How Tenant Reps Build Pipeline in 2026 (Systems, Data, and Discipline)

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This week on Commercial Real
Estate Secrets, we have Ryan

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Hartsell.
Ryan is a principal and Managing

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partner of Oxford Partners, a
Houston based commercial real

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estate firm.
Ryan, thank you for being on the

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show today.
Absolutely.

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Thanks for having.
Me.

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So for my understanding, Oxford
Partners focuses exclusively on

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tenant Rep and buyer
representation, correct?

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Yeah, correct.
That's kind of how that's

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actually what we do.
That's how we market ourselves.

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I guess occupier services, we
don't call it that, but that's,

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you know, essentially what it
is, office, industrial and now

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healthcare, tenant
representation or occupier

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services.
So we just focus on leasing.

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We help companies purchase
properties.

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They're sick of paying rent.
And then, you know, we do some

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listings, particularly on the
industrial side, you know, half

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of the transactions are probably
sales, but they're all business

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occupied, owner occupied
listings.

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That's interesting.
Yeah.

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So I think tenant Rep is the
best kept secret in commercial

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real estate brokerage.
Right.

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And I think it's funny because I
didn't, here's the thing about

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tenant Rep, nobody talks about
it.

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You don't really know about it.
It's sort of like the gateway to

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our business.
But you do these small lease

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deals, right?
So you understand leasing and

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you start to know transacting in
the players.

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But then the very natural step
is to then go into sales.

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I then I stumbled into a few of
these institutional tenant Rep

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deals and did I have fun with
these girls and I fell in love

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with what is tenant Rep.
Right.

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Yeah.
I mean, I didn't, I didn't know

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anything about it either when I
interviewed with Steve.

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I wanted to get into investing
in development, like every kid

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out of school that's interested
in commercial real estate and

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then just learned about it on
the interview.

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And I was kind of somewhat, you
know, fashioned myself as an

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entrepreneur.
It seemed like unlimited

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opportunity for income, pretty
neat opportunity to meet with,

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you know, become clients and
friends with C suites that

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operate the wide range of
industry.

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So, you know, I really enjoyed
it and I invested some, not a

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lot, just the way the cards, you
know, life gave me.

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I got into ownership and
managing and the team and

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growing the team.
So I've mostly put a lot of my

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energy in that.
It is not as well known, but

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it's, you know, I always say
there's no barrier to entry to

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do it other than it's really
freaking hard, right?

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And if you can kind of get
through those first couple years

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and make a name for yourself and
provide good service, it just

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starts to feed on itself and
gets easier and easier and

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easier.
And so, you know, I'm a, I'm a

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huge fan.
And so I want to talk to you

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about Houston as a market
because I operate in Denver, all

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I do is warehousing here in
Denver.

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There are 2253 industrial
properties in Denver in the

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category that I transact.
And we use Houston as the

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example of the exact opposite
market of Denver because Denver

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you can actually get anywhere in
20 minutes if there's no

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traffic.
But Houston is a absolutely

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massive metropolitan.
We metropolitan, we'll call it.

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How in the world does a broker
learn a market in somewhere like

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Houston that is so colossally?
Huge, right?

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Well, in some ways it's easier.
You don't have to think as much

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'cause there's no zoning, so you
don't have to worry about your

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warehouse use not not working.
Most places.

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Huge market.
As you know, it's the largest

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city in terms of land mass, 4th
largest in terms of population

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count.
And it could take you, you know,

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two hours sometimes to drive
from one end to the other.

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And I really enjoy Houston.
It's a very open, very much open

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for business.
It's one of the most diverse

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cities in the USI did a survey
once, many, many years ago, 1/3

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of my clients were not born in
America.

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So the world comes to Houston.
We have the second largest port

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and we do have a manufacturing
base.

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I think we are a winner post
COVID because of that.

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And so very, very interesting
dynamic system.

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Lots of opportunity if you're
willing to roll up your sleeves

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and work.
There is no like good old boy

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network here or you know, closed
doors.

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It's just tons of opportunity.
So as far as how you learn the

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market, I don't think there's
anything super revolutionary

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about it.
You pick your asset class, you

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pick your specific type.
So here and you know, you have

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your landlord wraps, you have
your sales brokers, you have

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your tenant wraps.
So you specialize that way.

