I lost my dad six years ago. He was a really fine golfer. Not a casual weekend player, but the kind of golfer who understood the game, respected its traditions, and appreciated the challenge that comes from trying to master something you never truly conquer.
It seemed fitting that I spent part of today watching the U.S. Open Championship.
After breakfast with family, it was time to tune in. Each year, the tournament concludes on Father’s Day, and this year’s finish did not disappoint. It was a thriller. Wyndham Clark captured the championship with a one-shot victory that came down to the 72nd hole. Under immense pressure, he trusted his swing, trusted his preparation, and walked away with one of golf’s most coveted trophies.
You may be wondering what any of this has to do with commercial real estate.
Indulge me as I draw a few parallels.
Mental Toughness Matters. The U.S. Open is often described as golf’s toughest test. The rough is thick. The greens are unforgiving. One poor decision can undo four days of brilliant play.
Commercial real estate isn’t much different.
Deals fall apart. Financing changes. Buyers hesitate. Sellers get emotional. Tenants rethink their plans. Markets shift.
The brokers who survive, and thrive, are not necessarily the smartest or the most talented. Often, they’re simply the most resilient. They understand that setbacks are part of the process and that success frequently belongs to those who keep moving forward after disappointment.
Timeless Fundamentals Win. One of the things I love about championship golf courses is that many were designed long before modern technology changed the game. They were built before diesel-powered earthmovers, GPS-guided grading equipment, and computer modeling.
Yet they continue to challenge the world’s best players.
Why?
Because great design never goes out of style.
The same can be said for commercial real estate. Technology changes. Marketing platforms evolve. Data becomes more sophisticated.
But the fundamentals remain remarkably consistent.
Build relationships. Create trust. Understand your client’s needs. Communicate clearly. Solve problems. Follow through.
Those principles worked thirty years ago. They’ll work thirty years from now.
World-Class Competition. The U.S. Open attracts the best golfers on the planet. Every player in the field has talent. Every player has won somewhere. Every player believes they can win.
Commercial real estate can feel the same way.
In virtually every market, there are excellent brokers competing for listings, assignments, and opportunities. The difference between winning and losing is often measured in preparation, persistence, and execution, not raw ability.
When everyone is talented, details matter.
There Is Only One Trophy. At the end of the week, there is only one champion.
Hundreds of players compete. One hoists the trophy.
Brokerage isn’t winner-take-all to the same extent, but there is an important lesson here. Every assignment has a successful outcome. Every client ultimately selects a representative. Every building gets sold or leased by someone.
You don’t have to win every opportunity.
But you do need to be prepared when your opportunity arrives.
Trust the Process. Perhaps the greatest lesson golf teaches is the importance of process.
The best players focus on preparation, routine, and execution. They cannot control every bounce, gust of wind, or lucky break. They can only control their process.
That lesson resonates deeply with me.
Throughout my career, I’ve learned that the best brokers focus less on outcomes and more on controlling the process. Ask the right questions. Qualify carefully. Stay organized. Communicate consistently. Do the work.
When you trust the process, good outcomes tend to follow.
A Father’s Legacy. As I watched today’s final round, I couldn’t help but think about my dad.
Golf was one of the many lessons he left behind. Not just how to swing a club, but how to handle adversity, maintain composure, and compete with integrity.
Those lessons extend far beyond the golf course.
They apply in business. They apply in life. They certainly apply in commercial real estate.
So today, as we celebrate Father’s Day, I’m grateful for family, grateful for memories, and grateful for the enduring lessons that fathers pass along, sometimes intentionally, sometimes simply by example.
And if those lessons happen to come while watching the U.S. Open on a Sunday afternoon, all the better.
Allen C. Buchanan, SIOR, is a principal with Lee & Associates Commercial Real Estate Services in Orange. He can be reached at abuchanan@lee-associates.com or 714.564.7104. His website is allencbuchanan.blogspot.com.
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