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heroism it’s the pursuit of two ideals excellence and a higher purpose
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this noble mission is not just found in hollywood it’s a game changer for businesses devoted to it almost all
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business owners launch their company to make a difference in the world around them join us on the heroic experience as
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we talk with business owners senior leaders and established entrepreneurs so
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that you too can elevate your business to heroic success
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now here’s your host john d hanson welcome back to the heroic experience
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we’re grateful to be sponsored by kauffman media check out their digital signage solutions and far more on their website kaufmannmedia.com that’s spelt
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c-o-f-f-m-a-n-media dot com happy to have greg greg shank uh exclusive tenant rep national speaker
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teacher trainer mentor and coach as our guest in studio today greg honored to
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have you looking forward to our time together we always kick off the first segment with
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two three wow stories from clients you’ve worked with especially the ones that may have never heard of you before
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you come in and they’re like we are so glad we worked with greg so we’d love to hear some of those stories and welcome
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to the show well thanks john it’s great to be here i have a lot of them over there i’m sure you do
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i think we’ve helped over 800 companies but ones that stand out yeah i helped
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the division of the supreme court the state of ohio for three times wow
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and they just had a situation a couple years ago where their employees couldn’t afford to park downtown anymore
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parking’s gotten expensive downtown yeah so i actually thought we were going to maybe move out of downtown
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but i found a landlord that had lost half the tenants in their building had gone elsewhere and a new landlord had
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taken over so they were very hungry mm-hmm that’s so explanation so a big part of our business is keeping our
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finger on the pulse and figuring out which landlords have the money to improve the space which ones can
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really incentivize a good credit tenant which we had so sure we we got them over 700 000 of
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build-out allowance to build out a brand new space for them and got their parking fees reduced so
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all their employees were happy happy employees do better
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yes right and this was uh just pre-covered okay so you know people
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were still going into the office every every day but right it really turned a nightmare scenario where they were very
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concerned and they had people coming from all over central ohio 20 30 miles away in some cases right um
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and but yet because they were part of the supreme court that they really wanted to stay downtown yes but but that
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was their hot button and every every company has a different hot button and that was their hot button but not only did we get them
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incredible terms and conditions but the the biggest thing was the employees were happy because they weren’t getting
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gouged anymore for parking which unfortunately a lot of people are how do you as a company i know we’ll get
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into really fine details in the third segment but how are you able to do that keep your
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pulse on the market for how do you identify landlords commercial landlords that are like that well it’s getting out
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there every day and talking to people talking to brokers talking to property managers talking to owners really trying
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to find out are they a long-term holder of the property are they something that’s going to fix it up and keep it
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are they people that either don’t have the money to put back in or won’t spend the money right and
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obviously as the market ebbs and flows that can really change maybe their loans coming up so for example uh if the
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company if the building’s really empty it’s really hard to get the building refinanced right if they’re getting
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closer to the top they might want one more deal that they could then take to the bank and refinance and get better
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terms that they can then pass on to the tenants with lower rental rates right and or borrow money to fix up the
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building right right so today the cost of build out is just astronomical right so that really comes
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into play probably more than ever in the 36 years i’ve been doing this because of that factor
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um another good i’m sorry you asked me for for three and another one and probably my biggest success story ever
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was progressive medical which uh was on the business first list 15 years in a row
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of um fast 50. so i met dave biancone the owner at a small business nominee we both were
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nominated for small business person of the year like i want to say 25 years ago a long time
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ago and he won and we became good friends and he had built his own building and made every mistake he could make on
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building a building he’d use a residential contractor he put it on two floors it wasn’t laid out very well
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so he had a lot of issues with the hvac system parking so employees are bitching you know same
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thing pleasure bitching so we found him a site that wasn’t even listed in westerville across the street from a
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park we built him a building with the ability to expand it and he went from 7 million a year
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to a couple hundred million a year in sales wow and went from 12 000 feet to
