Women brokers share the spotlight.

The manager's job in any real estate company has not changed: look for likeable individuals with good communication skills; tenacity; coachability; excellent work ethic; and a competitive, entrepreneurial spirit. In Marcus & Millichap's Encino office, these qualities are found among a diverse group of individuals, with different backgrounds, ethnicities, religions and yes, sexes.

The concept of hiring on the basis of merit and potential is not a foreign idea. Hiring on the basis of gender alone however is an odd notion to me. Why would anyone limit their sales force, or the very environment that elicits and helps facilitate success? The accomplishments of an individual, even in as difficult an arena as commercial real estate, is not negated or benefited by one's gender, but rather remains a constant: their ability to grow their skill-set to better accomplish the needs, wants and motivations of their clients.

Fortunately, especially as represented by the outstanding list of candidates in the San Fernando Valley Business Journal's list of nominees for Top Women in commercial Real Estate, the idea of women being successful in real estate is less of a perception and more of a reality. Women already are successful in real estate. They are not: 'soon to be emerging'; 'breaking through the glass ceiling'; or 'coming into their own'. They are already here. Working, negotiating, listening, growing, training and succeeding tremendously. Unfortunately however, I acknowledge that some women may face an uphill battle with those individuals that still believe real estate to be an 'old-boys' network. However, this is not shared by any client I have encountered.

We're seeing more women inquire, interview and enter the commercial real estate field. This obviously benefits the office environment, certainly our clients, and the industry at large. In Marcus & Millichap's Encino office we have eight women pursuing and succeeding in sales careers in investment brokerage. We're also seeing a significant rise in the number of female applicants.

As the barriers and antiquated attitudes disappear, opportunities emerge and improve. Women entering the field today are being met by receptivity among progressive companies where they are being valued by their abilities and potential. Additionally, and just as importantly, women are discovering that their earning power is equal in commercial real estate. With the same training, coaching and their own hard work, it is very evident that there's no disparity in pay as found in other industries. And their successes are becoming greater. This year at Marcus & Millichap, for example, more female agents than ever qualified for the firm's national sales recognition award reflecting a significantly high level of sales achievement.

Women bring important assets to the job. Women's listening and intuitive skills are extremely well suited to relationship building and the sales process. Successful brokers understand that a clear comprehension of the client's objectives, and initiating a thoughtful and strategic plan and follow-through, is what elicits success. Women are also skilled at fostering, maintaining and improving communication with clients. And as such, women brokers are bringing new and valuable perspectives to commercial sales, and are reaping deserved rewards.

And it's about time. The increasing legion of female agents and the proactive measures to support and encourage entry into our field, bode well for our hopes of a more diversified industry, which benefit our clients, and values different perspectives and skill sets. My congratulations to all of this year's nominees.

Jonathan A. Weiss is the Senior Vice President and Regional Manager of Marcus & Millichap's Encino office. He may be reached at: [e-mail].