Memorial Day Memories

Most of you are reading this on the day before Memorial Day. A day set aside to remember those who gave the ultimate sacrifice for our freedom. Freedom to live in a great country with infinite opportunities to worship, work, and live without the threat of an oppressive government. For those - we give thanks. For others who’ve lost loved ones in this struggle, our heartfelt condolences. Today, I’d like to share with you some folks who’ve been instrumental in my commercial real estate career who sadly are no longer with us. To my knowledge, none served our country but are fondly remembered nevertheless.
 
Bill Lee. Bill left this world on April 5, 2021 surrounded by friends and loved ones. I wrote a column in this space about Bill’s life and impact on Commercial Real Estate. If you like, you can read it here - Location Advice - California Businesses: How to Become a Commercial Real Estate Legend? Simple! R.I.P. Bill Lee. Bill’s enthusiasm was contagious. I adored him the moment we met. His wheels were always turning and you’d sense it when you spoke to him. Always open to new ideas and keenly aware of opportunities - times with Bill were memorable. However, Bill was chronically late. I finally learned to tell Bill a meeting was thirty minutes before it’s actual commencement so that he’d show up on time. Fashionably late indeed! Because, I could never count on his punctuality - I was acutely aware of my meeting preparation. Thus, I was less reliant upon his presence. Maybe that was his intention all along - to train me to be prepared. Also gleaned was the importance of cooperation with your competitors. Please don’t misunderstand. Bill wanted to beat them for assignments but once the client decided - cooperation was tantamount.
 
My paternal grandfather, Sam Buchanan Sr. I had the privilege of knowing Samuel Abraham Buchanan, Sr. until his death on March 30, 1975. He was 71. I thought he was an old man. Now that I’m 65, I’ve revised my definition of old. Grandad founded the Buchanan Bottling Company in 1930. Texarkana, Texas was his location of choice. Relocated we’re his wife and two small boys and their new lives began. I marvel at his grit. To take a risk at that time - the Great Depression was in full swing and a World War was a decade away - form a business, move his family on hope and prayer was remarkable. Observing the joys and struggles our family business experienced prepared me well for a career advising family owned and operated manufacturing companies on their real estate decisions.
 
My father Sam Buchanan Jr. As many father son relationships can be - ours was strained at times. I spent far too much time concerned about his opinion of me. Shortly after he died on July 4, 2020 - I penned this final momento. “Dad, as an adult, I’ve been the best I could be. I celebrated forty years of marriage with the love of my life, raised three amazing college grads, have been blessed with five beautiful grands, live debt free, don’t drink, smoke, or do drugs, have achieved success within one of the toughest industries in one of the most competitive markets, have a great relationship with all of our family and enjoy a strong faith in God.” I have Dad to thank for that - pressing me to achieve.
 
Sheldon McKnight. “Shelly” was one of my dearest friends and clients until his death in 2017. My first encounter in 1996 was a sign call. You see, folks - in need of a building - used to drive around and call agents whose names appeared on signs. He described his requirement like this - 4000 square feet of dock high space he’d prefer to lease month-to month. You brokers understand. Best case, this was a $200 pay check. And I should mention, had an availability rarer than a Big Foot siting. Something inside me said I should not shine this gentleman but should try to help him. His requirement morphed into a much larger deal - a 15,000 square foot sale. Many more would follow - 18 in all over the next decade and a half. He shared with me years later his strategy. He wanted to team with someone who was hungry and would work hard on his behalf. By describing an uber small deal - he knew he’d weed out those not interested in rolling up their sleeves.
 
So, there you go. Rest well dear ones. Our memories are still alive.
 
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.

How to Become a Commercial Real Estate Legend? Simple! R.I.P. Bill Lee

The Commercial Real Estate Industry lost a lion this week. Bill Lee passed away peacefully on April 5, 2021 surrounded by family. We are deeply saddened by our loss but grateful that Bill suffers no more and is with the Lord. Many of you knew Bill, transacted deals with him, and had great respect for his prowess. In honor of the life Bill led and the impact he had on our business - I revived a column I wrote in 2019 in his honor. Rest well my friend!
 
I am penning this post from a palatial suite - not the font seat of my car, btw - at the Aria in Las Vegas. It's early and I am one of the few that is witnessing the sunrise at the BEGINNING of my day. My company, Lee & Associates, journeys to Las Vegas each fall for our annual Summit. My thoughts drifted to a Summit past - the last one Bill Lee attended.
 
At that Summit - I re-connected with my old friend - Bill - hint, his name is on the front door. It was so great to see Bill and spend some time with him. Bill, unfortunately has been absent from recent Summits. I REALLY miss him. The cool thing is, it felt as though we talk weekly. He watches my TUESDAY Traffic Tips - my weekly video series - and complimented my work. Bill is LEGENDARY. But, how did he become a legend?
 
Bill observed a problem. Bill was the top guy at Grubb and Ellis before Nixon was a crook. He was/is the most competitive guy I've ever met. But, Bill realized that intra-office competition was wreaking havoc on the greater good of the office. Bill tells it like this. "I had a 30,000 sf listing. A guy (competitor) in the cube next to me had a 30,000 sf occupant requirement. I didn't tell him about my listing because I didn't want him to get part of the fee. The culture of the office dictated that approach." Bill later realized that the "company" suffered and created a platform, that through profit sharing, rewards cooperation but still encourages competition. This was heady stuff, folks. Talk about disrupting the way in which commercial real estate is brokered. WOW!
 
Bill had the courage to change. Great, there was a problem. Now, Bill had to convince some fellow brokers that CHANGE was the key to their collective future. Getting brokers to change ANYTHING is tantamount to separating conjoined twins. But, Bill, ever the persuader, convinced a small band of brothers to follow him into the cooperative abyss. John Matus, John Sullivan, Mel Koich, Larry O'Brien, John Vogt, Tom Casey, Dennis Highland, Len Santoro, Bart Pitzer, and Bill's college friend, Al Fabiano heeded the siren call and left the building. 
 
Bill had a tireless vision. One of the other old timers and I were marveling at how those eleven guys, in an executive suite in El Toro, California, created a company that now boasts 65 global offices, close to 1200 agents, Billions in revenue, an International presence, coast to coast visibility, and the BEST place in the world to transact commercial real estate. Period! I asked Bill if he ever, in his wildest dreams, believed the company would someday be this big. He looked at me rather puzzled and said, "of course! Once we got your Orange, California office opened, I knew we were on our way to becoming an international company." Tireless vision!
 
Bill got out of the way. At a point, Bill realized that for Lee & Associates to grow, he needed to step away and let the eaglet fly. Knowing Bill, as I do, this was warranted but was the toughest thing for him to accomplish. 
 
Bill along with Craig Coppola, a recent William J. Lee lifetime achievement winner, have authored a book entitled Chasing Excellence, Real Life Stories from the Streets. It is available on line and in book stores.
 
So, want to become a LEGEND? Just do those four things. Simple, right?
 
 
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.