richardson: Will Technology Replace Tenant Rep Brokers? - 08/29/12 02:34 AM
That's the basic question being asked in a Wall Street Journal article yesterday. It's an interesting idea and one that has been asked many times before. In fact, the question has been asked for virtually every industry in the last 200 years. 
I am a tenant rep in the Dallas area focused on Plano, Frisco, Richardson, Addison, and Far North Dallas. So it's important that you know that up front - full disclosure. I am a little biased.
Technology usually works best when applied to a series of repetitive tasks or the collection of data. It's great at increasing the speed at … (2 comments)

richardson: Knowledge is POWER! - 08/15/12 01:01 AM
The more imbalanced the knowledge in a negotiation, the more the side with greater knowledge can take advantage of the other side.
So many times in life we try to do something ourselves because we're too cheap to pay an expert. That's why the floor tile is crooked in my bathroom and the faucet at the kitchen sink is loose. Sure I can do it, but can I do it well and without a lot of education and practice.
It's the same in business. What am I doing myself that I should be paying someone else to do? Website? Marketing? … (0 comments)

richardson: Specialist or Generalist? What is Your Agent? - 08/13/12 06:24 AM
Several years ago I was talking to a friend in Austin and mentioned that I had sold my house in Dallas as a For Sale By Owner (FSBO).  He was surprised that it was possible to buy or sell a house without a residential real estate agent.  I was shocked that he didn't know he could trade real estate without a broker - however ill-advised that might be.
Brokers can only negotiate the sale or purchase of a house, right?  Aren't they all the same since they have access to the MLS?  Even though I've been in the commercial real estate … (1 comments)

richardson: ignite partnership - Advertising & Marketing Experts - 07/19/12 01:26 AM
This video shows one of my clients in Richardson, a suburb of Dallas, talking about his advertising/marketing agency and the work REATA did for his company. The text of the video is shown below if you prefer to read it.
I’m Mike Covert, President of ignite partnership. We’re a 4 ½-year-old marketing and advertising agency. We have 25 people, a little boutique shop, about ten active clients right now working in a wide variety of industries from telecom to CPG to professional services.
We really do different things for different clients. When our clients come to us, they're looking for … (0 comments)

richardson: Confessions of a Recovering Landlord - My UVP - 04/26/12 02:06 AM
The name of my blog has changed. It used to be called The REATA BizBlog because that name combined the name of my company with the fact that it's a blog about business. Makes sense. 
But then I was at a networking function a few months ago and I opened my introduction with "Hi my name is Bob and I'm a recovering landlord" clearly spoofing Alcoholics Anonymous. There was no intent to make fun of AA, of course. But it seemed to really spark a reaction in people. They seemed to chuckle and then pay more attention to what I said … (0 comments)

richardson: Direct Mail - Contrarian Marketing? - 02/07/12 02:23 AM
I am somewhat of contrarian. If everyone agrees on something, I'm usually the one to take the opposing view.
If I'm talking to my politically right-wing family, for example, I tend to bait them with the obvious benefits of universal health care, legalization of drugs and illegal immigration. If I'm with a bunch of left-wingers, on the other hand, I've been known to advocate the death penalty, abolition of the entitlement programs which keep the poor in their place, and deregulation of business.
It's healthy to have an opposing thought occasionally just to make sure you aren't falling into the trap … (4 comments)

richardson: Marketing 101 - Know Thy Ideal Referred Client - 01/05/12 01:47 PM
Most of my business comes from referrals. From past clients. From members of networking groups of which I'm a member. Occasionally, from other real estate agents - both commercial and residential.
Referrals are great. I rarely have to compete with other brokers for the business because the prospect already knows I'm qualified, competent and trusted. So I'm clearly a great fit for them.
But are they a great fit for me? Watson, we have a problem....maybe.
As a Corporate Real Estate Advisor or tenant representative, I represent companies which lease commercial space for their company use. My ideal client is a … (5 comments)

richardson: What Causes Sales? - 12/02/11 03:22 AM
Yesterday, I attended a sales seminar put on by Chuck Bauer (www.chuckbauer.com).  Chuck is a nationally recognized sales trainer and coach who has worked with some of the largest financial institutions in the country. 
He asked the question, "What Causes Sales?" The audience threw out lots of suggestions, but no one got the answer he wanted. 
Qualified Appointments! 
That's what causes sales. Notice he didn't say "Appointments." He didn't say, "walking into an office to drop off a brochure for someone I think should be interested." He didn't say, "leaving messages." 
He said, "Qualified Appointments."
As you know, I am a … (0 comments)

richardson: Voice Broadcasting - Is This a Good Idea? - 09/28/11 04:16 AM

Just a couple of months ago I told my wife that it would be great if a service were available which called a group of people and left them a voice message. If someone actually answered the phone, the call would hang up. This way you could leave a message to clients or prospects in bulk without having to actually call each one.

