Pay It Forward: 'The First Thing I Look For Is Personality. That Will Often Determine Success In The Business,' Says Moss Withers CEO of Lee & Associates
"Earn respect. Connecting dots is important, but those dots need to respect you. Give others around you a reason to respect and trust you."
Moss Withers, CEO & Principal, Lee & Associates, Raleigh, North Carolina.
Moss Withers is the Chief Executive Officer, Principal and founding President at Lee & Associates commercial real estate office in Raleigh Durham, NC. Moss’ real estate transactions range from large land assemblages to investment properties, office sales and leasing.
What has been your biggest challenge or obstacle in your particular role? How have you overcome those obstacles? There are two roles I play: broker and office leader. I have always had a passion for real estate, specifically the development side, and love to take a piece of property and help shape a vision for what could be. I’ve played the broker role for 15 years and feel comfortable here. Three years ago, I was asked to open the Lee & Associates office in Raleigh-Durham. My official management experience was zero, but I understood the importance of culture and giving your team a voice. I’ve built off those pillars and have a team that buys into those guiding principles. Our office is now the second largest commercial real estate company in Raleigh-Durham. I still wear both broker and office leader hats – which comes with challenges – but it’s becoming easier with time and a solid team.
What about your current role are you most happy with? I am both the CEO and a broker at Lee & Associates Raleigh-Durham. What I’m most happy with depends on which hat I am wearing. As a broker, I love the ability to sit down with my clients, vision, and realize potential. The ability to be creative, but realistic, and to maximize the value of a particular project or property is satisfying.
As for the leadership role, building a team has been incredibly rewarding. I love to see the team click and make decisions together. Give me a good person and we can make them a good broker. I have enjoyed building a team that is full of incredible people.
What is the best piece of advice you have received that has helped you succeed in your industry? Real estate brokers are in the business of marketing, and success is based people knowing you, understanding what value you can bring, and respecting you in that role. Being well-known in the market is easy. The key to success is a broker’s ability to create trust and respect within a limited time. When it comes to running an office, surround yourself with people you trust and that are smarter than you. Trust is harder than it sounds but will give a person so much peace of mind if they earn it.
Would you advise your son or daughter or any younger person to begin a career in CRE? I have at least one conversation each week with a prospect looking to get into the industry. The first thing I look for is personality. That often will determine how difficult it will be to find success in the business. I describe the industry as connecting dots. A broker’s job is to connect dots. One dot could be a client looking to lease space and another dot could be an office suite in need of a good tenant. If you don’t know the dots, you can’t connect them, and ultimately, you don’t get paid! A person’s personality determines how quickly they can build their dots. Second, a potential broker moving into a market and getting into the industry is a step behind those that grew up in the market. Their personality will need to be even stronger because they need to play catch up. Last, earn respect. Connecting dots is important, but those dots need to respect you. Give others around you a reason to respect and trust you.
Please share with us the best lessons learned or a surprising component about your unique journey. Get involved. Whether it’s the chamber of commerce, a non-profit, or your kid’s school, it’s important to get involved. Don’t just be a member – be an active participant in the group. There are so many organizations that need help. It’s rewarding and might even serve as an indirect benefit to you through new connections and experience. I’m proud that our office contributes over $100,000 annually to area organizations. That’s a huge success to me. Our purpose in life is to help others.
