How Business Transitions Create Commercial Real Estate Opportunities

Allen Buchanan, SIOR (00:00)
It’s taught me that it’s best not to tell me I can’t do something because as soon as I’m told I can’t, I figure out a way to. So I believe that’s defined my journey. It’s defined my personality. So as soon as my dad told me you can’t take over the family business, I said, well, I’ll figure out another path. Just hide and watch.

Yeah, that’s primarily what it’s taught me.

Quentin (02:03)
Hello everyone. Welcome to the Real Estate Pros podcast. I am your host Q Edmonds and I am excited to be here today. I have another fantastic guest who has years of experience in the business. I’ll let him tell you if he wants to, how many years that’s for him to tell you. But I said he has years cause I want you to know he’s not a novice. knows exactly what he’s talking about. He know how to help ease.

people in transition and I’ll let him dive more into that, how the transition, what transition they’re transitioning from. But proficient in commercial real estate, proficient in industrial, I’m just excited. I’m excited for us to glean from his experience. So I’m gonna introduce you all to Allen Buchanan. Allen, how you doing today,

Allen Buchanan, SIOR (02:51)
Q, I’m great, man. I appreciate you having me on.

Quentin (02:55)
Absolutely. Well, listen, I’m so glad you’re here. And Allen, I’m going to type, I like to dive in. So I would love for you to tell the people, what’s your main focus these days? If you don’t mind, sir, tell us a little bit of an origin story, kind of how you got into the business and the space where you’re at. And then if you don’t mind, tell them geographically where you are in the world. People love to know that. So what you’re up to, your origin story, and where you are. Allen, you have the floor. Yes, sir.

Allen Buchanan, SIOR (03:22)
Appreciate you. So

I’m a commercial industrial real estate broker and many of our clients are family owned, family operated manufacturing logistics providers. And pretty typically they’re experiencing some sort of a business transition and that could be a death, that could be a divorce, that could possibly be a dissolution of a partnership, they could have acquired their competitor, they could be selling the business. And many times when these transitions occur, a commercial real estate requirement also occurs.

meaning they need to sell a building, buy a building, lease a building, sublease space, what have you. And that’s when we’re brought into the picture. And we actually designed strategies to help them deal with these transitions. And so I’ve been doing this for 42 years with the same company, Lee & Associates Commercial Real Estate Services. We are based in Orange County, California, although we have 85 offices around the United States. My office is in the city of Orange.

right smack dab in the heart of Orange County, California. And if you’re listening to Run for Mayor, that’s about halfway between Los Angeles and San Diego. So we are behind the orange curtain, so they say. And yeah, I didn’t start off with my master plan of becoming a commercial real estate broker. I was gonna take over my dad’s business. We bottled and distributed Dr. Pepper and 7UP and Texarkana, Texas. And about eight months, nine months before graduation, my dad said, son, I’m not gonna

you because you don’t know squat and you need to go get some experience. So I moved to the West Coast, got in the consumer goods business and five years later found myself in the commercial real estate world. So it was a bit of a circuitous path, but one that’s been very, very good and productive for our family.

Quentin (04:50)
Mmm.

Love it. Thank you, sir. Thank you for walking us through as you was talking. I was trying to keep up. I was actively listening, but I was taking plenty of notes as you was talking. And I’m going to, I’m going to regurgitate some of the things you said that to you, because I want to make a statement and ask you a question. All right. And so commercial broker business, you know, helps people transition, whether it be deaf, divorced, sale, and many other things.

42 years with the same company. You was going to take over your dad’s business. And I believe it was like a bottling business for different soda companies, right? And dad said, are going to let you take over the business? So you kind of branched out. That kind of led you to commercial real estate. Is that a good symbolization, Allen? All right.

Allen Buchanan, SIOR (06:42)
Right. You got it. You said

you did it. You did it so much more elegantly than I did.

