The Prescription for Success in Commercial Real Estate

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There's no cap on your income,
but there's also the downside of

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0.
If you're in the beginning of

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your career, it's OK to get a
second job, and when you can

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avoid that and put hay up in the
barn, you'll sleep a lot better.

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Today on Commercial Real Estate
Secrets we have Ken Ashley.

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Ken is not just an all time
broker, father and friend, but

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today he's an author.
Ken Ashley is a broker with

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Cushman Wakefield out of
Atlanta.

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Correct me if I'm wrong.
And today I wanted to talk to

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Ken about his new book, The
Prescription.

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Ken.
Yes, let's jump into it.

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What's the prescription?
Well, first of all, here it is.

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I'm excited and it's, it's been
a passion project that I've been

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thinking about for a long time.
And I thought about it during

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COVID.
I didn't act on it during COVID,

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but we came out of COVID about
two years ago.

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I got serious on Saturday
mornings.

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I'm just writing down my
thoughts about what I've done

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professionally now for 30 years
and some things that I thought

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young people would like to know.
And the, the idea for the book

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came because when I meet with
young people, we go through a

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diagnostic, ask them just like
you ask them a series of

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questions about what they want
to do.

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And then I would, I started as a
joke.

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I would take a a pad and write
prescription at the top and

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write 6 or 8 things that they
need to do and then sign it and

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date it.
And some people still have

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those.
And so that's why we call the

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book The Prescription.
So Ken and I have something in

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common, which is that during the
pandemic, we put our heads down

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and we did something a little
different.

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I focused on building a brand on
social media and Ken focused on

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building a brand essentially
harboring the relationships of

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brokers on social media called
the CREI Summit, the Commercial

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Real Estate Influencer Summit.
Now I am a big fan of the summit

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so I wanted to give it a shout
out.

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I will be there in Savannah, GA
September 23rd to the 25th of

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2026.
Cre@summit.com.

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Correct.
And Ken is the founder of the

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CREI Summit.
So we have a big dog in the

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room, but I want to talk about
new brokers in commercial real

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estate because I understand that
there's a lot of misconceptions

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about our business.
And I'm assuming that you wrote

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this book because you were
getting asked the same questions

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over and over and over again.
Indeed.

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What is your most commonly asked
questions from new brokers in

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our business and what's your
response?

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Sure.
And if you, if you'll allow, I

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would build on that to say
people trying to get into the

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business.
The book is in three parts

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describing our industry because
there's a lot of people that

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compare it to residential and
there's some similarities, but

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not all similarities.
The second is how to go from

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sitting on your couch watching
Netflix to getting hired.

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And then the third is what to do
once you get hired from day one

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going forward.
I think once you're a young

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broker, the biggest common theme
is fear, managing through fear

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and lack of self-confidence to
be able to repel you forward.

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I will admit it's tough when
you're 25 to talk to a senior

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executive that's 50 or 55, but
we talked about something called

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the ask for advice approach as a
way to talk to executives.

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I think the second thing that I
hear over and over again is how

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do I know each day if I've done
the right thing?

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Because I'm busy.
Everybody's busy putting you the

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right kind of busy.
And the worst is if you don't

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know that you're bad busy, that
you're working on low payback

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activities.
And the way that manifests,

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especially when you're 25, you
know, we have assistance in this

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business for a reason, but a 25
year old feels like they want to

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do it all themselves.
I don't think they've earned the

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right to be able to delegate.
And that, my friends, is a

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mistake.
I've been in this business for

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10 years now.
Sigh.

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Because you're right.
I want to talk to you about an

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issue I've had or or a pain
point I have found.

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Sure.
You know, when I started posting

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online about commercial real
estate, I found that I was

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leading with maybe the wrong
benefits of working in

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commercial real estate, which
would be financial.

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And then I started to get these
calls from my friends and from

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people I have known in my life
because they were seeing the

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content that I was putting out,
the big commissions and fancy

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dinners in commercial real
estate and they wanted to get

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into the business.
However, they were probably not

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the right, you know it.
Come to find out, this business

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is not for everyone.
What are, we'll say, 3 things

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you think a broker starting out
in commercial real estate needs

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to understand before the big
payday comes?

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Sure.
I appreciate the question.

