The best part of sales is listening to people – what, why, when and how they need something. Office leasing used to bring out a certain bluster of the professional persona; looking for location, square footage, costs, features, image and prestige.

That is so not what we hear now. Location will always matter, but where that location is has changed. People now want a work pod near home for a core team to collaborate. Contrary to trends in the press, people are lowering their voices, looking over their shoulders and confessing to us “I NEED out of the house – 3 months was ENOUGH ALREADY!”

They still have the practical questions, but those now start with HVAC, privacy and cleaning – what are the HVAC filters and how shared is the Air? Private baths and kitchenettes have moved from indifference to deal-closer. Cleaning products and protocols are examined, compared and questioned.

Three features that we never heard about last year are now major – People want wide stairwells, not elevators. Windows that actually open are now selfie backdrops, shared to the rest of their team. Indoor bicycle storage brings a sigh of contentment - along with nostalgia, it generates a feeling of safety.

Location does still matter, but commercial real estate is taking a break from Location, Location, Location to focus on Safety, Safety, Safety