With the real estate spectrum being so broad, it’s not uncommon for people in other professions to take a chance at brokerage. That’s what happened to Greg Kirsch, executive managing director at Newmark Grubb Knight Frank, who originally practiced as an attorney and realized it wasn’t the right fit for him. Instead, after an employee turned him to brokerage, he eventually found his niche as a local retail landlord and tenant rep at Baum Realty where he spent 10 years.
Kirsch’s many years of commercial retail experience and valuable knowledge secured him a spot to speak at Illinois Real Estate Journal‘s Retail Conference on September 9.
The softening of some of the core markets, and a new focus on healthy food and beverage concepts are just some of the many topics Kirsch will be discussing. His other focuses will be on new inbound New York concepts and New York landlords who are doubling down on Chicago as an analog to New York City.
“Our market continues to be one of the contradictions and I intend on exploring those tensions at the panel,” Kirsch added.
At NGKF, Kirsch recruits new brokers, organizes internal events, formulates new administrative and technology initiatives, participates in national leadership conferences, and mentors new broker recruits.
“My day varies wildly, which facilities an impressive attention deficit capability and enhances multi-tasking and quick pivoting in deliverable production,” he said. “Our goal has been and will continue to be to field the best brokers in the market and deliver the best product around. My job is to inspire a creative and thoughtful approach to helping our clients.”
Working with new and prospective brokers, Kirsch knows what it takes to make it in today’s market and encourages individuals to be positive and professional.
He explained that it’s important to keep a sense of humor, be patient, and to never write an email in anger. His other advice?
“Know your market cold,” Kirsch added. “Always be honest, filters are for losers. If you think of your own interest first, you’re bound to lose. Love your competitors and make them your friends. Tell the best stories. Don’t be afraid to make a fool of yourself. Work really hard and become indispensable to those around you.”
Kirsch has a strong passion for what he does. For him, doing something new every day is a real plus. He explained that clients can vary greatly and challenges change every day. Not to mention, getting under the hood and formulating a creative approach to deal making and ultimately shopping at your finished product is what Kirsch believes is a great work continuum.
“Some say brokerage isn’t something you can hold in your hand but it doesn’t get more tangible than someone opening a business with your help,” he said. “It can be very rewarding.”
With many years in the business, Kirsch has certainly been through a number of experiences. But one in particular was something he hasn’t forgotten—let’s just say he had to endure unfavorable weather conditions.
A few years ago, Kirsch assisted Under Armour locate its flagship on Michigan Avenue. Part of that involved giving the company president a tour around the Magnificent Mile and convince him that it was the right location for its national flagship. The problem was that it was January 23, the middle of winter, and well below zero degrees Fahrenheit.
“Selling in such weather conditions was challenging to say the least,” he recalled. “I’m sure you can imagine all that great retail activity going on that Thursday morning…nada!”
As for his personal interests? Kirsch admits he’s slightly obsessed with his 120-year-old row house on the West side and added that he most likely has around 20 unfinished projects at various stages of development.
“My wife isn’t happy about it, but I get a great deal of satisfaction with getting my hands dirty and doing construction work,” he said. “Someday I’ll work with my hands full time. I’m working for that day.”