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And then you focus on your asset
class.

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And then you start a little area
and, you know, start door

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knocking, cold calling in that
area, learning about the tenants

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and the landlords and you come
become a little market expert in

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that little area and then, you
know, grow from there.

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You make it sound easy, but no,
it's fun.

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I find that like discovery phase
of the players in the game and

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the numbers to be, it's not
something you could learn

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overnight.
It's an ongoing thing and it's

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really for me, it's fun to put
all the pieces together.

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But yeah, yeah, yeah.
Tell me your tech stack, like

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your three top technology or
platforms rather you couldn't

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live without.
Right.

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It's going to be tough for
three, you know, I will, I'll

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combine two.
First is just a really good

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outbound sales enablement
platform, which is kind of

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technically different from a
CRM, but we call the CRM.

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So ours is outreach dot IO and
you can load up that database

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with your, your companies and
your tenants and you can make

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calls from it.
You can, you know, you can

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record all of your calls.
There's these different call

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dispositions and stages to keep
your pipeline organized.

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You can create sequences, multi
touch sequences where you're

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cold calling, auto emails,
voicemail prompts, you can text

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message like multi touch
procurement, you know, system.

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And so, you know, we do that.
I'm gonna borrow from something

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else.
We don't have to talk about it,

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but it's powered by, you know,
obviously Co star data.

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But but zoom info is huge and
there's some crazy stuff that's

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been launched, you know, with
fire intent and website visitors

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on, you know, where you actually
see the person that like visited

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your website.
So you know, we feed outreach

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with zoom info and people have
been saying we cold call a lot.

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We do other things and people
are saying cold calling is dead

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for a while now.
And I mean, I got in the

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business in 2009 making lots of
cold calls.

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It kind of seemed like it got
all, it got a little bit more

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difficult for a while and then
all of a sudden you can get

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people's cell phone e-mail
address, you know, direct number

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and hit them up on LinkedIn.
Like I feel like it's actually

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gotten easier, you know, and
there's some articles, recent

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articles.
It's harder now.

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Everybody has the data.
People are getting like the text

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message cold call atrophy and I
kind of started believing that,

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but you know, we send thousands
and thousands of thousands of

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calls a week.
I was looking at our data and

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our connect rate with decision
makers just same as it was like

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10 years ago.
So, you know, in my personal

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experience, I just, I'm always
very cautious.

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I'm paranoid that that is going
away and we'll have to pivot to

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other, you know, and we do a lot
of different things.

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But anyways, it's a cold calling
is alive and well in my opinion.

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You got to have a good data
source and CRN sales enable

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platform.
They're like cool that off.

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So that's like, you know, very
important.

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Another tech, another tech, I
mean, you know, a new one that

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we really like, I'll give them a
plug is Scout Space.

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They are a virtual survey
company.

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That's how they started where
you can take those Flyers and

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those costar PDFs that are kind
of boring and you can load it up

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into a online survey that will
kind of you import the PDFs and

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the different, it'll kind of
with some machine learning AI

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will know where to put data in
different.

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You know, you still got to work
with it, but when it's done,

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it's a very nice online survey
platform that's real time.

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You can provide your client the
link, they comment on it, you

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comment on it, you can
disqualify, you can save mark

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for tour, you can remove it, you
add a new property and no more.

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You don't need an e-mail all the
time, you just add the property.

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So that's really good.
But beyond that, why I like it

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is, you know, we have 18 agents
here and we all have teams of

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transaction managers that help
us kind of build those surveys

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out is to share database.
So if one of my agents or

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transaction managers down the
hallway searches of information

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on the property, put some
details on it like 3 weeks ago,

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I can just go in there, pull
that information, assume it's

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probably mostly accurate.
We don't have to contact the

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listing agents.
You can get that survey like

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quick to the to the client.
So that's really important.

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And then also have they have a
lease comps component to it as

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well.
So we do a lot of deals here.

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All of our deals get put in our
comps database.

