CORPORATE TOP PRODUCER: Kevin Goeller

Kevin Goeller is a principal at NAI KLNB in Tysons, VA, and has specialized in representing business park landlords and tenants for over three decades, and is the “go-to guy” for the Dulles Airport region. Today, he works with owners, developers, tenants, and more in putting together tailored deals, especially those where technical or specific needs must be met. He is also certified and a member of industry bodies like the Society of Industrial & Office Realtors (SIOR), Certified Commercial Investment Member (CCIM), and the Greater Washington Commercial Associations of Realtors (GWCAR).

Kevin has been named one of NAI Global’s top producers for 2021, as part of our annual showcase and celebration of brokers handling top business volumes in the group. The Top Producers awards will be presented at the NAI Global Convention in New Orleans, LA which is planned for September 2021. They are also being profiled in a series of Q&As on the blogs, of which this is one (see below).

“Congratulations Kevin. Another accolade to add to your long and illustrious record of work in commercial real estate (CRE),” says NAI Global President & CEO Jay Olshonsky.

Q&A 

Q. What does a typical workday look like for you? 
A. My typical workday for the past year has been getting up at 7:00, reading the WSJ while reviewing emails, and organizing the official start to the day with the first conference calls, zoom calls, and Teams meetings online. Since my buyers, developers, and tenants are worldwide, I have to account for multiple time zones and the day can stretch until 11:00 at night. There seem to be no workday boundaries anymore.

Q. What do you love about your job?
A. The love of the job is what keeps me going, including everything from the art of the deal, the wisdom of years of practice, and understanding all the new technology and business cycles, from infrastructure to the company’s ultimate delivery to customers.

Q. How do you differentiate yourself from your competitors?
A. I believe my differentiation from my competitors is really the same theory I pass on to my fellow brokers: It’s not about the money, it’s about the relationship. The “real return” is the relationship. It’s really a difficult concept for a broker to understand because a broker is generally wired to bring in a deal, base the commission, and settle the transaction.  A way to prove my point is to ask the broker after they settled the transaction, how many times in one year have they re-connected with their client after the sale?  Most likely the answer is always one or none.

Q. What CRE trend or change are you keeping an eye on now?
A. I am following two trends right now, firstly the real 5G, and secondly, ecommerce from all aspects. Both are so unbelievable; they are already upsetting major market disciplines and we don’t even recognize what’s occurring.

Q. Do you have a mentor? If so, how does that person help you in your business?
A. I have had multiple mentors while maturing in the business, and it would require a book to repeat all I have learned

Q. What is your best advice on growing a team?
A. Start today. Don’t just team to team; Strategize what you mean by a team, plan the team on paper, build a business plan for your team, and then go out and find the best fit for your team. Make sure the members are all aligned in the team plan and willing to work as outlined in your plan as a team, daily, weekly, monthly and annually.