How to reach clients during challenging times

“I speak to brokers and they’re sitting in their offices, and they’re conducting business but never meeting the client face-to-face, never seeing the property they’re selling or financing.

“I think that’s detrimental because when money flows easily, and everyone is in a deal-making frenzy, it’s very easy to get deals done that way, but as soon as there’s a tightening, you need to know what you’re selling.”

He was nonetheless quick to acknowledge the importance of tech in his profession, which he described as a “game changer” for the industry.

“There’s no longer that quiet off-market deal because of the technology,” he said. “It’s definitely improved the flow of information and allowed people to invest and make decisions much, much quicker.”

Specializing in a wide-ranging portfolio that also includes healthcare, hospitality and numerous investment projects, Eastern Union generates around $4 billion annually.