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CEM-March 08 www.CEM-AZ.com Issue 3 Arizona’s Trade Publication for the Commercial Real Estate Industry TOP PRODUCERS 2007 ld Eric Wichterman Brent Moser David Fogler Steve Nicoluzakis Overall Top Producer Top Land Producer Top Multi Housing Producers Top Investment Producer Mike Haenel Jeff Wentworth Jack Wilson Justin Himelstein Top Industrial Producer Top Office Producer Top Retail Producer Rookie of the Year Don Mudd John Bonnell Jason Moore Brett Abramson Iain Vasey Top Leasing Team - Office Division Independently Owned and Operated 2375 East Camelback Road, Suite 300 • Phoenix, Arizona 85016 • 602.954.9000 • Fax 602.468.8588 • www.brephoenix.com Passion for Integrity My father, Charles J. Coles, founded our company on one simple premise: integrity. Integrityisreflectedinwhatwedo and how we do it. Living this passion is the cornerstone of MortgagesLtd.Whenitcomestoprotectingandmanaging your wealth, especially in a highly competitive and volatile marketplace, integrity is the only asset that matters. Scott M. Coles CEO/Chairman ww.mtgltd.com w Mortgage Banking | Securities | Title | Real Estate | Insurance Moving Early 2008 4455 E. Camelback Rd. 55 East Thomas Road Phone: 602.277.5626 Phoenix, Arizona 85018 Phoenix, Arizona 85012 www.mtgltd.com Mortgages Ltd. Securities, LLC is a Licensed Broker Dealer and member of FINRA. Contents Issue 3 2008 6 13 21 29 Pete Bolton Tyler Anderson & Sean Cunningham Young Leaders Red Rock Business Plaza 6 Cover Story Executive Publisher Mandy McCullough Purcell Pete Bolton Publisher/Editor 10 People & Properties Christina O’Callaghan Creative Director 13 Featured Brokers Samantha Ponce Tyler Anderson & Writers Sean Cunningham Dana Bos Christia Gibbons 18 Executive Q&A Photography with John Kross Kay & Co. Printer 21 Young Leaders Group Forum Communications Printing Urban Land Institute © 2008 by MP Magazines LLC 26 Making Headlines All rights reserved. No part of this publication can be reprinted or reproduced without publishers permission. 29 Property Profile Opinions expressed are those of the authors or persons quoted and not necessarily those of CEM. Red Rock Business Plaza CEM is a monthly publication. magazine Annual Subscriptions $55. 34 Industry News P.O. Box 10398 Phoenix, AZ 85064-0398 37 On the Market Ph: 480-946-0398 Executive Fax: 602-946-1416 Commercial 4 Letter from the Publisher A Balanced Life ave you ever noticed those people who are able to “do it all?” They somehow manage to run a successful business, stay healthy, make Htime for family and friends and give back to the community. Maintaining the appropriate balance requires staying committed to the things that are most important to you. For Pete Bolton, former Senior Managing Director of CBRE, family has always been the top priority, but it became increasingly difficult and sometimes impossible to maintain that balance. As a man who says, “…when I’m not happy it’s my job to fix it,” Pete Bolton decided to make some changes. For the first time ever, Pete opens his home (and new office) to Commercial Christina O’Callaghan Executive magazine for a unique glimpse into his new life. Turn to page 6 to Publisher/Editor read more about this fascinating man and his quest for life’s balance. Our Featured Brokers this month, Tyler Anderson and Sean Cunningham obviously know the secret to life’s balance as well; both have success, beau- tiful families and good health, but their story is more about an uplifting and humorous look back on their careers. Tyler and Sean take us on a nostalgic journey back to their beginnings and the “runnership” program that existed in the early 80’s. They express sincere gratitude for the people who men- tored them as they share some of their fondest memories. This will be a fun trip down memory lane for anyone who has been in Arizona’s commercial real estate business for 20 years or more. In this issue, you’ll find that each success story includes an element of cre- ating balance in your life and in your community. With that in mind, I would be remiss if I did not mention Mark IV Capital, developers of Red Rock Business Plaza in Chandler. Even though they are based in California, they Mandy McCullough Purcell have a vision for Chandler and a reputation for “building beyond standards.” Executive Publisher Although it’s not mentioned in the story, I’m told they have also been gener- ous with their contributions to the Chandler Community as well. So, you’ll see in this issue that a life in balance is about more than being successful, it is also about giving back and finding time for the things and people who are important to you. I hope you’ll enjoy the features in this issue and find some ways