Reports

Power brokers

From Wegmans to the Watergate, top producers provide insight on closing the deal

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Print this page by Paula C. Squires

In many ways, brokers are the rock stars of commercial real estate.  Whether they’re representing a major new tenant or a building’s owner, they’re the ones who negotiate and get the deals done.

That new shopping center on the corner? The office tower downtown? Brokers play a key role in bringing new projects and players to town.

Sometimes, a major lease or sale is years in the making.

The following profiles focus on three brokers from some of Virginia’s major markets. They are top producers for their firms and, in some cases, have won national awards.  Listen in as they talk about the art of the pitch and how homework, creative positioning and persistence paid off.

Hotel brokerage
‘Every deal is different’ for CBRE’s award-winning Doug Henkel.
by Elizabeth Cooper

Representing Uncle Sam
Mett Miller is the frontman for the U.S. General Services Administration. 
by Robert Burke

Ready-made for retail
Connie Nielsen’s persistence pays off with Wegmans and other clients.
by Joan Tupponce


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