HEATHER EWING: The CRE RUNdown
Are you intrigued by Commercial Real Estate? Join Heather Ewing, CCIM each week as she dives into CRE trends, Deals, and Developments throughout Madison, WI. Learn the crucial role of Mindset in CRE and Marathons! Success leaves Clues.
HEATHER EWING: The CRE RUNdown
Ep. 26 Ari Mencias - Luxury Leasing in LA
From interior design to Luxury Leasing in LA, Ari's journey is nothing short of spectacular. As your host, Heather Ewing, I had the pleasure of sitting down with this trailblazer to uncover how her commitment to five-star service and keen eye for the exquisite have defined her trajectory.
Get ready for an episode that's as much about strategy as it is about heart. Our conversation navigates the intricacies commercial real estate scene, where Ari's unmatched service and sharp business acumen shine. From understanding brand sensory experiences to the judicious selection of clients, Ari's deliberate approach has her on track to double her deal numbers. It’s a testament to the power of drawing on past learnings!
But it's not all business; Ari's mantra of living fully resonates through her tales of perseverance and mentorship. She divulges how embracing opportunities and maintaining an open heart have shaped her generous spirit—a spirit that’s essential in both personal and professional realms.
Join us for this inspiring narrative that amalgamates the art of luxury real estate with the ethos of a life well-lived.
Welcome to Heather Ewing, the CRE Rundown, and today I have none other than the beautiful Ari. All the way from Los Angeles, california, she is the luxury broker that you want to meet, ari welcome.
Speaker 2:Thank you for having me, heather, my pleasure.
Speaker 1:So I wish we had your weather here in Wisconsin, but it is not happening.
Speaker 2:It is beautiful out at 80.
Speaker 1:If you can, ari, please share with our guests a little bit more about yourself, so they can get to know you more.
Speaker 2:Commercial luxury real estate agent here out of Los Angeles, mainly focusing on luxury leasing. I do as well a little bit of industrial, but mainly focus on retail leasing at this moment.
Speaker 1:Perfect, and so backing it up a little bit further, you've been in the arena 10, 12 years. Tell us how did you get into it? What was the allure? And bridge the gap for people.
Speaker 2:Thank you. It started back in. I went to University of Arizona in Tucson, arizona. So I started there. I was a bit confused at the beginning. Where to you know how to navigate life or what career choices I wanted to make. So what I did is I started with interior design and instead of I had a scholarship for right to U of A. So I said you know what, instead of going straight in, let me try to make take some electives outside of the university so I can kind of determine which route I want to take. So what I did is I took an interior design class and that's when I kind of focused more on the creative side.
Speaker 2:So I started doing like floor plans and working with colors and construction and then I realized I was like, okay, this is probably something that I really, really want to do so what I did is I started taking construction courses which mainly focused on building homes and like those type of courses, but then afterwards I got an internship with a property investor.
Speaker 2:So he started teaching me, you know, the rent roll side of it, the investment side of it mortgages and then I said, okay, well, this is really interesting. So then the following summer I took my real estate license over in Arizona, I went to Hogan School of Real Estate and then after that I the following summer I did some internship work at the Ritz-Carlton with the residencies there, and then the following year I graduated and I moved to Los Angeles and I ended up here because of my twin sister. She went to FIDM, the Fashion Institute, and I, every time I had a chance I was in LA. She was already here a year before me, so I moved out here with her and I started with the developer investor and then just went from there.
Speaker 1:That's wonderful and that's why I always find it so intriguing people's storylines, because it's always kind of a wandering path. Right, like some people know from high school, this is what they want to do. They go 200% through there. I'm similar to you where it took a little finessing, if you want to say, to get into it, but it's such an amazing arena with potential for endless learning, a lot of creativity, so I'm sure you're still utilizing that, especially with the luxury arena, and also really the sky's the limit as far as different opportunities. So how did you segue in with the luxury end? It sounds like you were with the Four Seasons earlier.