to create more balance in your own lives. If you have any questions about Commercial Executive magazine, please feel free to give me a call or send me an email. I look forward to Commercial hearing your feedback! Sincerely, Executive ChristinaChristina O’Callaghan O’Callaghan Publisher / Editor [email protected] magazine Subscribe at www.cem-az.com Cover Story Pete Bolton Better Business through Better Listening The New Pete Bolton wears jeans and boots in favor of tailored suits. The new Pete Bolton prefers to grab a bite to eat at Safeway with his wife over lunching with clients at The Ritz Carlton. The new Pete Bolton is a culmination of all the former Pete Boltons -- a senior managing director of CB Richard Ellis Inc., a senior vice president at Grubb and Ellis Co. (two stints), president and CEO of Sun Orchard Inc., president of Landiscor Aerial Photography, president and owner of his own aerial photography business (he was the one leaning out the hatch taking the photos), fast-tracker at Xerox Corp., and Arizona State University graduate. And for today’s Pete Bolton, it all comes down to his thirst for time with his kids and his passion “to teach the world to listen.” Much of last year was spent traveling as he taught leadership classes at the CBRE Leadership Center in Chicago while keeping tabs on the business of commercial real estate in the Valley. He missed half of his 14-year-old-son Alex’s football season. Unacceptable. L to R: Pete with his wife Shellye, Son Alex and daughter Shay 6 Commercial Executive magazine by Christia Gibbons • Images by Amy Pileggi with Images by Kay “I’ve always promised myself that when I’m not happy it’s my job to “I didn’t have an answer yet,” Bolton says. “It took years to figure fix it,” Bolton says. At age 59, happiness ended up being leaving the out there was a better system.” corporate world at the end of the year and starting his own consult- ing firm The Pete Bolton Company in the New Year. So taking the best off all systems and mixing in his own experience, observation and smarts, Bolton arrived at QLE. While informally Now Bolton is taking his years of experience in sales and running practicing it everywhere he went, it became a curriculum with a syl- his own successful companies and offering professional life coach- labus at CBRE. ing, culture creation, business planning and strategy and above all, QLE to such corporations as CBRE and private individuals. “I like being extremely That’s Question/Listen/Expand, Bolton’s own diagnostic method for identifying and solving problems. uncomfortable. I just know I get more done” As John Ollen, senior director of the CBRE Leadership Center in Chicago, says, “QLE is a clear path to questioning. It’s not about hammering a client with information. You have to engage the client more actively.” “The problem,” Bolton puts it, “is we don’t ask enough questions and we don’t listen. We miss key words that are clues.” For those Simply put, Ollen says, “Pete’s the best.” who know Bolton think about this a moment. What do you really know about him? Probably not as much as you think because he’s Bolton explains: “QLE is a definitive way to communicate with your busy listening to you. fellow human beings, not just a sales technique. It’s a way for the world to listen to each other.” “Most people don’t realize what a private person I am,” Bolton says. His is a world where books are read with pen in hand so he can More than 30 years ago when Bolton was a young pup at Xerox make notes, a world of dirt biking with his kids on weekends spent being fast-tracked from sales to management, he says he found in a motor home in Glamis, Calif., a world of coaching his son, lift- some supposedly tried and true methods for closing the deal ing weights and practicing bikram yoga, and now watching MXC, a “extremely offensive.” cult favorite Japanese game show with his 18-year-old daughter Shay when she comes home from Arcadia High School.” That, and witnessing a lack of effective communication at and between all levels in the workplace, sowed the seed that was to “Every book I read is a wealth of remembrance,” Bolton says. And, become QLE. As he became a trainer in Professional Selling Skills Bolton prefers things not come too easily to him. (Xerox was considered a leader in this field), Bolton said the 25 scripted closings just didn’t set right with him. It was all too “I like being extremely uncomfortable. I just know I get more done,” manipulative. he says. “Today’s Pete Bolton has a thirst for Time with his Kids and his Passion to Teach the world to Listen” Commercial Executive magazine 7 “The problem is we don’t ask enough questions and we don’t listen.
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