Culture, Competition, and Consistency: A Discussion with J. A. Charles Wright

Q: You were part of the first wave of brokers at Matthews. What mindset or habits did you develop early on that you still rely on today as Managing Director?

A: I began my career in commercial real estate as Matthews™ was entering the industry itself. Looking back, those early days in the El Segundo office were game-changing and set the tone for how I’ve approached my career over the last decade. I had incredible mentors and leaders, but there was nothing like the energy on the floor with other Associate or Senior Associate agents. Everyone was hungry and driven, pushing one another to improve every single day. Who cared more? Who worked harder? Who could deliver the greatest value to clients? It wasn’t about ego–it was about pride. We knew we were part of something special and wanted to bring out the best in one another.

 

That mindset has guided the way I show up in my business and as a leader. Accountability matters. I put my goals out in front of everyone because I want the agents in the Orange County office to feed off my transparency and hold me to it. It drives me to get in early, leave late, and execute the fundamentals in my daily workflow. They help push me to do that.

Q: You made the shift from a top-producing multifamily broker to leading a 50+ agent office in Orange County. What led you to pursue a leadership role, and what’s been the most rewarding part of that transition?

A: I wouldn’t have made this move anywhere else. Matthews™ is a company that truly understands what agents need to be successful, and leadership is fully invested in making that happen. I’m working with people I’ve known and respected for a long time, and together we’re making a real impact, not just for the agents, but for the firm as a whole. It’s been one of the most rewarding chapters of my career.

Q: What’s your long-term vision for the OC office, and how are you tailoring Matthews’ hiring, growth strategies, and national platform to meet the unique demands of the Orange County market?

A: Orange County offers one of the most dynamic landscapes for investment sales and leasing across all asset classes. This market offers endless opportunities for growth and success. With the amount of product and steady deal flow, both established producers and rising agents have the chance to build lasting, successful careers. Our competitors are talented and have built great brands, and we have a lot of respect for that. But that’s what fuels us, having the opportunity to go up against the best in the business and compete for market share in our own backyard. That’s what makes this market so exciting.

Q: With Orange County’s multifamily and retail sectors seeing strong investor interest, where are you seeing the most traction—and which areas or asset types are surprising you right now in terms of velocity?

A: Our Institutional Multifamily and Land Development team, led by Stew Weston and Rosie Cooper, continues to be an incredible value-add for their clients. They thrive on reframing the narrative, bringing a development-driven creativity that positions assets based on their potential rather than their existing condition. Their mastery of the land transaction lifecycle gives them the strategic foresight to navigate complexities, mitigate risk, and maximize value for their clients at the highest level.

 

On the Private Capital Multifamily front, Mark Bridge and Kyle Mirrafati are incredible agents who have been in the business for a long time. They are excellent at leading clients to results in Orange County.

 

Chad Kurz and Kevin Puder lead one of the best Net Lease Teams at our company and in the country. They are incredible at solving problems for private clients and producing results for institutional clients.

 

For Retail Leasing—drive down the streets of Orange County, and you’re likely to see Matt Sundberg’s name—an incredible agent, poised to build on the strong team he already has.

 

The synergy of talented agents across different product types yields better solutions for clients. Not to mention, when we have a young person who wants to be successful in this business, they have a number of different mentors to choose from.

Q: From your time working in LA, what stands out to you as the biggest differences between the LA and OC CRE markets?

A: Both LA and Orange County are tight-knit markets where everyone knows the key players. What sets Orange County apart is how many second and third-generation real estate professionals you find there. Many of the most talented investors and agents grew up in the business, coming from successful real estate lineages, giving the market a particularly impressive pedigree.

Q: What’s one piece of advice you give new agents today that you wish someone had told you when you were starting out?

A: I learned to be addicted to the process pretty early on. I was told by very credible people to trust the process. I had doubts early on because I was too focused on the results. Success will come, but it starts with staying disciplined, present, and fully focused on the process–not the outcome.

Q: Are there any market signals or behaviors you’re paying close attention to as we head into the end of the year?  

A: We need interest rates to remain consistent. There were some upticks earlier in the year, but rates have relatively remained consistent. We need that. Consistency gives investors confidence in their underwriting and decision-making. Predictability promotes velocity. Of course, we’d like to see rates come down; that would be great, but we don’t need them to. 

Q: Reflecting on your career, what’s one pivotal deal, relationship, or decision that continues to shape your leadership style and approach to the business?  

A:It’s the agents I started in the business with. We were so invested in each other’s success and genuinely cared about how we were performing. We were competitive, but there was a respect and genuine love for each other that helped us rise above petty competitiveness and made sure that we celebrated each other’s wins while still wanting to raise the bar ourselves. That was the best environment I could have ever asked for, and we’re doing a damn good job keeping that environment alive and well in our offices today.