Episode 048: Lance Leighton

Introduction:


 


Integral components to being a successful real estate broker
include that of having a relentless passion to make a difference
for one’s clients, an unquenchable thirst for knowledge (and the
ability to use it properly and to your advantage), to be
cognizant of when you don’t have all of the answers, and to be
smart enough to not only know it (while making like Tom Cruise in
Jerry Maguire by finding someone to complete you). Given my
experiences on a number of deals I have worked on with him, that
is what the never shy and always entertaining Lance Leighton,
Senior Managing Director at Savills, brings to the table … along
with the ability to channel Paul McCartney during a difficult
negotiation by conveying the message “there’s no time for fussing
and fighting my friends, we can work it out!”


 


Episode Notes:


 


At 2:12, Lance Leighton shares who he is and notes that “extra”
is the best word to describe him. At 2:58, Lance dishes on how
technology will continue to change how to market oneself and his
or her brand. At 6:00, Leighton talks about leveraging video
content. At 7:57, he discusses how technology has impacted him.
At 9:50, Leighton shares Savills occupier technology platform in
Knowledge³, as well as his thoughts on workplace efficiency. At
11:34, he touches upon landlords adapting to change, and the
commercial real estate industry being slow to adapt to change. At
14:38, Lance speaks about commutation for employees, and how
landlords are using creative methods in order to attract tenants.
At 16:39, Leighton informs that he is “all-in” or “all-out” in
anything he does. At 18:16, he points out that his role as a
broker is to help clients solve significant problems, while also
anticipating those problems before they happen. At 21:30, Lance
highlights being a consultant, a trusted advisor and building
relationships. At 22:41, Leighton discusses the evolution of his
canvassing style, and running the broker training program at
Savills. At 25:45, he dives into experiential, interactive, and
“Instagram worthy” retail. At 28:28, Lance believes that the
introduction of new technology will not kill off brokers, and
instead will simplify the role of a broker. At 32:00, Leighton
talks about hedgefundspaces.com, techofficespaces.com, as well as
his mentor in Evan Margolin. At 35:33, he makes note that he
wears his heart on his sleeve and “you see what you get.” At
36:43, Lance shares his thoughts on “positivity,” “excitement,”
and the brutal amount of rejection in the commercial real estate
industry. At 39:35, Leighton points out the importance of
authenticity and passion in work. At 41:43, Lance Leighton closes
out the podcast with advice he received from his mentor Evan
Margolin in imagining that every call that you make or email that
you send is going to get back to the CEO.