Well I just got an email this morning from Jim Gillespie who is a commercial real estate coach in which I found out that is now actually available. It called Voice Broadcasting. This could be a … (2 comments)

richardson: Plan for the Unexpected - Tour Horror Story - 07/08/11 11:29 AM
One of my corporate clients is growing quickly and plans to expand the office space they lease by about double. I had scheduled to show a sublease space in Richardson to him earlier this week. He had to cancel due to a client meeting of his own, but I told the agent listing the space that I'd still like to preview the space and take pictures to send to my client. He agreed and we met at the space which was not occupied.
As the agent and I were walking to the space in the office building, I was telling a … (5 comments)

richardson: Top Tips for Negotiating Commercial Leases - #12 Get a New Base Year on Renewal - 04/11/11 10:57 AM
Many companies renew their leases without engaging a professional tenant rep. Their logic is usually something like, "I know my landlord and trust him. We have been in the building for years so I don't see any reason to get a tenant rep involved and potentially get in the way of that good relationship. Besides, maybe the landlord will give me a better rental rate if he doesn't have to pay a commission."
That sounds logical, but in 27 years in the business I have never seen that actually work out to the tenant's advantage. Even in situations where the landlord … (0 comments)

richardson: The Office Market will Turn Around - Now What? - 03/30/11 02:03 PM
I have been in the commercial real estate business for 27 years so I have seen a few cycles. One thing is certain, whatever things look like today, they will look totally different in a little while. So while landlords have been suffering in this economy, it has been great for tenants who are enjoying lower rental rates and free rent.
While no one knows exactly when things will change, there is general agreement that the tide will turn back to the landlord's favor within the 18 months. So what should a tenant do now? Well, if you are in a … (2 comments)

richardson: Top Tips for Negotiating Commercial Leases - #5 Create a Bidding War - 02/07/11 10:44 AM
Scarcity is the basic economic problem that arises when someone has unlimited wants but limited resources. And guess what? Tenants are the resource that landlords want the most. I don't care if you are in Dallas, Plano, Frisco, Richardson or Tokyo. Landlords are the same. Tenants create value in their buildings.
So it's important to create a bidding war for your business. This requires that you have several lease alternatives (real or perceived) and that all landlords know that other options exist. Get proposals from each. Talk to them about certain features of other proposals you have been able to get. Even … (2 comments)

richardson: Top Tips for Negotiating Commercial Leases - #3 Never Exercise Your Renewal Option - 01/27/11 09:37 AM
This may sound crazy, but exercising a renewal option is almost always a bad idea. The reason is that doing so may immediately obligate you to lease the space before you even know the rental rate. Exercising the option may trigger a series of events one of which is determining the rental rate, but you may be committed already. Not all renewal options work this way, but many do.
So what to do? The main thing is to start looking for options at least 3 months prior to the date by which your renewal option must be exercised (that's date is … (0 comments)

richardson: Videos, business tips, inspirational quotes...another issue of The Reata BizLetter. - 01/21/11 03:36 AM
We publish a monthly enewsletter with business tools and tips, videos, inspirational quotes, client profiles, and lots more. We are based in Plano, Texas which is a suburb of Dallas, but the info is applicable to anywhere. We are corporate real estate advisors or tenant reps so our customers are companies which lease office or warehouse space. Most of our work is in Dallas and Collin counties (Plano, Frisco, Richardson, Far North Dallas), but we also have handled transactions 
We'd love to have you subscribe if you like. Just go to my website and click on the orange "Join the Reata … (0 comments)

 
Bob Gibbons (REATA Commercial Realty, Inc.) Rainmaker large

Bob Gibbons

Plano, TX

More about me…

REATA Commercial Realty, Inc.

Address: 2108 Merksem Court, Plano, TX, 75025

Office: (972) 468-1946

Mobile: (972) 984-8580

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Anything and everything related to corporate real estate - a company's use of real estate. This is usually a company's lease or purchase of office, warehouse or retail space.


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