Servant Leadership and Market Dominance with Chad Lavender
Thu Jan 22 2026
Chad Lavender is the President of Capital Markets for North America at Newmark. He has more than 15 years of commercial real estate experience, particularly in healthcare and senior housing. Over his career, Chad has completed more than $50 billion in transactions across the U.S., beginning his journey in markets like Alabama and Dallas.
Prior to joining Newmark, Chad worked in high-rise development before moving to lead the National Seniors Housing Group at HFF (Holliday Fenoglio Fowler), growing it into the number one senior housing platform in the country. He also worked as an investment advisor with Apartment Realty Advisors’ (ARA) senior housing group before ARA was acquired by Newmark.
Insights from Chad Lavender on Servant Leadership in Capital Markets
Chad Lavender leads one of the largest capital markets teams at Newmark. Ask him who he reports to, and he'll point to the advisors on his platform. His job is supporting the people doing deals, helping them hit their goals, and clearing obstacles out of their way. That approach has kept his senior housing team at number one in the country for more than a decade.
The same thinking shapes how he works with clients. For two years straight, Chad and his partner Ryan Maconachy told prospects they should refinance their assets instead of selling them. Refinancing didn't generate a commission. Selling did. But refinancing was the right call for those clients at that moment, so that's what Chad recommended. They played for the long term, put client interests ahead of their own revenue, and ended up doubling their business every single year from 2012 to 2019.
In this episode of The Dealmakers' Edge, Aaron and Chad discuss what servant leadership actually looks like in a transaction business, why telling clients the truth builds more value than chasing every deal, how market dominance comes from discipline and consistency, and why attitude, effort, and energy are the only variables you can actually control.
2:08 - Growing up in Tuscaloosa with family in real estate and development
3:22 - Running a T-shirt business at Alabama and learning sales
4:02 - Starting in high-rise development in January 2008 as the financial crisis hit
5:16 - Cold-calling 62 groups and asking for introductions, not jobs
6:08 - Working triple duty as an analyst and broker at ARA
7:10 - Launching senior housing with Ryan Maconachy and advising clients to refinance
8:12 - Pitching HFF and doubling revenue every year from 2012 to 2019
9:03 - Maintaining number one market share through COVID
14:16 - Servant leadership and reporting to advisors
19:23 - Controlling attitude, effort, and energy
20:51 - Market outlook across asset classes and emerging opportunities
24:01 - Be forever curious and work relentlessly
Mentioned In Servant Leadership and Market Dominance with Chad Lavender
Newmark | LinkedIn
Chad Lavender on LinkedIn
Enjoy the show? Have a guest in mind? Email us at podcast@aystrauss.com to let us know your feedback and who you want to hear on the next episode.
Connect with Aaron and the A.Y. Strauss team:
Our website (www.AYStrauss.com) Aaron's website bio page (Aaron's bio page) Aaron's LinkedIn account (LinkedIn) Our Twitter account (@AYStrauss)
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Chad Lavender is the President of Capital Markets for North America at Newmark. He has more than 15 years of commercial real estate experience, particularly in healthcare and senior housing. Over his career, Chad has completed more than $50 billion in transactions across the U.S., beginning his journey in markets like Alabama and Dallas. Prior to joining Newmark, Chad worked in high-rise development before moving to lead the National Seniors Housing Group at HFF (Holliday Fenoglio Fowler), growing it into the number one senior housing platform in the country. He also worked as an investment advisor with Apartment Realty Advisors’ (ARA) senior housing group before ARA was acquired by Newmark. Insights from Chad Lavender on Servant Leadership in Capital Markets Chad Lavender leads one of the largest capital markets teams at Newmark. Ask him who he reports to, and he'll point to the advisors on his platform. His job is supporting the people doing deals, helping them hit their goals, and clearing obstacles out of their way. That approach has kept his senior housing team at number one in the country for more than a decade. The same thinking shapes how he works with clients. For two years straight, Chad and his partner Ryan Maconachy told prospects they should refinance their assets instead of selling them. Refinancing didn't generate a commission. Selling did. But refinancing was the right call for those clients at that moment, so that's what Chad recommended. They played for the long term, put client interests ahead of their own revenue, and ended up doubling their business every single year from 2012 to 2019. In this episode of The Dealmakers' Edge, Aaron and Chad discuss what servant leadership actually looks like in a transaction business, why telling clients the truth builds more value than chasing every deal, how market dominance comes from discipline and consistency, and why attitude, effort, and energy are the only variables you can actually control. 2:08 - Growing up in Tuscaloosa with family in real estate and development 3:22 - Running a T-shirt business at Alabama and learning sales 4:02 - Starting in high-rise development in January 2008 as the financial crisis hit 5:16 - Cold-calling 62 groups and asking for introductions, not jobs 6:08 - Working triple duty as an analyst and broker at ARA 7:10 - Launching senior housing with Ryan Maconachy and advising clients to refinance 8:12 - Pitching HFF and doubling revenue every year from 2012 to 2019 9:03 - Maintaining number one market share through COVID 14:16 - Servant leadership and reporting to advisors 19:23 - Controlling attitude, effort, and energy 20:51 - Market outlook across asset classes and emerging opportunities 24:01 - Be forever curious and work relentlessly Mentioned In Servant Leadership and Market Dominance with Chad Lavender Newmark | LinkedIn Chad Lavender on LinkedIn Enjoy the show? Have a guest in mind? Email us at podcast@aystrauss.com to let us know your feedback and who you want to hear on the next episode. Connect with Aaron and the A.Y. Strauss team: Our website (www.AYStrauss.com) Aaron's website bio page (Aaron's bio page) Aaron's LinkedIn account (LinkedIn) Our Twitter account (@AYStrauss)