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Lew Manglos, SIOR,
“It’s purely subjective,” says Greg Gunn,
SIOR, senior vice president with Coldwell Banker
Commercial in Salt Lake City, UT, “but no mat-
ter how good or experienced you may be, if you
don’t hit it off with them and everything does not
feel comfortable by the end of the visit, it probably
won’t work in the long run.”
Choosing the “wrong” client, SIORs agree,
can have a number of adverse effects. “Signing a
‘wrong’ company can create a waste of time and
unsatisfactory results,” asserts Larry Null, SIOR,
senior vice president, Lee & Associates, in Riverside
Greenberg agrees. “It makes my life a lot harder
if I’m working with the wrong client,” he says.
“When the wrong company is hired, there is a
good chance that neither party’s expectations will
be met,” adds Manglos.
“If you do not have a personality match with
your prospective client or customer from the beginning it usually doesn’t get any better when money
gets involved,” notes Land.
Larry Null, SIOR
"'...one of the hardest things
for a broker to do is to say
no, even if his or her gut
tells them otherwise. '"