Be on the revenue side and be indispensable

As a Senior Managing Director at Greystar, one of the world’s leading real estate firms, Gary oversees a diverse portfolio of investments spanning more than 5,000 multifamily units across Boston and New York, 2 million square feet of speculative life science space, and 1 million square feet of industrial assets. 

With over 30,000 employees and $79 billion in assets under management, Greystar is recognized as the largest owner, operator, and developer of multifamily housing worldwide. Kerr has played a significant role in the company's growth, focusing on fostering relationships with capital partners, team development, and revenue generation strategies.

Kerr shares insights into the importance of networking, navigating the complexities of development projects, and how Greystar maintains its leadership in the market despite industry challenges, like its modular construction initiative. Kerr elaborates on his personal career journey, shedding light on the critical skills needed to excel in real estate development and the importance of being adaptable, innovative, and a proactive problem solver. 

Key Takeaways:

• Networking and Relationships: Gary emphasizes the importance of building genuine relationships over just networking, especially within your peer group and immediately above you.
• Navigating Market Entry: By leveraging Greystar’s breadth of experience and data, Gary explains how they enter and succeed in challenging markets like Everett, Massachusetts, by identifying untapped potential and scalable opportunities.
• Innovative Construction Methods: The discussion covers Greystar's push into modular construction with Modern Living Solutions, highlighting its potential to reduce costs and accelerate timelines in real estate development.
• Growth and Opportunity: Growth isn't just a goal, but a means to provide value and innovation in their projects.
• Crisis and Adaptation: The housing crisis in Massachusetts is dissected with a focus on practical solutions and strategic foresight to address long-term challenges in housing affordability.

Notable Quotes:

1. "Growth provides opportunity. So if you want to maintain the best people in the market, you have to continually create new opportunities for them."
2. "Be the most valuable person in the room you can, and all the success, promotions, all those things will just naturally follow."
3. "You solve the problems that no one else wants, and that's how you get ahead."
4. "It's important to have the ability to innovate and define success singularly across all your teams."

Resources:

• Greystar Official Website
• The Psychology of Money by Morgan Heisel

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