Quentin (06:50)
I appreciate that. I got a lot of practice. So appreciate that. But I want to… So I kind of threw that back in your face, what you said, because I have a saying where I say destiny has no wasted moments. Meaning no matter what you go through in life, it’s building momentum. And here we are, 42 years later, you still vividly remember your dad saying, hey, you’re not taking over the business. So you obviously, you’ve been tracking.

And I want other people that’s listening to start tracking their journey. So I’m asking you this because you’ve tracked. And so I want to ask you, what has the journey taught you about yourself? Has it taught you resilience, discipline, stick-to-itiveness? Like what has the journey taught you about you?

Allen Buchanan, SIOR (07:39)
It’s taught me that it’s best not to tell me I can’t do something because as soon as I’m told I can’t, I figure out a way to. So I believe that’s defined my journey. It’s defined my personality. So as soon as my dad told me you can’t take over the family business, I said, well, I’ll figure out another path. Just hide and watch.

Yeah, that’s primarily what it’s taught

know, I’ve been quite a contrarian most of my life. And by that, I mean, if the world is zigging, I tend to zag. And things like getting married at age 22, things like moving into California, growing up in Arkansas. And by the way, I mentioned our business was in Texas. And the reason is Texarkana is a twin city with both a Texas and an Arkansas side. So although the business was in Texas,

We lived in Arkansas. But you know, to move to California in the late 1970s, where California was perceived as a land of fruits and nuts, most of my friends and family thought we were crazy to do that. But that was a contrarian decision. ⁓ Making a decision early in my life to follow Jesus Christ. Making a decision early in my life to not drink alcohol. My wife and I consume only a plant-based diet.

So we’ve made a lot of very contrarian decisions over the years that have frankly aided us quite well.

Quentin (09:14)
Well, sir, you didn’t, ⁓ absolutely. You didn’t brought up Jesus Christ. Like you in the right place. I love when my guests bring up Jesus Christ. And so that’s one of the most important decisions that we could ever make. And so I’m glad that you brought that up because, know, I often quote Allen this scripture here. And sometimes I don’t say it’s a scripture. I might say, you know, there’s an old proverb, you know, I just, you know, kind of slide it in, it talks about, and this is a different translation.

Allen Buchanan, SIOR (09:14)
Is that an FQ? ⁓

Quentin (09:44)
but it says we make our plans, but the Lord determines the outcome. Another translation say we make our plans, but he orders our steps. And so, you know, it’s such a big thing for me when we listen into how the Lord wants to order our steps. And I believe you making that decision, Jesus Christ,

Allen Buchanan, SIOR (09:51)
Mm-hmm.

Quentin (10:37)
when we reflect back, I believe he’s been ordering your steps. And I believe we see a maturation of him ordering your steps to where you are today. So.

I’m so glad that you talk about that part of your journey and include that in a part of your journey.

Allen Buchanan, SIOR (10:50)
Yeah, and one thing that I’ve discovered, Q, and I’m sure you have as well, is, you know, it didn’t used to be that popular to bring up faith in a business setting. And I hear more and more people rely on, rely on upon faith and bringing it up in podcasts and professional conversations. And so where I’ve always been faithful, I believe I’ve been much more outward lately.

because I believe it’s incumbent upon us. mean, Jesus calls us to make disciples of the world, but I believe it’s incumbent upon us to not hide behind our faith, but be very forward with it. So I try in every opportunity I have to do so.

Quentin (11:37)
Yeah, no, I agree. And I thank you for that. know, one of my mentors, you know, far away, cause I can’t afford him. think he charges $50,000 for like

Quentin Edmonds (11:48)
one on one. So I can’t afford him. Let’s put that out there very clearly. But it’s a gentleman named Myron Golden. And it’s a gentleman named Myron Golden. And, you know, he talks about us being human beings and not human doings. So he talks about all of who you are, you got to bring to your business.

Like there’s no compartmentalizing, you are who you are. So faith is part of who we are. And so we have to bring it in to the conversation. yeah, you know, people from different walks of life, you know, don’t want to necessarily intentionally offend, you know, but also I’m not going to dim the part of my being of who I am. This is who I am and I bring it to where I am. And so again, man, I appreciate you sir, for introducing it in the conversation.

