In this episode of Multiple Perspectives, host David Lofgren sits down with Todd J. Drowlette, Host of A&E’s The Real Estate Commission, which premiered October 12, Managing Director of Titan Commercial Realty Group, to explore the mindset and strategies behind his rise from a paper route entrepreneur to a multi-million-dollar broker. Todd reveals how early business fundamentals shaped his success, why relationship-building is the true engine of real estate growth, and how contrarian investing in suburban office space is already paying off. He also shares his Market Evolution Framework for spotting trends before they hit mainstream headlines.

Todd J. Drowlette is the Managing Director of Titan Commercial Realty Group and a seasoned broker, developer, and investor with over 18 years in commercial real estate. Having closed more than $2 billion across 1,700+ transactions, Todd specializes in retail real estate throughout the Northeast. A Siena College graduate and former faculty member, he’s been featured on Fox Business, ABC, and national radio. Todd will also host The Real Estate Commission, which premiered on October 12th on A&E.

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Todd reveals how becoming the youngest exclusive Starbucks broker in the country at age 22 stemmed from his willingness to build relationships and work tirelessly. His rapid success stemmed from his early career dealings with high-level executives, rather than climbing the traditional corporate ladder over 15 years. The key insight was that successful people will take chances on young, ambitious individuals who demonstrate hustle and dedication, even if they don't have all the answers yet. He credits his success to following the advice, "When somebody offers you a seat on a rocket ship, don't ask which seat; just get on the rocket ship." His story illustrates how commercial real estate can offer unique opportunities for ambitious professionals to advance their careers through direct access to key decision-makers.

At age 11, Todd learned crucial business lessons running a paper route that shaped his future success in commercial real estate. He discovered the importance of not extending credit to unqualified customers and the value of building direct relationships with clients through consistent, reliable service. Managing this early business taught him about profit margins, customer service, and the power of reinvesting earnings. He was making $3,500 annually and achieving 18% returns in mutual funds as a pre-teen. These fundamental lessons about business operations and wealth building formed the foundation for his later success in commercial real estate. 

Todd shares his contrarian approach to investing heavily in suburban office properties during COVID, while others were fleeing the market. He explains that successful investing requires understanding market cycles and having the courage to buy when others are panicking, citing lessons from studying historical figures like Andrew Carnegie and John D. Rockefeller. The strategy focuses specifically on suburban properties with on-site parking, anticipating that businesses will relocate from city centers but still need physical office space. This framework emphasizes buying assets at 50 cents on the dollar during market corrections rather than chasing trendy investments. 

Todd explains his systematic approach to identifying emerging real estate trends before they become widely recognized. His framework involves closely monitoring real estate managers' changing behaviors around store openings, relocations, and space utilization as early indicators. The key is focusing not just on what industry leaders are saying but understanding why they're making specific decisions in different market contexts. This approach allows investors to position themselves ahead of major market shifts rather than reacting to them.