A legacy project: My 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. It will provide some shortcuts, 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
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.