I don’t look at a deal as a one-time event—I look at it as part of a longer relationship. The goal isn’t just to get something signed, it’s to help my clients make smart decisions that they’ll feel good about a year or two down the line. That approach tends to lead to more thoughtful conversations, better outcomes, and ultimately stronger relationships. Over time, that’s what matters most.

Being a true partner means aligning with my client’s goals and treating every decision as if it were my own. It’s not just about completing a transaction—  it’s about providing honest guidance, sharing real market insight, and helping clients make decisions that position them well long after the deal is done. The goal is to build a relationship where clients know they have someone in their corner who is looking out for their best interests at every step.

One trend clients should be paying close attention to is the steady rise in lease rates across the Richmond industrial market. Over the past few years, we’ve seen consistent upward pressure on pricing, particularly for functional warehouse and flex space. For tenants, that makes early planning critical. Waiting until the last few months of a lease term can limit options and reduce negotiating leverage. Starting the conversation 9–12 months in advance allows time to evaluate renewals, explore relocation opportunities, and ultimately make a more strategic decision.

What I value most is the entrepreneurial atmosphere and the strong culture of collaboration. There’s a real emphasis on mentorship, which has been important in helping me grow, and the team works closely across departments to get deals done efficiently. That combination creates an environment where you’re supported, but also encouraged to take initiative and build your business.