Zach didn’t begin in commercial real estate. He spent six or seven years in auto portfolio finance, making a living but not finding his calling. A move into commercial title insurance put him closer to the industry he’d later help shape. Then a series of conversations with the team at Biznow changed everything.

The people drew him in. “Every single person was super dynamic, super sharp, super ambitious,” he said. After a call with the late CEO Will Friend—“the greatest salesman I’ve ever met”—Zach knew he had to join. He wasn’t sure if he’d be on stage or in the audience. He chose the stage and never looked back.

Today, Zach serves as Vice President of Sales across the Midwest for Bisnow, one of the most prominent commercial real estate events and media companies. He credits the work to a team-first mindset. “Nothing happens without the people I work with,” he said. That lens powers everything from editorial to events. The editorial engine keeps nearly 2 million subscribers across about 50 cities engaged. The events side hosts roughly 400 gatherings worldwide, with about 25 in Chicago alone. The aim is simple and hard at once: keep people informed and help them meet the right people to do their next deal.

Then came the pandemic. In-person events vanished overnight. The company refused to frame the moment as “if.” It became “how.” “We did almost a thousand webinars during that year and a half,” Zach said. Production shipped a webinar every week. Sales reframed campaigns. Coordination delivered at speed. They didn’t just preserve the business. They came back stronger, and they still use digital when a national niche topic needs it.

Zach’s take on sales is refreshingly direct. Relationships matter, but they are not the reason to buy. “I don’t ever want somebody to do business with me because of our relationship,” he said. The reason must be clear value. Trust is built by doing what you say you’ll do, delivering what you promised, and being accessible. Relationships accelerate timing, open doors, and create introductions, but they should not carry the full weight of the transaction.

Culture is not a poster on a wall in Zach’s world. It’s who gets hired, promoted, and retained. “We don’t hire jerks,” he said. Fun and winning sit at the core. He looks for people who care about outcomes, often former college athletes or others with a visible competitive edge. Hunger beats polish. Effort beats résumé. Everyone in the “dojo,” as they call their offices, must be an A player because every seat directly affects results.

The Midwest focus is no accident. Zach sees real momentum in Chicago and neighboring markets like Detroit, the Twin Cities, Kansas City, and Columbus. Talent density is rising. Clients are investing. The city’s fundamentals—from fresh water to a diverse industry base—support long-term growth. That thesis shapes where the team expands next and which asset classes they spotlight.

Work and life became sharper when his family grew. Early on, Zach was out four or five nights a week and logging 90-hour stretches. That wasn’t sustainable. Now he guards time with Alicia, their son Cam, and even Amy the cat. The shift worked because he trusts a strong Midwest team to execute at the same level—or better. Systems support the boundary. So does clear ownership.

If you lead sales or community, here are moves you can copy this week. First, audit your offer so value stands on its own. Your relationships should speed a yes, not create it. Second, build a simple introduction flywheel. Track who needs to meet whom and facilitate two quality intros per week. Third, adopt Zach’s “how, not if” stance on constraints. Write the obstacle at the top of a document, then list three workable paths around it within 30 minutes. Ship one.

Zach’s most durable lesson came young. After his parents divorced when...

Michael Fassnacht has built a career on taking risks, thinking ahead, and, above all, showing up. As the Chief Growth Officer and President of Chicagoland at Clayco, one of the largest design-build firms in the country, he has a front-row seat to the future of real estate and economic development. But his path to this leadership role was not a straight shot. It was shaped by international experiences, deep civic involvement, and a willingness to step into the unknown.

Growing up in Germany, Michael’s early years were defined by curiosity and ambition. After spending time in Africa as a missionary, he returned to Europe to begin his professional career with Lufthansa. The corporate world introduced him to high-stakes decision-making, but it also reinforced a critical lesson. Success is not just about talent. It is about showing up and putting yourself in the right rooms.

His move to the United States was driven by something deeply personal, his wife. With their future together in mind, he left Frankfurt and started fresh in San Francisco. There, he launched one of the first SaaS companies in the marketing tech space, an endeavor that proved both challenging and rewarding. Five years later, after successfully selling the company, another opportunity knocked. This time in Chicago.

