Does working in commercial real estate mean you have to wear a tailored suit to be taken seriously? According to Pascal Trip, Asset Manager at Benkey, the answer is refreshingly simple: no.
In fact, Pascal would rather be found in his favorite Nike sneakers.
Not to make a statement. But because that's where he feels like himself. And according to Pascal, real professionalism doesn't start with your shoes, it starts with your attitude.
What Is Your Third TIP of TRIP, Pascal?
"Stay yourself," Pascal says plainly. "You can pretend to be something else, but you won't sustain it."
It sounds simple. Yet it cuts to the heart of why so many commercial real estate professionals struggle with trust-building and long-term client relationships.
Why Authenticity Matters More Than You Think
Many people assume that commercial real estate is won or lost on appearance. A crisp presentation, the right watch, the perfect tailored jacket, these things matter, don't they?
Of course, a professional appearance counts. But what clients actually remember is something far different:
- How you communicate
- Whether you're honest
- Whether you keep your word
- Whether you know what you're talking about
- Whether you stay consistent with who you are
Your story sticks. Your tie doesn't.
This principle applies whether you're searching for office space for rent in Amsterdam with a tenant or advising a landlord on portfolio management. The professionals who build lasting relationships are those who show up, mentally and emotionally, as themselves. They listen. They advise honestly. They follow through.
So Your Nikes Have Become a Trademark?
"Colleagues mention it now and then," Pascal says with a laugh. "I feel comfortable in my Nikes. That's me. And when I'm being myself, I have the best conversations."
Authenticity often builds more trust than a perfectly rehearsed appearance ever could.
Think about it: you can maintain a polished facade for one meeting. But when you work with someone over months or years, whether discussing warehouse and logistics space for rent in Rotterdam or negotiating lease terms, your true personality eventually emerges anyway. Why not lead with it from the start?
What Actually Builds Trust?
Consider what truly matters in commercial real estate partnerships:
| What Looks Impressive | What Actually Builds Trust |
|---|---|
| Tailored suit | Honest advice |
| Luxury watch | Keeping commitments |
| Expensive car | Genuine expertise |
| Polished presentation | Listening to the client |
| Formal appearance | Authentic presence |
The second column wins every time.
Colin's Perspective: Long-Term Partnerships Reveal Truth
Colin, co-founder of RE-SEARCH, agrees: "Absolutely. In commercial real estate, you might pull off a different persona for one meeting. But when you work with clients over years, your real personality always surfaces."
"That's why we focus on genuine conversations rather than rehearsed sales pitches. A client needs to trust you'll still be honest when times get difficult, when market conditions shift, when a deal falls through, when they need real advice, not flattery."
Whether someone is looking for office space for rent in Venlo or evaluating portfolio performance, they're ultimately placing trust in a person. They want someone who will level with them, not someone performing a role.
A Suit Makes an Impression; A Good Story Leaves a Mark
Here's the distinction worth understanding:
| Quick Impression | Lasting Trust |
|---|---|
| First five minutes | Years of partnership |
| Polished exterior | Substance and depth |
| Projecting status | Adding real value |
| Selling | Advising |
Clients don't hire a suit. They hire a professional who understands their needs, communicates clearly, and delivers results. They remember how you made them feel. They remember whether you solved their problem. They remember whether you told them the truth even when it was uncomfortable.
This is true across all commercial real estate contexts, whether you're helping a growing tech company find office space for rent in Berlin, advising on industrial property needs in warehouse and logistics for rent in Venlo, or working as a broker, asset manager, or property advisor.
The Real Investment
"Invest in your story rather than a designer suit. And maybe a good pair of sneakers."
That's the essence of this TIP of TRIP.
Your credibility comes from:
- Clear, honest communication
- Demonstrable expertise
- Reliability and follow-through
- Genuine interest in solving the client's problem
- Being consistently, authentically you
These things compound over time. They create referrals. They lead to repeat business. They build a reputation you can actually stand on.
The Final Word
Obviously, you don't need to wear sneakers to the office. A professional appearance is still important, it shows respect for the people you're meeting and the work you do. Nobody is arguing for sloppy presentation.
But make sure your genuine self shows up with you.
Because clients won't remember the brand of your shoes or the cost of your watch. They'll remember whether you listened. They'll remember whether you had their back. They'll remember whether they could trust you.
And that, perhaps, is the best investment a commercial real estate professional can make.
Forget the perfect suit. Bring the real you.