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We trade comps with other
landlord and tenant Rep friendly

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firms.
We pull in some costar where we

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can and Comstack.
And so we build a pretty

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comprehensive comp database
again, that's shared by the

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company and generate these nice
reports.

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It's an excuse to get in front
of a company to talk about like

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kind of the deals that we're
seeing.

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And so that's a really good one.
I really like that one.

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Let's see what else.
I guess some custom stuff like,

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you know, we're learning like
everybody else.

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AI craze.
We're proud of you that.

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And so we're tinkering around
with different ChatGPT models

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that we build on their own,
taking some stuff off the shelf

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and starting to learn about it.
We've built some some great

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little ChatGPT ChatGPT bots that
do like a lot of great things

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didn't even take that long to
like build.

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So like one that we used is a
proposal lease comparison tool

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where you literally just upload
the proposal.

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You upload the lease 15 seconds
later.

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It gives you a insanely accurate
comparison of did everything in

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the proposal make it into the
lease?

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Is it different?
Is something missing?

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And so that just that part
immediately eliminated.

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And then you can kind of focus
on your broker or like lease

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comments and same thing for
Commission agreements.

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We have a ChatGPT where we can
copy paste or there's you know,

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we have to worry about
confidentiality, but you can

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copy paste a provision and the
chat ChatGPT, it pulls from our,

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you know, negotiation manual and
our preferred boilerplant

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language that we would suggest
to the attorney.

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We can't give offer, you know,
can't give legal advice, but

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it'll like pull that and then
tell you, OK, that that this

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what it says and these are the
recommended bullet points to

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negotiate the deal better in
favor of the tenant.

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So, you know, yeah, so we do
that kind of stuff and that's

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great.
I mean, I hate, I mean that's my

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least favorite thing by far is
to make least review comments.

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And I used to outsource that,
you know, and then do a review

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and now I'm doing it on my own
with this ChatGPT thing.

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But I look just like amazing,
you know, I like it finds Oh my

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gosh, you know, and like the
their attorneys are

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complimenting me, you know,
they're reviewing my AI

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generated comments before
they're, you know, layering in

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their AI generated comments.
I don't know what's going to

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happen for the world, but.
Oh my gosh, no, no, it's so

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funny because this is an old
school business, right?

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Phone calls, handshakes, wet
signatures.

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And now we exist in 2025 and the
technological options are so

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robust and we do not know the
answer like, like it's, there's

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so much opportunity, there's so
much advancement.

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Nobody has the right answer to A
+ B = C and it gets me excited.

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It's it's fun.
You know, there there's the

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other side of the coin.
Like I'm working with a big

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family and one of the, you know,
we got a great offer on a

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property and one family member
underwrote the property on

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00:12:18,480 --> 00:12:21,240
ChatGPT And boy, were the
numbers wrong.

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00:12:21,240 --> 00:12:25,960
Like holy smokes.
And like, you know, and that

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00:12:25,960 --> 00:12:28,880
family members younger and that
older family members don't

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00:12:28,880 --> 00:12:33,200
understand that it's ChatGPT.
And so it's a really interesting

230
00:12:33,360 --> 00:12:35,680
balance.
It it's funny you say that.

231
00:12:35,680 --> 00:12:39,680
I don't mean to interrupt, but
like I, I have been recommending

232
00:12:39,680 --> 00:12:43,680
commercial real estate attorneys
with commercial transactional

233
00:12:43,680 --> 00:12:47,680
experience more in the last 12
months than I ever have.

234
00:12:47,680 --> 00:12:50,440
And obviously you're referring
attorneys, but like my clients

235
00:12:50,440 --> 00:12:53,960
are more and more they're chat
TPT ING it and it doesn't really

236
00:12:53,960 --> 00:12:57,160
give you the right answer or
it's like the wrong answer for

237
00:12:57,160 --> 00:13:00,200
that state.
And you're trying to like manage

238
00:13:00,200 --> 00:13:03,360
your expectations like here.
And like, so I almost have like

239
00:13:03,360 --> 00:13:05,440
2 very here's my version of the
least comments.

240
00:13:05,440 --> 00:13:08,720
Let's put yours off to the side.
Let's funnel that to like a

241
00:13:08,800 --> 00:13:10,840
transactional real estate
attorney.