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So fundamentally this business
is about service and and service

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to others.
What I think a lot of people

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misconceive and you're exactly
right, they think about a big

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Commission check.
But in reality what we're trying

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to do is serve a business.
In my case, I work as a tenant

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Rep that has a need and the real
estate is just a way for them to

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propel their business forward.
So people become myopic and they

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focus on the sticks and bricks,
which is OK, we need to be an

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expert at that.
But then they forget the next

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question of why is my client
leasing or buying this building?

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I think the second thing that's
wonderful about our business

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that doesn't get talked about
enough is that once you become

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successful, so you're you're
kind of a few years into your

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career, you control your own
time, which is a double edged

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sword.
You can choose to not work hard,

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but if you work hard enough, you
can do very well.

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And there are a lot of studies
that show that people in

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knowledge work that control
their time are the happiest

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people around.
And certainly the bell rings,

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the client calls, You got to do
a deal, you got to get something

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for someone.
But being able to control your

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time is a sure path to a happier
life.

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And then I think #3 there's no
cap on your income to talk about

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that for a second.
But there's also the downside of

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0.
And so the way to be to manage

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your finances is to begin.
First of all, if you're young in

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your career and you can avoid
building debt, that would be

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great.
To the extent that you have

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debt.
I just, I want to say if you're,

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if you're listening to this and
you're in the beginning of your

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career, it's OK to get a second
job.

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When I started, my wife told me
she was pregnant with her first

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child.
I got a job, valet and cars and

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I was terrified that someone
would see me and they would say,

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oh, Ken's out of success.
I just started.

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There's there's, it's OK if you
wait tables.

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It's OK if you work in the mall
or work retail to generate some

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income because you're the smart
person.

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And when you can avoid that and
put hay up in the barn, you'll

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sleep a lot better.
I worked as a waitress at night.

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I was actually a busser at night
and then you close up your first

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few commissions and then you see
yourself out of that.

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But but I agree 2 jobs is and I
actually had that same fear.

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What if I see someone?
What do they think of me?

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And it's funny, the mountains of
fear that we can come up with in

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our head and then how
unrealistic they are and in

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reality.
And on that point, Viva, I just

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want to encourage you, if you're
experiencing, you know, Sunday

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night frights, you're worried
about the week or you got this

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fear like you just described in
your head.

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But to talk to someone in your
life that you trust and, and try

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to understand and validate it.
Should I really be worried about

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this?
Because I think when you get

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perspective, you get out of your
head.

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And we, we talked before about,
you know, the gratitude audit

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and how to bring perspective to
the good things in your life.

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We everyone has fears, everyone
has issues and everyone you see

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walking down the street has
concerns just like you.

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So, Ken?
Yes, ma'am.

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I want to talk about tenant Rep
I'm I'm kind of got a little

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little I'm into it these days.
If someone who's never heard of

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tenant Rep before is listening,
how would you explain tenant Rep

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brokerage?
Sure.

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So it's it's where the fiduciary
or the responsibility is.

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When you're when you're helping
someone sell a building or lease

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a building, your fiduciary or
responsibility is to the person

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that owns that asset in tenant
Rep, the fiduciary

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responsibility is to the
corporation that you're

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representing.
In other words, it's pretty

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simple.
I help companies solve real

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estate problems.
And if you think about

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incorporate America, in most
cases the biggest cost is labor,

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the second biggest cost real
estate.

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There's a big ability in real
estate because these are high

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profile projects.
Everybody sees them, their long

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term commitments A decade or
more and there's the ability to

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commit ACLM.
That's a career limiting move.

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And we specialize in avoiding
CLMS and we've taken this test

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thousands of times.
And I think one of the biggest

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that they're, I'm proud of my
team and and the value that we

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add.
But one of the biggest things

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that we can do is, is to help
them evaluate business risk.

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For example, let's say we're in
the middle of the lease document

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and the lawyers want to talk
about condemnation, but we know

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it's a 50 story office building.
It's never going to be

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condemned.
Now we will always want you to

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follow advice of counsel.
We'll be very clear that, but we

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can bring perspective to from
the business viewpoint of

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problems and help our clients
solve them.

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And then the other thing we
bring is a sense of urgency.

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I tell people all the time, this
is your company, but it's my

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deal and I'm going to get it
done.

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I like that.
I'm probably going to take that

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line from you and pretend like
it's my own.

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Feel free.
OK, so I this is a hill I die

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on.
OK, if you were to choose to

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broker multifamily commercial
real estate, your avenues of

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income are when you sell a
property or when you represent

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on the buy side.
However, if you work in office

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industrial or retail, there is
an additional avenue of income

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leasing, right?
And I, I don't think, you know,

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when new brokers come to me,
they say I want to get into the

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business and I'm underwriting
these multifamily deals.

