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Rental Escalation Phase II

I will start by saying that I’m probably in trouble. After a couple years with over 3M sf of net positive absorption, I figured it would cool off to something in the low 2M sf absorption in 2017. However, after a first quarter with 600k sf absorption (I was feeling pretty good), we hit 1.1M sf in the second quarter, and it feels strong for the balance of the year. We’re probably headed for 3M again. Oh well, better to miss on the low side than the high side. I do, however, believe the general market has softened some. There are more vacancies in the 25 -50k sf range at this time than we have had over the last couple of years, but the big deals just keep cranking. Leading the charge is Amazon

Extreme Commitment: Give Me Liberty

“Is life so dear, or peace so sweet as to be purchased at the price of chains and slavery? Forbid it, Almighty God! I know not what course others may take, but, as for me, give me liberty or give me death.” – Patrick Henry The question has been asked, “What happened to the signers of the declaration of independence?” Five signers were captured by the British, held as traitors, and tortured before they died. Twelve had their homes ransacked and burned. Two lost their sons in the Revolutionary Army. One of the signers had two sons captured. Nine of the 56 fought and died of wounds or the hardships of the Revolutionary War. What kind of leaders boldly wrote their names to the Declaration that l

Why Common Sense Sales Leadership is Not Common at All

As most of us learn in time, French philosopher Voltaire was right when he wrote that, “Common sense is not so common.” Likewise, common sense sales leadership and sales management skills are actually uncommon aptitudes in the small- to medium-sized business environment. Let’s take a deeper look at why sensible and successful sales leadership can be a rare – but achievable – commodity for smaller businesses: Common Sense is not the Same as Common Knowledge Many people confuse common sense with common knowledge. Truth is, across the vast spectrum of human intelligence, there is probably very little of either. What may seem intuitively known and accepted to one person might not be so known and

7 Questions to Ask Yourself When Interviewing Recent Grads for a Sales Position

Looking to hire the best and brightest salespeople fresh out of college? Here are 7 critical questions to ask yourself during the interview. It’s that time of year again. Millions of educated and ambitious Millennials are about to be unleashed on the working world, many looking for entry-level sales positions. While some companies won’t hire candidates without a proven track record, many do. After all, entry-level candidates are economical hires, can be easily groomed, and don’t need to unlearn bad habits. While there’s plenty of advice out there for candidates seeking a first-time sales job, there’s not much guidance for the person interviewing them. (That’s where we come in.) The fact is,

Debt Financing

Companies seeking capital need to plan and shop wisely. Not doing your homework or making the wrong choice may leave you empty handed, burdened with unnecessary costs or shackled with the wrong capital structure for years to come. Earlier this month, in Treasury Part 1, we wrote about capital planning for your business. The planning process will identify how much outside capital you expect to need in the coming years. The financial position, risk profile and objectives of the company will determine if that capital is in the form of debt or equity. This week we explain debt financing options and when you should consider them. Debt financing allows you to maintain ownership and control of your

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