In this episode, Geordie shines a light on the silent deal-killer every commercial real estate broker feels but rarely quantifies: the hidden cost of a fragmented tech stack. Design Lead at Duxre, Ana Markovic — PhD in Computer Science from the University of York and veteran of unifying broken systems at the United Nations and in maritime — explains how brokers close multi-million-dollar deals on relationships and gut instinct, only to return to their desks for hours of manual copy-paste, spreadsheet juggling, and app-switching that drains time and leaks opportunities.

Ana reveals the real problem isn’t that any single tool is bad — it’s the missing “seams” between them. Leads from portals like LoopNet must be manually entered into CRMs, follow-ups logged elsewhere, and digital presence managed across logins. This invisible labor creates frustration, lost information, and the biggest hidden cost of all: time that should be spent building relationships. Her simple but powerful advice? Spend one day logging every manual interaction — that list becomes your exact roadmap for what to fix first.

Key Takeaways:

• Track every manual task for a full day to expose your biggest time leaks and create a clear fix roadmap.

• Shift from fragmented apps to a single-source-of-truth operating system that automatically syncs inquiries, suggests timely follow-ups, and eliminates context switching.

• Stop renting leads on big portals that boost their own brands — own your data, your SEO, and your leads with a personal branded website connected to your platform.

• True AI for brokers means niche agents that save real time and move toward predictive insights, not just flashy chatbots.

• Embrace the AI era: nobody gets replaced by AI, but brokers who use it effectively will come out on top.

About Ana Markovic
Ana Markovic is the Design Lead (and front-end pod leader) at Duxre, where she turns her PhD in distributed systems and decade of experience simplifying complex operational tools into beautiful, broker-first technology. From unifying broken workflows at the United Nations to streamlining maritime systems in the Middle East, she now focuses on giving commercial real estate brokers back their time so they can do what they do best — build relationships and close deals.

Recommended URLs
• Duxre (company homepage) – https://duxre.com/
• LoopNet – https://www.loopnet.com/
• Claude AI – https://claude.ai/
• Figma – https://www.figma.com/ (includes Figma Make)

Also available on YouTube

In this episode of the Data to Deals Podcast, host Geordie Wardman interviews Seth Glasser, a multifamily broker at Marcus & Millichap in New York City, on thriving in a down market. Glasser recounts starting his career in 2009 during economic turmoil, highlighting how distress drives transactions, with his team selling 87-90 buildings annually at an average of $8 million each. Key data includes a 75% price drop for rent-stabilized buildings since 2017, cap rates at 9-10% (highest in the U.S.), and inequities like high taxes on stabilized properties ($100K on $5M value) versus free-market ones ($10K).

The discussion critiques the 2019 Housing Stability and Tenant Protection Act (HSTPA), signed by Andrew Cuomo, for devaluing assets and causing 50,000 vacant rent-stabilized apartments due to low legal rents ($900) and high renovation costs ($50-100K). A-ha moments reveal politicians' bias against real estate worsening homelessness, while brokerage benefits from independence, AI tools, and overseas support for efficiency. Glasser proposes a "Rental Housing Peace Plan" with vacancy resets like California, taxed tenant buyouts funding Legal Aid, and increased supply to boost jobs and revenue.

Key Takeaways:

• Distressed markets create brokerage opportunities through forced sales, turning challenges into deals.
• HSTPA has led to massive vacancies and devaluation; reforms like buyouts and resets could unlock units without harming tenants.
• Aspiring brokers should enter during downturns, learn on salary, seek mentors with stable track records, and leverage personality-driven approaches for success.

About Seth Glasser
Seth is a powerhouse in NYC's multifamily real estate scene, serving as Senior Managing Director at Marcus & Millichap. Kicking off his career right in the heart of the 2009 recession (found his gig on Craigslist, no less), Seth has built a top-performing team that closes dozens of deals a year in the mid-market space. He's all about doubling down in tough times and even co-hosts the New York City Multifamily Podcast to share market wisdom. Super active on LinkedIn too.

Recommended URLs:
Seth Glasser LinkedIn: https://www.linkedin.com/in/seth-glasser
Marcus & Millichap homepage: https://www.marcusmillichap.com/
New York City Multifamily Podcast: https://newyorkmultifamily.com/
Rental Housing Peace Plan: https://newyorkmultifamily.com/memo-a-rental-housing-peace-plan-for-nyc
The Legal Aid Society: https://legalaidnyc.org/
Housing Stability and Tenant Protection Act (HSTPA): https://hcr.ny.gov/housing-stability-and-tenant-protection-act-2019
421-a Tax Abatement: https://www.nyc.gov/site/hpd/services-and-information/tax-incentives-421-a.page

Why should you look at commercial real estate through a "creative" lens? Jon England joins Geordie Wardman to explain how problem-solving and strategic property exchanges are the keys to unlocking massive value in the Heartland. This episode moves beyond the basics, offering a masterclass in how to use data analytics and specialized education (SEC/CCIM) to find high-performing assets in self-storage, multi-family, and industrial sectors. If you want to increase your deal flow and move away from stagnant investment strategies, this episode provides the roadmap for high-growth commercial investing.

Key Takeaways:

• Creative Solutions: Why "exchanging" assets is often more lucrative than traditional selling.
• The Heartland Niche: Why Kansas City and the Midwest provide a unique stability for long-term data-driven investments.
• Specialized Education: How being a member of the Society of Exchange Counselors (SEC) provides an unfair advantage in deal-making.
• Sector Deep Dive: Why self-storage and industrial assets are currently the "gold mine" for savvy data analysts.
• Strategic Consulting: Moving from a "broker" mindset to a "consultant" mindset to close larger B2B deals.

Guest Bio:
Jon England, CCIM, SEC, is a Partner at NAI Heartland specializing in investment sales and strategic consulting. With over 20 years of experience, Jon is currently the only Missouri broker invited into the prestigious Society of Exchange Counselors. He has closed over 1 million square feet in self-storage transactions and is a recognized leader in Midwest commercial real estate.

Resources:
NAI Heartland - https://nai-heartland.com
Society of Exchange Counselors (SEC) - https://www.secounselors.com/
CCIM Institute - https://www.ccim.com/
"The Art of the Deal" (referenced for negotiation tactics)
Jon England - https://www.linkedin.com/in/jonengland/