Keller of HFF: Take advantage of every opportunity

Name: Jennifer Keller Title: Director Company Name: HFF, LP Years in Commercial Real Estate: 8 In the last 12 months, which project, transaction, honor or accomplishment are you most proud of and why? In January 2014, I accepted a promotion from an analyst at HFF to a producer (a traditional broker role). This transition makes me the only female producer—and one of the youngest—in the firm's New York office. Throughout my career at HFF, I've been involved in over $7 billion of closed real estate transactions. What were your biggest fears when you started out in your profession? My biggest fear when starting out in my profession was the level of risk that's required in the commercial real estate industry (both professionally and financially), particularly as an intermediary. I believe that this has historically discouraged women from pursuing careers in real estate - but it also provides an opportunity and niche for those who have a passion for it. Who are three women- living or dead - that you would like to have drinks with and why? MaryAnne Gilmartin - her success in the New York real estate industry, particularly development, is remarkable Indra Nooyi - as one of the most powerful women in business, and the world, Indra is a maven of business strategy and branding Zelda Fitzgerald - I'm a lover of classic literature and Paris - Zelda's strong character and stories would make for one entertaining evening What was your first job and what did you learn from it? My first job in the real estate industry was on the office leasing research team at Cushman & Wakefield in Toronto - running statistics, writing quarterly reports and helping with broker presentations. I learned the fundamentals of the business as well as the importance of multitasking in a transaction-based environment. After experiencing the fast pace and entrepreneurial nature of real estate brokerage, I knew it was something I wanted to do long term. What is your favorite quote? To quote a fellow Canadian: You miss 100% of the shots you don't take. -Wayne Gretzky What social media and/or face to face networking activities do you find most beneficial professionally? Although social media provides a wide network, there's no replacement for face-to-face meetings. This business is driven by relationships and I take every opportunity I can to arrange meetings, lunches or happy hours with friends, clients and lenders in the industry. What are you doing differently in 2014 that has had positive impact on your career? Avoiding the word "no" - whether it's attending any meeting or taking on a challenging assignment. I've learned that if I do not take advantage of every opportunity to develop business, someone else will. What are you doing to increase your client base from local / regional markets to national / global markets? As a firm, HFF now has more than 650 associates and has gained national and international recognition. I'm fortunate to work for an organization with such exceptional resources, access to data and a strong network across the country.