What Makes a 42-Year Career?
What makes a real estate veteran of 42 years still call himself a “deal junkie?” It’s not just about the numbers or the listings.
For Paul Adler, it’s about passion. In an industry that often feels purely transactional, Paul believes the true secret to success is an unyielding, almost obsessive love for the work. This passion is what elevates a job into a genuine practice, turning every challenge into an opportunity.
The Doctor and the Dealmaker
Paul sees his role not as a salesperson, but as a lifelong advocate for his clients. He compares it to a doctor’s practice, where trust is built over years, not just during a single visit. When a client says, “You’re my broker,” it’s the highest compliment—a sign that you’ve earned their trust and become an essential part of their team.
This isn’t just about closing a deal; it’s about building a relationship that lasts a lifetime.
Welcome to the Wild West of Commercial Real Estate
Ever wondered why commercial real estate feels so different from residential? Paul calls it the “wild west.” Unlike a house on Zillow with a set price, commercial deals are often shrouded in secrecy and are highly customized.
A “pocket listing” can change in price based on who the buyer is, and a Fortune 50 company might pay a premium for a building that a local business wouldn’t.
This is where an agent’s expertise becomes priceless. They are not just selling a property; they’re navigating an unregulated market to find a hidden opportunity.
From Salesperson to Solutionist
The modern commercial real estate agent is no longer just a dealmaker; they are a consultant. As Paul puts it, you’re selling information first, people second, and real estate third.
A deep understanding of zoning laws, construction, and development isn’t optional, it’s essential for protecting your client from costly mistakes. This knowledge transforms you from a facilitator into an invaluable asset.
The Office Reimagined: More Than Just a Desk
Remember the old office cubicle? It’s a relic of the past. To bring employees back, today’s landlords are upgrading buildings with modern amenities that turn a workplace into a destination.
We’re talking about everything from LED lighting and advanced ventilation to communal areas for meditation or workouts. The new generation of workers wants more than just a desk; they want a green, environmentally conscious, and well-equipped space where they can thrive.
The Magic of In-Person Connection
Paul firmly believes that the “magic” of real estate happens face-to-face. While technology is a vital tool, it can’t replace the spontaneous conversations and quick insights that happen when agents collaborate in person.
That offhand comment about a “pocket listing” or a deep understanding of a client’s preferences often comes from a simple hallway conversation, the kind of spontaneous connection that a video call can never replicate.
Community Hubs: The Future of Urban Planning
What happens to all the old shopping malls? Paul sees them as a blank canvas for the future of urban planning. They already have the infrastructure, roads, parking, and public transit, to become integrated mixed-use communities.
By combining retail, hospitality, and housing, these hubs can create a vibrant, walkable lifestyle that offers the best of both city and suburban living.
A Legacy of Building Better Communities
At Rand Commercial, their motto is “building better communities,” a philosophy that guides every decision.
Paul explained that a commercial deal can create a massive ripple effect, and sometimes, the right decision is to turn down a deal that doesn’t fit the community’s best interest. This commitment to the greater good has earned them the trust of nonprofits, religious organizations, and municipalities alike.
It’s a legacy built on integrity, not just profit.
An Interconnected Vision
Paul’s vision for the tri-state area is rooted in one powerful idea: the commercial and residential markets are two sides of the same coin. A strong, educated residential community is the foundation for commercial success.
This holistic approach to real estate goes beyond simple transactions, aiming to contribute to a better, more vibrant future for everyone who lives, works, and plays in the region.
