Q & A with some of the Women from CIREB: Connie Larkin

Name: Connie Larkin, CCIM Company/firm: Larkin Commercial, Inc. Years with company/firm: 1991 Years in field: 26 Years in real estate industry: 26 Larkin Commercial, Inc. Address: 3 Winners Circle, Albany, NY 12205 Telephone: 518.482.8100 x22 Real estate organizations / affiliations: CCIM, NYSCAR, CIREB What advice would you give to a woman just starting a career in your field? Education. Market knowledge. Mentorship. I received my real estate license in 1984. Being a young person, much less a female, in commercial real estate was challenging. Fortunately, the world has changed and I believe women have overcome the gender bias. Actually, I believe women have an advantage with more and more women in positions of authority. As with any business, you should have a written business plan. Be sure to identify your product type and your geographic boundaries within your plan. Commercial real estate is a profession - businesses are relying upon you for expert advice. For education, I recommend looking into the Certified Commercial Investment Member (CCIM) designation - known in the industry as the PhD of commercial real estate. These courses will help you analyze opportunities such as; Do I lease? Buy? Which option is the best strategy for my client's business today based upon their business plan? The Society of Industrial Realtors (SIOR) designation is also held in high regard if you deal with office or industrial properties. Both designation are well respected and offer great networking opportunities. Now you have this education and your business plan. You now need market knowledge. There is always data you can buy or find online, but nothing beats "boots on the ground." You need to know about your properties or contacts in order to have intelligent dialog with potential clients. You really have to love commercial real estate because it becomes a part of your life. You can't go to a social gathering without someone asking about the market or what is happening with the property X. You need to know the answers. Education alone will not make you successful. The more deals you complete, the more experience you gain. I really love this business because no one deal is like the next. You need to be creative to find solutions along the way. We have all heard the term "school of hard knocks." Well not, until you live it, will you believe it. Hopefully the real estate education you receive will limit your life lessons. Having a mentor is the next key. What advice can they give me so that I can move directly from point A to point D, versus going through all the steps. The best help would be a mentor within commercial real estate. Don't be discouraged if you can't find one though. Other people that you look up to may also be interested in a mentor/mentee relationship. It would help if this individual is involved in some type of sales because they should know the different networks available to you and help with introductions. If you can't find a mentor, at least get involved with your local chamber, take a professional sales training class, and make sure you get organized so that you have balance in your life. So to be successful, you need many pieces of the puzzle. I have not even touched on technology and how that keeps changing-keep up to date. Always be mindful of ethics and treat people the way you would want to be treated- this will carry through your entire life, whether personal or professional. Our industry is still changing. We don't find as many individuals who have all the pieces, and as a result we are seeing TEAMS. Individuals who have combined strengths are the wave of the future. Maybe you should go back and rethink your business plan. Good Luck.