TUCSON, AZ, April 14, 2023 -- Will White of Land Advisors Organization in Tucson was awarded the Best-in-Class Award by Trend Report for his work in Tucson residential land sales for 2022. We asked Will to tell us about his successes and how he got to where he is today in the competitive business of residential land sales.
This is what Will had to say:
Tell us how you began in Commercial Real Estate.
I was raised in it. My Dad was a successful land broker in Phoenix. I grew up hammering in “for sale” signs on lots in Paradise Valley. I got to hear some of the best stories you can imagine growing up. I got my license in 1997 and opened Land Advisors Tucson for LAO in Tucson in 2001. 22 years ago, now.
How long have you been doing what you’re doing?
I started right out of college in 1997.
What tips do you suggest to someone just starting out in your business?
Got to be ready to work. You need to be durable. Be original and stand out. This isn’t a team sport necessarily and you need to figure out what your story is.
What has been the biggest factor in your success?
I was instilled with a huge work ethic. I am going to be at it again and again daily. We really press the pace and that’s the only way I know of to get a lot done. I think the results are there. John Carroll has been in lockstep with me for a long time. He’s a very big part of us, being effective in numerous places at once. Craig has been with me for over 13 years, and I have been lucky enough to have the absolute BEST assistant in the business. If you call the office, you know what I’m talking about. He’s got a huge Trophy up front that says so.
What can you tell us about winners in your field? What does it take?
I’m 100% all in for this new award platform. This is for who does the most deals, period. I think the winners should be acknowledged. They are the best. It’s impressive in each category. There are a lot of similarities between the people who get the most done in Tucson. Congratulations to all.
Tell us about a teacher/mentor who made an impact on you or set you on your present path.
I’ve got a bunch of people I lean on. Brian Rosener, President of Land Advisors. Brian hired me 22 years ago and has been in lockstep with me throughout my whole career. The results you have seen are in part a reflection of Brians’s mentorship, advice, and strategy. I am very appreciative of that human being. I’m still on the phone with him often after 22 years. That guy is a rock star.
What is your greatest career accomplishment?
Legacy, a long-lasting impact. The office has broken every land brokerage record in Tucson. Those will stand for a long time. A few times a year, I will reflect on that, and I’m pretty happy with that. Then I go back to work.
What was your most recent biggest challenge faced that you overcame?
I have challenges every day. Right now, I think the business is in a post-pandemic adjustment which means it will be different on the other side and I want to get ahead of that.
What are your views on trends or pitfalls in the current Commercial Real Estate marketplace?
Tucson is its own Rubik’s cube, ask anyone who works in this market. I think for land, we need to start expediting things on an entitlement level and construction level. If we can’t get more land prepared, and new projects and infrastructure approved, then we will end up with nothing ready at a critical time. It’s that serious now.
What is the most important question to ask a Buyer or Seller these days?
Thankfully, our developers are good friends of ours and we are dialed in on their objectives. We talk often, listen to them, and want to know what they want to be done. There is a lot of patience out there right now.
Where do you see the Market going this year?
Landowners are 100% in the driver’s seat in Tucson. It’s coming back now. Builders have been on “time out” for 9 months and they will need to be back to reload aggressively for 2025. I think it’s going to be about as crazy as I can hope for. I would buckle up for a wild 18 months.
What is the most common type of client you typically work with?
We represent large master developers in Tucson. Our clients have been doing what they do for decades. We get to learn a lot from them, share ideas all the time, and advance with them.
Tell us what makes you successful.
I work. I have worked since high school. I think that’s the only way. My clients know they can find me before the sun is up and they can grab me at night if they need to. You must be willing to work. Luck and timing play a bigger role than anyone wants to admit but you gotta be on the move.
What are you passionate about? What motivates you the most?
I am passionate about the competition part. I am passionate about getting our clients’ goals accomplished. What motivates me is that I want my three kids to say really cool things about me when I’m done.
Is there one deal that stands out in your mind from last year that you would like to do again? And why?
I’ve discussed some lessons learned from 2022 with our office. I think we should make sure to not offer final plat closings, but more pre-plat closings. When the market is strong, we want to close and get started. Timing is a massive part of this business. We will learn from that and put in a few new things next time. We are also working on only contracting our plats when they have full approvals. We want to take the guesswork out of the transactions. We want to evolve with this next session, innovate and lead the charge.
Thank you, Will.
This is the fourth in a series of interviews with our best commercial real estate leaders. All Trend Report’s Best-in-Class Broker Awards were based exclusively on sales volume transaction data from the RED Comps commercial real estate database, the most accurate, independently researched database of commercial real estate property sales information available for Southern Arizona.
To learn more, see Trend Report 2022 Best-In-Class Awards - Trend Report (trendreportaz.com)