Interview with Jami Marsh, Executive Vice President at JLL, Salt Lake City

Enaia equips top-performing CRE brokers and their teams with the technology they need to succeed against their competition. As a part of our Broker Highlight series, we interview Enaia users across various career-stages who are at the top of their game to gain insights into what qualities and best practices comprise elite CRE brokers.

Tell us a little bit about yourself and what you do.

I've been in office brokerage for 24 years. My work has evolved to include healthcare and life science, but office still remains the bulk of my business, all within the Salt Lake City metro.

What got you into CRE brokerage in the first place?

Truly it wasn’t by design. I got my real estate license my first year out of college and initially worked for a residential shop, which just wasn't a good fit at age 19. I landed an assistant job with a commercial real estate broker, which I did for several years, and it stuck. I got addicted to chasing deals, putting them together and the strategy of it, it just clicked. I feel incredibly fortunate to have made a career out of something I love.

Do you remember the first deal you ever closed?

I can't pinpoint my actual first deal, but I remember one when I was first going out on my own; a 12-property office and flex park. I made it my focus to know those buildings inside and out. When the owner sold to an institutional buyer, it was that deep knowledge of the properties that created value for everyone involved; I was prepared to answer every question. That experience taught me the value of having product understanding, knowing something inside and out so you’re always bringing unique value to the table.

Do you remember any valuable advice you got early on?

I had great mentors who showed me that the business is all about relationships–"People first, always" is imprinted on me. As a broker, if you can provide value and build trust, everything else follows. I've learned this lesson repeatedly throughout my career–do the right thing for the right reason, always. Never make it about the commission, do it for the people.

What advice would you give new brokers just getting into the industry?

First, be patient and understand the timeline. There's a slow arc to success in this business. You have to work and dig in and make relationships–it’s a slow burn. 

Second, don't sit back waiting for senior brokers to include you (as brokers are notoriously bad trainers). Instead, be proactive–ask to follow them to tours or meetings, offer to help with marketing or cold calling without expecting anything in return. Show hustle by showing up and doing the work. No one is going to invite you to the table, you have to make your own space. 

Are there common mistakes you see brokers make that you would advise to avoid?

The biggest mistake I see is brokers not being responsive. Many brokers push sign-calls or non-client inquiries to the back-burner, but responsiveness is crucial. I've had experiences where responding quickly to a cold call led to representation opportunities because I was "the only one that called back." I’ve had sign-calls turn into good deals. Being responsive is the easiest thing in the world to do, but is the biggest critique of brokers.

Tell us about JLL from your perspective, what makes it unique?

I started with a local boutique firm before moving to JLL about 10-11 years ago, and I have loved every minute of it. I really do feel like their brokers are best in class and I learn something new every time I work with them. I get to do transactions across the country, and even internationally. This national and global perspective has been invaluable, allowing me to learn from brokers in larger markets how they approach solving a problem or serving a client. On top of that, they "walk the walk" when it comes to diversity, which is important to me–that we show up looking like our clients. When there’s more voices at the table, the outcomes are inevitably better.

What would you say is unique about your market, Salt Lake City?

It’s getting harder to say this now, but I feel like Salt Lake City has been the best-kept-secret in general. Utah is consistently ranked as a top state for business with a pro-business government, low taxes, great labor force, and low unemployment. The quality of life is off the charts with an international airport ten minutes from downtown and six world-class ski resorts within thirty minutes. CEOs are surprised when they come and tour the market. I feel like the secret is out now about how great Salt Lake City is, but I maintain there's no other place I'd rather do business in.

How do you stay up to date with trends and changes in brokerage?

Working across multiple markets helps me hear what others are seeing. I recently completed a deal in London, which was eye-opening seeing how other countries handle transactions and what tools they use. But also, just being a student of the market by constantly reading and learning–you can be a student of any market now.

Do you see any trends in the industry that you're excited about?

I see younger brokers (in their twenties and thirties) who are now a few years in developing different ways of doing business, such as getting deals through TikTok and building networks differently than previous generations. It still all comes back to creating relationships, but now there are so many different ways to do that. It’s also incredible how technology is accelerating the deal cycle. Things that used to get held up by processes are being accelerated by tech, and it’s catching the process up to the way people actually work and want to receive information. 

What do you like to do when you're not working?

I describe myself as a walking commercial for the Salt Lake City lifestyle. I enjoy skiing, biking, golfing, fishing, camping, and traveling. I do all of it pretty mediocre, but I do it all. Anything outdoors, I’m all in, especially if it requires getting new gear!

Our thanks to Jami for sharing her experience and perspective.

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