Stepping into a leadership role at one of the world's most renowned advertising firms, Foote, Cone & Belding, Michael quickly became a key figure in Chicago’s business landscape. His civic engagement grew as well, leading him to serve on various boards, including the Chicago Public Library Board and the Civic Consulting Alliance. These roles eventually led to a pivotal call. Mayor Rahm Emanuel asked him to help pitch Chicago for Amazon’s HQ2.

That bid, while unsuccessful, ignited something in him. The process of selling Chicago to the world opened his eyes to the broader impact of economic development. It was not just about business. It was about shaping a city, creating opportunities, and building a legacy that outlived a single project. That realization led to his time as Chief Marketing Officer for the City of Chicago and later as CEO of World Business Chicago, where he played a crucial role in driving investment and innovation.

Now at Clayco, Michael is bringing his global perspective to real estate development. With projects that span manufacturing, data centers, and life sciences, the firm is quite literally building the future. But beyond the numbers and high-profile deals, his approach remains deeply personal. Mentorship, leadership, and the philosophy of showing up.

“The most important advice I give young people nowadays is show up,” he says. “Leave your bedroom, leave your house, leave your apartment. You have to go to meetings, you have to go to events. You have to meet people face to face. You have to show up with your work, with your writing, with your thinking, with your voice.”

This mindset is not just advice. It is how Michael has built his career. Whether in boardrooms, on construction sites, or in civic leadership meetings, he understands that no amount of preparation can replace the value of being present. It is a lesson that applies across industries, from aspiring entrepreneurs to corporate executives looking to make an impact.

For those looking to follow in his footsteps, Michael emphasizes one more thing. Maintaining emotional independence from work. “You cannot give power over your emotional well-being to the corporation you're working for,” he says. Dedication is important, but so is the ability to step back, reflect, and ensure that success does not come at the cost of personal fulfillment.

Through all his ventures, from pitching billion-dollar investments to shaping the next generation of leaders, Michael Fassnacht remains a student of life. Always learning, always building, and always showing up.

Mark Santoyo knows that real estate isn’t just about houses—it’s about people. Long before he became a top producer, he understood one fundamental truth: when you take care of people, they take care of you. That mindset has carried him through a thriving career, proving that success isn’t about flashy sales tactics but about genuine connections and long-term trust.

There’s a reason why some realtors last for decades while others fade out quickly. Mark has seen it firsthand. “When you love sales, you just know it,” he says. “But it’s not rocket science. Just treat people well. Treat them like family.” It’s a simple philosophy, but one that too many professionals overlook. In an industry that can feel transactional, Mark has built a business by making his clients feel like they’re more than just another deal.

For Mark, honesty is everything. He doesn’t sugarcoat the realities of buying or selling a home. He tells his clients the truth—even when it’s not what they want to hear. “People appreciate honesty,” he explains. “They don’t want the runaround. They want to know that you’ve been there too.” Real estate isn’t always easy, and he makes sure his clients feel prepared for the process.

Success in real estate isn’t just about closing deals. It’s about creating lifelong relationships. Mark doesn’t just help someone buy a home and move on—he stays connected. His clients come back, refer their friends, and trust him with their biggest financial decisions. That kind of loyalty doesn’t happen by accident. It happens because people know they can count on him, year after year.

A major shift in Mark’s career happened when he started treating his business like a long-term investment instead of chasing quick wins. He realized that consistency was the secret weapon of top producers. It’s not about doing something great once—it’s about doing it every single day, whether or not there’s an immediate payoff.

That’s why Mark believes so strongly in the power of personal branding. “People need to see you. They need to know what you stand for.” He built his reputation not just through his results but through his presence—online and offline. By showing up consistently, he became the go-to person in his market.

Many agents make the mistake of overcomplicating things, but Mark keeps it simple. “Just be real,” he says. “Listen to people. Understand what they need. Solve their problems.” It’s a reminder that while the industry evolves, the core of real estate will always be about trust, relationships, and delivering results.

For anyone looking to build a career in real estate—or any industry—Mark’s advice is clear: “Stick with it. Don’t give up just because things don’t happen overnight. The people who succeed are the ones who show up every day and put in the work.”

Whether you’re a new agent or a seasoned professional, there’s one takeaway that stands out: Treat people like family, and you’ll never have to chase business. It will always come back to you.