The Great Broker

This one's going to change the San Francisco skyline.

Chris Roeder, Vice Chairman and San Francisco Brokerage Lead at JLL, recently landed the leasing assignment for Fifty at First, a proposed 915-foot, 1.5-million-square-foot office tower that will become San Francisco's second-tallest building.

But the story behind winning that assignment is just as interesting as the building itself. Chris had known one of the principals for 25 years—and they'd never actually done a deal together.

It's a powerful reminder that relationships in commercial real estate can take decades to bear fruit.

Chris has spent more than 30 years building one of the country's leading office agency leasing practices. His landmark transactions include Meta's 755,000-square-foot lease at Park Tower, Salesforce at 350 Mission, and Twitter at Market Square.

Yet his career began with three jobs, including earning $10 an hour entering business cards into a brokerage database. He worked his way into the industry, built his reputation through relentless effort, and ultimately became one of San Francisco's most accomplished brokers.

Today, Chris leads JLL's 46-person San Francisco brokerage team while continuing to produce at the highest level. He's a true player-coach, known for extraordinary client communication, a demanding work ethic, and a brokerage culture built around collaboration.

In this episode, David and Chris discuss:

• Fifty at First: How Chris won the assignment and what the proposed skyscraper means for San Francisco.
• The making of a top producer: From working three jobs to landing some of the city's largest office leases.
• The power of relationships: Why a 25-year relationship helped open the door to his newest assignment.
• Winning major listings: How preparation, storytelling, and a solutions-based approach differentiate great brokers.
• San Francisco's resurgence: What's driving renewed office demand, including the extraordinary growth of AI companies.
• The player-coach model: Leading 46 brokers while maintaining a successful personal production practice.
• What separates elite brokers: Work ethic, likability, communication, and the ability to anticipate opportunities.
• Building brokerage culture: Why Chris insists on mandatory 7:30 a.m. meetings—and gets full attendance even without donuts.

Chris also shares his philosophy on client communication, the importance of giving back to his community, and how his definition of success has evolved as a father.

From $10 an hour to some of the biggest deals in San Francisco, Chris Roeder's career is a lesson in persistence, relationships, and the pursuit of excellence.

The Great Broker Podcast features conversations with elite commercial real estate brokers about the deals, decisions, and lessons that define great careers in brokerage.

Hosted by David Houck.

Website: TheGreatBroker.com

John Lesinski: The Godfather of I-81 | Marines, Brokerage & Reinvention

What does it take to build a great brokerage career, reinvent yourself, and stay relevant for more than 40 years?

John Lesinski, Vice Chairman at Colliers, has done all three.

A retired Marine Corps Colonel, former Grubb & Ellis brokerage executive, entrepreneur, and one of Northern Virginia's most respected industrial brokers, John has followed a career path that's anything but conventional.

He started in commercial real estate in 1985, cold-calling Northern Virginia tenants while carrying a substantial draw. He went on to become a successful producer and eventually led Grubb & Ellis's Washington, D.C. operations, overseeing one of the company's most productive brokerage teams.

Then came an unexpected career setback.

After losing his leadership position, John decided to reinvent himself. He left the Washington office market, launched his own brokerage firm, and bet on the future of industrial real estate along Virginia's I-81 corridor.

It wasn't easy. His new venture launched just as the Great Recession was beginning. But his conviction about the market ultimately paid off, earning him a reputation as “The Godfather of I-81.”

In this episode of The Great Broker Podcast, John and host David Houck discuss:

• From the Marines to brokerage: How military discipline helped John survive the difficult early years of commercial real estate.
• Building a powerhouse brokerage team: Lessons from leading Grubb & Ellis's Washington, D.C. operations and what separates great producers from great brokerage managers.
• Getting fired and starting over: How an unexpected setback led John to launch his own company and reinvent himself as an industrial broker.
• The I-81 opportunity: Why John recognized the Shenandoah Valley's industrial potential years before the market took off.
• The evolution of industrial real estate: E-commerce, modern distribution facilities, and how AI-driven data center demand is reshaping Northern Virginia's industrial landscape.
• What makes a great broker: The importance of specialization, adaptability, mentorship, and relationships that endure for decades.
• A life beyond brokerage: Flying, sailing, rowing, public service, and John's longstanding commitment to supporting military veterans.

John also shares the story behind a complex industrial development in Winchester, Virginia, and explains why, after several attempts to pursue other interests, he keeps coming back to commercial real estate.

And in the Lightning Round, we discover that a former Marine Corps aviator who owns his own airplane would still choose sailing over flying.

Four decades. Multiple careers. One enduring lesson: Great brokers never stop learning, adapting, or building relationships.