Speaker 2:Yes, the Ritz-Carlton, but the luxury, yes. I think that that's where it sort of started. I said, you know, if you were to do an internship at a hotel due to the construction side of it, because that's when they were building the Red Scarlet tent. So I said, if you wanted to do this part of it, where do you want to end? Because that's your end goal when you start an internship, it's like what are your goals and what do you want to achieve at the end of that internship? So we make sure from the beginning we're not losing control of where we're going, right? So at that point I said it was five stars, the service, the. I forgot what their like mono was, but it was something on that had to do with service, on that had to do with service and making sure that the customer experience you know from the moment that they arrived if they were going to purchase or if they were going to stay at the hotel. It just felt so warm from the moment that you arrived.
Speaker 2:It was like one of the things that I remember so well is that when that person arrived to the hotel, it's like and their headphones they would speak like you know, mr Thompson just arrived. Just say hello, mr Thompson. From the moment that they opened that door, you know they arrived to the hotel. They were like hi, mr Thompson. It was like magic. So from that moment, when they start there and I just feel like experience with luxury and everything that you do with the brands, they want to make sure that you cultivate that right. They want to make you feel special. They want to make sure that they're surprising you in every way that they can. So I think that luxury and services that whole experience of it has been my most favorite part of it. So I think you know, when you start up here, when you feel this way, like flying first class, it's hard for you to come back, right?
Speaker 1:right, right, very true.
Speaker 2:I think that's why I said it's definitely luxury for me. My twin sister did fit them Excuse me studied at FITM and just the Fashion Institute and that whole world with it and art, fashion and luxury is just it all fits in somehow. And just you know, when you drive on Rodeo they said you know, when I started here, joe said what do you want your market to be? And I said I don't know. They were like well, west Hollywood's taken, santa Monica's taken, you know, we're in Los Angeles, beverly Hills, let's start there. Are you sure you want to do it? And I'm like it's a tough market.
Speaker 2:but the people that are there are there forever, and you want that experience.
Speaker 1:Yeah Well, and commercial real estate is a long-term endeavor anyways, and that's where, if people are looking for the quick hits, the quick deals, that type of thing, it's just not going to be a good fit. The quick hits, the quick deals, that type of thing, it's just not going to be a good fit. And I agree too with having a higher caliber offering, the service that's paralleled with that. It just creates such a beautiful experience. And I think it's one of those two of the old flea market attempts of people just shooting things out everywhere, of information and really just whoever bites, is not appealing. And I think, especially in today's market where it's not cookie cutter and you have to understand the market at its finest, otherwise you're not going to continue. And I think that high caliber service is genuinely what people desire.
Speaker 2:Exactly, and I think every single store and brand. When you walk in into Rodeo or you know, even when I've gone to New York and stuff you walk in and it's about the smell.
Speaker 2:It's about the location where they're putting. You know each item in color for making sure that you know it's capturing everyone's attention as you're walking in and the experience from the moment that you walk in, all the way to you walk out. It's about the smell, the look, the taste. You know they're capturing five senses at one. So I love that experience for me. So that's that's where it is. For me, that sounds perfect.
Speaker 1:So what are your? What are your next steps? What do you envision for the next five? What's a big goal that you're working towards, whether it's a certain account or anything you can share with us in that arena?
Speaker 2:put place goals on yourself and I think that after I mean, I've been here since January of 2022. So I've been with this brokerage since for two, two and three months now. So I always say, and I looked down and said what have I done so far? Like, how many deals have I closed? Or like, how many deals do I want this year? And you know, and I look at it and I said I'm as long as I doubled down what I did from last year, right. So I'm like and I push myself, but I like pushing.
Speaker 2:If people are not putting fire under your feet, I don't think you get to that goal. So I think that this year, I mean I think I did like can't remember the number of deals I did last year, but I know for sure that this year I want to get to at least 25 or, you know, double that what I did last year. Now, when it comes to clients, yes, I'm more of a tenant, rep, agent and clients are always like the things that I look after and I've had to fire already. We're in March and I've had to fire already two clients this year and it's exciting. It's exciting, but you know it's who you do the same amount that I'm going to do. Sometimes for one client. The deal can be twice as small or twice as big, so I just say you know what.
Speaker 2:Ari, last year I ended the year and I said you have to start getting to that next level with your clients. You know, and it's the names, the brands you know, and it's the names, the brands you know, so it's hard. It was really really hard how I ended the year. I did really well, but at the end of the day I said you have to learn how to say no to certain people, and as I do not like saying no, so it's challenging, isn't?
