Allen Buchanan: The Sequence—A Blueprint for Commercial Real Estate Success

What does it take to build a commercial real estate career that lasts more than four decades? For Allen Buchanan, the answer comes down to relationships, preparation, discipline—and following the right sequence.

In this episode of SF Commercial Property Conversations with Bruce Bean, Bruce sits down with Allen Buchanan, SIOR, a longtime commercial real estate professional with Lee & Associates and author of The Sequence.

Allen shares the unlikely path that took him from Arkansas to California. After college, he joined Procter & Gamble and found himself selling Crisco shortening to grocery stores in San Mateo. His career eventually brought him to Southern California, but constant business travel became difficult for his growing family. Allen decided to leave the corporate world and explore commission-based careers.

Commercial real estate stood out. In 1984, Allen joined Lee & Associates, where he has remained ever since.

Understanding “The Sequence”

After more than 40 years in commercial real estate, Allen wanted to pass what he had learned to the next generation of professionals. That led him to write The Sequence and develop a training program around its principles.

The idea has two meanings.

First, there is the sequence of major decisions that create the foundation for a career and life.

Second, there is the sequence behind a commercial real estate transaction: source the opportunity, evaluate it, qualify it, get it under control, execute the plan, negotiate and close, collect the commission, and expand the win.

Allen explains how putting structure around these steps can help commercial real estate professionals turn the industry's “soft skills” into a more repeatable process.

Why Commercial Real Estate Is Harder Today

Allen also explains why he believes starting a commercial real estate brokerage career today can be harder than when he entered the industry in 1984.

There is more competition, experienced brokers have decades of relationships behind them, and professionals face an enormous amount of information every day.

One of Allen's biggest lessons for new brokers is simple: plan for the time it takes to succeed. A new commercial real estate professional may need to prepare financially for a year, 18 months, or even two years before developing a sustainable practice.

AI and the Future of Brokerage

Bruce and Allen also explore artificial intelligence and how it is changing commercial real estate.

Allen is already using AI throughout parts of his Sequence framework, including prospecting, preparing questions for client meetings, creating marketing materials, managing tasks, and expanding relationships after a transaction closes. He has even used AI to help develop tools supporting his Sequence training.

While technology may automate some traditional brokerage functions, Allen believes commercial real estate will continue to be driven by relationships and real-world market knowledge.

He is also optimistic about the industry's future, pointing to advanced manufacturing, aerospace and defense activity, data centers, and related infrastructure as areas creating demand for industrial real estate.

 

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