Thinking outside the box with Gavin Rubinstein #55 Jay Luchs
Apr 28, 2026
Jay Luchs, legendary LA retail broker who built Rodeo Drive’s marquee deals, shares his rise from entertainment to real estate. He talks cold‑call grit, obsessive paper lists, curating luxury tenants via Instagram, assembling large Malibu projects, and the art of defending core retail streets. Short stories about iconic Rodeo transactions and the three pillars that drive his hustle.
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Cold Calls Landed My First Rodeo Wins
- Jay Luchs landed Etro on Rodeo Drive and a $28M shopping center sale by calling hundreds of prospects and turning one returned call into a prime placement.
- He cold‑called 250 European names over three weeks and convinced one to visit, which became his first Rodeo deal.
Other Brokers Are Your Top Clients
- Your biggest clients can be other brokers because relationships among brokers win access to competitive sites.
- Jay explains befriending listing brokers often gets you priority when multiple tenants are vying for the same space.
Curate Neighborhoods Like A Monopoly Board
- Treat a neighborhood as a curated ecosystem rather than isolated assets; good tenants subsidize local small businesses.
- Jay built Malibu Cross Creek Ranch by selecting national and local tenants to revive and stabilize the area.