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108 000 feet in space and we built them i think about
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34 000 foot building and i remember him saying like it was yesterday oh we’ll never take this
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second floor what do you what would you get me into taking so much space and here he just grew grew
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and so the amount of savings that he had in the long term by not having to move several times
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uh was astronomical and this is about as good a hearted man as i
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had ever met and when he had sold the company he donated the building to his church
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wow and the building i think was worth about 13 million dollars right so kind heart so
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i was really proud that i could be a small part of that and you know help them with with that with that whole
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process um on there i think i’ve helped over 100 startup companies and you know i just i guess for number three it’s
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just helping a company that was working from their garage was working from their basement was working from you know
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wherever and just putting them in and you know just seeing the smiles on their face that wow we have a place to call
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home now and and and doing that i mean i i can’t think of just the one that really sticks out but just so many that
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you know were there so that’s a real exciting part of my business yeah it’s got to be very rewarding it really is
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you mentioned in that just that last one with progressive medical you know there’s that that idea that if
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you build it they will come we’ll just build it bigger and we’ll get more business but on the other hand do you see a connection between creating more
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space also can sometimes if you’ve got the right mix can be a recipe for growth by
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expanding space does that incentivize does that encourage that provoke growth for
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companies that do have more space available rather than being on top of each other well it’s
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that risk and reward scenario somebody’s paying for it if you’ve got 20 percent of space empty number one there’s the
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cost to build it or rent it number two obviously the utilities the taxes you know everything else so i
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don’t have many companies that take that risk got it i’ve got a client i’m dealing with now that thinks they’re
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going to grow from 15 to 20 to 30 000 feet but to bite it off i mean you know do
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you want to pay an extra 50 or 100 grand a year in rent that you’re not going to use it for three years right for that
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long term growth right i mean that’s the role of the dice that not every company is going to take
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okay so big risk taking companies that are fast growth they probably have to take it if
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not they’re going to get hamstring the worst thing they can do is go into 20 000 feet if in two years they need 30
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and they can’t grow and they waste a year so so they will definitely get you know stifled or they have to go to multiple
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facilities that they lose a bunch of efficiencies yes right on there so we take all that in into effect when we’re
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working with companies we usually get a space planner involved to try to see where they’ve been where they are now where do they want to go and try to do
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as much forecasting not only for employee head counts but a lot of other factors so we’re up against a break time flies
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i’ll tell you so quick question what’s been the most interesting city or state or country
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that you visited in connection with what you do what jumps off top of your head
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i gotta say florida we were talking about it off market how much it’s grown every city i drove down there uh in
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december and i bet you eight different cities are busting at the seams how much it’s grown
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it’s exciting i’ll tell you before i’ve got friends down there uh and it is exciting to see um there’s in spite of
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what you hear there are good things going on economically within our country and well i’m looking forward to diving
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into the second segment with greg shank our guest to hear his story uh you’ll want to join us back after the break if
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you like this podcast heroic experience you can find us on spotify podbean our youtube channel accelerated revenue
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google podcast amazon music however you like to listen tune in so we can help elevate your business to heroic success
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again here’s john welcome back to the heroic experience we are grateful to be sponsored by kaufman media digital lan
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just with your clients but with your team too learn more about kauffman media’s digital signage solutions at
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kauffman media.com that spell coffmanmedia.com honored to have greg shank exclusive
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tenant rep national speaker teacher trainer mentor and coach as our guest in studio today greg this is my favorite
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portion of the show because i get to hear people’s stories that’s what fascinates me the most so as far back as you’d like to go we’d like to hear yours
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well that’s a big one 21 years old i’m out of college don’t have a dime to my name didn’t know what
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i wanted to do with my life i get a job that could have sent me anywhere in the u.s sales job and they
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send me to los angeles california i’m living in a hotel for four months
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missing my mom missing my family but also loving la and the good weather
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ended up living on the beach there for four years one day i flew back for a friend’s wedding in toledo where i grew up drove down
