#290 - Bob Knakal - Head of the NY Private Capital Group @ JLL - The $24B Broker

Bob is Head of the NY Private Capital Group within JLL Capital Markets in New York City. Bob was Chairman and Founding Partner of Massey Knakal Realty Services, New York’s #1 building sales firm. In 2014, Cushman & Wakefield acquired Massey Knakal. At Cushman & Wakefield, Bob served as Chairman of New York Investment Sales. He was ranked the top originating investment sales broker at Cushman & Wakefield, globally, in 2014, 2015 and 2016. Bob joined JLL in September of 2018 as Chairman – NY Investment Sales. Since 2009, Bob has written a regular column on the New York City Real Estate Market called Concrete Thoughts for the Commercial Observer. On this episode, Chris and Bob discuss: ➡️ the techniques Bob has used to do over $24B in business ➡️ stories from over 40 years in the business ➡️ how development projects happen in NYC ➡️ a discussion of the current NYC market We'd appreciate you filling out our audience survey, so we can continuously work on providing relevant content to our listeners.  https://www.thefortpod.com/survey Additional Resources 👉Bob on Twitter 👉LandGlide 👉NY Private Capital Group ➡️ Visit Juniper Square: https://bit.ly/45yiYUq ➡️ Visit Better Pitch: https://bit.ly/42d9L0I ➡️ Fort Capital: https://bit.ly/FortCapital ➡️ Follow Fort Capital on LinkedIn: www.linkedin.com/company/fort-capital/ ➡️ Follow Chris on Twitter: https://bit.ly/3BYIjcH ➡️ Follow Chris on LinkedIn: www.linkedin.com/in/chrispowersjr/ ➡️ Sign Up for our Newsletter: https://newsletter.thefortpod.com/ ➡️ Subscribe to The Fort on YouTube: https://bit.ly/3oynxNX Timestamps (00:03:13) Bob’s upbringing and early career (00:08:36) Does the playbook you used still work in this industry? (00:10:24) Defining Market Presence (00:13:13) How are you known in the brokerage industry? (00:16:35) Why did you choose to only represent sellers? (00:20:00) Role-playing a scenario (00:25:57) Is cold calling still the most effective way to navigate this business? (00:28:06) The value in following up (00:32:20)Bob’s NYC war room of maps (00:41:22) How selling development sites works in NYC (00:50:36) Trading Air Rights (00:55:34) Development and land assemblage processes (00:58:58) Bob’s most memorable deal (01:06:15) Bob’s experience in the GFC and thoughts on today’s market (01:10:45) Thoughts on Office assets (01:17:09) Why did the market start to tip in 2015? (01:24:00) If you had to invest $1B in NYC what would you do? -- The FORT Podcast with Chris Powers is a place where you can find meaningful conversations about entrepreneurship, real estate, investing, and more. Be sure to follow the podcast, so you never miss an episode! The FORT is produced by Johnny Podcasts