Speaker 1:it. I agree, I think that is really a point for a lot of people to work on. So you're definitely not alone, I know it's something that I, too, really have to monitor.
Speaker 2:And I'm like it's going to take the same amount of work to do this project as to do this project. So, focus on this project and you will be in that scale and you will only grow and grow and grow from there. So, yeah, that's. It slowed down a bit for me at the end of the year last year, but the reason why is because I said you know what, at this point I have to go to the next scale and grow so names.
Speaker 1:Yes, they're brands.
Speaker 2:Yeah, they're brands. Yeah, there are rants that sometimes I say like I would really like for LVMH or Keurig or you know, and I do have some phone conversations with these clients and I do ask, like what is the next pop up? What are you all looking for? So I can assist on this side with the real estate. They do share a lot of ideas. They don't go too far, but I also like to collab and say these are my ideas, what do you all think? And they love that. So we go back and forth, which is great, but I think we will get there at a certain point, just not quite yet, because it takes a long time.
Speaker 1:Exactly Well, and I think that's where your interior degree design also comes in really handy, with the spatial, you know, the balancing of elements, color, everything else. So it's kind of neat how all of our earlier experiences and connections really are different resources for our present and future, even though we may not always know how they're going to be utilized, it's always a stepping stone in that sense, right? Yes, for our present and future, even though we may not always know how they're going to be utilized, it's always a stepping stone in that sense, right? Yes, so, speaking of goals, I understand you are running your first half marathon.
Speaker 2:I am. I'm so excited I know that. Thank you, I'm not doing the full marathon like you, half is great. Yeah, it's starting June 9th it is the Bank of America 13.1, which is half marathon. I'm so excited, so maybe you can share some guidance. But I do start with three miles and I just make sure that I don't stop, and then I bump it up to five and then I just stop from there. But I'm trying if you can give me any some advice. Oh, definitely.
Speaker 1:Well, and what I can do, too, is there's different training plans which are nice.
Speaker 2:Nike Run Club is the one that I use.
Speaker 1:Oh nice, I use the classic Hal Higdon. So there's a lot of people in the running community that know the Hal Higdon. The guy's been around forever. I don't know if he's still living or not at this point, but I've used those for halves and then fulls. But you know, I think I'm starting to get some strength training and hills in, since you know I'm training for my marathon right now, and that makes a big difference. So I think even simple things like that of seeking out hills at different times and also foam rolling, foam rolling is a huge win and it's funny because I just turned 50 last month and for the past yeah, for the past few years I've just noticed a different when it comes to stretching, and so I foam roll all the time. And here's my, here's my christening um gift of advice that I always tell people is a salt bath. Ooh, four pounds of Epsom salts. Yes, I'm a mermaid, and so you, I'm a mermaid. Yes, you load the tub up and it is just a great, great um. You know, muscle recovery post foam rolling.
Speaker 2:I love that I do have a foam roller. I and I'm so bad at getting into the habit, I often leave. I'm running around through work and everything and by the time I run home I run and I try to do early mornings, but it's so hard because I love to recover in the mornings. And then, if I do my running at mornings but it's so hard because I love to recover in the mornings and then if I do my running at night, I sleep so well, so I love to sleep at night. I don't do sleep in. Excuse me, Do you run in the mornings or at night?
Speaker 1:It really depends on what I have planned for the day, and so the nice thing is, I've been very dedicated to running since 2015. So for about eight years. I've been very dedicated to running since 2015,. So for about eight years. So I don't necessarily chart a time on it, but I plan out either it's going to be the morning or, once in a while, a lunch, you know, a lunch, late lunch, but typically the evening, and so, depending upon weather, I'll base it off of that. It's definitely a lot warmer in Wisconsin in the winters in the early afternoon, so it's based on those things. But I have pretty good discipline where sometimes it's been late at night. I've had 10 pm runs.
Speaker 2:Those are my favorite.
