Merri Cross: Finding the ideal career in commercial real estate ...

CREW-St. Louis honored five members at its 7th Annual Networking Awards Luncheon. Award winners shown from left are: Merri Cross, Spirit of CREW; Ann Schmelzle, Member to Member Business; Vicki Dolan, 2011 Legacy; Monica Conners, Member to Member Business; and Valerie Schuete, New Member of the Year.

The St. Louis chapter of Commercial Real Estate Women recently presented its Spirit of CREW award to Merri Cross, director of Columbia, Mo.-based JES Holdings, a company that builds, develops, manages and invests in affordable single- and multi-family housing.

Midwest Real Estate News recently spoke to Cross about her years in the real estate business.

Midwest Real Estate News: How long have you worked in commercial real estate?
Merri Cross: I?ve worked in this business for 12 years. I have a degree in PR and marketing, so looking back I never would have dreamed I would have ended up in commercail real estate. But I was bitten by the bug, and now I can?t imagine any other path for my career.

I started in commercial real estate in 2000 with an architectural firm in St. Louis, but I would say my first real taste of the business came when I went to work with a full-service firm in 2001. There, I was introduced to brokerage, asset management, construction and development. Prior to my life in commercial real estate, I worked in sales and marketing, which I would say laid a good foundation for my career. Now I have come full circle with JES Holdings. It feels like home, and I love the diversity of our services. We are in seven states and growing ? it is heartening to work for a company whose mission is to develop, build, manage and invest in quality housing where our families would live. There continues to be a need for affordable housing, and I am proud to say I work with a group who is answering that need.

MWREN: What do you enjoy about commercial real estate?
Cross: It is always challenging and changing.? Because so much of what we do is relationship-driven, there is an energy within this industry that is difficult to replicate.? It can be the ?thrill of the chase? that gets you going, but ultimately the satisfaction of a completed deal that carries you through the ups and downs of the markets is what I truly enjoy.? The diversity of the professionals involved in CRE also makes it extremely attractive. Commercial real estate is where the analyticals and creatives co-exist, because we all know we need to be a little of both to get the tough deals done.

MWREN: What are some of the bigger challenges involved in the commercial real estate business?
Cross: The obvious challenge is the economy, but being the optimist that I am, I think we are creeping out of this recession and that the lessons the ?survivors? have learned will create a new landscape for commercial real estate.

MWREN: When the business is slow, as it is now, what are some steps that commercial real estate professionals can do to keep their business strong?
Cross: I am a firm believer that business development is everyone?s responsibility, at every level of the organization.? It all comes down to your network and the relationships you build along the way.? Seeking out networking opportunities within our core of commercial real estate organizations, such as CREW, CCIM, ULI, SIOR, BOMA and others, is critical to continuing to build that strong foundation. But you have to look outside of our industry, as well.? You have to find organizations for some of your key clientele types and reinvent your networking strategy.? You must think beyond your normal routine, reach out through social media and mesh some of your personal network with your professional network.

MWREN: What was it like to win the Spirit award?
Cross: Flattered doesn?t even begin to cover how I feel about winning the Spirit award.? I have been a member of CREW St. Louis since 2004, and have had the opportunity to work with St. Louis? finest women leaders in the commercial real estate industry.? Beyond that, CREW St. Louis has given me the opportunity to expand my network through CREW?s national network.? I have attended three national conferences, and this year have the pleasure of representing CREW St. Louis as a national delegate.? The members of CREW are incredibly knowledgeable and savvy in our industry ? I attribute much of my commercial real estate knowledge to my CREW network.? So many members of our chapter are shaping commercial real estate in St. Louis. I am incredibly proud that they chose me for Spirit of CREW this year.

MWREN: What advice would you give to young professionals just entering the commercial real estate business?
Cross: Hang in there. It is always a tough start in this business.? So much of what you learn in our business cannot be taught out of a book or by lecture.? Find a professional commercial real estate organization and get involved. In fact, the more the better.? Attending events and meetings will help you quickly build your network, and you will soon find you have a support system that will help you piece together aspects of a deal quicker than you imagined possible.? That is what I love about CREW ? we literally work to do deals with each other, and it strengthens our industry as a whole.

? Dan Rafter

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Source: http://rejblog.com/2012/03/08/merri-cross-finding-the-ideal-career-in-commercial-real-estate/

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