Dedication and Drive: Top Producer Scott Mertz
Scott Mertz is the president of NAI Mertz, a top brokerage with deep expertise across the full spectrum of commercial real estate (CRE) offerings and a client list that includes Fortune 500 companies.
Over the course of more than 20 years, Scott has completed more than 900 transactions, amounting to over USD 500 million. In 2014, he was recognized as NAI’s Top Producer, across the entire NAI global network of over 6 700 real estate professionals.
Scott specializes in industrial and flex properties and has been a member of the Society of Industrial and Office Realtors (SIOR) since 2005. He also serves as a member of NAI Global’s Industrial Council.
Knowledge is power
Scott’s top tip for gaining the trust of prospective clients and closing deals is to know your market and know the particulars of all the deals that are happening in your area. He says: “Speaking with confidence off the top of your head tends to gain the confidence of the prospect and that leads to business.”
Q&A
Q. What’s the best thing about being part of the NAI community?
The chance to build real, long-term relationships that lead to repeat business.
Q. What does a typical workday look like for you?
I like to start early, catch up on messages and then hit the gym. After that I’m out on the road, knocking on doors, making calls, and meeting up with clients. I’m usually only “in office” later in the day or in the evening.
Q. What’s one thing you love about your specific role?
Honestly, it’s the art of the deal. Both the competitive nature of it and the need to always be learning and refining your approach. I find it very energizing!
Q. What CRE trend are you keeping an eye on?
As an industrial broker, one of the things that’s interesting for me right now is the fact that inventory is very thin, with high demand. And there are institutional players scooping up the remaining big box industrial facilities.
I also pay a lot of attention to monitoring and anticipating the impacts of inflation, logistics costs, and global events, especially in terms of how these factors impact tenants that are part of the supply chain. There are a lot of variables in play that could positively or negatively affect business and how much space is available.
Q. What is your favorite hobby or way of winding down on the weekend?
I honestly love just spending time relaxing in the tranquility of my backyard. Other than that, spending time at sea with family and friends, engaged in spirited conversation or listening to music.
Q. What would be your top broker tip or words of advice for people starting out?
Success isn’t realized by being lucky and it doesn’t come without sacrifice – it’s the result of being highly disciplined about pursuing your goals and objectives. So, you need to define your goals, write them down, measure your progress towards them, and then work hard and adjust as necessary.