In this episode of "Closing the Deal, Opening Up," Emily and Kayla explore the inspiring journey of Matt Coursen, who transitioned from marketing in the sports industry to becoming the executive managing director at JLL, leading their Mid Atlantic Healthcare Practice Group. Discover how Matt's unique background, unyielding drive, and passion for connecting people have propelled him to success in commercial real estate, and why he believes that fostering genuine relationships is the key to longevity in the industry. Don't miss Matt's insightful take on balancing work, family, and personal growth – tune in for an episode full of valuable lessons and real-life experiences!

Matt Coursen, Executive Managing Director at JLL and Market Leader of the Mid Atlantic Healthcare Practice Group, joins us in this episode. A driven professional with two decades of experience, Matt's journey into commercial real estate began after a career in sports marketing and a side gig as a bartender illuminated his innate sales talent. Known for building high-performing teams and a knack for reading people, Matt has doubled JLL's healthcare business in the Mid Atlantic and is now expanding efforts into the Northeast. His strategy emphasizes the power of relationships and a commitment to team success, making him a standout leader in the industry.

Below are the key takeaways from this episode:

• Building Relationships Over Time: Matt emphasized the importance of building relationships both internally within the company and externally with clients. His network within Children's Hospital, for instance, took years to develop and ultimately led to a significant career opportunity.
• Diversification and Specialization: Transitioning from a generalist broker to a specialized one, Matt successfully created the Mid Atlantic Healthcare Practice Group at JLL. His focus on healthcare real estate allowed him to leverage his unique skills and build a successful team.
• Work Ethic and Team Dynamics: Matt shared insights into his early career struggles, highlighting how being part of a supportive team and putting in long hours (including night work) can set a solid foundation for future success. He now strives to offer the same support to his team members, emphasizing the importance of collaboration and trust.
• Balancing Personal and Professional Life: Managing a demanding career while prioritizing personal commitments is crucial. Matt discussed the importance of being flexible with work hours and making time for family and personal well-being, such as his practice of taking Fridays for personal time.
• Legacy and Mentorship: Matt’s long-term goal is to be known for his generosity and support of others' success, both professionally and personally. He also emphasized the value of mentoring others and ensuring that his legacy includes raising kind and character-driven children.

Todays guest, Matt Coursen, can be found online at:

Website: https://www.jll.com/

LinkedIn: https://www.linkedin.com/in/mattcoursen/

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

X: @emilyincre

Instagram: @emilyincre

Your co-host, Kayla Hankins, can be found online at:

LinkedIn: https://www.linkedin.com/in/kayla-hankins/

Join us as we explore the inspiring journey of Julianna Brooks Clark, cofounder of Civitas PACE, uncovering her unique path from the finance world to championing deep energy retrofits in commercial real estate, and the fascinating dynamics of running a business with her husband.

Julianna Brooks Clark is a trailblazer in the commercial real estate world, serving as the cofounder of Civitas PACE and vice president of strategy and business development at Bradford Commercial Real Estate. With a diverse background that spans finance, tech, and oil and gas, Julianna's journey exemplifies a seamless blend of passion for the built environment and strategic insight. She has been instrumental in driving the successful adaptation of deep energy retrofits, leveraging innovative financing solutions like C PACE to advance sustainability in commercial buildings. Her expertise and enthusiastic embrace of new challenges have significantly expanded both her professional footprint and the communities she serves.

