Member Spotlight: March 2015

Each month, ICBR honors one of its members in a special Member Spotlight. This month, we recognize Alfred Stovall, Jr.  Alfred is a broker with Bradley Company in Fort Wayne.

ICBR: Why are you an ICBR member? What do you look to gain out of your membership?

Stovall: I’m a member because ICBR is the preeminent trade organization for Indiana commercial brokers.  The reciprocal NAR and IAR memberships are also huge pluses.  As an affiliated member, I look to broaden my peer network and leverage the power of ICREX.

ICBR: Describe a time you used an ICBR member benefit, and how it helped you or your company.

Stovall: When Realtors Property Resource (RPR) offered the webinar for ICBR members last year, I immediately signed up.  Soon after, I sent RPR Best Business Reports out to key clients.  The information contained in the reports helped to demonstrate that, as a firm, we can bring intellectual capital to bear on a particular listing, not just a sign and a hope for success.

ICBR: What designations/awards/recognition have you received?

Stovall: In 2012, I was Associate of the Year for our firm, which I think was mainly a gesture of encouragement for my rookie year in the business.  Other than that, I’ve received no other formal awards or recognition but am thankful for a firm that lends an ear to its brokers’ concerns and is forward-thinking from an office design and procedural standpoint.

ICBR: How did you start your career in commercial real estate/development?

Stovall: I used to work for a correspondent lender.  Although the 5 years that I spent in commercial real estate finance spanned the financial crisis of 2007 and 2008, it was during this time that I developed a love for the industry.  To me, touring the various properties and field underwriting finance requests taught me a lot about the nuances among property types.

ICBR: Do you have any mentors? If so, who? How has he/she inspired you?

Stovall: Yes, I have two mentors—Mike Dahm of Bradley Company and David Norton of BND Commercial.   Mike founded NAI Harding Dahm in 1967 and has a work ethic that inspires yet another generation of brokers.  David works equally as hard but teaches me the “how” of being a  broker—the soft skills that enable you to be open and honest but not indiscreet.

ICBR: What is the most important thing you have learned by working in commercial real estate?

Stovall: The most important thing I’ve learned is that the career of a broker is that of a true sales professional.  If you approach the position with the canned banter, then you’ll be mediocre.  If, on the other hand, you take a consultative approach to selling, you’ll talk less, listen more, and begin to build a meaningful book of business.

ICBR: What is your current professional goal(s)?

Stovall: I plan to secure my CCIM designation by late 2016.  In the meantime, my objective is to further deepen my body of knowledge in what has become somewhat of a specialty for me—namely, corporate service work in the office market.  We finished some great projects in 2014 and have already been referred for additional work for 2015 and 2016.

ICBR: What is your most recent accomplishment?

Stovall: In the fourth quarter of last year, we completed the last of 4 site acquisition assignments for a fast-growing Midwest developer and represented the tenant on a long-term office lease of approximately 70,000 square feet in southwest Fort Wayne.  (I use the pronoun “we,” because, in both cases, I helped another broker with their particular client but still learned immensely.)

ICBR: Do you have any special skills, interests or hobbies?

Stovall: In general, I’m somewhat of a fitness freak and generally leave work around lunchtime to hit the gym or go for a quick run, weather permitting.  Also, I’m a hobbyist writer.  Currently, I’m editing the manuscript of a novel I’ve written and plan to begin a commercial real estate blog later this year.