Effectively Communicating and Intentional Personal Focus During a Pandemic

Admit it. Everything is just WEIRD. Our “New Normal” is ANYTHING but normal. I’ve noticed that it’s even affected the most basic of communications. Sometimes I think that because from childhood we have associated masks with pretending to be someone else and hiding our identity, wearing one has caused a lot of us to exhibit our associations subconsciously. We are the same person – pre-covid and post-covid. However, there is a strangeness, even to the point of awkwardness in personal interaction and communications these days.

Statue wearing a mask

As a Commercial Real Estate Brokerage, our business is hinged on communications. Yes knowledge and expertise is power, but if you are unable to convey those things to your client, they are useless.

Our intentional attempts to keep in front of our clients and prospects should be top priority. While maintaining our social distancing and protective measures, we must communicate person to real person. Fear causes people to act strangely, to react strangely. We are seeing this trend in commercial real estate. Some investors and buyers are throwing caution to the wind and making major moves, despite the pandemic. Others are closing their blinds and their minds to any thoughts of considering a covid real estate transaction. We as professionals should be flexible, understanding, and respectful of other’s reactions to this crisis. We should be the value-added asset during this time, helping them maintain profitability and achieve their goals in spite of this virus. It’s all about making good connections and then maintaining them.

Good connections are made when:

Embrace Diversity and Turn Off Your “Presets” – Not only skin color and gender, but age and geographic regions. We’re all different and it’s wonderful. Commercial Real Estate desperately needs diversity, but I know we’re not the only ones. We’ve made strides, but we have a long way to go. Be the game changer at your business and set the example of unity in diversity.

The eyes are the windows to the soul – When you are speaking, look me in the eye and focus on me. Make me feel like you want to invest your time in communicating with me. Even with a mask on, your eyes speak multitudes about how you’re feeling about what is being discussed.

Remember, you’re not speaking to a screen, you’re speaking to a person. For some reason, we don’t have conversations the same way “virtually”. If you are video chatting, stay engaged and animated during conversation just as if they were across the table. Don’t stare at your image, look at them directly. Until we can be face to face, we’ve got to make this work. It will work better if we act like it’s not a screen between us.

“It’s about the bottom line” You’ve heard it more than once in Commercial Real Estate and other industry sectors. Does this mean you don’t need a personality to sell #CRE? Think again. People like to feel respected and valued. And yes, a lot of us are on edge and more impatient during Covid-19. Have grace with each other. Smooth the rough edges with a pleasant response. Call back within a reasonable amount of time. Humans are wired for relationship. We make connections. We should strive to not only make sales, but be better humans.

Take our communications poll:

Business: Expectations vs. Reality

Our Next Steps as Business Owners

Businesses have been swept up in a whirlwind these last few months, some still in a holding pattern, some barely surviving and others, well….thriving.

Let’s step back for a moment. Think about when you decided to start your business. Remember the vision that seemed like it was “placed” in your brain? Whether you used vision boards or something as simple as graphing paper and #2 pencil, it flowed out of you because you saw something, you knew something, you put it together in your mind and it came out as a plan which then became framework, which became a business model, then business plan and so on and so forth and the rest is history, right?

Now, let’s step into the here and now once again. Here we are, fellow business owner, in the middle of a pandemic and newly evolving guidelines presented to you practically every morning. You are meeting with your management team via zoom or spread out in your conference room awkwardly, observing social distancing requirements. Finances, Human Resources, Safety Committees, Operations on “high alert”…so many factors, so many things to manage. Is there light at the end of the tunnel, or is this more like a cyclone?

America has experienced catastrophic situations since its inception. Through each tumultuous trial that we have faced as a nation, one thing has been a constant. Americans are resilient. American business owners are fierce. We are innovators, inventors, and imaginations run wild, even when chaos is all around us.

From what I am observing, the businesses that are “thriving” have taken a moment, poured a cup of coffee or tea, turned off the noise and had a reality check of their own. You’re sitting there in your quiet place, probably holding your head, saying to yourself, “I had a plan, I have expectations…now what?!?”

