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The latest episode of The Digital Transformist
Become a “Connected Connector”: Give More Than You Ask

Ep 

39

What if the person negotiating on your behalf isn’t actually on your side? Bill Himmelstein, CEO and founder of Tenant Advisory Group, pulls back the curtain on commercial real estate and explains why going without tenant representation can cost you far more than you realize. In this episode, Bill reveals: • Why some of the biggest landlords would rather you skip the broker • Why your attorney may not be able to protect you from overpaying • Why only about 20% of available properties ever make it to online searches • The costly mistakes tenants make when negotiating leases • And the networking philosophy that helped Bill build his business without relying on cold calls His secret? Becoming a “connected connector” — someone who creates opportunities for others instead of constantly asking for them. Bill has spent 17 years representing commercial real estate tenants across Chicago and nationwide. His approach to relationships, business development, and networking offers lessons that go well beyond real estate. If you sell a service, negotiate major deals, or want to build a network that actually creates opportunities, this conversation is worth a listen. Chapters: 00:00 - Intro 01:52 - What Tenant Advisory Group Does 03:54 - Red Flags When Negotiating Leases 05:57 - The Friend Landlord Myth 08:23 - Hidden Market vs Public Listings 12:01 - The Connected Connector Philosophy 13:40 - Givers Gain and BNI Origins 16:54 - Three Rules for Networking Partners 22:11 - Building Trust Through Generosity 27:30 - Managing Your Network Strategically 32:45 - The ROI of Being a Connector Get Mike's book "Superpowered" on Amazon: https://www.amazon.com/dp/B0F1Y2M3X4 Caxy Interactive -- Showing organizations how to play offense with technology. https://www.caxy.com | [email protected]

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Jocelyne Morin-Nurse: Mastering Recruitment and Diversity

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Discover the secrets to building a thriving team with insights from Jocelyne Morin-Nurse, a seasoned leader and entrepreneur. Learn how aligning your internal culture with your external branding can transform your recruitment and retention strategies. Jocelyne shares her expertise in leadership training and employee empowerment, offering practical advice on maintaining consistency between advertised values and actual workplace practices. This episode unpacks the challenges of turnover and the critical importance of matching candidates to the right organizational culture for long-term success. Explore the nuances of setting achievable stretch goals and defining unique organizational values to stand out from the competition. Jocelyne emphasizes the necessity of fostering a culture where open and honest conflict is encouraged, allowing teams to bridge performance gaps and innovate effectively. We delve into practical strategies for leaders to create an environment of trust and support, ensuring that team members feel valued and are motivated to share their ideas and perspectives. In the final chapters, we shift our focus to effective recruiting strategies, particularly for enhancing diversity within teams. Learn why re-evaluating organizational needs when team members leave can improve your hiring process and how prioritizing skills and cultural fit over mere experience can lead to better outcomes. Jocelyne also shares her thoughts on the pros and cons of using personality tests in hiring and their potential benefits post-hire for team dynamics. This episode is packed with actionable insights for anyone looking to build and maintain successful, dynamic teams. (00:00) Building Successful Teams Through Culture Alignment (08:42) Embracing Healthy Conflict for Growth (18:26) Improving Recruiting Strategies for Diversity (23:02) Effective Hiring Strategies and Personality Tests (29:45) Authentic Leadership Responsibility and Authenticity

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