Nigel Crayton, Greysteel
Director
Years with company/firm: 2 years
Years in the field: 4 years
Years in the real estate industry: 6 years
Real estate organizations/affiliations: GBPN, AAREP, ULI
What is your greatest professional accomplishment?
Co-creating Greysteel Black Professional Network (GBPN). GBPN was started as an internal network focused on recruiting, retaining, and mentoring African Americans interested in commercial real estate. Since our launch, we have had a 200% increase in the number of applicants and brokers within the firm. As we continue to build within, we hope to soon use our model to expand into the industry as a whole.
What is your most notable project, deal, or transaction?
Eighty-Two Hundred Apartments. Notable in the sense that this property is within walking distance from my childhood home. Full circle as I have walked past this building many times in my life as a kid... Now I am part of the team selling it as an adult.
How do you contribute to your company and/or the industry?
Championing diversity throughout the industry both internally & externally. Currently, in CRE only 3% of the professionals are minorities. By being a voice within the industry, I am contributing to the progression of our industry’s racial equality as a whole.
What impact has social media/networking had on your career?
Social media/networking has had a tremendous impact on my career. Brokerage is a contact sport, meaning the more contact you make the higher chance you give yourself to make a play. Both social media (mainly LinkedIn) & in-person networking have made contacting clients that much easier. Using both as a medium to connect, has helped me develop relationships with clients & professionals in my field.
Who or what has been the strongest influence in your career?
Ari Firoozabadi. Hands down Ari is the smartest real estate mind I’ve ever been around. Working with him directly has had a tremendous influence on my skillset, work ethic, & overall business acumen.
Tell us how and when you began your career in the profession you are in, about your current position and why you choose the field/profession you are in today?
Having a super competitive spirit, I wanted to go into an industry where your successes are a direct correlation to your work. With this mindset, something in sales (preferably 100% commission) seemed like the path for me.
I chose multifamily because I knew that product needs would be around forever. I didn’t want to build my business on a niche product type that could quickly go extent and/or be replaced by AI.
In my day-to-day, I co-lead our Mid-Atlantic practice out of our DC office. My main responsibilities on the team include originating new clients, servicing existing relationships, deal term negotiation, and mentoring younger agents on the platform.
What unique qualities and or personality do you feel make you most successful in your profession?
I am very solutions-oriented. Alluding again to my competitive spirit, I do not like to lose. Not providing my clients with solutions is a loss. I think what makes me unique in this profession is that I will go that extra mile to provide a solution. Even if that solution does not benefit me or my business, I pride myself on always providing an actionable next step.
What challenges and or obstacles do you feel you need to overcome to become as successful as you are today?
The biggest challenge/obstacle coming into the industry for me was my lack of exposure to it. Most of my industry colleagues have had a family member (mom/dad, distant cousin) who was in the commercial real estate space. Being newly introduced to this investment world in my early 20s did not afford me the equal start as my peers. While not impossible to move from the last position to the pole position, to get where I am today took a lot of trial & tribulation that most were able to learn at a younger stage.
What was the most defining moment for you?
Being named one of the co-leaders of our team. While I am not in the business for the recognition, it always feels good to be recognized, especially by your teammates & peers.
Who do you feel was most influential in your life when choosing this profession?
My Mom. My mom was overly supportive of my decision to get into the industry. The most conventional route post-graduation is a 9-5, where you grow in your career and have a steady salary. My mom was my biggest influence in the fact that she was understanding that’s not what I wanted and was extremely supportive when deciding to forget guaranteed money to get into a 100% commission-based position. Her influence came in her support. If she was not on board, I’m not sure if I would have ever entered this career.
What is the funniest, most unique situation you have faced/conquered during your career?
Or in your life?
Growing up in the area you now work in, you typically encounter many unique situations (old teachers, coaches, friends’ parents, etc.). Recently we were competing on a portfolio listing and I was made aware that the lead broker on the competing team was from my childhood neighborhood. Competing vs. someone who has watched you since you were a little kid is a pretty unique dynamic shift.
What outside activities do you enjoy during your free time?
Cooking, Hiking, Spending time with my family and dog (Yogi), playing basketball, and/or traveling.
What inspiring word of advice would you give to a young executive graduating from college today?
Go to the office. The amount of knowledge you will learn from your colleagues, management, & leadership is immeasurable especially in your first couple of years being a professional. Do you want that salary raise and promotion? It will be much easier to negotiate when the managing partner sees you day in/day out vs. your peer who is behind the screen.