Don’t forget every expectation that you had coming into 2020, however, you are going to need a reset mentally and operationally because as with all of the aspects of life, we have to adjust our expectations to meet our current circumstances. Some businesses are still rolling along because they’ve made “adjustments”. They didn’t loose their identity nor did they throw their vision in file 13. They did re-envision their business models and came up with ways to continue to offer their services, manufacture and sell their products in innovative ways that worked in a COVID-19 environment.

So, a word of encouragement to business owners who feel like they are in the cyclone rather than a brief stint in the tunnel: You were visionary and innovative and creative and clever when you started this business of yours. You still ARE! Gather your team and have brainstorming, collaborative sessions. Make ways in the desert. Focus on the positive. In 2020, you have so many different internet/digital avenues to keep your message, your brand, even your new offerings out in front of your potential client base. Make your name known. Provide special offers to potential clients. Create community by making a concerted effort to build a “fan base” within your social media channels. Make friends with other local business owners and give them props on your channels. Feed the unity and draw the community closer together in this time “apart”, and thrive in this season of uncertainty. Your new normal, your new reality might be your next favorite vision.

Contentions Heighten between Aqua PA and Chester Water

drops-of-water-578897_1920Aqua Pennsylvania and Chester Water are apparently not playing nicely together. According to the Daily Local News, Aqua PA has filed suit against CWA over their agreement with the city of Chester. Because Aqua has an existing agreement with CWA which constitutes four system connections, any rate change that is approved trickles downstream, literally. (pardon the pun)

Marc Lucca, President of Aqua Pennsylvania has expressed his serious concerns over the 10% rate hike due to a settlement with the city of Chester which tops off over $60 million dollars.  The trickle is actually an understatement. This action produces approximately $75,000 of additional pass-through costs to current Aqua customers with no perks whatsoever.

water-2825771_1920.jpg

Aqua has already begun efforts to build their own pipelines in Ridley Township and Nether Providence, putting CWA on notice that they’re terminating their contracts for those municipalities.

Can this partnership be mended back together? According to Mr. Lucca, these irresponsible rate hikes are causing huge trust issues. Because CWA is not governed by PUC, they have the capacity to bump up their rates whenever they feel like it. We’ll see what the Delaware County Common Pleas Court ruling determines.

(References: Daily Local News ~ dailylocal.com)

 

 

Then You Crash Into Me: The Commercial Real Estate Industry after Legalized Marijuana

herb-2915337The love/hate relationship that seems to be forming between the Commercial Real Estate industry and Marijuana may or may not be on your radar, but it is reality.

Fully legal in nine states, one inhabited territory, three native-American reservations, not to mention Washington D.C., it’s impact has been felt across multiple industries. Some cheer, others protest, but regardless, we in the commercial real estate industry need to be educated on the basic legalities as it has become commonplace for medical use and in some areas, recreationally acceptable as well. The federal law mandates that it be grown and manufactured in the state in which it is sold/consumed.

The demand and, in turn, the value for warehouse and industrial properties has significantly increased in affected regions. Climate controlled warehouses and distressed properties including former storage, data, and manufacturing are all being acquistioned and repurposed. Even the limping retail sector has been affected as in those states where retail sales have been sanctioned, as marijuana retail shops have breathed life into some of those long-time vacancies.

Here’s a run down of the basics for our region:

Pennsylvania: Medical Marijuana approved by Governor Wolf in April of 2016

Maryland: Decriminalized and Medical Use/Manufacturing/Distribution approved

Delaware: Decriminalized and Medical Use/Manufacturing/Distribution approved

New Jersey: Governor Jon Corzine signed Medical Marijuana law in January of 2010

 

There are concerns that this may be another real estate bubble that eventually pops. Even though concerns remain, this industry has sparked new property interest and investment pursuits that we in the industry cannot deny. Both Brokers and Property Owners alike seem to be riding the wave while they can. Time will tell as always.

 

 

 

WannaCry and Other Spring Hacks

hacker-1952027_1920Spring has sprung and some concerning internet hacks and seasonal scams have also surfaced. The “WannaCry” ransomware release of late has everyone scrambling, including Microsoft apparently. Microsoft released a robust update this weekend that took almost an hour for some to implement, featuring new updates to the stock “Windows Defender” malicious software/virus protection.

