Breakfast of Champions
On November 2, Savills Studley welcomed CREBA to their office for the oppourtunity to meet and learn from Lois Zambo. She started at Savills Studley in 1975 as a secretary (who couldn’t type!) to Steve Goldstein and then became Peter Speier’s assistant until he “threw her out of the nest” in 1977. Shortly thereafter, she cold-called Gannett, which ended up being the deal of a lifetime! Lois walked us through it, including the company’s strong objections to housing “the nation’s newspaper,” USA Today, in VIRGINIA! She knew the Rosslyn building was the best choice, so she pushed her client to the point of almost losing them. “Back then people used colorful language,” she said. A personal splurge on photography – sent unsolicited to the client – sold them! The 60,000 SF requirement grew to 300,000 to get the building naming rights.
Lois emphasized client relationships – “Never take them off your holiday card list!”, as well as that human and thoughtful touch. A handwritten note, showing care and connection, was a great way to keep your name in the client’s mind.
Thank you to Lois and Savills Studley, for the wonderful opportunity to learn from an amazing woman in the DC Brokerage community, and the lovely breakfast!