In this episode, I sit down with Todd Carter, Managing Director - Southeast for EQT Real Estate, who oversees acquisitions, development, and leasing across the Southeast. Todd has more than twenty five years in the industrial sector and has been involved in over one hundred million square feet of transactions. I wanted to understand how that volume of experience shaped his leadership approach, and Todd delivered with complete honesty, humour, and depth.We talk about early career discipline, tough mentors, stress, mistakes, and the unexpected moments that shaped him. Todd explains why he still loves being in the deal flow today and shares the traits he looks for in the next generation of leaders. This is a practical, candid mentoring session packed with lessons for anyone serious about building a real estate career.Key Moments & Timestamps00:00 I welcome listeners to the episodeI introduce the show and set the stage for a leadership focused conversation with Todd.00:55 Todd’s role at EQTTodd gives an overview of the Southeast region and the one hundred million square foot portfolio he’s responsible for.02:00 When leadership first found himTodd shares how he began leading long before he ever held a formal title.03:45 Why waiting for a promotion is a mistakeWe talk about seizing responsibility early and how that creates opportunity.04:15 What drove Todd in the early daysTodd gives an honest answer: money. We unpack how that shaped his early work ethic.05:00 Early leadership challengesHe explains the resistance he faced, especially around age and credibility.06:40 How he overcame those barriersTodd talks about results, consistency, and treating people with respect.08:00 The mentors who shaped himFrom Wall Street work ethic to industrial fundamentals, Todd’s early mentors left a big mark.10:20 Learning to think through the dealTodd explains why accountability and ownership sharpened his decision making.12:45 What he chose not to adoptWe discuss the traits he saw in leaders above him that he refused to carry forward.16:00 Mistakes that shaped himTodd reframes mistakes as learning, not something to haunt you.17:50 The capital call lessonHe tells the story of a painful early ownership experience that changed his perspective forever.20:00 What colleagues say about himI share insights from my research, including his reputation for a calm, lighthearted style.21:45 How he manages stress todayTodd talks about humour, staying grounded, and avoiding premature panic.24:00 The “Todd style”We explore why composure and humility often outperform loud leadership.25:30 Joining EQT with a big reputationTodd describes the pressure of coming in as a major hire and how he handled it.28:50 Leading by exampleWhy simply doing the work and producing results won people over.30:00 What Todd looks for in future leadersHe explains why he focuses on how people treat others.32:00 What drives him nowStill motivated by money, but now also by meaning, fun, and paying it forward.33:30 Why he still works dealsTodd explains why staying close to the action keeps him sharp.35:00 His advice for future leadersThis business isn’t complicated, but it is tough. Stay disciplined and pay it forward.36:00 Wrapping upI close the episode and reflect on the insights Todd shared.