Interview with Thomas Hardy: A Deep Dive into Real Estate Success

In this exclusive interview, Thomas Hardy—Director within the Office Agency at JLL in Brussels—shares his professional journey, the critical skills that have propelled his career, and his unique perspectives on the evolving real estate landscape. With a strong background starting from his early days at Knight Frank in 2018 and now with JLL, Thomas offers valuable insights into the dynamic world of real estate.

Can you tell us a little about yourself and how you got started in the real estate industry?

I'm Thomas Hardy, a Director within the Office Agency at JLL in Brussels. My primary focus is on the Brussels market, with some activity in Wallonia as well. I specialize in transactions of 1,000 square meters and larger. My journey in real estate began in 2018 with Knight Frank, and since 2021, I've been part of the JLL team.

From your experience, what key skills do you believe are crucial for success as a broker?

In my experience, a successful broker needs to have a broad knowledge base covering various aspects of real estate. While we don't need to be specialists in every field, it's crucial to have a solid understanding of legal, financial, and technical aspects of the industry. This comprehensive knowledge allows us to provide more valuable insights to our clients and navigate complex transactions effectively.

What do you enjoy most about your role and the flexible workspace sector?

What I love most about working in real estate is its diversity. Every day brings new challenges and learning opportunities. I particularly enjoy the chance to interact with professionals from various industries, which leads to fascinating discussions and broadens my perspective.

How do you think the growing trend of hybrid and remote working is impacting the real estate market in Belgium and abroad?

We're observing that many companies are reassessing their future needs, making it challenging to determine long-term space requirements. In relocation scenarios, we're seeing businesses reduce their office footprint by 25% to 50%, depending on the case. Moreover, the current climate has made long-term commitments increasingly complex. Companies find it difficult to predict their situation three years from now, let alone nine years ahead, which impacts their real estate decisions significantly.

Tell us about a memorable deal or experience from your career.

A standout transaction in my career was a deal I managed last year with Habyt, a coliving operator. It involved a 15-year contract for 14,000 square meters in the ZIN project in Brussels. Although it wasn't a traditional office deal, facilitating this transaction was really interesting. It is a good example of the diverse nature of our profession and it allowed me to expand my expertise beyond conventional office spaces.

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