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here to columbus and had a gut feel columbus was going to grow i left a job with a company car and
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expense account and a decent salary and came back to straight commission to get in the commercial real estate business
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i set a very high goal i said i’ll give it two years if not i’ll move back and i was living on the beach and everybody said you’re
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nuts you’re effing nuts why would you leave the beach and move back to ohio some people didn’t know where columbus
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was at the time now this is quite some time ago but still uh so i set this high goal and uh fortunately i hit that high
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goal and nine years later i did the biggest deal in the state and i left the biggest company in the country and went
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out on my own and started my own exclusive tenant rep business the only one in town that that does that and the same thing happened everybody said i was
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nuts i was stupid i was committing suicide business-wise by leaving the biggest company in the country and going
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out on my own worked out in my basement for two years uh and literally my business doubled
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overnight and i wasn’t giving 50 cents of every dollar to my old company that’s right and i could use that to invest in
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investment property and i started buying properties across the country and partnership and literally every dream i
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had as a kid every goal i set uh came true so i started speaking and teaching
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about it and teaching others how to get a foundation for a lifelong success i designed two courses for continuing ed
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for realtors and it went so good in ohio i took it nationwide and that’s really what i’m most passionate about in life
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now is listening to other people’s stories seeing where they’re stuck and and helping them really get to the next
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level whether it’s helping a company improve their bottom line with their real estate facilities helping a company
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or an individual buy investment properties and and and really connecting them with other successful people around
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the country and all the trusted advisors they need like a real estate attorney an accountant bank financing contractors
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architects whoever they need in the process that they don’t uh already have so it’s been a it’s been a
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great journey and uh really i can’t wait for the next part that’s
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what do you think i i see this common thread of that risk reward that we talked about in the first segment where
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you take that risk and you get the payoff what do you think is behind
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your i’m going to say willingness but your drive to take on something that you know has risk in exchange for that reward
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because not everybody’s wired that way what do you think is behind that wiring of why you’ve done that multiple times
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in your career well that’s a really good question and i’m definitely i was brought up in a
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very conservative family my mom’s father had died when she was young my uh my mom and dad got divorced when i
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was young so all was drilled in my head was save save save don’t spend clip clip
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coupons don’t take risks so the fact that i did get into one of the most riskiest business most of my assignments
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are eight months to a year so imagine going eight months to a year without a paycheck right and go starting a
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straight commission position it’s it’s it’s really tough it’s it’s really seeing the potential probably moving to
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los angeles out of college was the best thing that ever happened because it exposed me to people
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that made incredible amounts of money in all different walks of life computers were just getting started and i had
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friends in computer sales that were making five times what i was making in my sales job i’m like wait a minute they
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put their pants on the same way i do right and then i met stockbrokers and bond traders and people that were making
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a million dollars a year in their 20s and i said something’s wrong with this picture here
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and i’m making 20 some thousand dollars a year thinking i’m doing great right and they’re making that in a week
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you know and i’m like hello hello so i had one friend out of the blue said i think you’d be good in this industry in
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this business and i said what is it i didn’t even know what it was but what i saw was there was no limits put on you
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you were going to get out of life and out of the business what you put into it and i believed in myself
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i said i knew i had a good work ethic i grew up as a golf caddy and i got exposed to wealthy people through that
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and you know heard their stories yeah what they’re doing i’m like hey they’re out here on a wednesday afternoon golfing they must be doing pretty good
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right you know on here so it’s i think it’s getting exposed to it and i think people
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today if you’ve heard the average person doesn’t have 500 dollars to their name for an emergency
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so in my opinion we don’t need the government handouts what what we need is the education and the inspiration and
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exposing them to the opportunities and once you’ve been exposed to people and
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listen to their stories about how they got started like dave b and coney who came from totally nothing
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southeast ohio poor country you know poor city i mean in in you know poor area of claw of ohio yeah and see what
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he did with his life you know one of the most successful people ever from central ohio uh anybody can do it if they want it bad