What some do not realize is that with the changing of the seasons, there are also a whole new set of hacks and scams tagging along for “fun”.  Consumer Action does a great job at keeping us in the know on what new hacks are out there and how best to avoid them. www.consumer-action.org

In their April 2017 Newsletter release, they highlighted some “Spring Varieties” that we need to watch out for, worse than dandelions and crabgrass at taking over and infiltrating all that is your happy cyberplace.

hack-813290_1280

Here they are, along with tips and tricks to keep your cyberlife safe and secure:

Call me, maybe
Starting this month, the IRS and four collection companies it hired will be reaching out to people who have failed to pay their taxes for so long that they have been referred to the companies after the federal agency has made multiple attempts to contact them. Unfortunately, this makes it even more difficult for taxpayers to determine if a request to pay back taxes is originating from a taxman or a trickster. So the IRS is working to clarify this before the collectors come a-callin’. “Here’s a simple rule to keep in mind,” warned IRS Commissioner John Koskinen. “You won’t get a call from a private collection firm unless you have unpaid tax debts going back several years and you’ve already heard from the IRS multiple times.” Well, many consumers are unsure if they owe old taxes, while others may have moved from residence-to-residence and failed to receive snail-mail warnings. Scammers know this, and they also know that, when faced with legal threats, unsure taxpayers tend to pay up. That’s why it’s important for you, the taxpayer, to know when a “debt collector” is exhibiting shady behavior. IRS-approved collectors will not: call to demand immediate payment through a prepaid card, gift card, wire transfer, etc.; threaten to immediately bring in local police or others to have you arrested; ask for bank info, credit or debit card numbers over the phone; or refuse you the right to question or appeal the amount in question. The private collection firms are, however, allowed to facilitate payment either electronically or by check but only to the IRS or U.S. Treasury. (In other words: Never make a payment to an individual or a company. Find out more about legit payment options here.) If you get a call that makes you nervous, your best bet is to sign up here to check your balance through the IRS website. Whatever you do, don’t become one of the 5,500 victims who have paid a whopping $29 million to scammers in the past few years!

wannacry-ransomware-decrypt-unlock-files

Travel troubles
Spring is in the air, and so is the desire to break free from your mundane everyday life and travel to an exotic locale (or at least enjoy a stress-free staycation). Unfortunately, scammers share your enthusiasm for the good life, and are looking for ways to capitalize on your vacation plans. While we’ve warned readers to be careful when renting a vacation home or booking flights, AARP and Credit.com have written about some additional travel scams that even we’ve never heard of. For example: the hotel front desk scam. This occurs after you’ve checked in and rested your head on that perfectly fluffed pillow. Your room phone rings. It’s allegedly the front desk, telling you that your card was declined and they need you to give them the information again (you see where this is heading…). Later on, let’s say at the same hotel, you get hungry and call the number on that flyer you saw in the lobby for a pizza. They ask for your credit card info and voilà, you’re dinged twice by scammers! If you’ve made it this far without being scammed, there are many dangers that await you outside as well. Beware of strangers offering to “help” you get a stain off your clothes or work an ATM machine; they may be pickpockets. And of course, if someone offers to take you and your traveling partner’s picture with your cell phone, don’t just hand it over or you may never see it again. Finally, AARP recommends taking only credit cards (not debit cards) on your trips, because thieves could draw on your bank account if your debit card is lost or stolen.

hacker-2300772_1920

Spring cleaning
There’s no better way to spring clean than to break free from your relationship with a mega-bank like Wells Fargo. The giant nationwide institution was busted for defrauding consumers last year, and since then has stubbornly resisted calls by pro-consumer leaders such as Senator Elizabeth Warren (D-MA) to free its customers and employees to pursue cases before a court of law, particularly regarding the millions of accounts set up without their permission through identity theft, forgery and fraud. Because of this, Consumer Action has been engaging in events and campaigns to encourage consumers like Byron Cooper to make the switch. Cooper ended up closing his accounts with Wells Fargo after he discovered the bank had opened two new ones “on his behalf” and shifted $25,000 from his checking account to his savings account—all without his authorization, and despite his insistence that he did not want the new accounts. The bank also changed his “free” checking account to one that charged $30 per month and required a minimum balance of $25,000—also without his permission! If you’ve been defrauded (or feel defeated) by your relationship with Wells Fargo (or any bank, really), check out our handy Tips for switching banks. Remember: Seasons change, and so do you.

