Real Estate Transactions: Nelson Mullins Says Trust Is Key to Display Good Judgment

The below responses are from Nelson Mullins Riley & Scarborough partner David Itskovich:

What are some of your most satisfying successes of 2021, and why?

We’ve been fortunate to represent our clients in some of the largest and most complex real estate transactions in the state, earning us the trust of our clients. That trust extends beyond the primary-partner relationship and has grown to include other members of the team. We’ve also developed a great national reputation, which has led to prospective new-to-market clients calling us first before entering Florida. In my mind, these represent a turning point in our practice and qualify as our most satisfying successes for 2021.

Florida’s real estate market is now among the hottest in the country. What are your thoughts on that? 

The Florida market has seen a great deal of activity over the past couple of years and has certainly been more resilient in the aftermath of COVID-19 than in other parts of the country.  From my perspective, the “hot” market is a testament to Florida no longer being a “sun and surf” economy. Florida will always be a great place to vacation, but we now have real business and commerce taking place in the Sunshine State, along with a pool of professionals that can service sophisticated work.

What does it take to become a trusted real estate/transactional lawyer in Florida? 

Trust is a function of displaying good judgment over an extended period of time. The qualities are not unique to real estate law and are generally universal. That said, having good judgment as a real estate attorney requires professional proficiency. Clients can make decisions and offer advice based on “gut.” We cannot. The most trusted advisers provide counseling based on experience and their subject matter knowledge. Rinse and repeat multiple times over the years, and you’ve suddenly earned your client’s trust.

Dealmakers are extraordinarily busy people. What must firms do to ensure that they remain engaged with pro bono work, their communities, and their families? 

Tough to balance, but the trick is to make these things as much of a priority as your professional life, especially family. Also important to be present, and not distracted by a rolling ticker of emails. The people and things that make you smile are just as, if not more important than the people and things that pay your bills.

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