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enough so i guess i wanted it bad enough you know i had that burning desire to succeed
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and i listened and studied every great motivational trainer sales trainer excuse me i took dale carnegie right out
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of college was basically my sales training and human relations skills that probably helped me more than any course
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that i took at ohio state and just put that sense into me yeah uh that
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if you give people what they want you’re going to get what you want out of life don’t make it about you
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make it about them the client mm-hmm yeah yeah the exposure to social media
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it’s everywhere and it’s great at capturing like the 12th inch of success
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but not the millimeters of progress study connections exposure of
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along the way setbacks are part of that learning curve of what didn’t go right so that you can learn how to do it right
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um social media is really good about capturing that picture where they’ve arrived right but then if you get behind
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you get to the story right you get behind that success which it is you find this common element of
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they weren’t handed it it was a combination of experiences decisions hard work studying and learning
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what would you say is one of the attributes you look for for someone that you know has potential but they don’t
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know it yet themselves when you’re coaching well i did a podcast last year on that
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subject so it’s a great one and the title of it was if you try to earn before you learn you get burned
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most people don’t have the foundation and they’re not willing to put forth the work and effort into studying right
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which in my case i tell people people get in my business it’s 18 months to two years look at like you’re going back to
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get your master’s you’re going to starve for two years and after that you’re going to build a foundation that’s going
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to lead you to lifelong success so it’s getting number one that work ethic and realize
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it’s not going to come easy it is like you pointed out a lot of little baby steps having an attitude of gratitude
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because you need to surround yourself by other good uplifting motivated
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hard-working smart people that are going to challenge you not be yes people but
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give you grief if you’re not stepping up just like a personal trainer is going to push you to lift yes your personal best
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you want the same thing that’s telling you look you got to step up your game and work harder and study more
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and again really really give it your best for for that and and you’re right not everybody is willing to do that
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excellent well this was this segment is always my favorite well join us back we’re up against another break join us
18:59
back where we’ll learn more details about how greg helps businesses and people join us back after the break
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now once again here’s john welcome back to the heroic experience we’re grateful to be sponsored by kauffman media
20:29
digital signage solutions and far more check out their website kaufmannmedia.com that’s spelled c-o-f-f-m-a-n-media.com
20:38
grateful have greg shank exclusive tenant rep national speaker teacher trainer mentor and coach as our guest
20:44
the second segment always is just packed full of great ideas life concepts and
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principles this is the segment though greg where we really get to dive into the differentiators there’s commercial
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real estate advisors consultants experts across the country everywhere
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what would you say is are some of the differentiators that you have heard from your clients and you
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know you possess that make a difference in what you do well the biggest thing is we do exclusive
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tenant representation we don’t do listings so we give companies an unprejudiced view of the market
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and it gets back to the seek first to understand then be understood we’re there to be a consultant advisor first
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and a resultant second so i’m the only one that exclusively does that in central ohio and i banded
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together with other experts around the world i’ve got about 83 companies in the us 83 us markets and about 120 around
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the world so if i have a client here and they want to open up an office in tulsa oklahoma or tucson arizona or boise
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idaho i have an expert that knows that market the way i know central ohio yeah
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so what i did when i left the biggest company in the country to really get the the word out is i study the market about
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three hours a day wow so i am able to use that in my speaking and
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teaching to educate people not sell them anything every other broker out there is
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trying to sell their listing here’s the bells and whistles they’re saying our company’s the biggest which there are a lot of big ones out there
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i’m not a big company but bigger isn’t better better is better and we’re giving such a higher level of service by our
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market knowledge by as i told you earlier keeping our finger on the pulse of what’s going on in the market and
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having the contacts that they need to make the process go smoothly because every company or every person
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needs these trusted advisors yes to help their life go easier the analogy i use john is you wouldn’t go to court without
22:45
an attorney you wouldn’t do your taxes without a cpa why go into the second most largest
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business expense your company is going to have without an expert that’s strictly and solely
22:56
representing you and your interest yeah i know it’s it’s interesting how
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that it’s not often seen in real estate as a conflict potential conflict of interest