242
00:13:11,200 --> 00:13:15,040
So they can kind of like walk
you through that 'cause it can,

243
00:13:15,040 --> 00:13:19,120
it can be a mess.
So.

244
00:13:19,560 --> 00:13:21,520
Well, when you figure it all
out, you call me.

245
00:13:21,520 --> 00:13:24,760
You let me know.
So, so I don't have to.

246
00:13:24,760 --> 00:13:26,360
No, I'm just kidding.
Hey, it's it's fun.

247
00:13:26,360 --> 00:13:32,640
It's eye opening at how
opportunistic it is.

248
00:13:32,640 --> 00:13:36,800
But you know, I know you just
you said you have 18 brokers

249
00:13:36,800 --> 00:13:37,840
under you.
Yeah.

250
00:13:39,440 --> 00:13:44,280
What are the top 3 traits of the
most successful brokers that you

251
00:13:44,280 --> 00:13:50,400
see every day in Houston?
I will have 4 core values if you

252
00:13:50,400 --> 00:13:52,120
don't mind.
I have a hard time picking your

253
00:13:52,120 --> 00:13:55,320
numbers and I'll kind of tell
you, let me tell you a little

254
00:13:55,320 --> 00:14:00,480
bit about kind of our recruiting
process or front end and like

255
00:14:00,480 --> 00:14:02,160
what changed?
Like it's a hard business,

256
00:14:02,160 --> 00:14:04,920
right?
And we've been a recruiting and

257
00:14:04,920 --> 00:14:07,760
mentorship brokerage first and
foremost.

258
00:14:07,760 --> 00:14:10,440
And what I mean by that is we
bring in brand new people into

259
00:14:10,440 --> 00:14:12,880
the business or we'll find
someone transitioning out of

260
00:14:12,880 --> 00:14:15,960
another sales roller industry,
you know, come to work for

261
00:14:15,960 --> 00:14:18,440
Oxford Partners and we'll grow
them our own from like the

262
00:14:18,440 --> 00:14:20,560
ground up.
No one really wants to do that

263
00:14:20,560 --> 00:14:22,360
'cause it's the loss leader for
18 months.

264
00:14:22,360 --> 00:14:24,240
It's a lot of work.
And we just kept doing it over

265
00:14:24,240 --> 00:14:25,680
and over and over and over and
over again.

266
00:14:25,680 --> 00:14:27,280
You can't do that.
You get better, right?

267
00:14:27,280 --> 00:14:30,000
So like we used to bring in 10
people, maybe one person would

268
00:14:30,000 --> 00:14:31,960
make it.
And now we have an extremely

269
00:14:31,960 --> 00:14:35,040
high retention rate, you know,
very few people.

270
00:14:35,320 --> 00:14:37,840
I mean, we have people that not
make it in the first year, but

271
00:14:38,080 --> 00:14:42,000
like how much much high, high
percentage make it and most of

272
00:14:42,000 --> 00:14:44,560
them stay with us with the ones
maybe grasses greener, they go

273
00:14:44,560 --> 00:14:46,360
try somewhere else, but at least
they're still in the business

274
00:14:46,360 --> 00:14:48,560
and they were successful and I
can hang my hat on that.

275
00:14:49,680 --> 00:14:53,400
And so we got really serious
about, you know, recruiting.

276
00:14:53,720 --> 00:14:56,280
We have a very stringent
recruiting process.

277
00:14:56,560 --> 00:15:01,320
We're really big on testing.
You know, we do comprehension

278
00:15:01,320 --> 00:15:02,960
tests.
You can't give an IQ test, it's

279
00:15:02,960 --> 00:15:06,640
illegal, but we do comprehension
testing and it's like a very

280
00:15:06,640 --> 00:15:08,720
important that we're only hiring
smart people.

281
00:15:09,120 --> 00:15:10,400
Hawaii, you only hire smart
people.

282
00:15:10,400 --> 00:15:12,920
Hooray, like surprise, like, you
know, your workforce gets

283
00:15:12,920 --> 00:15:14,400
stronger.
So we do that.