 

Suckers for love
Gone girl. What’s worse than the melodramatic 1996 flick “Ransom” featuring an increasingly loud and obnoxious Mel Gibson? Starring in a real-world version yourself! Officials are warning that kidnapping scams are running away with people across the country, and CBS outlines one particularly cruel incident that resulted in a family paying $17,000 to scammers who claimed to have kidnapped first the daughter, then the husband! The only non-“kidnapped” member of the family (the wife/mother) explained why it’s so easy for good folks to fall for this scam: “You won’t jeopardize somebody you love over money.”

You’ve got to be kid-ing! At least 12 victims have come forward to press charges against a woman who offered adoption and surrogacy services to people looking to become parents. The woman posted to message boards offering to carry a baby or adopt “her own” out to those wanting kids. She even went so far as to share fake ultrasounds with wannabe moms and dads! Fortunately, many of the victims called their local district attorneys (DAs) and put a stop to the sick scam.

A cancer on society. A mother who set up a crowdsourcing page to raise money for her five-year-old son (who was legitimately battling brain cancer) found out that a scammer was using her son’s photo to solicit pity, and donations, for herself. In another cancer con, a healthy woman shaved her head and set up a GoFundMe page claiming she had 18 months to live after having been diagnosed with leukemia. Moral of the story: When it comes to donating via peer-to-peer fundraising sites, make sure you know and trust the person making the ask (although, in the latter case, the woman’s own boyfriend didn’t even know she was lying for quite some time!).

‘Like’-farming. They’re calling it “the chain letter of the 21st century,” only it’s worse. What is it? Like-farming involves persuading you to “like” or comment on a heart-wrenching Facebook post (featuring, say, a photo of a sick child or mistreated animal). Once you interact with the post, your identity can be “farmed” out to other scammers (since you’re now seen as an easy target, prone to emotional manipulation) or worse (think malware and computer viruses). So, what’s a sympathetic person to do? Use websites like Snopes or HoaxSlayer to debunk dubious claims before you interact with an over-the-top, cry-for-help post (particularly if there is a mention of money).

