The Great Broker

David Houck
  • 5.0 (5)
  • Careers

The Great Broker is a podcast featuring honest conversations with top commercial real estate brokers about their careers, decisions, and deals that define greatness in the business.   Hosted by a seasoned CRE professional, the show goes beyond headlines to explore what it really takes to build a durable, respected brokerage career — through cycles, competition, and change.   No hype. No scripts. Just real stories from real brokers.

Episodes

  1. Oct 5

    Brian Starck - Executive Vice Chairman, Cushman & Wakefield

    Brian Starck: From Pre-Med to the Top of Life Sciences BrokerageBrian 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 estateNearly quitting brokerage during the Great Financial CrisisHow he deliberately built a specialty in life sciencesWinning Alexandria as a client early in his careerWhy understanding the science gives him an edgeWhat makes San Diego's life sciences ecosystem uniqueThe 467,000-square-foot Novartis build-to-suitThe boom, bust and recovery of life sciences real estateHow AI could transform drug development — and eventually the laboratory itselfWhat young brokers get wrong about building a careerWhy Brian believes personal health, relationships and balance actually matter to brokerage successSurfing, backcountry skiing, family — and whether he'd still choose medicine in an alternate universeBrian'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.

  2. Sep 21

    John Boyle - Executive Vice Chairman, Cushman & Wakefield

    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.

  3. Sep 8

    James Nelson - Principal & Head of US Investment Sales, Avison Young

    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 jobThe 90-day territory training program at Massey Knakal that helped launch his careerWhy time is a broker’s most valuable assetWhy working harder isn't necessarily enough to grow your businessWhat separates great brokers from everyone elseWhy handling failure may be the best predictor of brokerage successBuilding a team around shared information and shared commissionsHis national USIS platform and the future of investment salesHis real estate investment funds and what investing taught him about brokerageMentoring, 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.

  4. Aug 24

    Jeff Woolson - Vice Chairman, CBRE

    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.

  5. Aug 10

    Lou Christopher - Executive Vice Chairman & Partner, Stream Realty Partners

    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.

  6. Jul 27

    Curt Holcomb - Vice Chairman, JLL

    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 practicesWhy today's site selection starts with power, not landHow AI has transformed demand for data centersWhat young brokers need to know about entering this fast-growing specialtyHow technology, brokerage, and client service come together in one of CRE's most dynamic sectorsWhy 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.

  7. Jul 13

    Mark McGranahan - Principal, Avison Young

    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.

  8. Jun 30

    Christine Espenshade - Vice Chairman, Newmark

    "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

  9. Jun 15

    Cathy Delcoco - Vice Chairman, CBRE

    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.

  10. May 28

    Greg Lubar - Vice Chairman, JLL

    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 journeyBuilding long-term client relationships Trust and value creation are crucial in client relationshipsThe skill of finding business opportunities is essential for success in brokerage Chapters 00:00 Career Journey in Real Estate04:46 Early Success and Career Milestones10:04 Expansion into Global Site Selection22:00 Team Building and Delegation29:57 Maintaining Long-Term Client Relationships35:15 The Importance of Finding Business42:32 Becoming a Successful Broker49:05 Personal Life and Giving Back01:00:38 Rapid Fire Lightning Round

  • 10 Episodes

Ratings & Reviews

5
out of 5
5 Ratings

About

The Great Broker is a podcast featuring honest conversations with top commercial real estate brokers about their careers, decisions, and deals that define greatness in the business.   Hosted by a seasoned CRE professional, the show goes beyond headlines to explore what it really takes to build a durable, respected brokerage career — through cycles, competition, and change.   No hype. No scripts. Just real stories from real brokers.

Information

  • Creator
    David Houck
  • Years Active
    2026
  • Episodes
    10
  • Rating
    Clean
  • Copyright
    © 2026 David Houck

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