Before delving into a plan of action, Lackey said it was crucial to get a sense of the Atlanta office's image from the top brokers and developers in the city. When the company conducted focus groups, participants didn't mince words. Commercial real estate has changed with the times and clients expect, need and demand more. The days of showing space and just providing information are gone. Clients expect advice.
Brokers show space.
Advisors provide wisdom. Lackey believes the office can serve clients better with a setup that's different from its peers, but akin to another profession. They set up around practice groups. It also has an institutional-services group, with seven directors. These groups are business developers for the advisors.