Episode Summary

In this episode of Data to Deals, host Geordie Wardman sits down with Robbie McEwan, a Managing Director at JLL with over 16 years of experience in investment sales. Focusing on the Sun Belt markets (Florida, Texas, Southeast), Robbie provides a boots-on-the-ground perspective on how interest rate spikes have bifurcated the office market into "The Haves" (trophy assets) and "The Have Nots" (distressed properties).

Beyond market trends, Robbie dives deep into career development for brokers. He shares crucial advice on how to find a commercial real estate mentor, explaining why taking a pay cut to work with top producers pays massive dividends in the long run. From the power of servant leadership to the importance of "ripping the band-aid off" when deals go south, this episode is packed with actionable advice for brokers at every level.

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Topics list

  • Market Update: Why the post-COVID "flight to quality" is driving rents up while distressed assets go back to the bank.
  • The Mentorship Model: Why learning the business the "right way" from an industry leader is more valuable than a high starting split.
  • Servant Leadership: A look at Robbie’s experience with his mentor, Manny de Zarraga, and why humility wins in CRE.
  • Deal Strategy: How Robbie advised a client to sell early during a rate hike, saving them an estimated $7–10 million in value.
  • Integrity in Sales: Why total transparency with clients—even when it hurts—is the only way to build a lasting career.

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