🎙️ The Great Broker Podcast — Real Brokers. Real Stories.

Hosted by David Houck, a commercial real estate industry veteran with more than 35 years of experience.

Explore more episodes and join The Great Broker Community at http://www.TheGreatBroker.com

Brian Starck: From Pre-Med to the Top of Life Sciences Brokerage

Brian Starck was accepted to medical school at the Royal College of Surgeons in Dublin. He had studied molecular and cellular biology at UC Davis, worked in a laboratory for three years, and expected to become a doctor.

He never went.

Instead, Brian chose commercial real estate — a decision his parents warned might end in failure. Today, he is Executive Vice Chairman at Cushman & Wakefield in San Diego and global leader of the firm's Life Sciences practice. His clients and assignments have included major pharmaceutical and technology companies, and he has been one of Cushman & Wakefield's leading producers.

In this conversation, Brian and David discuss:

• Why he walked away from medical school for commercial real estate
• Nearly quitting brokerage during the Great Financial Crisis
• How he deliberately built a specialty in life sciences
• Winning Alexandria as a client early in his career
• Why understanding the science gives him an edge
• What makes San Diego's life sciences ecosystem unique
• The 467,000-square-foot Novartis build-to-suit
• The boom, bust and recovery of life sciences real estate
• How AI could transform drug development — and eventually the laboratory itself
• What young brokers get wrong about building a career
• Why Brian believes personal health, relationships and balance actually matter to brokerage success
• Surfing, backcountry skiing, family — and whether he'd still choose medicine in an alternate universe

Brian's career is a fascinating example of what can happen when a broker combines deep subject-matter knowledge with specialization, persistence and an entrepreneurial approach to the business.

Real Brokers. Real Stories.

John Boyle, Executive Vice Chairman at Cushman & Wakefield in Boston, shares lessons from 36 years in commercial real estate — from prospecting and tenant representation to mentoring, mastering the craft, and building lasting client relationships. John and David discuss what separates good brokers from great ones, why empathy matters, learning from failure, the impact of AI, and why you still have to meet people face-to-face.

Real Brokers. Real Stories.

James Nelson: What Makes a Great Broker?

James Nelson is one of the country’s most accomplished investment sales brokers. Over 25+ years, he has been involved in more than 500 property deals and loans totaling over $5 billion. He was Avison Young’s #1 broker globally and its top U.S. producer.

Today, James is Principal & Head of Avison Young’s U.S. Investment Sales (USIS) platform, building a national investment sales business across the country. He is also a Wall Street Journal bestselling author, investor, and guest lecturer at Columbia, Wharton and NYU.

In this conversation, James and David talk about:

• Being the second choice for his first brokerage job
• The 90-day territory training program at Massey Knakal that helped launch his career
• Why time is a broker’s most valuable asset
• Why working harder isn't necessarily enough to grow your business
• What separates great brokers from everyone else
• Why handling failure may be the best predictor of brokerage success
• Building a team around shared information and shared commissions
• His national USIS platform and the future of investment sales
• His real estate investment funds and what investing taught him about brokerage
• Mentoring, teaching and giving back

And, in the lightning round, we find out what drives James nuts about other brokers, what he'd be doing if he weren't in real estate, and what he hopes people mean when they say:

“James Nelson is a great broker.”

His answer?

“That I always do the right thing.”

Real Brokers. Real Stories.

What does it take to build one of commercial real estate's most specialized brokerage practices?

In this episode of The Great Broker Podcast, David Houck sits down with Jeff Woolson, Vice Chairman & Managing Director at CBRE, who leads the firm's Golf & Resort Properties practice.

Jeff has spent more than three decades specializing in the sale of golf courses, luxury resorts, ski resorts, marinas, master-planned communities, and development land. His career has taken him across more than half the United States and more than 10 countries, with more than $3 billion in transactions.

Jeff shares how he went from being an industrial broker in San Diego to building a national niche in golf and resort properties—and the advice that helped him make that leap:

"Be known for something."

We discuss the challenges of selling "big game," why some transactions take years to close, how Jeff values golf courses and resort properties, and what it takes to build credibility in a highly specialized market.

Jeff also shares advice for young brokers, including why specialization can be a powerful career strategy, why relationships become increasingly important over time, and why hard work, tenacity, communication and the ability to build trust remain the fundamentals of great brokerage.

🎙️ The Great Broker Podcast
Real Brokers. Real Stories.

What does it take to build a successful commercial real estate career over nearly four decades?

In this episode of The Great Broker Podcast, David Houck sits down with Lou Christopher, Executive Managing Director at Stream Realty Partners and one of Washington, D.C.'s most respected office brokers.

