My Legacy Project. A Commercial Real Estate Journey
They say everyone has a book in
them. Mine has been rattling around for over a decade, occasionally tapping on
the inside of my skull and whispering, “It’s time.” Well, that time has finally
arrived.
Yes, folks, I’ve embarked on a
project that more than a few of you have encouraged for years: I’m writing a
book. There. I said it.
Some of my peers have chuckled
knowingly and offered congratulations. Others have asked, “What took you so
long?” And a few have raised eyebrows and muttered, “After all, that’s what old
guys do.” I’ll admit, I resemble that remark.
But this isn’t a memoir filled
with nostalgic tales of the ‘good old days’ (although there might be a few of
those, because let’s face it—some of them are just too good not to share). Nor
is it a textbook of dry theory or recycled motivational fluff. This book will
be part personal, part tactical. A blueprint of sorts—for those interested in
understanding how one broker carved out a successful commercial real estate
practice by focusing on fundamentals, relationships, and a few contrarian bets.
The tentative title? SEQUENCE:
A Commercial Real Estate Success Formula – How I Became a Successful Producer
and How You Can Too!Yes, it’s a mouthful. But
I’m not writing this for literary awards. I’m writing it to help people in our
business—especially those who are just starting out or struggling to find their
stride—shortcut a few of the lessons I had to learn the hard way.
At its core, the book is built
around a framework I’ve developed over 40 years in the trenches: SEQUENCE. Each
letter stands for a key stage in the commercial real estate transaction cycle,
from sourcing opportunities to expanding your practice. I’ve also included
another acronym, QUALIFY, to help readers better assess the viability of a deal
and the motivation of a client. (Yes, I like acronyms. No, I’m not sorry.)
The book will be peppered with
real-life anecdotes—some triumphant, some humbling—all intended to reinforce
the lessons I’ve taught in seminars, shared in columns like this one, and
practiced day-in and day-out with my clients. It will also spotlight the tools
and mindsets that helped me break through ceilings, bounce back from setbacks,
and build a sustainable, scalable career in this wonderful and maddening
business we call commercial real estate brokerage.
Now, before you start placing
Amazon pre-orders, I should level with you: This will take time. My goal is to
finish by the end of 2025. I’ve learned that writing a book is a lot like a
commercial lease negotiation—there are drafts, redlines, delays, and the
occasional moment where you question everything. But there’s also joy in the
process, especially when you know the outcome will serve others.
So, why now?
Because I believe we don’t just
owe our clients our best—we owe it to the next generation of brokers,
entrepreneurs, and business owners to pass along what we’ve learned. This book
is my attempt to do just that. A legacy project, maybe. But also a practical
toolkit that I hope will help someone—maybe you—get from where they are to
where they want to be.
Stay tuned. I’ll keep you posted
on the progress. In the meantime, if you’ve ever considered writing a book of
your own, I have one word for you: start.
After all, that’s what old guys
do
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