Celebrating John C. Cushman, III

Big is not Better,

Better is Better

I heard John say this repeatedly.?

It was difficult not to love John and impossible not to look up to him.

For anyone who knew John for any length of time, it was easy to appreciate why John was one of the foremost deal makers and influential real estate advisors of the last century in the Americas, if not globally.?

I have more than a few memories of John, listed are some anecdotes which serve to highlight the special person that he was and the values that he embodied.?

2006

I was nervous to reach out to John to request for my first one-on-one introductory meeting at his office in LA.?John Cushman was larger than life, literally and figuratively. ?Those days, in more ways than one, he was the firm.?

The meeting request was readily accepted, and John was more prepared for the meeting than I was.??He knew everything about my background, obviously was a huge supporter of my relocation to the US to help with corporate development and global connectivity and was aware of the pitfalls that were ahead of me.?

The biggest challenge, in my role then, was building trusted relationships with senior US and European colleagues. And when it came to execution, it was proving that the international offices would not drop the ball on some of the most profitable relationships that top producers had nurtured and built over decades of hard work.?

The industry then was, in many ways, far more personable that it is today.?Client relationships were hugely influenced by personal relationships.?The folks in the green jacket, backed by private equity, were pioneering inorganic growth via a series of M&As. Everyone followed and that aggregation has built the behemoths of today. Financialization of the real estate services industry was well underway and its rapid build-out in the next decade would surprise even the most astute industry analysts.

John had seen it himself. Created his own platform, Cushman Realty Corp, which was highly effective on the West Coast and Southern states and later merged it back with Cushman & Wakefield.?John’s character was embodied in all his key colleagues; immensely capable, fiercely loyal, and obsessively client focussed.?

To summarize John’s advice to me, there were some very simple principles.

-???????Be bold and demonstrate why we have invested in you and how what you do helps our clients and the firm.

-???????Make friends, know that it will take time.?Let everyone know your success stories as you roll.

-???????If you have a problem, call me.?

John walked me through the office, introduced me to everyone I needed to know in LA and always made time to call or email anyone I needed to get to.?

By then, John had spent almost 50 years in the industry, but he was still embracing change as a young rookie would.?

A few years later, John’s email found its way to the Singapore office along with a scanned article referring to the purchase of US Bank Tower by OUE.??John had a simple request, to paraphrase “Can you make the new owner aware that I was once the managing leasing agent and property manager of this asset and know it better than most people do. My knowledge of the asset can perhaps be very useful to them. “

2012

The idyllic setting of Cannes belies the intense networking and cacophony that any industry forum entails.?I ran into John as he was getting off the DLA Piper hospitality yacht early one evening.?A warm hug and greeting later, John said that he had an open early dinner slot if I wanted to accompany him.?

And he asked sincerely, “is there a prospect or client of the firm that you want me to meet and talk about our platform?”?I knew someone I needed to impress.?An upcoming star fund manager from a German open-ended fund who could scarcely believe that someone as celebrated as John Cushman would care to invite her for dinner.?

John was as endearing as anyone can be.?After more than a few twinkled eyed jokes and funny stories, we prepared to order for food and drinks.?John knew more about wine that most did.?As he went through the wine list at Hotel Barrière Le Majestic, he asked for our preferences as well.?Most wines I saw on that list were rather expensive and a quick exchange with the client confirmed our mutual assessment.?

After careful consideration, John ordered a €130 red and said half-jokingly “I picked a mid-range good wine. If we end up having a fun evening together and you wish to reciprocate in the future, I do not want you to hesitate to ask me out”.??This was a man who had flown in his personal jet and was going out of his way to make us feel comfortable dining with him.?This was rare empathy in an industry where most senior folks regularly seek to create obligations by ordering fancy high priced epicurean meals when entertaining clients.

I could barely eat, awestruck by the magnetism and candour with which John connected with the client and the pride with which he spoke about our firm and why our culture differentiated us like none other.?Three hours later and a most enjoyable evening later, after the client left, John said “I would like to keep me posted on how this relationship develops and I will let you know if I ever go to Germany so you can schedule a meeting again”.??We both followed up on our promise and got our fair share of work from the client.

It was a lesson is dealing with people in their comfort zone and in a way that creates trusted relationships.?

2019

John’s response to my email, when I announced my departure from the firm in 2019, was quintessential John.??

Dedication to one’s work, loyalty and a constant pursuit of excellence is how John conducted himself and expected from everyone who worked with him.

He didn’t have to email to thank anyone leaving the firm so far removed in Asia, but he did.?He didn’t have to follow it up with a call, but he did.?John cared about his relationships.

Rest well, John.?I, like countless others, benefitted from the highest standards you set for yourself and thank you for encouraging and inspiring us to be the best version of ourselves.