Defining Your ‘Why’ in Industrial Real Estate

On this episode of the Industrial Real Estate Show, I sat down with Allen Buchanan, a veteran broker and author of The Sequence, a framework for brokers to succeed in the industry. Allen shared his journey from growing up in a family business to starting out at Procter & Gamble, before eventually finding his way into commercial real estate back in 1984. Over 41 years, he has built his entire career in Southern California with Lee & Associates, watching both his firm and the industrial market grow into global leaders. He explained how market dynamics shifted dramatically through the pandemic, with skyrocketing rents, surging development, and now a tenant-friendly environment as supply balances out with softer demand.We also dug into his motivation for writing The Sequence. For Allen, the book is both a tactical roadmap and a legacy piece, weaving lessons from his career, mentorship experiences, and life inflection points. He emphasized the importance of defining your “why” before jumping into brokerage, seeking mentorship, and aligning with the right company and asset class. He also spoke about the industry’s evolution, how AI and data are reshaping competition, and why training, mentorship, and coaching are critical for brokerages to reduce high attrition rates. Looking ahead, Allen plans to continue writing, mentoring, and training new brokers, all while balancing his passion for real estate with family travel and personal goals.Buy Allen's new book: https://www.amazon.com/SEQUENCE-Perso...--🚨 New! "Industrialize: The Insider's Guide to Industrial Real Estate" is now available: https://mybook.to/industrialize--🚩 Subscribe:    / @industrialize  #industrialize #industrialinsiders #industrialrealestate