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It's a big, it's the first thing
that comes to mind because I

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think of 2024 was a little messy
for sales.

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The amazing thing about office,
industrial, retail and tenant

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wrap is that it's an additional
Ave. for income in our business

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that doesn't rely on the sales
of the property and that makes

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me happy.
How did you decide that you were

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going to only navigate in the
tenant Rep lane and when did you

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decide that?
Well, it was decided for me at

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the beginning of my career that
I was going to be an industrial

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broker and now I'm assigned as
an office broker.

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But we do plenty of industrial
for our clients around the

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country.
But I fell in love with it.

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I am a, what I call a strategic
cowboy.

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I love going from company to
company, boardroom to boardroom

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and, and, and hearing what are
the issues, what are the

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challenges that executives face.
You know, some people love

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sports.
I love talking business and

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understanding where we are in
the economic cycle and what are

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the impacts of an M&A or, you
know, whatever strategic move

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that the company is going to
make.

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So for me, it keeps everything
interesting.

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People say in a parallel
question, you know, if you've

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done this for 30 years, aren't
you bored?

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Absolutely not, because it's
always changing.

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It's always different.
And you think about it, how we

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use office has changed.
It was different in 2019, that

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is in 2026 and it was different
in 1970 and it was not from the

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1950.
Remember the pictures of the

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Boeing guys with their white
shirts and ties laying over the

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tables drawing?
So it it the movie is always

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interesting because it's
changing.

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I've been having this
conversation a lot recently, how

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2019 was just like a different
universe and now here we are in

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2026 and it's it's a different
world.

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And had somebody told us in
2020, hey, XYZ is going to

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happen and then this would be
the result, I don't think

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anybody would have believed you,
you know, but or me or anybody.

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So is Office space dying?
Yeah, well, the pundits said in

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2020 that we would never return
to the office, that this big

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cost, the second biggest cost to
American corporations, was never

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going to occur again.
And it while it was scary to

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hear that, I I fundamentally
knew that they were wrong.

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Because what we know today in
2026 is we haven't changed as a

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species in six years.
We still need to be together.

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And there are a lot of reasons.
There's a lot of survey data now

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to support that.
But I'll just highlight 21 is

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young people need to learn how
how to operate in the business

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environment.
When I was a young person, all I

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want to do is send in my
broker's office to learn to

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speak real estate.
I can't do that on a teams

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meeting.
And we don't have the personal

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interaction or someone giving me
the attaboy.

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You know, we demonstrate that
we're working hard by our

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physical actions, turning off
and turning on the lights and

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workplace.
It just shows hustle and we're

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humans.
We we look at people and we take

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a lot from their non verbals.
Hard to get that in a, in a

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teams or a video meeting.
I think the second reason that

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it's so critical to be together
is this came from a director of

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real estate and one of the
largest tech portfolios in the

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world.
And we talked about all the

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normal reasons.
But he said something that I've

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been thinking about ever since
and that is the speed of

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business.
And what he means by that is

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Aviva, let's say I'm trying to
get a meeting with you.

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You're very busy and I look at
your calendar and for 3 1/2

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00:14:22,680 --> 00:14:27,040
weeks I can't get a meeting or
you're walking back in from

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lunch.
I know where your office is.

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I walk by, say hey, what do you
think about this?

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Bam.
And in 30 seconds we've solved

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the issue.
Human connection, There's

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something to it.
Yep.

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No, it's, it's an, a very
interesting pendulum swing.

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You know, I, I understand the
use case for work from home, but

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I'm right there with you.
I don't know how I could have

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ever learned this business
sitting here in the comfort of

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my own home.
And there's something about that

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connection with others that
certainly in our business where

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the magic happens.
Yeah.

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And you know, I think the, the
idea that we can convene is

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important in the office now more
than ever.

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I also encourage my clients to
treat their employees like

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adults with respect and dignity.
And mandates have a purpose.

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They they, they sometimes are
required, but really we ought to

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earn the commute.
Because think about what you're

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asking the knowledge worker to
do.

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There's this grand bargain.
They're getting paid a salary, a

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living wage with a potential
bonus, but they're being asked

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to, you know, dry clean clothes,
leave kids and dogs behind.

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Dogs are a huge deal.
You sometimes want the kids to

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get in their car to pay for gas,
to spend their time to commute

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and then to buy lunch.
All of that requires a lot of

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activity, a lot of friction.
And so now to your point about

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2019, what has changed?
I think we were in some ways

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thinking more about density than
dignity.

