Nick DeGregorio and Steve Kohn Talk Mentorship, Work Ethic, and Mastering Industrial Real Estate

Real Estate Moguls

Steve Kohn didn’t have a traditional start in real estate. What began as a long summer waiting for his first opportunity evolved into a decade-long journey across industries, honing his skills and learning to navigate the complexities of sales. It wasn’t until a chance encounter at a hockey game that Steve’s career in industrial real estate took off, thanks to his magnetic personality and relentless determination.

Steve’s success isn’t just a story of persistence, it’s a blueprint for anyone looking to excel in a competitive field. His first lessons in real estate weren’t learned in boardrooms or classrooms but in gas stations and on the streets of Franklin Park. "I wanted to learn everything," Steve said. “I asked truck drivers where they were headed and what they were carrying.” It was this hands-on approach, combined with a refusal to shy away from the unknown, that set him apart early on.

For Steve, relationships are the cornerstone of his career. Whether it’s hockey teammates or business contacts, he’s found that genuine connections build trust. "People see your character through how you play sports, handle challenges, and treat others," he explained. This authenticity has been a key factor in securing deals and maintaining long-term partnerships.

Steve credits much of his growth to his mentors. From the quiet guidance of his parents to the impactful lessons of industry leaders like David Kahnweiler, these relationships shaped his approach to success. "If you’re not uncomfortable asking for things on behalf of your clients, you’re not doing the job," Steve recalled from one mentor. Another piece of advice that stuck with him came from Lou Kahnweiler: "When you’re representing a building, start with the ones around it."

As someone who thrives on innovation, Steve sees social media as the new frontier for young brokers. "Go to every building in your submarket, take a selfie, and post it on Instagram," he advised. “Make yourself a celebrity in your niche.” By combining visibility with a relentless work ethic, Steve believes younger professionals can carve out a unique space in an industry dominated by seasoned veterans.

Education, both formal and informal, remains a priority in Steve’s playbook. He recommends that brokers consider pursuing a master’s degree in real estate to expand their network and knowledge. "The connections you make in those programs can benefit you for the rest of your career," he said. For him, learning never stops, whether it’s from colleagues, books, or even the mistakes he’s made along the way.

Steve’s advice isn’t limited to newcomers. For CEOs and decision-makers, his insights on market trends are sharp. "The smartest people are buying properties with extra land," he said. “It gives them room to expand without disrupting operations later.” He also emphasized the importance of thinking ahead in labor markets. “Businesses need to go where the labor is moving, and that’s further west in areas with high-quality, affordable housing.”

Hard work is at the heart of everything Steve does. He lives by a philosophy of accelerating growth by compressing time. "Get five years of experience in three years," he advised. “Be the first one in, the last to leave, and the one working on Saturday.” For Steve, success doesn’t come from luck, it comes from an unrelenting commitment to outworking the competition.

His parting thoughts are both practical and profound: “Don’t underestimate what you can achieve in a year if you’re all in.” Whether it’s leveraging social media, investing in education, or building authentic relationships, Steve’s story proves that success is within reach for those willing to go the extra mile.