other transactions have you completed negotiating a long-term lease with a health system while balancing practice preservation and sustainability and maximizing real estate value?” Track record is key - leverage it hard when competing.

October in the home gym 🤝 @SmashingPumpkin

C’mon man (Randy Moss voice)

2 Livewell Drive in Kennebunk traded for $21.5 million, one of the largest commercial sales in Maine this year. The buyer is Albany Road, a Massachusetts firm that's been assembling medical buildings across New England and upstate New York since 2020. This is its first one in Maine. The next medical building for sale in Maine could very well likely have a buyer pool that didn't exist six years ago.

I’ve followed up too much and too seldom. My position on follow up will always be: closed mouths don’t get fed. There’s a line, but better to cross it and be told than not and lose the business.

Been head down on some deals since getting back from vacation. An owner responded to a BOV presentation after two weeks of silence; they’re hanging onto it. Delivered a BOV today and need to execute a lease extension for the owner to transact. Waiting on two owners who are supposedly looking to list this year and haven’t heard a peep. It’s hard out here right now, but we keep chopping.