I started my career in commercial real estate in the 1980s, and at the time, there were very few Black people in the industry.

Honestly, my industry still needs far more diversity. As you can imagine, making a name for myself as a Black man in commercial real estate required navigating some uncomfortable situations. I often had to prove myself in ways white men in the industry were never asked to.

Challenges That Turn Into Strengths

But over the years, I’ve seen time and time again how these challenges can be transformed into strengths with the right attitude. I now know that my purpose in life is to be intentional about helping other people of color (POC) break into this industry and find the same kind of fulfillment and success as I have.

Here are five lessons I learned throughout my career that will benefit any Black person wanting to build a career in commercial real estate:

1. Accept Right Now That You Will Walk Before You Run

I wish I were here to show you where the shortcut to success is, but the short answer is there isn’t one. You must be willing to work hard, serve others, and learn from those who’ve found success before you. While confidence is necessary in this industry, an inflated ego will only harm your efforts in the long run. Come ready to work with the people who are offering you an opportunity.

2. Your Blackness Is an Asset

Diversity is a hot topic these days, and in an industry that still is only made up of 3% Black people, you are an asset, NOT a liability. In 1989, I was asked to come on board to help with a huge deal for the Georgia Lottery. This was the biggest deal I’d ever done at the time, and I was brought on because “they needed some color in the deal.”

Now, if that doesn’t sit well with you, think about this: Black people have been barred from so many opportunities simply because of the color of their skin. I say if you are handed an opportunity in which your skin tone is an asset, grab it and run with it!

3. Turn Negatives Into Positives

This is a skill that breeds resilience to be able to see the world’s flaws, your own mistakes, or the ignorance of others as opportunities. You will inevitably face adversity, fail, and be treated unkindly. In these situations, the only thing you can control is your reaction.

You can choose to see the negative and dwell on it, or you can look for what there is to learn. You can choose to lash out and burn bridges or calmly speak your truth to help others understand. With the right attitude, every negative is a positive in disguise. I know that God wouldn’t hand-deliver painful situations to me if there were not a treasure to find in it.

4. Know How to Negotiate Whiteness

In America, the safety of Black people in many ways still rests on us knowing how to read and interact with white people. This understanding of how white people operate has also proven relevant in my professional life. After all, to be successful in a predominantly white industry, you must understand your peers.

Even well into my career, I’ve been mistaken for the waitstaff at industry events. Sometimes, all some people can see is Blackness. This is a great place to make a positive out of a negative. White people will talk about all kinds of things in the company of those they don’t think they understand or could benefit from it. You can learn a lot simply by listening in and taking notes.

5. Look for the Branch Rickeys Out There

Branch Rickey was the owner of the Brooklyn Dodgers and the man who gave Jackie Robinson the opportunity to be the first Black man to play professional baseball. There are people out there who want to further the lives of young POC and lift them up.

Look for these advocates. They can provide you with vital connections, opportunities, and resources to build your success. Vet them thoroughly, but believe them when they show you who they are and what they’re willing to do for you. Black people working in commercial real estate still need every white advocate that is available to them.

I share these experiences to help pave the way for people who look like me. My path is not necessarily the “right” path, but it is living proof that there is indeed a place and a need for Black people in commercial real estate.

Keep pushing!!!