A Pause in Progress

The Portland Industrial Real Estate market place took a pause in the 1st Quarter of 2018. Industrial Net Absorption (space moved into minus space vacated) came in at about zero for the quarter. And this after 4th Quarter 2017 came in at only 200k sf of net absorption. Even with the weak finish in ’17, last year finished at around 3M sf of absorption, about the same as the previous 2 years. Interestingly, while we have been in a statistical lag, it doesn’t feel like we have been in a work load lag. We have as many Industrial Real Estate brokers at Capacity as any office in the City (probably including both Portland and Vancouver), and the general consensus is continued strong activity.

Sales Tactic #7: Answer Every Question with a Question, But Soften It

The STORY: The appointment with the prospect that Tim spent two weeks getting was not going well. The prospect kept firing questions and Tim kept giving answers. The only problem was that Tim could not figure out if the answers were what the prospect wanted to hear. “How many have you sold in the area?” Good, thought Tim, an easy one at last, and my answer will let him know that it is a popular product. “In the past six months I’ve sold over six hundred.” “That’s too bad,” said the prospect. “What…,” responded a shocked Tim. “It’s too bad because I only like to buy the exclusive stuff. You see, Tim, in my business, if my competition has what you are selling, I’m no better off than they are.

The Cringe Factor: Know When to Fire a Bad Client

I’ve been reading 9 Things You Simply Must Do to Succeed in Love and Life by Dr. Henry Cloud. I find his “9 Things” to be a combination of common sense principles and erudite, counter intuitive thinking. It’s a very enjoyable read, chock full of interesting real-life examples of how to live life to the fullest. Principle 2 is titled, Pull the Tooth, meaning successful people do not hang onto bad stuff for long. Sometimes they get rid of bad stuff quickly and sometimes through a process, but either way they get rid of it. They do not allow negative things to take up space in their lives, draining them of time, energy and resources. If the tooth is infected, they pull it. As a result, ne

5 Ways to be More Productive, According to an Email Elon Musk Sent Staff

Elon Musk is CEO of both SpaceX and Tesla, he also founded The Boring Company and put a car into space. And that's just the beginning. The inventor is a poster boy for productivity, and in email allegedly from him to his Tesla staff about increasing productivity to manufacture more Model 3 cars, he outlined some of the best strategies the company should use to be productive. The email, obtained by jalopnik, says: "First, congratulations are in order! We have now completed our third full week of producing over 2000 Model 3 vehicles. The first week was 2020, the second was 2070, and we just completed 2250 last week, along with 2000 Model S/X vehicles. Thanks for being such a kickass team and a

Bezos Has a Vision

A stock analyst recently declared Amazon a "buy," because Jeff Bezos has "a very solid vision of where he wants to take the company." Vision is vital to make a company attractive to investors, and becomes even more important when you're driving improvements to accelerate profit and growth. A vision provides a clear picture of the future, preferably for the next 1 1/2 to 3 years. Visions that are longer than that aren't very practical since things change so rapidly, particularly in industries driven by innovation. Many companies use visions that extend 5 or even 10 years. Unfortunately, they become stale, which reduces their impact on employees, and such a long-term vision can actually send t