Michelle Johnson Lundy’s Commitment to Paying It Forward Through ERA

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Sometimes, you choose a job, and sometimes, it chooses you. Here’s my story: After earning my undergraduate degree in psychology and business administration, I thought I would be a child psychologist, mostly because I wanted to help people. After a few years, I realized it wasn’t for me, so I enrolled in an MBA program. While taking classes, I worked as an area manager for Mattress Firm. 

I loved the company and what it stood for, and following graduation, I pursued a position where I could apply my MBA. I deeply respected the company and was willing to work in any division or department. As you can guess, I was hired into the real estate division. 

As a real estate coordinator, I protected the firm’s interests during commercial real estate negotiations and transactions by abstracting all leases in cooperation with the firm’s management, legal department, construction team, real estate developers, and brokers. It was a busy two and a half years as Mattress Firm significantly expanded its operations and went public.

I then took a leasing administrator role with Charming Charlie, a women’s contemporary fashion and accessories retailer based in Houston, Texas, that was looking to emulate Mattress Firm’s rapid expansion. After that, I worked as a commercial real estate agent, first for a REIT, then for George E. Johnson Properties, an established and highly esteemed Houston brokerage.

The skills that stand out

At this point, I had developed a robust skill set centered around the science and art of sales. From selling internally to leadership to selling externally to clients, I always focused on selling the value proposition.

I had to understand what was important to each person and tailor my messages appropriately. These skills came in handy when I joined ERA Real Estate’s franchise sales team, helping business owners secure their success in a way that works for them.

I could not have predicted where I would be today, but as I look back, I see that several things I did brought me to this point.

1. I fell fast, and I fell forward

I may not have done everything right, but I pivoted and got back on track. I found I was good at moving quickly when an opportunity presented itself. 

2. I leveraged mentors

Advocates and mentors are essential, but even more so in commercial real estate, a field in which women are underrepresented. Courtney Johnson Rose, my broker at George E. Johnson Properties, has been an invaluable mentor to me. A leader in many real estate-related organizations, she inspired me to aspire to such positions as well. 

3. I sought the knowledge I needed to be successful

Learning never stops. I genuinely believe it’s an individual’s responsibility to learn, whether you hunt down new information, secure additional credentials, or seek out people to guide you. I took CCIM classes and earned a second advanced degree in Community Development.

4. I found my lane and stayed in it 

Contrary to the prevailing millennial commitment to hustle culture, I have found a profession I am passionate about and have stuck with it. I think of my desire to help people as the trunk of a tree that keeps me grounded and stable. The various directions I have gone over the last 20 years are the tree’s branches. 

5. I paid it forward

As I gained more experience in commercial real estate, I began to take people under my wing and built a team of five Black women who are now super successful in their own right.  I hosted college interns. I taught commercial real estate classes at a local community college.

In 2021, I started a commercial real estate school, the Commercial Real Estate Pros Academy, which offers self-paced training programs for professionals looking to expand their skills in the commercial industry. I also started my own women’s leadership group to bring women together so we could lift each other up as high as we can with whatever power we have.

Yes, women are underrepresented in both commercial real estate and franchise sales, but I’ve found that it’s unproductive to focus on inequity. It’s far more important to reduce barriers to entry for women, support them in their journey, and celebrate their success. 

As Director of Franchise Development for ERA Real Estate, Michelle Johnson Lundy oversees the expansion and growth of the ERA network. Connect with Michelle on Linkedin.