284
00:15:14,400 --> 00:15:16,600
But then the personality fit,
you know, it's like we do

285
00:15:16,600 --> 00:15:19,720
personality fit assessments.
I used to kind of make me squirm

286
00:15:19,720 --> 00:15:23,000
and like uncomfortable and you
know, but we have years and

287
00:15:23,000 --> 00:15:25,120
years of hiring people.
And then you got, we'll go back

288
00:15:25,120 --> 00:15:27,640
and look at three years of data
and it's just like the realities

289
00:15:27,640 --> 00:15:29,800
pops out.
You know, certain results you

290
00:15:29,800 --> 00:15:33,640
got like a 20% chance of success
and another test result, you

291
00:15:33,640 --> 00:15:35,920
have like a 72 percent chance of
success.

292
00:15:36,240 --> 00:15:39,680
Like sorry to pass on that 20%,
but if you're in my shoes, I'll

293
00:15:39,680 --> 00:15:41,520
take the higher lottery odds,
you know?

294
00:15:41,880 --> 00:15:43,320
And so that's like really
important.

295
00:15:43,320 --> 00:15:45,880
But outside of that, when you
come on board, and that's not

296
00:15:45,880 --> 00:15:48,240
everything.
We found our 4 core values are

297
00:15:48,240 --> 00:15:53,040
consistent, coachable,
collaborative, and creative.

298
00:15:53,440 --> 00:15:55,800
And that fourth one used to be
independently creative because

299
00:15:55,800 --> 00:15:57,240
we can't, you know, teach you
everything.

300
00:15:57,240 --> 00:15:59,520
You got to think on your feet.
But we wanted four CS, so we

301
00:15:59,520 --> 00:16:01,680
dropped independent and now it's
just creative, right?

302
00:16:02,400 --> 00:16:05,280
So, yeah, consistent, you know,
you come in daily routine, keep

303
00:16:05,280 --> 00:16:06,840
doing the same thing over and
over again.

304
00:16:06,840 --> 00:16:09,880
Don't overthink it.
You know, one of my favorite

305
00:16:09,880 --> 00:16:12,040
landlords in town once told me
like 3 or 4 years in the

306
00:16:12,040 --> 00:16:14,400
business, he was like
congratulating me on my success

307
00:16:14,400 --> 00:16:16,960
at some happy hour.
And he says, Ryan, he goes the

308
00:16:16,960 --> 00:16:19,600
trick to your business is not
being smart enough to think

309
00:16:19,600 --> 00:16:21,040
there's a better way of doing
things.

310
00:16:21,120 --> 00:16:23,160
You know, which he's like, don't
take it the long way.

311
00:16:23,160 --> 00:16:24,920
I didn't take it the wrong way.
I love that.

312
00:16:24,920 --> 00:16:27,440
Like it's so great.
Is it just keep the don't doubt

313
00:16:27,440 --> 00:16:29,440
it.
Be consistent, super important

314
00:16:30,360 --> 00:16:32,320
and then coachable.
We've learned not everybody can

315
00:16:32,320 --> 00:16:35,080
take constructive criticism or
do things your way as they're

316
00:16:35,080 --> 00:16:37,080
learning before they figure out
how to do it their way.

317
00:16:37,080 --> 00:16:38,960
They just want to do it their
way before they've ever done

318
00:16:38,960 --> 00:16:42,880
anything ever.
And so that's a high negative

319
00:16:42,880 --> 00:16:45,400
quality.
And so we we will hire and fire

320
00:16:45,400 --> 00:16:47,040
and retain based off coach
ability.

321
00:16:47,360 --> 00:16:51,280
And then collaborative is really
more of a culture thing, very

322
00:16:51,280 --> 00:16:54,800
friendly or very open.
We don't really compete on deals

323
00:16:54,800 --> 00:16:56,440
if we accidentally step on each
other's finger.

324
00:16:56,440 --> 00:16:59,480
We just partner on deals, you
know, we get together all the

325
00:16:59,480 --> 00:17:01,520
time.
It's just like that friendly

326
00:17:01,520 --> 00:17:03,680
atmosphere, I think is like
incredible.