Lou reflects on a 37-year career advising many of the region's leading law firms and corporate clients, sharing the lessons he's learned about relationships, negotiation, mentorship, and navigating changing markets.

In this episode:

• How Lou built one of Washington's premier brokerage practices
• Why trust and long-term relationships matter more than ever
• Negotiating complex office transactions for law firms and major occupiers
• The outlook for Washington's office market
• How AI will change brokerage—and what it won't replace
• Lou's advice for the next generation of great brokers

Whether you're just starting your career or have decades of experience, Lou's practical advice on client service, negotiation, and professional growth is timeless.

How AI and Data Centers Are Reshaping Commercial Real Estate

Artificial intelligence is creating one of the biggest opportunities in commercial real estate—and few people understand it better than Curt Holcomb.

Curt is Vice Chairman of JLL's Global Data Center Solutions practice and one of the industry's pioneers. Over more than 25 years, he has advised hyperscalers, Fortune 500 companies, developers, investors, and operators on some of the world's largest and most complex digital infrastructure projects.

In this episode of The Great Broker Podcast, Curt shares:

• How he built one of commercial real estate's first data center brokerage practices
• Why today's site selection starts with power, not land
• How AI has transformed demand for data centers
• What young brokers need to know about entering this fast-growing specialty
• How technology, brokerage, and client service come together in one of CRE's most dynamic sectors
• Why trust, curiosity, and continuous learning have defined his career

Whether you're a broker, developer, investor, or simply curious about the future of commercial real estate, this conversation offers a behind-the-scenes look at the industry powering the AI revolution.

What separates the top commercial real estate brokers from the "mighty middle"?

Mark McGranahan, Principal at Avison Young and one of San Francisco's most accomplished commercial real estate brokers, joins David Houck on The Great Broker Podcast.

Over more than 30 years in the business, Mark has navigated the dot-com crash, the global financial crisis, COVID, and now San Francisco's AI-driven office resurgence. He shares lessons from his mentor, legendary broker John Cushman, and explains why the best brokers never stop reinventing themselves.

Mark and David discuss breaking into brokerage, building a book of business, work ethic, learning your market, tenant representation versus agency leasing, the future of San Francisco office, AI's impact on commercial real estate, and what it takes to stay at the top for decades.

In this episode:
• What Mark learned from John Cushman
• The difference between top brokers and the "mighty middle"
• Why young brokers need to know every building in their market
• How San Francisco became a boom-and-bust technology market
• Why AI startups are driving office leasing
• How AI could change commercial real estate brokerage
• The value of representing both tenants and landlords
• Mark's advice for the next generation of brokers

Real brokers. Real stories.

Follow The Great Broker Podcast and share this episode with someone who wants to become a great broker.

"Hope is not a business plan."

That's one of the best lines from my conversation with Christine Espenshade, Vice Chairman at Newmark and one of the country's leading multifamily investment sales brokers.

Over a career spanning more than $13 billion in transactions, Christine has learned that the best brokers don't just close deals—they earn trust by giving clients the right advice, even when it means telling them not to sell.

We also discuss:
• Breaking into brokerage
• Building long-term client relationships
• Mentorship
• Why playing the long game always wins

#CommercialRealEstate #CRE #Multifamily #Brokerage #Leadership #Newmark #TheGreatBrokerPodcast

How do you stay at the top of commercial real estate for more than three decades? CBRE Vice Chairman Cathy Delcoco joins The Great Brokers to discuss elite client service, team building, major corporate transactions, and the habits that have made her one of the most respected tenant representation brokers in the industry.

The conversation covers Greg Lubar's career journey in real estate, from his transition into real estate brokerage to his early success and expansion into global site selection. It also explores his experience in team building, delegation, and maintaining long-term client relationships. The conversation covers the importance of trust and value creation in client relationships, the future of brokerage, the role of AI, the skills needed to become a successful broker, work-life balance, personal life, and giving back, and a rapid-fire lightning round of questions.

Takeaways

• Real estate career journey
• Building long-term client relationships Trust and value creation are crucial in client relationships
• The skill of finding business opportunities is essential for success in brokerage

Chapters

• 00:00 Career Journey in Real Estate
• 04:46 Early Success and Career Milestones
• 10:04 Expansion into Global Site Selection
• 22:00 Team Building and Delegation
• 29:57 Maintaining Long-Term Client Relationships
• 35:15 The Importance of Finding Business
• 42:32 Becoming a Successful Broker
• 49:05 Personal Life and Giving Back
• 01:00:38 Rapid Fire Lightning Round