Speaker 2:It's so dark out and it sounds a little bit dangerous but, it's like I go running and it feels like I'm meditating as I'm running, exactly, and then I run a hill. So when I come back down, it feels like you know what they say, that you get the runner's high Right. It's like you are flying down that mountain and I'm like I absolutely love this. My face is freezing, but it feels so good and it's like I don't want to stop. But then, once I stop, I'm like wow, that was amazing and that's why I like doing it late at night. They've told me they're like you need to stop doing that, but I was like I love it.
Speaker 1:There's something about holiday lights too, and it feels like especially well if it's snowing here in Wisconsin. You almost feel like you're in like a real life snow globe, because it's coming down and then you're looking at the lights and you're going, and it's kind of like I always feel like I run a lot faster too, I think, because you see more through the periphery. Maybe I don't know, but it's yeah, there is something very special and meditativeitative about it, and that's why I think I also prefer the outdoors. Do you prefer nature versus treadmill?
Speaker 2:I do. I'm a huge fan of CrossFit, um, and then after COVID it was you know the the gyms were just it just felt different. Um, I got into running and, um, I've switched it out. I've always switched it out. For some time I just did you're very, I know, you know Barry's boot camp. I love Barry's boot camp and I could run in there and I feel great once I'm done. But for some reason, for some time, I switched it out, just to running.
Speaker 1:Yeah, and there's a simplicity, isn't there? Like you walk out your door and especially we're busy right In brokerage. It's busy, things change and you can get a great workout in 30 minutes where you can't do that in a CrossFit or a base camp. You know by the time you drive, by the time you get there.
Speaker 2:That's what it is. It became. I was feeling like anxious every single time when it's like I have to be in the class by 7 30, so I have to leave this, and then the traffic, and then by the time I get home, and then the time I change, and then I have to make dinner, I have to, you know, plan friends or significant other and I'm like I don't have time yeah, oh, that is great. I love it and I know it's really really cold where you live. Do you wear like a face mask?
Speaker 1:I do on certain days. So that cold, yes, yes, um, we've had it to where our eyelashes like they freeze just about it. Yeah 're, yeah, but um, I'll run. As long as it's four degrees and above, I'll run, but typically when it's below 20 I usually need a face mask a low 20 16 degrees and down. Yeah, yeah, it's um. It's a real treat.
Speaker 2:We'll leave it at that, that's normal for you?
Speaker 1:Well, I mean, luckily it's been a nice winter for us, but you have all different weather. Wisconsin's a little moody, so you never know what you're going to encounter.
Speaker 2:Yeah, even what I did the other day is that we had rains for almost two weeks, you know, and it was just raining and raining, and raining and raining. It got to a point that I was like I'm going to run in the rain, yeah. Yeah, I had my sweater and then I put the raincoat over you know the coat over to run in it I felt great. My face was getting wet and I was like that's great, I was like and it felt great.
Speaker 1:I'm like that's great, I'm like I have no problem. So I would definitely like to try out the snow. Well, we can arrange that. Be careful what you ask for. So now you're running your your first half. I think that is so awesome and know that you can give me a call Let me know how I can help. But how would you say, in training for that, how do you see it tying into commercial real estate? Because I see such a you know connection between the two.
Speaker 2:There is. I think, when you know, when you start out, commercial real estate is a very tough. So when I started here, you know the reason why I chose this brokerage is because they said you know, you have to work really, really hard for this amount of time. I need somebody behind me to be telling me, hey, you need to be here from 830 in the morning to 6, sometimes 7, you know, in so many calls and marketing and you know, do all of these things. And I said, ok, somebody has to be telling me that back in my mind, right, I have to do this. But with running, I've always felt the same and I said I have to have somebody in the back of me always telling me you need to run, you need to run.
Speaker 2:I grew up with my father. We're a family of six. I have two stepsisters, but a family of six. My dad was always running with us and he always like, had a little stick. It was like go, go. And if you weren't running, he was running behind you saying like run, run, run. So that's where I got that from running. So I always said that's where you got me to now, right, to really say it's the same thing. You might have your mentors behind you telling you you have to do this. I know that I'm doing it. But if somebody can push me to do a little bit more and I always have that behind my head of saying like you made 70 calls, you can make 20 more, you know, and you always have that you can do a little bit more, you can do a little bit more. So you're always pushing yourself. So I feel like both of them. I can always say I'm either pushing myself, saying like you can do a little bit more even though you could stop there.