keyboard-824317_1920

Tips!
  • A deadly oxymoron. If you’re not careful, you could become the victim of a legal but highly questionable car purchase transaction—unsafe vehicles with open safety recalls sold by dealers as “safe.” While it’s against the law to sell new vehicles with unfixed recalls, the rule doesn’t apply to used cars. Adding insult to very real injury, sellers can brand the cars as “safe” or “certified.” We were gobsmacked when the Federal Trade Commission (FTC) recently declared it would allow the practice to continue. The FTC’s position outraged consumer groups, some of which are suing the agency for allowing what is, at best, false advertising and, at worst, a death trap.
  • Adios, alternative facts! The Washington Post has provided a solid guide and expert advice to help you guard against the scourge of the modern-day internet: fake news. Read this very real news article and learn how to look beyond the headline, research the publication or website, fact-check, consider the source, and more. After all, the only thing more embarrassing than believing fake news is getting called out for spreading it!
  • A fool and his money… What do the following have in common: talk of “getting rich quick,” promises of guaranteed high returns, and high-pressure “act now” messaging? These are all tactics used by scammers to make suckers out of investors. Don’t allow investment advisers (whether man or machine) to fool you.
  • ‘Oh, bye there!’ If you’ve found yourself conversing with a robot recently, don’t feel too bad. “Natural-speech technology is advancing so quickly that it may be only a few years until we won’t be able to tell if we’re speaking with a machine,” points out the Los Angeles Times in an article warning the public of the ubiquitous “can you hear me scam?” When your dear author answered her phone recently, a bumbling but realistic young woman’s voice responded after a short silence with, “Oh, hi there! Sorry I was having trouble with my headset.” This is the point to hang up; if you begin to have a conversation with the robo-caller and answer “yes” to any questions, your recorded voice can be used against you to give consent to purchasing a product or making a transaction that you never bargained for. The calls have been targeting local businesses, which can then be “invoiced” by the scammers. Stay sharp!
  • Kicking deportation scammers out. Those of us working in the advocacy community have been hearing more and more about scams targeting immigrants in fear of deportation. Scammers will offer to, for instance, sign the deed to the immigrant’s house in order to “safeguard” it in case they get deported (and, well, the rest is history). Be wary of anyone offering paid legal or other services to “help” you avoid (or prepare for) deportation, and learn about your rights as an immigrant (via the National Council of La Raza).
  • Check your check. Checks, like faxes and written mail, are becoming more outdated by the minute, yet scammers continue to benefit from the amount of time it takes to process a check. Victims are told to deposit scammers’ checks into their bank accounts. In the time it takes the bank to smell a rat, the scammers have asked the victim to send them money back because they “overpaid.” Once the victim wires the money, the bank realizes the check is no good and the victim is left on the hook for the overpayment as well as any returned check fees or overdrafts caused by the bogus instrument.
  • Death by a thousand cuts. As Newsweek points out, “More credit card companies are charging a range of fees for everything from card replacements, reward redemption, foreign currency conversion, over the limit, duplicate statement, balance transfer and account closure.” These “junk charges” add up, and while the government has put a stop to some of them via the CARD Act, the banking industry ferociously bucks additional attempts to rein in what has become a major revenue source. How can you stop the financial bleeding? Read the fine print carefully before you sign up for that shiny new card, and don’t be afraid to fight your bank over this “sanctioned fraud.”
  • Up in smoke. While most of us think of purveyors of pot as peace-loving hippies, some in the burgeoning marijuana trade are dirtier than last week’s bong water. The SEC recently charged a California-based marijuana products company with using sham stock sales to inflate their profits and fool investors into believing they were a leader in the industry. The moral of the story: If you’re looking to grow your money in this budding arena, make sure you weed out the bad businesses first.
  • Imitation inspectors. There are con men hiding in every crevice, a fact that Dr. Oz proved when he tasked some so-called mold inspectors to tour a mold-free home. Of course, the inspectors had a financial incentive to find mold, and find it they did! Only, what they found wasn’t mold; it was black eye shadow that Dr. Oz and crew had applied to an appliance. The imitation inspectors carried no testing equipment (to check air quality or swab the “mold” for testing), nor did they possess any certification for the task at hand. Let this be a warning to concerned homeowners everywhere: While some types of mold are very dangerous, so is paying to fix a problem that may not exist.

(Courtesy of Consumer Action, April 2017)

Stick or Automatic?

I prefer manual transmissions…even when it comes to communication.

 

Ah it brings me back to the good old days. Fast cars, throaty exhaust systems, American racing wheels with tires that seduced the driver as much as they did the road itself. When I was in high school, stick shifts were more popular. The reason for all of this reminiscing and banter is an overall theme: Controlled transmission. When driving a manual transmission, I feel like I am in more control. I can negotiate twists, turns and obstacles with more precision and savvy. I can also ramp up to a blow this long hair back in the wind carefree speed without waiting for a sluggish overdrive to finally decide what it wants to be when it grows up.

“Okay”, you say, “What in the world does that have to do with Commercial Real Estate???” Well, my good man/woman…the correlation is this: Total Automation of Your Social Media and Communications = Epic Fail. I know that every piece of new CRE bling whether it be software for your pc or an app for your ipad is pushing you to “automate” your online voice. To some extent, it does make sense. Efficiency, time-saver…your assistant can do it for you – these pros all sound great, but…

Communication: the exchange of information between people, e.g. by means of speaking, writing, or using a common system of signs or behavior (Courtesy of Encarta).

Social Media is a technology based extension of your voice to an online global community. Let me play devil’s advocate for uno momento por favor. How many of you love spambots? Most of you block them, right? Why? Because they spam you with all kinds of duplication and junk you aren’t interested in.

