From Intern to Partner: Troy Wisse on Learning Industrial Brokerage
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From Intern to Partner: Troy Wisse on Learning Industrial Brokerage
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Troy Wisse joins Justin Smith to discuss building an industrial brokerage practice in Northern New Jersey, from cold-calling for an internship to becoming a partner at Lee & Associates - WBE.
They discuss earning a mentor, mentoring the next broker, balancing landlord and tenant representation, Class A and Class B leasing, client service across the Lee network, practical AI, and prospecting.
Guest: Troy Wisse, Partner, Lee & Associates - WBE
Host: Justin Smith, SIOR, Lee & Associates Irvine
Watch the full conversation on YouTube
Troy Wisse's firm bio
Recorded October 15, 2026. Market views are the speakers' observations at recording.
Chapters00:00 Introduction and the cross-coast relationship
01:55 Northern New Jersey roots
03:23 The cold call that led to Lee
07:01 Becoming a partner
08:42 Earning a mentor
11:40 What new brokers should ask
12:56 Mentoring Eddie
15:46 A new marketing lane
17:03 Building confidence in public
19:52 A landlord-led practice
21:19 Class A demand and the construction pipeline
24:05 Class B leasing and concessions
26:18 The lasting value of location
28:40 Southern California comparison
33:01 Growing through tenant representation
33:44 Owning the client problem
35:33 AI in the brokerage back office
42:18 Call screening and accessibility