Inside the Evolution of Multifamily Brokerage | The Stash Cast with George Tikijian

In this episode of The Stash Cast, Stash sits down with George Tikijian — a commercial real estate veteran with 40+ years of experience — to dive deep into the evolution of multifamily brokerage, entrepreneurship, and building a resilient real estate career.

George shares his journey from nearly becoming a banker to accidentally falling into apartment sales, surviving the 1980s real estate crash, and eventually leading one of Indiana’s most respected multifamily teams at CBRE.

🔑 Key Topics We Cover:

* How the 1986 tax reform triggered a 30% drop in property values — and how George adapted

* The Wild West era of 1980s brokerage vs. today's team-driven approach

* Why cold calling alone won’t build a sustainable brokerage career

* How building a strong database gave George a long-term competitive advantage

* How to survive market downturns (and even thrive through REO sales)

* The right way to train young brokers without throwing them into the deep end

* Why "off-market" deals aren't what most people think

* How top brokers truly build and maintain client loyalty over decades

* The real reason national brokerage brands matter today — and why CBRE leads in multifamily

💡 Insights and Takeaways:

* Entrepreneurial Mindset Wins: Brokerage rewards those who think long-term, build systems, and treat it like a business — not just a hustle.

* Hard Work and Smart Work: Success isn’t about making the most calls; it's about delivering value, mastering your market, and playing the long game.

* Survival in Cycles: The brokers who thrive during downturns are the ones who lower their cost of living, stay active, and solve real problems.

* Relationships > Deals: Building trust through consistent service — not just flashy sales tactics — earns lasting client loyalty.

* Systems Beat Luck: George’s commitment to gathering apartment data long before CoStar gave him an unmatched edge in his market.

* Team > Lone Wolf: In today’s environment, collaboration, specialization, and mentorship inside a strong team create much faster (and more sustainable) success.

👊 If you’re serious about real estate, investing, or building a lasting business, this episode is packed with real-world lessons you won't find in a textbook.