Bob is Head of the NY Private Capital Group within JLL Capital Markets in New York City.

Bob was Chairman and Founding Partner of Massey Knakal Realty Services, New York’s #1 building sales firm. In 2014, Cushman & Wakefield acquired Massey Knakal. At Cushman & Wakefield, Bob served as Chairman of New York Investment Sales. He was ranked the top originating investment sales broker at Cushman & Wakefield, globally, in 2014, 2015 and 2016. Bob joined JLL in September of 2018 as Chairman – NY Investment Sales.

Since 2009, Bob has written a regular column on the New York City Real Estate Market called Concrete Thoughts for the Commercial Observer.

On this episode, Chris and Bob discuss:

➡️ the techniques Bob has used to do over $24B in business

➡️ stories from over 40 years in the business

➡️ how development projects happen in NYC

➡️ a discussion of the current NYC market

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Additional Resources

👉Bob on Twitter

👉LandGlide

👉NY Private Capital Group

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Timestamps

(00:03:13) Bob’s upbringing and early career

(00:08:36) Does the playbook you used still work in this industry?

(00:10:24) Defining Market Presence

(00:13:13) How are you known in the brokerage industry?

(00:16:35) Why did you choose to only represent sellers?

(00:20:00) Role-playing a scenario

(00:25:57) Is cold calling still the most effective way to navigate this business?

(00:28:06) The value in following up

(00:32:20)Bob’s NYC war room of maps

(00:41:22) How selling development sites works in NYC

(00:50:36) Trading Air Rights

(00:55:34) Development and land assemblage processes

(00:58:58) Bob’s most memorable deal

(01:06:15) Bob’s experience in the GFC and thoughts on today’s market

(01:10:45) Thoughts on Office assets

(01:17:09) Why did the market start to tip in 2015?

(01:24:00) If you had to invest $1B in NYC what would you do?

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The FORT Podcast with Chris Powers is a place where you can find meaningful conversations about entrepreneurship, real estate, investing, and more.

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