(Expressing Gratitude for the Wisdom that comes with Age)
Brian Lightle, CCIM, SIOR, CRE
Founder
During the autumn of 1985, I found myself in the vibrant neighborhood of Buckhead in Atlanta, Georgia, working as a 24 year old Financial Consultant with Merrill Lynch.
Fresh from my training with Merrill Lynch in New York City, I eagerly took my place at the desk, ready to put my newly acquired sales skills into action. With determination, I embarked on a daily routine of making 100 cold calls, five days a week, aiming to establish relationships and provide investment assistance.
Given the demographic of Buckhead, which was predominantly comprised of retirees, my focus naturally gravitated towards fixed income investments rather than stock trading and interacting with this older audience piqued my interest in this investment direction.
One encounter remains etched in my memory. A prospect I had been speaking with on the phone made an appointment and came into the office to meet with me and actually said that she was hoping I had more gray hair because at the time, not only did I have a full head of hair, none of it was gray.
Obviously, she was not making a comment about my physical appearance but instead it reflected a common perception in industry that gray-haired individuals, being older, tend to possess a wealth of experience and wisdom.
Throughout the years, I didn’t pay much attention to this notion, except for the occasional remarks from my wife about the increasing rate at which my hair was graying, making me appear older.
However, earlier this year, I received a phone call from someone seeking assistance with their commercial real estate and as I always do, I inquired about how they decided to reach out to me. Without hesitation, the individual attributed their decision to my gray hair as she believed I was more seasoned and had greater experience as a result.
This reaffirmed my belief that after nearly four decades in the CRE business, I have accumulated a considerable amount of knowledge and experience that others seek to have applied to their commercial real estate needs.
Reflecting on my 36 plus years in commercial real estate, from earning my CCIM (Certified Commercial Investment Member) to my SIOR (Society of Industrial and Office Realtors) and most recently my CRE (Counselor of Real Estate) designations, coupled with over 2,500 transactions/engagements throughout the entire state of Florida, I have learned much from what has gone well and equally as much (if not more) from the few that have not.
I do honestly believe that believe that there are very few situations in commercial real estate, especially in the office, retail and industrial disciplines where I cannot add value to the engagement.
While I do not claim that competence is exclusive to those with gray hair, I do recognize the advantages of collaborating with individuals who have immersed themselves in the industry, earned designations through achievement and education, and accumulated a wealth of transactional experience.
Allow me, with my gray hair, to assist you in achieving your commercial real estate goals.
Feel free to email me at Brian@TeamLBR.com or via phone or text at 321-863-3228.
Here’s to many more prosperous years ahead!