327
00:17:03,760 --> 00:17:06,800
It's, it's so important.
So, but we coined it

328
00:17:07,440 --> 00:17:08,640
collaborative.
And then I already told you,

329
00:17:08,640 --> 00:17:10,599
creative, just like being able
to figure out some of your

330
00:17:10,599 --> 00:17:12,880
problems on your own, not take
it all to your, you know,

331
00:17:12,920 --> 00:17:17,040
broker, your managing agent.
Hey, yeah, yeah, yeah.

332
00:17:18,200 --> 00:17:20,040
It's a crazy business.
Yeah.

333
00:17:20,560 --> 00:17:26,480
As as our team's growing, we're
bringing in new brokers, some

334
00:17:26,800 --> 00:17:31,680
junior, some experienced, you
know, I've got some, I'm taking

335
00:17:31,680 --> 00:17:38,080
notes internally and I digress.
No, it's, it's, it's really

336
00:17:38,080 --> 00:17:42,800
interesting.
So one final question before we

337
00:17:42,800 --> 00:17:46,880
get to the final question.
I saw that you are an SIOR.

338
00:17:47,080 --> 00:17:49,280
I am tell.
Me a bit about that.

339
00:17:50,120 --> 00:17:54,200
I mean, it's been great.
I joined that organization 10

340
00:17:54,200 --> 00:17:57,560
years ago.
I'm in a, you know, leadership

341
00:17:57,560 --> 00:17:59,640
role.
I'm on the on the nominating

342
00:17:59,640 --> 00:18:03,520
committee board right now.
I've been president of the

343
00:18:03,520 --> 00:18:07,080
independent broker group inside
Sir.

344
00:18:07,080 --> 00:18:11,440
I've gone to every conference
for the last 10 years other than

345
00:18:11,480 --> 00:18:13,960
the one conference when my
second child was being born.

346
00:18:13,960 --> 00:18:16,960
Great community.
Since I'm an independent, I'll

347
00:18:16,960 --> 00:18:18,560
speak to the independent agents
out there.

348
00:18:18,560 --> 00:18:22,920
Right now, 40% of that
organization are independent

349
00:18:22,920 --> 00:18:25,280
brokers.
And then when you go to the

350
00:18:25,280 --> 00:18:27,880
conferences, probably I'm making
this up, but I think it's like

351
00:18:27,880 --> 00:18:31,160
70% of those attendants that
actually go to those conferences

352
00:18:31,160 --> 00:18:33,760
or independent brokers.
So that is your network of

353
00:18:33,760 --> 00:18:37,200
highly proficient, very
successful agents that you can

354
00:18:37,200 --> 00:18:39,200
network with, do deals with,
learn from.

355
00:18:39,240 --> 00:18:40,640
I mean, they drink the kool-aid,
man.

356
00:18:40,880 --> 00:18:43,200
They drink the kool-aid and it's
great.

357
00:18:43,200 --> 00:18:45,000
I mean, I joined that.
I've learned a lot.

358
00:18:45,000 --> 00:18:48,120
I'm not necessarily strong
public speaker presenter, but

359
00:18:48,120 --> 00:18:50,360
I've learned how to do that
almost every single conference.

360
00:18:51,640 --> 00:18:54,440
You know, I've I've done started
doing some national business

361
00:18:54,440 --> 00:18:56,840
after joining those
organizations.

362
00:18:56,840 --> 00:18:59,280
I've like I used to just receive
deals.

363
00:18:59,280 --> 00:19:02,240
Now I think our company sends
more business out than we

364
00:19:02,240 --> 00:19:05,280
receive, which is like fun.
We have 4S RORS.

365
00:19:05,280 --> 00:19:08,680
We have 6 people in application
process right now just for full

366
00:19:08,680 --> 00:19:11,560
membership or member social.
I love SRORSOR is great.

367
00:19:12,760 --> 00:19:15,960
All right, well, tell the folks
at Denver to hurry up the

368
00:19:16,000 --> 00:19:19,280
application process.
Just kidding, just kidding.

369
00:19:19,280 --> 00:19:22,640
No, I I am as someone who is
currently working towards my

370
00:19:22,640 --> 00:19:24,920
SIOR.
It's awesome.

