Investment Sales / Brokerage Question? Transition to Production Role?
Hi Lads, I was wondering if anyone has ever worked their way into a production role in investment sales / brokerage? I know this is much more difficult to do on an institutional team since most analysts don't transition into an agent or production role but I currently work in a middle-market to institutional team where I have the opportunity to jump into an agent/production role. I've been an IS analyst for around 2.5 years and my bosses are open to me reaching out to mom and pop groups and institutional funds for our current listings. I have a few questions for anyone that has done this transition or seen someone do this successfully.
1. How have you started to build out your database of contacts? Do you reach out to acquisition groups and funds to see if they would be interested in your team's listings?
2. Have any of you seen success from yourself or others that have made this transition from an analyst/associate role to a full-time production role?
3. How do you differentiate yourself from other brokers in the area? My team is one of the city's top 3 teams so we have good market share but how else can I win more business?
bump
Can’t speak to it too much since I’m not production but I’ve seen a few transitions from analyst to stand alone production and they’ve looked like uphill battles. There’s a lot of attrition. Only heard of a few people who made the connections quick enough to rocket-ship, so it’s not impossible but generally a lot of salesmanship and grit required through first few years to develop a solid book
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