Robert Knakal, one of New York City's most prominent brokers for commercial and investment real estate, looks back on a career spanning more than 42 years in the transaction business. Since 16 July 1984, he has been brokering investment properties in the New York market. In recent presentations to real estate executives, Knakal analysed the parameters of exceptional professional performance. Under the overarching theme of success DNA, he defined five essential traits: passion, discipline, curiosity, expertise and personal development.
The foundation for sustained market presence
Knakal emphasises that passion must come first, as it enables all other capabilities to become truly effective. Without inner enthusiasm, discipline turns into a mere chore, curiosity into a fleeting distraction, and building sound expertise is made considerably more difficult. Despite several recessions, financial crises and market downturns in the New York real estate sector, his fascination with the profession has remained unbroken across four decades. Demanding market phases in particular have shown him how crucial the willingness is to actively confront adversity.
A central aspect is the altered attitude towards workload. While a purely transactional approach to one's career often views working hours as a burden, genuine interest creates a continuous competitive advantage. Professionals who mentally engage with market trends, transaction structures and client concerns outside regular business hours build up a substantial lead over the years. Additional analyses and discussions are then perceived not as a sacrifice, but as a privilege.
Authenticity and resilience in times of crisis
Knakal draws a strict distinction between short-term euphoria and lasting passion. Enthusiasm can be maintained effortlessly during periods of flourishing markets, high transaction volumes and steady closing fees. True perseverance, however, only reveals itself during market slumps, when deals fail to materialise and client acquisition efforts bear no fruit. It provides the foundation for analysing market data and refining one's own skills even in the absence of immediate rewards.
- —Inner motivation as the foundation for perseverance and consistent discipline
- —Professional curiosity and market analyses even during periods of low transaction activity
- —Credibility in client relations through genuine commitment to the subject matter
Furthermore, genuine motivation has an immediate effect on teams and business partners. In Knakal's experience, clients sense straight away whether an advisor is acting out of conviction. This credibility can neither be simulated by brochures nor by rehearsed sales pitches. Those who appreciate the process of work and not merely short-term recognition establish a lasting foundation for commercial success in property investment.