371
00:19:25,040 --> 00:19:27,240
I just, it's a, it's a great
organization.

372
00:19:28,000 --> 00:19:30,920
And I also ended up doing EO
entrepreneur organization, not

373
00:19:30,920 --> 00:19:34,040
to pop over, but it met a bunch
of broker owners and leaders at,

374
00:19:34,040 --> 00:19:35,800
you know, different markets.
And like, one thing that they

375
00:19:35,800 --> 00:19:38,760
recommended to me outside SIOR
is not to join any of those

376
00:19:38,760 --> 00:19:41,120
other real estate organizations
is to join an entrepreneur

377
00:19:41,120 --> 00:19:43,680
organization locally in my
Houston chapter.

378
00:19:43,680 --> 00:19:46,720
And that's been huge.
I've been a huge learning

379
00:19:46,720 --> 00:19:49,280
experience.
It's 240 business owners in

380
00:19:49,280 --> 00:19:51,480
Houston.
You can't ask for business.

381
00:19:51,480 --> 00:19:53,840
I didn't join it.
I've done some really nice deals

382
00:19:53,840 --> 00:19:55,520
from friends that I've made in
that organization.

383
00:19:55,520 --> 00:19:58,400
But you just can hang out with a
bunch of business owners from

384
00:19:58,400 --> 00:20:01,160
random industries and you learn
how they run their businesses

385
00:20:01,160 --> 00:20:05,520
and their practices.
And it's just been IO, but it's

386
00:20:05,560 --> 00:20:07,200
been a great organization there
as well.

387
00:20:08,240 --> 00:20:12,120
One of my favorite things about
this business is just that it's

388
00:20:13,040 --> 00:20:17,320
learning about other businesses
and then working with these

389
00:20:17,320 --> 00:20:21,400
unbelievable operators who
created these businesses, seeing

390
00:20:21,400 --> 00:20:25,680
how they negotiate, seeing how
they run numbers and inventory

391
00:20:25,680 --> 00:20:29,600
and projections.
And it's like when you get to be

392
00:20:29,600 --> 00:20:32,400
closer to the sun with more
successful people, exactly what

393
00:20:32,400 --> 00:20:34,880
you're talking about.
You know what?

394
00:20:34,880 --> 00:20:38,640
What's the phrase?
All tides lift, the rising tide?

395
00:20:39,120 --> 00:20:40,480
Whatever.
I live in Denver.

396
00:20:40,520 --> 00:20:42,720
There's no tides here, but it's
a good house.

397
00:20:42,880 --> 00:20:45,120
Yeah, or you're this dumb of
people you hang out with and

398
00:20:45,120 --> 00:20:47,160
associate with.
I mean, that's kind of true, you

399
00:20:47,160 --> 00:20:51,200
know, you know, my, my, my
parents taught me a lot of very

400
00:20:51,200 --> 00:20:54,360
valuable things, you know, that
I that that or contributed to my

401
00:20:54,360 --> 00:20:56,640
success.
You know, like, maybe one thing

402
00:20:56,640 --> 00:20:58,560
that I learned along the way is
that is very true.

403
00:20:59,520 --> 00:21:01,560
Like, you know, you got to read
more and you got to associate

404
00:21:01,560 --> 00:21:03,360
with highly successful people
more.

405
00:21:04,960 --> 00:21:09,040
That's key.
And I have heard SIOR is a play,

406
00:21:09,280 --> 00:21:12,200
one of the many places to do
that within our community.

407
00:21:12,200 --> 00:21:13,360
So.
Absolutely.

408
00:21:13,880 --> 00:21:15,760
I'm happy to hear you're
enjoying every.

409
00:21:16,200 --> 00:21:20,400
Everybody I talked to has
nothing but great things to say

410
00:21:20,400 --> 00:21:21,400
so.
Yeah.

411
00:21:23,520 --> 00:21:28,840
Now, Ryan, we always finish this
show with the most important

412
00:21:28,840 --> 00:21:31,600
question.
What is your commercial real

413
00:21:31,600 --> 00:21:36,920
estate secret?
You know, I'm going to sound

414
00:21:36,920 --> 00:21:41,200
like Rod Santamosimo here.
It's about working on the

415
00:21:41,200 --> 00:21:45,600
business, not in the business is
so important.

