Brandon, Sales Development Associate at Green Street Advisors: Advize Career Interview

From communication major to Sales Development Associate at Green Street Advisors, the path began with a business fraternity sparking interest in sales, leading to a sales internship and a master's degree.

A key responsibility involves identifying prospects through strategic outreach, balancing calling, emailing, and prospecting throughout the day.

Grit, determination, and effective communication are essential skills, especially when handling objections, which is considered the biggest yet most rewarding challenge.

A supportive team environment is what's enjoyed most in the role, while the curiosity of the commercial real estate industry is found to be the most enjoyable aspect of the industry.

Success in this industry requires curiosity and a desire for continuous learning. For someone considering this path, facing adversity head-on is key, remembering each day brings new opportunities.

Entry-level positions like Sales Development Representative (SDR) or Business Development Representative (BDR) are common starting points, and mastering the crucial impact of tone of voice in initial outreach can significantly boost success.

Networking by reaching out to new people in various settings is key to setting up one for career success.

All of this provides a glimpse into a career where curiosity, resilience, and strong communication skills unlock rewarding opportunities.

Advizer Information

Name

Job Title

Company

Undergrad

Grad Programs

Majors

Industries

Job Functions

Traits

Brandon Sechrist

Sales Development Associate

Green Street Advisors

Chapman University

University of Iowa: MBA

Communications

Real Estate

Sales and Client Management

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Career Path Of A Sales Development Associate At Green Street Advisors

Starting as a communication major at Chapman, a business fraternity, Alpha Kappa Psi, sparked an interest in sales, leading to a sales internship at Paycom, and then a Masters in Business abroad. Returning to Southern California, a "pretty close relationship" between Chapman and Green Street and connections with other AK Psi members led to a role as an SDR, combining communication and business.

Career Path Of A Sales Development Associate At Green Street Advisors

Main Responsibilities of a Sales Development Associate at Green Street Advisors

As a Sales Development Associate, main responsibilities fall into three key areas: outreach via calling to identify prospects who are a good fit for Green Street's product, emailing around "50 to 60 emails a day" to generate interest, and strategic prospecting during and after peak business hours to discover potential clients, especially those in real estate development and private equity.

Main Responsibilities of a Sales Development Associate at Green Street Advisors

A Day In The Life Of A Sales Development Representative At Green Street Advisors

A Sales Development Associate at Green Street spends their day balancing three main activities: "calling, emailing, and prospecting," often completing these tasks "twice in a day, maybe three times, depending on the day." This includes checking emails, calling prospects to set up meetings during dedicated "calling hours," and prospecting, often interspersed with lunchtime.

A Day In The Life Of A Sales Development Representative At Green Street Advisors

Most Important Skills for a Sales Development Associate at Green Street Advisors

For a Sales Development Representative role, Brandon emphasizes three key skills: grit, determination, and communication, noting that "you only have about 10 seconds...to really get someone interested"; mastering effective and timely communication, especially when facing objections, is crucial, along with building resilience through experience to develop "grit."

Most Important Skills for a Sales Development Associate at Green Street Advisors

Favorite Parts of Being a Sales Development Associate at Green Street Advisors

Brandon, a Sales Development Associate at Green Street Advisors, enjoys the collaborative and supportive team environment most. They highlighted the camaraderie of "grinding together" and making the challenging work fun through games and friendly competition, especially during calling hours, which fosters a positive and engaging experience.

Favorite Parts of Being a Sales Development Associate at Green Street Advisors

Biggest Challenges For A Sales Development Associate At Green Street Advisors

Brandon from Green Street Advisors identifies handling objections as the biggest challenge as a Sales Development Representative because it is a daily occurrence that requires "grit and determination" to overcome. However, Brandon notes that successfully navigating objections is also "the most rewarding" part of the role because the work put in allows one to move forward in the sales process.

Biggest Challenges For A Sales Development Associate At Green Street Advisors

Favorite Parts of Working in Commercial Real Estate as a Sales Development Associate

Brandon, a Sales Development Associate at Green Street Advisors, finds the "curiosity" of people in the commercial real estate industry most enjoyable, particularly the eagerness to learn about global market trends and share acquired knowledge which leads to "very interesting conversations." This curiosity is keen and fosters a collaborative environment where everyone is "here to help one another."

Favorite Parts of Working in Commercial Real Estate as a Sales Development Associate

What Type Of Person Thrives In The Real Estate Industry According To A Sales Development Associate At Green Street Advisors

According to Brandon, Sales Development Associate, those who thrive in the industry possess "curiosity" and a "genuine desire to learn and grow," enabling them to expand their knowledge, share it with others, and uncover opportunities that were previously unforeseen. In particular, the eagerness to learn allows one to reach unexpected places.

What Type Of Person Thrives In The Real Estate Industry According To A Sales Development Associate At Green Street Advisors

What A Sales Development Associate At Green Street Advisors Wishes They Had Known Before Entering The Sales Industry

Brandon learned the importance of facing adversity head-on as a Sales Development Associate, emphasizing that "every day is a new day, and there's new opportunities that come with that," which is a lesson best learned through experience in the "day-to-day grind." Green Street Advisor's SDR role deals with "objection handling", where perseverance is vital.

What A Sales Development Associate At Green Street Advisors Wishes They Had Known Before Entering The Sales Industry

Entry-Level Positions For Aspiring Sales Development Associates At Green Street Advisors

Brandon, a Sales Development Associate at Green Street Advisors, identifies Sales Development Representative (SDR) and Business Development Representative (BDR) roles as common entry points, noting that while often used interchangeably, responsibilities can vary, with an SDR typically focused on "call[ing] and email[ing]...to set meetings for the sellers" while a BDR "may do the whole sales cycle." Internships within the SDR/BDR realm are also likely available.

Entry-Level Positions For Aspiring Sales Development Associates At Green Street Advisors

Significant Career Lesson From A Sales Development Associate At Green Street Advisors

Brandon, a Sales Development Associate, has learned the crucial importance of tone of voice during initial outreach, especially in cold calling; "those first four or five seconds of your tone" can significantly impact whether a prospect will be receptive. Therefore, Brandon suggests practicing and recording oneself to ensure a positive and enthusiastic delivery, because "the power of your voice" shapes the entire interaction and increases the likelihood of securing a meeting.

Significant Career Lesson From A Sales Development Associate At Green Street Advisors

College Experiences That Helped A Sales Development Associate At Green Street Advisors Succeed

For Brandon, the most important thing done in college to prepare for career success as a Sales Development Associate at Green Street Advisors was networking, which for Brandon meant "being vulnerable and reaching out to new people" at networking events and in everyday situations like coffee shops. Brandon encourages others to get out of their heads and realize that networking can't hurt and you "never know where that can go from a professional standpoint."

College Experiences That Helped A Sales Development Associate At Green Street Advisors Succeed

Advizer Personal Links

https://www.linkedin.com/in/brandonmsechrist/