While many organizations vie for excellence in product and customer service, a company leader must also strive to create a culture within which employees feel that they can grow professionally, develop personally, and champion organizational values. While this might seem like an impossible task—to demand integrity, honesty, and humility of yourself or your colleagues— is essential for creating a long-lasting corporation. Brian Arrington understands that creating a collaborative and cohesive culture is vital. By surrounding himself with the best leadership team in the real estate industry and partnering with Sotheby’s International Realty, the leading global luxury real estate brand, Arrington has positioned Pacific Sotheby’s International Realty to lead the future of the industry. As CEO, his responsibility lies in making smart and sound business decisions. BUILDING ON HISTORY AND HERITAGE When he was ten years old, Arrington’s mother started a mortgage company in the kitchen of their home. She had just two telephones and one employee, but her tireless work ethic and determination to do the best for her clients helped grow her business into one of the most trusted mortgage banking companies in San Diego. In 1991, after graduating from college, it was a natural fit for Arrington to join the family business. In 2006, armed with knowledge and experience he gained working with real estate agents across San Diego and the passion for helping individuals secure their dreams of homeownership, Arrington opened his first real estate company with the intention that it would work in collaboration with the mortgage company to provide a complete suite of services for its’ clients. In 2020, Pacific Sotheby’s International Realty marked ten years of successful business in the Southern California real estate market by closing over $6.7 billion in annual sale volume, setting a record for the company. THE PHILOSOPHY BEHIND PACIFIC SOTHEBY’S INTERNATIONAL REALTY Arrington believes that a real estate brokerage has only one purpose: to bring value to its real estate agents and the clients they serve. “If a brokerage isn’t working to increase an agent’s business through new opportunities, networks, contacts, and coaching to improve business practices with accurate, trackable results, then they are not delivering on this purpose,” he states. Pacific Sotheby’s International Realty was formed to create a collaboration of exceptional sales associates united in the vision to provide its clients with local and global market knowledge, innovative technology, superior service, and access to a global network supported by the world’s top luxury real estate brand, all to ensure that both its agents and their clients receive every advantage in the market. As such, Arrington concentrates on working on the company’s strategy with his senior leadership team. “My primary responsibility is to ensure our financial strength so we can capitalize on new opportunities and weather any future downturns in the market,” he shares. EXCEPTIONAL SERVICE BEGINS WITH EXCEPTIONAL SUPPORT With the motto, ‘Exceptional service for our clients begins with the exceptional support of our agents,’ Pacific Sotheby’s International Realty gives its agents access to extensive in-house training and education. Company-wide, they have implemented the Ninja Selling system based on the philosophy of building relationships, listening to the customer, and helping them achieve their goals. Pacific Sotheby’s International Realty developed an Agent Playbook to guide its’ agents step by step from pre-listing through closing. A team of marketing and administrative staff work behind the scenes to ensure agents receive support for their listings. And, of course, the firm leverages the power of the Sotheby’s International Realty brand to obtain global exposure for its’ listings and provide unparalleled reach to qualified buyers and sellers. INTEGRITY AT ITS BEST For Arrington, his entrepreneurial journey has nothing been short of a learning experience. He knows that the real estate business is dynamic, and any business will have its ups and downs. However, he also emphasizes that it is all about learning from the journey and those you meet along the way. One such moment came across to him back in 2010, when he brought on two partners who were well known for their success in the real estate business. The partnership resulted in quick company growth and Pacific Sotheby’s International Realty rose to be the number one real estate company in San Diego and one of the top 20 real estate firms in the United States. Expansion continued with offices opening across San Diego and into the Orange County and the Coachella Valley markets. Arrington briefly stepped out of the CEO position to serve as the company’s Chairman. Such changes around the administration, unfortunately, led to strategic differences between the leadership. “My partners were more focused on growing market share and did not maintain the integrity, standards, and vision of Pacific Sotheby’s International Realty and the Sotheby’s International Realty brand,” explains Arrington. “Expenses ballooned, and the culture on which Pacific Sotheby’s International Realty was founded came to an all-time low.” Arrington recalls the moment as the most significant learning experience of his life. He says, “I reclaimed the CEO position, made sweeping operational changes to take advantage of economies of scale, and implemented new and efficient operational structures and systems. Additionally, I brought on a new senior-level leadership team who understood the value of the Sotheby’s International Realty brand and are focused on a strategy of quality and excellence.” THE LEGACY CONTINUES It goes without saying that Pacific Sotheby’s International Realty is thriving in the real estate market. The firm is represented by outstanding real estate professionals in the industry and the most extraordinary brand in the business. Arrington has never been more excited about the company’s future. “Our company is stronger today than ever. I have invested my heart and soul into this company, and I expect to be standing alongside my team of exceptional leaders, staff, and agents for years to come.” This article was originally published in Exeleon Magazine.