416
00:21:46,040 --> 00:21:49,000
And you know, you can drive a
lot of revenue and make a lot of

417
00:21:49,000 --> 00:21:53,280
money just by kind of focusing
on the next deal, big deal and

418
00:21:53,280 --> 00:21:55,920
just be a deal junkie.
And that's great.

419
00:21:56,800 --> 00:21:59,960
But in order to like, I think
elevate and delegate, you really

420
00:21:59,960 --> 00:22:03,440
have to focus on getting out of
the business to work on the

421
00:22:03,440 --> 00:22:07,360
business and figure out how do
you develop support staff around

422
00:22:07,360 --> 00:22:11,200
you, you know, resources that
elevate your service offerings,

423
00:22:11,200 --> 00:22:14,680
technology team around you so
you can go on vacation for a

424
00:22:14,680 --> 00:22:18,280
week and the house doesn't burn
down and you can enjoy your

425
00:22:18,280 --> 00:22:20,680
family.
You know, that's, that's, that's

426
00:22:21,240 --> 00:22:23,640
super important.
And so you can do that as a

427
00:22:24,080 --> 00:22:27,960
high-powered agent slinging lots
of commissions, or you can do

428
00:22:27,960 --> 00:22:31,360
that as a broker owner where
you're leading the team.

429
00:22:32,520 --> 00:22:35,160
And like, you know, I could talk
lots and lots about how we've

430
00:22:35,160 --> 00:22:41,080
done that, but you know, just
that that you just get out of

431
00:22:41,080 --> 00:22:45,760
the daily grind.
Working on your business as

432
00:22:45,760 --> 00:22:47,680
opposed to in your business,
right?

433
00:22:48,080 --> 00:22:52,880
We're we're big Rod fans.
Edit I do Massimo coaching so I

434
00:22:52,880 --> 00:22:57,320
love Rod and his practices.
Shout out to Massimo.

435
00:22:58,120 --> 00:23:04,240
So Ryan, for the listeners, our
Houstonites, our Texans, an

436
00:23:04,680 --> 00:23:07,120
international listener, I don't
know how many international

437
00:23:07,120 --> 00:23:10,040
listeners we have, where can
they find you, follow you,

438
00:23:10,040 --> 00:23:16,280
contact you, etcetera?
Man, I'm not a very great social

439
00:23:16,280 --> 00:23:18,560
media personality.
I would just I'm you know, you

440
00:23:18,560 --> 00:23:21,080
can Google Ryan Hartzell.
I'm right there.

441
00:23:22,840 --> 00:23:27,920
My LinkedIn is LinkedIn slash
Ryan Hartzell, Tedet Buyer

442
00:23:27,920 --> 00:23:33,040
rep.com But if you just Google
Ryan Hartzell or Oxford

443
00:23:33,040 --> 00:23:34,840
Partners, we got a really great
marketing company.

444
00:23:34,840 --> 00:23:36,600
They splatter our name all over
the place.

445
00:23:37,680 --> 00:23:40,680
Amazing.
Go check out Ryan Hartzell at

446
00:23:40,680 --> 00:23:44,360
Oxford Partners.
Ryan, thank you for being on the

447
00:23:44,360 --> 00:23:46,240
show today of.
Course no.

448
00:23:46,240 --> 00:23:47,560
Thank you for having me.
It's been great.

449
00:23:47,840 --> 00:23:49,680
Yeah.
And for everybody listening,

450
00:23:50,160 --> 00:23:56,280
we'll see you next week.
That's a wrap for this week on

451
00:23:56,280 --> 00:24:00,200
commercial real estate secrets.
If you found value, do us a

452
00:24:00,200 --> 00:24:04,120
favor and subscribe, leave a
review and share it with a

453
00:24:04,160 --> 00:24:06,400
fellow commercial real estate
lover.

454
00:24:07,080 --> 00:24:09,600
For brokerage services or to
connect, visit

455
00:24:09,600 --> 00:24:12,280
warehousehotline.com.
I'm Aviva.

456
00:24:12,680 --> 00:24:13,920
We'll see you next week.