Howard Cross

Questioner
DISC Type : c

Senior Director at Cushman & Wakefield

New York, New York, United States

Overview

Howard Cross is a Senior Director at Cushman & Wakefield with over fifteen years of experience, focusing exclusively on tenant representation. An alumnus of the University of Alabama, people describe him as the "utmost professional" with an incredible spirit and drive. He leverages his background to serve clients in advertising, banking, and logistics.

Outside of real estate, Howard maintains strong ties to football as a broadcaster for the Giants Radio Network and YES Network. He is deeply committed to philanthropy, supporting charities like Autism Speaks and JDRF. He takes great pride in his son, Howard Cross III, who also plays professional football.

Unique fact: Howard had a successful 13-year career as a tight end for the New York Giants, winning Super Bowl XXV before transitioning to commercial real estate.

Personality Overview

Not Easily Convinced

Systematic

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

Tenant Representation
His professional focus for over 15 years in commercial real estate, working with clients across various industries in New York and New Jersey.
Family and Football
He is a former NFL player, current sports broadcaster, and is vocally proud of his son, Howard Cross III, who followed in his footsteps to play professional football.
Community Involvement
He was named the Giants' Man of the Year for his community service and is actively involved with charities including Autism Speaks, JDRF, and The Valerie Fund.

Media Appearances

Howard Cross | US - Cushman & Wakefield. Featured in Cushman & Wakefield (Corporate Website)

See Now

Work History

3-2018
Senior Director at Cushman & Wakefield
6-2012 - 4-2017
Principal at Cresa
2008 - 6-2012
Senior Managing Director at Colliers International
2002 - 2010
Broadcaster at YES Network
1989 - 2001
Tight End at New York Football Giants

Education

1985 - 1988
Business/Commerce from The University of Alabama

More Information

Social Presence :

Prographics :

Exp : N/A Location : New York, New York, United States Job Level : N/A Designation : Senior Director at Cushman & Wakefield
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Insights For Selling To Howard

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits
  • Back up any claims with data and numbers

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Howard is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Howard

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Howard move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Howard take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Howard

Personality Compatibility


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