Some professional insights, for anyone and everyone

By Marcy Gross, President, Sheldon Gross Realty

When I began working for Sheldon Gross Realty back in 1988, being a woman in the commercial real estate field made me something of an outlier. But that was almost four decades ago. In 2025, there’s far more diversity in our industry. Which means that lots more people – women and men alike – may feel like outliers because of their appearance, beliefs, lifestyle, or whatever else.

With this in mind, and given that I’ve learned a few things over time, I’m happy to share some insights with anyone who’s interested.

Network, network, network

If I were to give only one recommendation, it would be to network. As often as possible, with as many people as possible. It’s natural to gravitate toward familiar colleagues, but real growth – personal and professional – happens when you interact beyond your regular connections. Through the years, I’ve met wonderful people who began as strangers and are now valued business contacts and close friends. Many of my best leads for leasing, sales, and property management developed through unexpected conversations. The thing is, networking doesn’t always mean attending formal events – it can also be introducing yourself at a community gathering or chatting with someone at a project site. Think of it this way – each person you meet knows at least one thing you don’t, and their perspective can open doors you didn’t even know existed.

Be eager to listen

Listening is one of the most underrated skills in commercial real estate, or any other business. Tenants, clients, and contractors often share insights that go well beyond the issue immediately at hand. For example, a tenant’s comment about parking might reveal a larger site concern. A contractor’s simple suggestion could save considerable time and money. People feel valued when they know you’re listening closely and, in turn, that builds trust. In addition, listening has been an effective way for me to steadily expand my understanding of our complex industry.

Respond without delay

Being prompt may seem like a small thing, but it sets you apart. Whether replying to a tenant’s email, updating a client, or answering a colleague, a timely response signals respect. People want to feel heard and reassured. Even if you don’t yet have a specific answer, simply acknowledging the request shows commitment. I’ve seen quite a few relationships weaken when communication lags, just as I’ve seen many loyal, lasting relationships founded on reliability and consistency. In a business that depends on trust, responsiveness is a powerful differentiator.

Speak your mind

Saying what needs to be said can be difficult, particularly at the beginning of your career. It requires courage and – to avoid seeming confrontational or critical – a good bit of tact. I can recall many meetings where voicing a concern helped in avoiding expensive mistakes. Ideally, speaking up means offering your perspective honestly and constructively, even if it isn’t the conventional wisdom. The more you speak up, the easier it becomes, and your authenticity will earn you respect.

In our industry, success is rarely about a single, spectacular moment. Instead, it nearly always is the result of many small actions: building connections, listening carefully, responding promptly, and speaking the truth. Applied with consistency, these practices can define your career and shape the professional who you become.

Marcy Gross is president of Sheldon Gross Realty.