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C&W's Paul Glickman

'Change creates opportunity.'

By Casey Freeman | Updated on May 19, 2008

Reading any of the daily newspapers’ headlines can suck the joy right out of almost anybody’s weekend. This isn’t a time to hide underneath the covers, but to take the bear market by the teeth and make business happen. Half of our readers polled think this market is business as usual. Another 28% say they prosper during down periods, while 22% despise dry spells. Paul N. Glickman, vice chairman of Cushman & Wakefield, spoke to us about the industry’s morale, business and the new opportunities arising.

“We’ve been as busy as we’ve ever been. I think this creates opportunity. Change creates opportunity. I enjoy that. That’s what’s fun about this business. There are new clients to be had there are new creative ways to structure transactions, and that’s opportunity. I don’t view it as ‘morale is down.’

“I think it’s business as usual, for better or worse. I think you have to work a little bit harder and a little bit longer in these types of marketplaces, particularly on the agency side of the business. When you have a supply-constrained marketplace and rents are rising and there are more tenants, there’s more demand than there is supply and there are more tenants than there are spaces. It’s basic fundamentals.

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