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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