Please keep that in mind when it comes to your online communication, even as it relates to CRE.  If variety is the spice of life, your Twitter account should be more a reflection of than iStock_000008822742Large

Say this in the mirror ten times, “I am a REAL person.” Then please convince me…online. No, don’t get me wrong. I do not want to see all of your personal photos, I do not want a close-up into your personal existence, but engage me. Let me know who you are. Yea, I know you eat, breath and even sleep Commercial Real Estate (for those of you who take time to sleep that is), but still…Networking is about connection, content, corroboration, collaboration, rapport and relationship.

I will probably never become your BFF, but you will be “top of mind” when I have a CRE want or have that I think is really spectacular. I will contact you for your thoughts on an issue with a property. I might even share what things are like in my neck of the woods (CRE market area).  I will RT your TWEETS, because you’ve made yourself relevant in my eyes. I might even + your post. I become part of your community. Get the idea??? If you are utilizing Social Media to increase your online presence minus the engagement, you are missing the key piece of the pie. Without it, you are one ingredient short of the “Pièce de résistance”.

Regional police department gets township approval | Chester County Press

There is a merger expected to join West Grove and New Garden police departments in January 2017.  It is said that this is in an effort to economize the police department to scale, so that they can improve and enhance their services to the local communities.  At this point, New Garden is said to be bearing the brunt of the costs at a liability of 80% while West Grove, a smaller municipality will be responsible for 20% of the costs. It is the hope that a “larger operation” would stabilize coverage and improve investigations. There is talk of a new facility as well, but no concrete detail on that as of yet.  Read more via the link provided below.

Source: Regional police department gets township approval | Chester County Press

Credit Crunch and Surplus is Affecting Ag Industry

iStock_000017068698Large.jpgIt seems that a crop surplus has led to a 14-year low in agricultural industry profits according to Bloomberg. The amount of debt that farms have taken on is said to be the highest in the last 30 years.

The banks don’t want to give out anymore loans unless they are secured by land. This has caused an influx of interest in the USDA program which was originally designed to be a last ditch effort, not a standard. Enter in the statistically consistent problem with any government programs. You said it. Yes. This one is almost broke as well. 

The lessors of land will find it to be a difficult year most likely. Will lease rates fall? Still remains to be seen. According to the USDA, the forecasts do not look good in the profit column for 2016. The National Farmers Union is petitioning Congress for a credit solution asap so that they can continue production.

Recently there has been a surprising increase in prices and it is the agricultural industries hope that the rally continues. 

(Data courtesy of Bloomberg, National Real Estate Investor 2016)

Granite Run Mall Plans a Facelift in the Near Future

granite run mallThe Delaware County 58 acre property known as the Granite Run Mall is experiencing some drastic changes as of late. The 39 year old JCPenney store announced its closing plans in January. This was one of 40 closings scheduled across the US. Under-performance is said to be the root cause of this array of retail cessations. This “old school” mall is not finished yet. BET Investments, the current owner based in Horsham, PA has big plans for a re-do. It is said that there is a heavily funded plan to convert the antiquated building into an opulent mixed-use town center. (This does seem to be trending, doesn’t it?) This lifestyle center concept is encountering extensive popularity. This adaptation by the retail development industry is a conspicuous sign that the way consumer mentality and preference is drastically changing. Formerly a convenience to be savored by mainly 55+ active adult communities, the mixed use lifestyle centers are drawing in the young professionals and families alike. Boutique-type shopping in lieu of the big box and mega-department stores, open courtyards rather that jam-packed push and shove hallways and let’s not forget open air walkability to give that Fit Bit a workout. This projects a new lifestyle that we American consumers have embraced, one that incorporates all the luxuries of residential living spaces with shopping, entertainment, outdoor activities, fitness and multiple dining options, all within a walking distance. Many of these lifestyle centers also solve a ever-present, pressing problem that many cities and urban areas experience. The parking issue is being resolved by parking garages strategically placed within the lifestyle centers, creating added value and convenience. The face of retail is ever-changing they say. However, the popularity of this particular development concept may provide sustainability for this new look of retail.