Be Authentically Excellent – Leading Without Fear
- John Coe
- 5 days ago
- 5 min read
How to Build Unshakeable Leadership in Commercial Real Estate
Starting your career in commercial real estate can feel like stepping into a gladiator arena. High-stakes deals, market volatility, demanding clients, and intense competition create an environment where many young professionals either burn out or compromise their values to get ahead. But what if there was a different path?
The most successful leaders in our industry didn't climb to the top by playing it safe or cutting corners. They built their careers on two unshakeable pillars: authenticity and excellence. When you master these without fear, you don't just survive in commercial real estate—you thrive.
Authenticity: Your Competitive Advantage
In an industry where everyone's trying to impress everyone else, authenticity becomes your secret weapon. It's not about being the smartest person in the room or having all the answers. It's about being real, consistent, and trustworthy.
The Integrity Imperative
Blake Potolicchio of Open Industrial puts it simply: "Always do the right thing." This isn't just feel-good advice—it's strategic. When you operate with what he calls "brutal honesty," you build something money can't buy: trust. And in commercial real estate, trust is literally your currency.
Bob Youngentob's philosophy captures this perfectly: "Integrity, Humility, Do business in ways you would like to be treated." When you're 25 and eager to prove yourself, this might seem like a luxury you can't afford. It's actually the foundation you can't afford to skip.
Choose Your Battles (and Your People)
Here's something they don't teach in business school: you get to choose who deserves your time and energy. Legal expert Ron Gart refuses to work with clients who are "nasty" or "take advantage" of his team. Tom Burton's firm carefully assesses the character of potential partners, seeking those who are "fair" fiduciaries.
As a young professional, you might think you need to say yes to everything. But the smartest career move is learning to align yourself with people who share your values. Brad Olsen nails it: "treating people in a positive way and coming to every interaction with a certain degree of integrity, the world will ultimately reward you."
Your reputation is your most valuable asset. Protect it fiercely.
Excellence: Your Growth Engine
Authenticity gets you in the door, but excellence keeps you there and propels you forward. Excellence isn't about perfection—it's about commitment to continuous improvement and strategic thinking.
Stay Hungry, Stay Learning
The commercial real estate industry changes faster than you can blink. Technology, regulations, market conditions, consumer preferences—everything evolves constantly. Blake Potolicchio champions being a "lifelong learner" because "It's fun to learn." But more than fun, it's essential for survival.
Bruce Kirsch of REFM reminds us that while mistakes are inevitable, "To not learn from a mistake is a big mistake." Shekar Narasimhan's advice hits home for young professionals: "be very open minded and listen more than talk."
Your superpower early in your career isn't what you know—it's how quickly you can learn and adapt.
Master the Fundamentals
Excellence requires discipline, especially with the basics. Mill Creek Residential limits leverage to 65% loan-to-cost, creating a "more predictable, financeable pipeline." Tom Burton's firm stays "pretty conservative" with exit valuations, always comparing original underwriting with actual outcomes.
Harold Green emphasizes "Disciplined Capital Allocation" and updating strategies every three years. This isn't about being boring—it's about being smart. When you master the fundamentals, you earn the right to take bigger, more interesting risks.
Build Your Team (Even When You're Not the Boss)
Henry Fonvielle believes "enabling other people to make the decisions... is where the magic is." Even as a junior professional, you can start thinking like a leader. Collaborate, share credit, and help others succeed. Jessie Barter's firm values "having more ideas versus a narrow way of thinking" to identify opportunities and deliver better returns.
Daniel Klein focuses on hiring "the best people," and you should focus on becoming one of those people while building relationships with others who share that standard.
Leading Without Fear: Your Mindset Advantage
The real estate industry will test you. S&L crisis, dot-com bubble, 9/11, Global Financial Crisis, COVID-19—and whatever's coming next. Charlie Hewlett notes it's "unrealistic" to design a strategy that anticipates every catastrophe. Instead, fearless leaders build resilience and embrace uncertainty.
Fail Fast, Learn Faster
Sean Caldwell's advice should be tattooed on every young professional's wall: "Don't be afraid to take risk. Failure is not that bad, right? It's not that far. You'll grow more from that than anything else."
Bob Buchanan puts it even more directly: "Get in the ring. Don't be afraid to get in the ring. And once you're in the ring, get back in the ring once you get thrown out because you're going to get thrown out."
The professionals who succeed long-term aren't the ones who never fail—they're the ones who fail fast, learn faster, and keep moving forward.
Develop Unshakeable Resilience
Oliver Carr III describes recent years as "gut wrenching" for commercial office markets, but emphasizes having a "great team" and being "all in it together." Monty Hoffman's advice to his 25-year-old self: "Quit worrying and you're up for a 'hell of a ride'."
Liz Wainger learned to "not worry so much" because "things will work out, even when they don't look like they're going to."
Stay Flexible, Stay Relevant
Owen Billman highlights "adaptability in a changing market" combined with a "long term ownership mentality." Charlie Hewlett focuses on strategies that "minimize your downside risk" without being "too conservative."
As Ethan Penner philosophizes, success comes from asking "where do human beings want to experience life" and creating "physical spaces that address those desires."
Your Action Plan
Audit your integrity: Are you doing the right thing even when no one's watching? Are you choosing clients and partners who align with your values?
Become a learning machine: What are you reading, learning, or exploring this week? How are you staying ahead of industry trends?
Master the fundamentals: Are you disciplined with your analysis, conservative with your assumptions, and strategic with your decisions?
Build your network authentically: Who are you helping succeed? How are you adding value to others' careers?
Embrace the arena: What calculated risk are you avoiding out of fear? What would you do if you knew you couldn't fail?
The Bottom Line
Commercial real estate isn't just about buildings and deals—it's about people and relationships. When you lead with authenticity and pursue excellence without fear, you don't just build a career. You build a legacy.
The industry needs leaders who can navigate uncertainty with integrity, who can adapt without compromising their values, and who can inspire others to do the same. The question isn't whether you're ready for the challenges ahead—it's whether you're ready to meet them authentically and excellently.
As many industry veterans remind us: maintain a positive mindset, embrace challenges, and remember that ultimately, "every little thing is going to be all right."
The arena is waiting. Are you ready to step in?
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