Real estate 'chameleon' can adapt company on the fly

Entering the recession, Andrew Saluan knew to emerge successfully on the other side, he had to re-orient his all-purpose commercial brokerage firm, AJS Realty Group of Naples. With property management comprising about 20% of his business in 2008, “After doing it for almost 20 years, it was time to grow up,” he says, and hyper-focus on a niche.  

A decade later, after gradually leveraging long-standing relationships with fellow brokers and commercial property owners to grow his portfolio, Saluan's firm has grown up, and, in the process, recently surpassed a milestone: one million square feet under management. Commercial property now makes up 40% of his business.