8757 Georgia Avenue, Suite 600 Silver Spring, MD 20910 Phone: 301.590.2000 Fax: 301.590.2248 www.gwcar.org

What is the value of a really good broker? How does one measure it? You function in an increasingly sophisticated and competitive environment. Lots of change. Lots more to come. You have adapted. You have grown. In a "survival of the fittest" world, you have not only survived but also prospered.

What must undergird such success? A superior broker must:

1. Be a walking testimonial of the need for a knowledgeable, professional intermediary in a real estate transaction.
2. Manifest the value of expertise. You learn or you lose.
3. Be creative, finding solutions that are invisible to most competitors.
4. Bring together and harmonize disparate interests.
5. Be so credible that a realistic deal orientation can be established and sustained, and expectations can be managed.
6. Earn the trust of the client.
7. Be drenched in pride in one's profession, one's company, one's team, oneself.
8. Have total dedication to what's best for the client, WHATEVER IT TAKES. You're in a service business.
9. Keep going, despite more work, more services, less compensation, later compensation, and more follow-up after the job is nominally done.

The check-list for my "composite" of a super-broker:

• Energy
• Brains
• Knowledge
• Self-discipline
• Interpersonal skills
• The patience of Job
• Creativity
• Determination
• Character (integrity and honor) must be ON THE TOP of the checklist and success and satisfaction will follow!

GWCAR is a regional trade association dedicated to serving commercial real estate interests throughout the District of Columbia, Suburban Maryland and Northern Virginia. GWCAR strives to make the greater Washington area more conducive to business. Comprised of more than 650 commercial brokers and affiliated professionals, GWCAR is a member-driven, customer-focused service organization, which exists to enhance our members' ability to serve the public, ethically, professionally and successfully. GWCAR is affiliated with the National Association of REALTORS^®, a national trade association representing more than a million members involved in all aspects of real estate.