Richard Latella

Examiner
DISC Type : cs

Executive Managing Director at Cushman & Wakefield, Inc

New York, New York, United States

Overview

Richard Latella is the Executive Managing Director and Americas Retail Practice Group Leader at Cushman & Wakefield. He oversees a team of 110 senior appraisers focused on retail property valuation. An alumnus of The College of New Jersey, he holds Certified General Appraiser licenses in 21 states and is a recognized expert witness.

Based on his professional affiliations, he appears to be based in the New York and New Jersey area. His interests include Live Nation Entertainment, suggesting a passion for live music and events outside of his extensive career in real estate.

Unique fact: Richard helped establish Cushman & Wakefields first specialty appraisal practice in 1990, which was devoted exclusively to the retail asset class.

Personality Overview

Unexpressive

Process Oriented

Status Quo Seeker

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. They are thorough and always follow a systematic approach.

Topics They Care About

Retail Real Estate
He is the head of Cushman & Wakefield's retail valuation practice for the Americas and frequently comments on market trends, like the Main Streets Across the World report.
Property Valuation
His entire career is centered on valuation and appraisal. He holds the MAI designation and is licensed as a Certified General Appraiser in 21 states.
Mall Repurposing
He has publicly commented on the trend of malls being redeveloped for other uses, such as apartments and medical centers, describing it as a "land play. "

Media Appearances

Richard has no verified media appearances

Work History

1983
Executive Managing Director at Cushman & Wakefield, Inc
1980 - 1983
Senior Appraiser at Valuation Counselors, Inc

Education

1973 - 1977
BS from The College of New Jersey

More Information

Social Presence :

Prographics :

Exp : 46 Location : New York, New York, United States Job Level : Senior Designation : Executive Managing Director at Cushman & Wakefield, Inc
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Richard

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Richard take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Richard

Personality Compatibility


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