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We were trying to get more
people into less space.

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And today we know it's more
about creating for an

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environment where we we honor
the worker and help them to be

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more productive because saving
money on rent is one thing.

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Having our knowledge worker be
productive can earn many times

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their salary.
That's that's profound.

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Thanks, Ken.
Yes.

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I didn't mean to deviate so far
from the prescription.

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00:16:26,520 --> 00:16:29,920
That's correct.
Tell us, where can we find it?

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00:16:29,920 --> 00:16:33,400
How do we order it?
Everything you need to know,

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00:16:33,680 --> 00:16:35,360
Yes.
Well, you're you're kind.

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00:16:35,720 --> 00:16:38,440
So the website is the
prescription dot pro.

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00:16:38,640 --> 00:16:43,800
We chose that handle for sure
intentionally and just just to

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00:16:43,800 --> 00:16:45,960
tell you, if you're interested
in commercial real estate,

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00:16:45,960 --> 00:16:48,160
that's great.
But you may have friends in your

303
00:16:48,160 --> 00:16:50,560
life that are in the knowledge
workers in the first third of

304
00:16:50,560 --> 00:16:54,200
their career or their students.
And this book is targeted to

305
00:16:54,200 --> 00:16:57,680
them because a lot of people are
justifiably terrified that AI is

306
00:16:57,680 --> 00:17:02,440
going to take their jobs.
This is the antidote to the AI

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00:17:02,880 --> 00:17:05,040
fear, the real estate
prescription.

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00:17:05,920 --> 00:17:08,640
You can find it on any of the
sites on Barnes and Noble,

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00:17:08,640 --> 00:17:14,319
walmart.com, Amazon, Goodreads.
And in in in about 10 days,

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00:17:14,319 --> 00:17:15,599
we'll have an Audible version
out.

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00:17:16,319 --> 00:17:20,040
And also pleased to announce
here for the first time anywhere

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00:17:20,079 --> 00:17:23,880
that we will have a workbook.
And you know, part of the

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00:17:23,880 --> 00:17:26,280
prescription is you
internalizing this information

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00:17:26,280 --> 00:17:28,680
and creating your own personal
plan.

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00:17:28,680 --> 00:17:30,600
That's what a prescription
really is.

316
00:17:31,200 --> 00:17:34,560
And now the entire book is
available for you to go through

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00:17:34,560 --> 00:17:37,960
in a workbook process.
We took a student through it,

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00:17:37,960 --> 00:17:41,080
but when it was in formation,
and I'm pleased to tell you he's

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00:17:41,080 --> 00:17:44,680
on our website, that student got
a job at Colliers in New York

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00:17:44,680 --> 00:17:47,680
City and he credits the the
prescription in the workbook.

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00:17:49,000 --> 00:17:52,720
You heard it first.
Not only is Ken Ashley a badass

322
00:17:52,720 --> 00:17:56,840
broker, but today he's also a
doctor and he's serving the

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00:17:56,840 --> 00:18:00,760
prescription for success not
only in commercial real estate,

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00:18:00,760 --> 00:18:05,800
but in business and life.
Ken, thank you so much for being

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00:18:05,800 --> 00:18:08,120
on the show today.
Great to be with you.

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00:18:08,120 --> 00:18:11,720
Thank you so much.
One more time, the prescription

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00:18:11,720 --> 00:18:13,680
dot pro.
Indeed.

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00:18:14,680 --> 00:18:17,360
Thank you so much and for
everybody listening, go grab the

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00:18:17,360 --> 00:18:19,280
book.
We'll link it below in the show

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00:18:19,280 --> 00:18:21,160
notes.
Ken Ashley, thank you for your

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00:18:21,160 --> 00:18:22,280
time today.
You're the best.

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00:18:25,080 --> 00:18:28,760
That's a wrap for this week on
commercial real estate secrets.

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00:18:29,400 --> 00:18:32,680
If you found value, do us a
favor and subscribe.

334
00:18:33,120 --> 00:18:37,040
Leave a review and share it with
a fellow commercial real estate

335
00:18:37,040 --> 00:18:39,600
lover.
For brokerage services or to

336
00:18:39,600 --> 00:18:42,000
connect, visit
warehousehotline.com.

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00:18:42,720 --> 00:18:44,920
I'm Aviva.
We'll see you next week.