Scott J. Prosser

Examiner
DISC Type : cs

Vice Chairman at Cushman & Wakefield

San Jose, California, United States

Overview

Scott Prosser is a Vice Chairman at Cushman & Wakefield, where he is a senior partner on the Northern California Capital Markets team. With over 35 years of experience, he is a top-ranked Silicon Valley broker specializing in investment properties and has transacted over $22 billion in commercial real estate. He holds a B. A. from San Diego State University.

Outside of his professional life, Scott is committed to community involvement, supporting organizations such as the Lucille Packard Childrens Hospital and the Leukemia & Lymphoma Society. He resides in Diablo, California, with his wife and two daughters, and has previously served as a board member for the Diablo Property Owners Association.

He was inducted into the Association of Silicon Valley Brokers (ASVB) Hall of Fame in 2019.

Personality Overview

Unexpressive

Process Oriented

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Capital Markets
As a senior partner on Cushman & Wakefield's Northern California Capital Markets team, he frequently announces major transactions and acquisitions in this sector.
Silicon Valley CRE
Considered a preeminent investment broker in Silicon Valley, his career and deal announcements are heavily focused on this specific and dynamic commercial real estate market.
Community Philanthropy
Maintains a high level of community involvement, including support for the Lucille Packard Children's Hospital, the Leukemia & Lymphoma Society, and the Diablo Foundation.

Media Appearances

Cushman & Wakefield Bolsters NorCal Team with Key Additions. Featured in ConnectCRE

See Now

Work History

12-2022
Vice Chairman at Cushman & Wakefield
1-2015 - 12-2022
Executive Vice President at CBRE, Inc.
5-2002 - 12-2014
Senior Vice President at CBRE, Inc.
10-1990 - 5-2002
Senior Vice President at Grubb and Ellis Company ( formley Bishop Hawk)

Education

1985 - 1990
B.A. from San Diego State University

More Information

Social Presence :

Prographics :

Exp : 35 Location : San Jose, California, United States Job Level : N/A Designation : Vice Chairman at Cushman & Wakefield
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Insights For Selling To Scott J.

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 vague in response to your questions, ask firmly and pointedly

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • 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 Scott J. is

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

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Scott J. move?

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

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

You And Scott J.

Personality Compatibility


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