In this episode of "Closing the Deal, Opening Up," Emily and Kayla explore the inspiring journey of Matt Coursen, who transitioned from marketing in the sports industry to becoming the executive managing director at JLL, leading their Mid Atlantic Healthcare Practice Group. Discover how Matt's unique background, unyielding drive, and passion for connecting people have propelled him to success in commercial real estate, and why he believes that fostering genuine relationships is the key to longevity in the industry. Don't miss Matt's insightful take on balancing work, family, and personal growth – tune in for an episode full of valuable lessons and real-life experiences!

Matt Coursen, Executive Managing Director at JLL and Market Leader of the Mid Atlantic Healthcare Practice Group, joins us in this episode. A driven professional with two decades of experience, Matt's journey into commercial real estate began after a career in sports marketing and a side gig as a bartender illuminated his innate sales talent. Known for building high-performing teams and a knack for reading people, Matt has doubled JLL's healthcare business in the Mid Atlantic and is now expanding efforts into the Northeast. His strategy emphasizes the power of relationships and a commitment to team success, making him a standout leader in the industry.

Below are the key takeaways from this episode:

• Building Relationships Over Time: Matt emphasized the importance of building relationships both internally within the company and externally with clients. His network within Children's Hospital, for instance, took years to develop and ultimately led to a significant career opportunity.
• Diversification and Specialization: Transitioning from a generalist broker to a specialized one, Matt successfully created the Mid Atlantic Healthcare Practice Group at JLL. His focus on healthcare real estate allowed him to leverage his unique skills and build a successful team.
• Work Ethic and Team Dynamics: Matt shared insights into his early career struggles, highlighting how being part of a supportive team and putting in long hours (including night work) can set a solid foundation for future success. He now strives to offer the same support to his team members, emphasizing the importance of collaboration and trust.
• Balancing Personal and Professional Life: Managing a demanding career while prioritizing personal commitments is crucial. Matt discussed the importance of being flexible with work hours and making time for family and personal well-being, such as his practice of taking Fridays for personal time.
• Legacy and Mentorship: Matt’s long-term goal is to be known for his generosity and support of others' success, both professionally and personally. He also emphasized the value of mentoring others and ensuring that his legacy includes raising kind and character-driven children.

Todays guest, Matt Coursen, can be found online at:

Website: https://www.jll.com/

LinkedIn: https://www.linkedin.com/in/mattcoursen/

Your host, Emily Wood, can be found online at:

Website: https://www.thehuntingtoncreative.com/

LinkedIn: https://www.linkedin.com/in/emilylwoodny/

X: @emilyincre

Instagram: @emilyincre

Your co-host, Kayla Hankins, can be found online at:

LinkedIn: https://www.linkedin.com/in/kayla-hankins/