⁓ Mr. Allen, 42 years, So I know adversity has shown its head one way or another. So how has adversity shown its head and what have you done to counteract or just embrace adversity?

Allen Buchanan (12:53)
Adversity showed up very, very early in my professional commercial real estate career. And my wife and I made a decision to leave the consumer goods business. She had a good job in radio advertising sales. And we believe that we had enough in savings and with her income to sustain us probably a year or 18 months, which meant that I didn’t have to immediately make money in the commercial real estate world, which is important, right?

because it takes a while to get yourself established. Even if you’re with a team with existing assignments, it still takes a while. So two months after I started with Lead Associates, we discovered that my wife was pregnant with our second child. And so that meant that seven months hence, we were going to have not one child, but two. And probably was going to mean my wife staying home, which meant our breadwinner.

at that time was going to be a homemaker. And so it meant that I had to get very, very busy very quickly. And really what we originally planned to be an 18 month road ⁓ runway was now shortened to maybe a six or seven month runway. So that was the first little bit of adversity. Now, our second born son has been a blessing beyond all beliefs. And so we can’t imagine life without him.

two months in, find out your wife’s pregnant adversity. So that was really the first thing that caused me to ramp up my need to be productive and my need to be productive quickly. Very early in my career, 1992, it’s about six, seven years, 1990, 1991, 92, that’s when I experienced my first economic downturn in the business.

And that was a result of a couple things. The savings and loan ⁓ industry imploded. ⁓ We had the invasion of Kuwait, which led to the first Gulf War, really sent ripples through the commercial real estate industry and caused demand and supply, frankly, to just cease for a while.

So that was difficult, being in the formative years of your career and then having your industry upended that way. But, you know, at every turn, ⁓

I’ve been fortunate with the great support in my wife and family, obviously rooted in the Lord as we’ve talked. And it’s carried me through a lot of these challenges. mean, there have been several sense of 2000.com bubble, the 2008 great financial crisis, even what we’ve experienced over the last two or three years in Southern California with a rapid overbuilding and…

slowing of demand and softening of interest rates and lease rates, softening of lease rates, increase in interest rates. So we’ve had a rather difficult business climate to navigate through over the last few years, ⁓ but throughout been steadfast and it’s and it continues to work out.

Quentin Edmonds (16:46)
Absolutely. So what’s next for you, Allen? What are your next goals? Are you looking to solve a scale next? What’s next for you,

Allen Buchanan (16:56)
So I am writing my second book, which I hope to publish the middle part of the year. It’s called Delivering the Keys, and it is aimed toward a family-owned business experiencing a transition. So exactly the customer that I serve. I published my first book last year, and it’s entitled The Sequence, which is, it’s part legacy, it’s part journey, and it’s part tactical.

And so that’s been amazing. I’ve created a training program alongside the sequence, the book. And so I continue to educate young producers in our business. And my wife and I are also in the process of seeing all 50 states. We’ve seen now 46. We’ve got four to go. And we have six beautiful grandchildren. We told each one when they turned 10 years old, we’ll take you anywhere in the United States that you want to go. So we just got back from the Florida Keys with our oldest grandson.

and we take another 10 year old grandson to Philadelphia and New York later in the month. So we’re having a good time traveling and seeing things. So that’s what our future holds over the next few months.

Quentin Edmonds (18:07)
Yeah. Now we was doing good, Allen, and I got just real jealous all of a sudden when you said you got four more states to see. I got real jealous about your travel schedule. So, but no, that’s beautiful. I’m so glad to hear, So grandkids been in the industry for 42 years. I’m going to love asking you this question and getting your perspective. So when you hear the word relationship, what comes to mind for you, Allen?

Allen Buchanan (18:38)
Priority.