Speaker 2:But when it comes to running, I do the same thing. Or when it comes to doing work, you can do a little bit more. If it's one more event that you can go this week, if it's one more call that you can make, one more touch that you can make, I do it because it's it's something that you have in you that you're always pushing yourself for more and more and more, even though you're like, no, you can stop there. I'm like more.
Speaker 1:Well, I think there's such a satisfaction with that too, right, because you know, I always say that you need to be able to command yourself to do something. That might sound weird, right, but I think of it in running, in different deals, of going the extra mile, on whichever path. It is that you have to make a firm decision and live up to it, and then, always, by adding that little bit, it's like you always know there's a little reserve, no matter how fatigued you are, whether it's deal fatigue or, you know, a long training run or something like that. And that reminds me of Ed Milet. Do you ever listen to him? No, ed Milet, you'll love it.
Speaker 1:So his whole premise is essentially doing a little bit more. It's like one more, you know rep at the gym, an extra, you know 10th of a mile, whatever it is. It's his whole premise, but it's Ed, and then it's M-Y-L-E-T-T. I love his podcast. And that's where too, on different runs, I enjoy taking in some of these experiences from these great entrepreneurs, or thinking about different deals. And that's what I'm curious about you too, when you're running, you'll have different deals pop in your head, and I've noticed too, that sometimes it's on the run. It's kind of like oh, that's a great idea, I'm going to introduce this or that and take it down that road. So I think it's a great source of ideas for different deals too.
Speaker 2:Ideas for different deals too. It is, and that does happen to me when I'm, you know, running, I'm you know you don't have time when you have so many people around you here in the office and you're the phone's ringing and you're working and you're trying to have this conversation with people and you're trying to focus.
Speaker 1:Right.
Speaker 2:My outlet is when I go running and then I'm like, oh, I forgot that, or I remember this, or can we risk and push for, you know, more rent abatement, or can we ask for a little bit more TI. And I'm thinking about these things as I'm running and then I go back and I'm like, put them in, put them in.
Speaker 1:They're great ideas and. I've been known to like that little note section on the cell phone. I've jotted down notes or two. I think, like obviously we base things in numbers and you look at all of that. But then I think also sometimes when you're a little bit further out, you just also have a feeling you know of, like you know, there's some, there's a lot of steam in this one and there's more room in it than is being shared.
Speaker 2:Yes, I agree, that is being shared. Yes, I agree, that is so good. Yeah, I feel that Definitely.
Speaker 1:So. As we wrap this up, my dear this, is always the big question for people right how do you live fully? What does living fully mean to you?
Speaker 2:Living fully. Tomorrow is never promised. Everything will figure itself out. So I do you know, and it's hard for me because it's again I'm learning how to say no sometimes. But you know, sometimes I have my friends or, you know, my family members that just show up and I say I'm going to say no to them next time because I'm tired or I'm exhausted, and they say can we go out for a drink or could we go out for this? And I always say yes because you never know.
Speaker 2:So I do feel with, in that sense, like I always say be happy because you never know what can happen at any moment, and I always say do you know? If somebody needs your help and calls you at that moment, take the opportunity to take the call or help them out, because they will have your back later on. Number one, and number two when somebody needs you, you don't know how much they need of you, and right now you know, with everything that's going on in the world and everything, so I feel like helping others, being there for others, and when they invite you to that last minute trip or you know, even though I try to say no, I'm like, yeah, let's go, it's going to be fine, everything will work out.
Speaker 2:It always does, yes that is perfect.
Speaker 1:Well, ari, thank you so much for joining me today, and I will include your information at the end of the podcast as well, but can you share it for those that are maybe just tuning in through a headset?
Speaker 2:Yes, again, my name is Ari Mencius. My phone number is 310-943-8534. Ariemancius, my phone number is 310-943-8534. Can also be reached on LinkedIn Ariemancius or on Instagram Retail.
Speaker 1:Girl LA, we'll put it on there. So thank you so much, arie.
Speaker 2:Thank you for having me, Heather. Yeah, definitely See you. Bye.