What does it take to build one of commercial real estate's most specialized brokerage practices?

In this episode of The Great Broker Podcast, David Houck sits down with Jeff Woolson, Vice Chairman & Managing Director at CBRE, who leads the firm's Golf & Resort Properties practice.

Jeff has spent more than three decades specializing in the sale of golf courses, luxury resorts, ski resorts, marinas, master-planned communities, and development land. His career has taken him across more than half the United States and more than 10 countries, with more than $3 billion in transactions.

Jeff shares how he went from being an industrial broker in San Diego to building a national niche in golf and resort properties—and the advice that helped him make that leap:

"Be known for something."

We discuss the challenges of selling "big game," why some transactions take years to close, how Jeff values golf courses and resort properties, and what it takes to build credibility in a highly specialized market.

Jeff also shares advice for young brokers, including why specialization can be a powerful career strategy, why relationships become increasingly important over time, and why hard work, tenacity, communication and the ability to build trust remain the fundamentals of great brokerage.

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Real Brokers. Real Stories.