Quentin Edmonds (18:52)
You know, I’ve asked that question countless times and I don’t think somebody ever synthesized it that quickly. Priority. You know, I always lean to when I talk about relationship, the communicable aspect of it. Like, relationship is all about community. And Mr. Allen, actually bow from James 516 when I talk about community, because it says confess your faults one to another and you’ll be healed.

which means healing happens in community. Healing happens in a space where people can support you. We have like-minded ideals and like-minded goals. So when you say relationship priority, that’s just a great way to synthesize just how important relationships are. Because when you have the right relationship and you make sure you treat relationships with the highest priority,

It settles everything. brings healing to you mentally, financially, emotionally, because you are surrounded by an ecosystem that holds you accountable and supports you. So what a way to synthesize that with the word priority. Mr. Allen, sir, listen, is there any topic that I have not brought up that you would like to talk about?

Is there any other words of inspiration, education, motivation? Like, I’m not sure if you came in here with, you know, something on your mind that you felt like viewers should know. If you came in here with a certain message, I want to make sure you get an opportunity to deliver it. So I just want to kind of open up the floor if there’s something that you want to share.

Allen Buchanan (20:32)
Yeah, I appreciate that. As I mentioned just a second ago, I wrote a book in 2025 called The Sequence. And The Sequence is a double entendre. It is the steps that I have used over the years to become a successful commercial real estate practitioner. The Sequence is also an acronym which stands for the steps of a commercial real estate deal.

And so I’m very proud of the product. The product has been widely received, folks within and outside the commercial real estate industry, because of the amount of personal stories and things like the contrarian decisions we talked about a bit ago are discussed completely in the book. So I’m very, very proud of that. And I would love if your listeners would like to get to know a little bit more about me and a little bit more about the commercial real estate industry.

That’d be a great place to do it. I’ve also designed an app called the Sequence app, which actually helps you qualify a commercial real estate transaction through the steps of the qualification process, the quantitative need, the urgency, the loyalty, the authority, and all the things that fall into place there. So that would be an important thing I’d ask your listeners to consider. ⁓ The Sequence.

Quentin Edmonds (21:57)
Yeah. So listen, that’s pretty cleanly. If someone wanted to reach out to you, connect with you, collaborate with you, learn more about what you’re doing, how can they get in contact with you,

Allen Buchanan (22:08)
So I’m active on LinkedIn and my handle is Allen Buchanan. And I’m once again, very active there. So that would be a good way. You’re welcome to call or text. My phone number is 714-624-3896. Once again, 714-624-3896. You can always email me at [email protected]. Those are probably the three best ways.

Quentin Edmonds (22:34)
Well, sir, let me say three things to you sincerely. One, thank you for your time. I feel like time is our most precious commodity. And so I know how to podcast work. I’m on, you’re on, we do the podcast together. But your time is very valuable. And so thank you. I appreciate you loaning us your time. Secondly, sir, thank you for your story. Thank you for your

the gift of your authenticity, your integrity, even the gift of your vulnerability. know, Mr. Allen, I often, I get the privilege to say this. can’t say it all the time, but I tell people Jesus, he taught in parables. And so stories are so, so powerful because they get to the heart of people and they plant seeds and you never, you may not see the growth, but that seed is there and it may grow two months later, five months later, seven years later.

So thank you for coming and planting seeds that can cause people to grow. And lastly, sir, thank you for your mindset, the way you think, bringing the 42 years of experience here, bringing your life experience here, bringing the experience with your dad and your journey. So just thank you for the way you think and bringing that to this platform. I greatly appreciate you being here today.

Allen Buchanan (23:50)
Thank you very much. It’s been a real pleasure to be your guest.

Quentin Edmonds (23:53)
Absolutely. So listen, y’all heard Allen. It’s no denying the input and the nuggets that he gave us. So please, everything he mentioned, the book, the training, the app, how to get in contact with him is in the show notes. Please contact him, but definitely make sure you are subscribed here, because I promise you, we’re going to continue to bring up amazing people just like Mr. Allen. So sir, I say thank you again. And everyone else, listen, y’all have a fantastic day.