by Mike Sharkey
Staff Writer
Workspace: Colliers Dickinson President Walter Dickinson
Our workspace features tend to be one-on-one conversations. They take about 30 minutes and revolve around someone’s line of work, what they do outside of work and about a dozen photos that show the reader around.
That’s not how it went last week with Colliers Dickinson President Walter Dickinson and after about 45 minutes it became apparent why: you cannot be successful selling commercial real estate in Jacksonville for 40 years without establishing relationships.
Quickly, it’s revealed that the writer and Dickinson are both graduates of Fletcher, albeit 32 years apart. That, of course, leads to talk of the Beach and you soon find out you have plenty of mutual friends.
Dickinson’s office has glass walls and as members of his staff pass by, he invites them to talk about the company and the business. The words “relationships” and “helping others” aren’t just tossed around — they are an unwritten creed. There is admiration and respect for Dickinson, who truly appreciates his employees and describes each as the “best” at what they do.
Dickinson has 25 agents these days and 10 support staff. He still calls Jason Hinson — another Fletcher grad — “the new guy” despite Hinson’s 20 years. Bart Hinson (yes, they are brothers) went to work for Dickinson in 1987, removing “dirt” from his house. He then went to work making and installing signs and today Bart Hinson is one of the company’s top agents.
Other agents have been with Dickinson since just a few years after he founded the company in 1975. The least-tenured agent is pushing 10 years and the newest employee is receptionist Lara Bahri, a University of Florida and Boston University graduate who seems destined for much more at the company.
“We are a real family. We know who can do what,” said Dickinson, who still works every day and plays tennis about four days a week.
The relationship concept has proven successful. It worked when the commercial real estate business was thriving and it’s working today.
“Our strength is that people stay here so long,” said Dickinson. “We know the business and we have built great relationships. We work with attorneys and bankers and give them advice for free. That’s helping somebody and that leads to good things.
“We stay extremely busy.”
Dickinson didn’t start in the commercial real estate business. After graduating from Emory University in Atlanta, Dickinson went to work for IBM in Columbia, S.C. for six years. He said it eventually became apparent the company was only going to promote those with experience in its New York office.
“It was a good experience, though,” he said.
Dickinson returned to Jacksonville and formed a partnership with Bob Curry. He called the venture “frontier capitalism.”
“We had no more, but were willing to work hard,” said Dickinson.
Today, his office is part of a worldwide company — Colliers International — with offices ranging from Brazil to Hong Kong to Australia.
But, it’s Dickinson’s deep roots in Jacksonville (his father was born and raised here, as well) and his easy-going demeanor combined with a vault of experience and information that have helped create one of the most successful commercial real estate companies in the area.
“Our guys have ongoing business relationships,” he said. “People call on them and work begets work. We talk to our customers and they talk to other people. Leads lead to leads.”
Dickinson said he usually gets to the office about 8 in the morning and checks his e-mails. As the day goes, it’s a stream of visits with agents and other staffers. Some are business, some are just to catch up.
All are to continue the relationship building process. And, to talk about doing something for someone else.
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