Below are the key takeaways from this episode:

• Career Journey and Passion for Real Estate: Julianna Brooks Clark shared her diverse career path from finance at tech companies and oil and gas economics to her passion for the built environment and her transition into commercial real estate. This journey underscored her love for tangible finance and the impact of deep energy retrofits.
• Deep Energy Retrofits and the Empire State Building Example: Julianna highlighted her fascination with deep energy retrofits, using the Empire State Building's retrofit as an example. The building achieved a 50% reduction in energy load through practical measures such as rebuilding the chiller and installing double-paned windows, showcasing the potential for significant energy savings in commercial buildings.
• C PACE (Commercial Property Assessed Clean Energy) Program: Julianna detailed the C PACE program, which offers a financing mechanism for building upgrades that improve energy efficiency. She explained how it allows costs to be repaid through property tax assessments, benefiting both building owners and tenants. Her company, Civitas PACE, facilitates these projects, filling a significant gap in the market.
• Women in Commercial Real Estate: Julianna shared her experiences as a woman in a male-dominated industry, emphasizing the challenges and opportunities of being memorable due to underestimation. She discussed the importance of setting boundaries, embracing the gray areas, and leveraging unique market opportunities to thrive.
• Balance and Personal Strategies for Success: Julianna discussed the importance of balance in her life, including forming partnerships, saying no strategically, and prioritizing personal well-being. Her daily habits include regular workouts and a high-protein breakfast, which help maintain her energy levels and focus, ultimately contributing to her professional success.

Todays guest, Julianna Brooks Clark, can be found online at:

Website: https://www.bradford.com/

LinkedIn: https://www.linkedin.com/in/julianna-brooks-clark-8a4167a5/

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

X: @emilyincre

Instagram: @emilyincre

Your co-host, Kayla Hankins, can be found online at:

LinkedIn:

Join us as we explore the entrepreneurial journey of Danny Spitz, CEO and managing partner at Greenstone Partners. Discover the secrets behind building a successful investment sales brokerage in Chicago, the importance of culture and mentorship, and the fascinating tales of challenges and triumphs that shaped Danny's career. Don't miss the golden nuggets of wisdom and inspiration for both aspiring and seasoned professionals in commercial real estate!

Danny Spitz is the CEO and Managing Partner at Greenstone Partners, an investment sales brokerage firm based in Chicago. With over 20 years of experience in the commercial real estate industry, Danny has been instrumental in growing Greenstone Partners into one of the top leaders in the Chicago market. He joined the company in 2018 and assumed the role of CEO during the COVID-19 pandemic, focusing on strategic growth and fostering a strong, culture-driven team. Under his leadership, Greenstone Partners has thrived by emphasizing organic growth and a qualitative approach to talent acquisition and client service. Danny's hands-on experience and dedication to building lasting relationships have distinguished him as a visionary in the field.

Below are the key takeaways from this episode:

• Organic and Methodical Growth: Danny Spitz emphasized the importance of growing Greenstone Partners organically and methodically, prioritizing quality over quantity. He highlighted the significance of maintaining a strong culture and reputation in the small Chicago market.
• Technology and Competition: Danny discussed how technology has leveled the playing field between smaller boutique firms like Greenstone and larger firms. He noted that while smaller firms may not always win against big names like JLL or Cushman & Wakefield, they can still compete effectively by leveraging technology and maintaining strong relationships.
• Mentorship and Training: Danny shared his experiences learning the ropes from a mentor early in his career and how that shaped his approach to business. He also explained the new development program at Greenstone that focuses on bringing in young talent from colleges and providing them with hands-on experience to become brokers.
• Balancing Career and Family: Danny talked about the challenges and strategies of balancing his demanding career with family life. He stressed the importance of being present for his family, acknowledging that sacrifices in work might be necessary to ensure he doesn't miss out on significant family moments.
• Importance of Patience and Life Experience: Danny reflected on his early career days and travel experiences, explaining how they taught him patience and adaptability. He underscored the value of these qualities in both personal and professional settings, noting that they have contributed significantly to his current success.

Todays guest, Danny Spitz, can be found online at:

Website: https://www.greenstone-partners.com/

LinkedIn: https://www.linkedin.com/in/dannyspitzcre/

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

X: @emilyincre

Instagram: @emilyincre

Your co-host, Kayla Hankins, can be found online at:

LinkedIn: https://www.linkedin.com/in/kayla-hankins/