23:08
to have someone that’s also winning on both sides they benefit from
23:14
both sides of things would you have an attorney represent both sides in a court case of course not so most listing agents
23:20
that try to do tenant rep their company may have three of the ten buildings you go look at which is a
23:26
total conflict of interest we took that out and the law changed in 1989
23:32
before that it was let the buyer beware in the state of ohio enacted the agency disclosure dog to let each tenant know
23:38
who represents whom in a transaction when that law changed i moved all my
23:44
business over to exclusive tenant rep and then i banded together with these other experts around the country so we
23:49
could have a seamless way to help companies no matter where they wanted to be
23:54
with that so everybody’s probably heard of a buyer’s broker on the residential side right but they may not know
24:02
or have been educated yet about a tenant rep on the commercial side and that does make a difference it does make a
24:07
difference what is a best way that people can contact you to learn more about what you do what you
24:13
have to offer um shankcompany.com company dot com
24:20
is our website shank training gives some of our podcasts webinars things like
24:25
that some examples of of what we’ve done they can google me they can find me on
24:30
linkedin greg shank on their or our phone number is
24:37
614-496-2715 that’s 614-496-2715
24:42
and we can certainly introduce you to people if you’re looking for things in other markets as well and we stay in and part
24:49
of the process the entire way where the buck stops with us basically where do you think your love for
24:55
learning came from is that something you acquired or is that something you’ve always had i probably got to thank my mom she was a
25:01
teacher ah okay and she got me reading at a very young age so i’ve had a lifelong
25:08
love of reading i’m a voracious reader as i said i probably studied the market three hours a day so i’m reading um
25:15
every tidbit every magazine article uh i get i get emails literally from all over
25:20
that i’m reading market information trends what’s going on um with with that so um
25:28
i did i got that very early in in life and then i studied really the top 10 or
25:33
12 sales traders motivational speakers human relations thing everything to
25:39
become better you know because i think it’s like shaving if you don’t do it every day you’re going to be a bum after uh a
25:45
while not not beard intended john but um i do have to shave here i do think
25:52
it’s really important to keep mentally stimulated and so for me
25:58
learning about the market so we talked earlier for example of how much it cost to build out space now yes and it can
26:03
sometimes be double what it used to be because lumbers lumbers up steals up cements up labor’s up it’s hard to even
26:10
get these you know parts you can get them yeah if you can get them so there’s so much more complexity than there was
26:17
two years ago so somebody that might have signed a lease three or five years ago the market is totally different the warehouse market right now is as hot as
26:24
it’s ever been yeah and if you’re looking for a warehouse or manufacturing space and i have a new manufacturing
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client right now it’s a challenge oh yeah and it’s in hot markets where the flow of goods uh are
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only going to get stronger um it’s that much more challenging on top of all those it
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really is not but if you’re an office tenant with more companies looking at partial work from home or hybrid
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there’s going to be more opportunities especially in downtown areas yes okay so
26:54
that’s the thing we keep our finger on the pulse and study we’re start you know the trends from different markets different product
27:00
types to say what’s going on and how can we best help our clients with that interest rates are changing
27:07
so what does that mean if you own a building maybe you look at refinancing if you haven’t refinanced if you’re going to buy an investment property
27:13
what’s the rate’s going to be nobody’s got a crystal ball mine’s a little you know fuzzy of what of what’s going to go
27:19
on but the sooner you have a strategic plan together the more time and money you’re going to
27:24
save the problem is most companies come to me with almost a fire approach of oh my god my lease is coming up
27:30
and we got a notice from my landlord and i’ve got a 200 percent holdover penalty if i don’t make an answer soon
27:37
so i like to start early 12 to 18 months early yeah and you can renew your lease at any time during the process but the
27:44
earlier you start the more time and money that you’ll save of course of course and the landlords are they’ll
27:50
honor that incentivization because if you’re going to take that kind of initiative that far ahead of when it’s
27:55
up to renew it just makes it better for them too it’s a win-win yeah it’s no different than refinancing in you know your home so we call it restructuring
28:03
existing whether it’s downsizing whether it’s expanding uh or or whether it’s relocating to a different space that’s
28:09
gonna fit your new needs better with uh hybrid you know work solutions that a
28:14
lot of companies are going to yeah so you’ve got a young person time has flown it always does in these
28:19
shows because i love the conversations you’ve got a young person they what would be the one thing that you
28:26
would say start here this is your next best step if you’re a self-motivated hard worker start here on in any career
28:34
where would you tell them to start shadowing people that you admire go spend an afternoon or go have lunch
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and pick their brain see what they’re doing great that other people aren’t
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okay so when i got in the business i went and talked to different people in different product types
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uh on on there and i trusted my gut i’m a big believer in trust in your gut
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but you also do the work and you study and you learn so it’s not like you’re going on a whim and there’s a lot behind
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that gut with it without it without a doubt yeah well greg thank you so much for being our guest that heroic
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experience is here to elevate businesses of all sizes small and medium companies especially business owners executives
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business leaders established entrepreneurs we want to help elevate your business to heroic success and one
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way that when we do that is to have guests like graham that will share stories and principles that you can use
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apply them today join us back on the next show this has been the heroic experience to
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learn how your business can be profitable and heroic visit accrev.com
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for access to free weekly content subscribe to the accelerated revenue youtube channel and follow john d hanson
29:47
on linkedin to listen to archived shows find them on the accelerated revenue
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website under the resources tab accrev.com [Music]
