Mo asks Read Davis: Tell me about a business development story that you are really proud of.
Read formerly worked for one of the largest brokerage firms in the world, and when he first came to work with McGriff they were often David going up against Goliath. Read recalls several different stories where the relationships they built helped their clients take care of their people. Each experience gave Read additional skills and confidence to take into the next. One, in particular, stands out where Read was handling a casino in Las Vegas. As the real estate guy on the team, Read was meeting with banks and people on the team to help them through the financial crisis. They broke the paradigm by bringing people in from all over to show the client what they could do. The best part of the sales story is that four years later the casino was sold to Blackstone and the client referred Read and his team as the broker of choice to the new buyer. It’s all about the connectivity of the relationships and adding value while playing the long game. The team was what made the difference. By listening intently to what the prospect needed, that got the team motivated to deliver. They recognized that the deal was a major opportunity for the firm and they rose to the challenge.
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