2026 Ones to Watch - Industry Leaders: Robert Barry, M&T Realty Capital Corporation

“With a background as an accomplished college swimmer, Robert brings competitiveness, discipline, teamwork, and a strong drive to win. He has ranked among the Top 3 producers at M&T RCC for the past three years and brings deep expertise in Fannie Mae, Freddie Mac, and the bank’s expanding bridge-to-agency platform. His ability to build authentic, lasting client relationships is a defining strength.” 

What recent accomplishment or initiative are you most proud of, and what impact did it have on your firm, clients, or community?

The best compliment you can get from a client is being sent another deal. Recently, I was introduced to a new opportunity before we even closed the current transaction. That kind of trust is how you build a book of business in this industry, and it shows the value of staying responsive, engaged, and focused on the client’s goals.

What daily habit or routine helps you stay focused or motivated as a leader?

Daily exercise helps, but being a good husband and father is my biggest motivation.

What advice would you share with emerging professionals striving to become future leaders in commercial real estate?

Every transaction will have issues. Learning from your mistakes and figuring out how to solve problems is critical and will make you better on the next deal. Most banks offer similar financing, how you treat your client and how hard you push for them is what makes you stand out.

What is one major challenge you’ve overcome as a leader, and what did it teach you?

Learning not to get frustrated when you lose a big deal. Deals fall apart — it’s part of the business. You take what you can from it, move on, and go find the next one.