ACKNOWLEDGMENTS
FOREWORD
INTRODUCTION
The Nose of a King
Klan Killer
Black Asset
As Only a Black Man Can Do
Service First
Three Smooth Stones
Mascot
Best Salesman I Ever Met
CONCLUSION

DISCOVER HOW
IS TIED TO DIVERSITY

In the Black offers a compelling account of T. Dallas Smith’s experience as a young Black man trying to break into the commercial real estate industry in the 1980s. Against the odds, Smith became the first Black broker at the Atlanta outpost of Cushman & Wakefield and then built a successful career at the helm of his own commercial real estate company. Smith’s account is at intervals provocative, humorous, and inspiring. Throughout the twists and turns of his narrative, the central message remains clear: there is much work yet to be done diversifying the faces of the commercial real estate industry. Smith’s business success story poses a direct challenge to the very community in which he’s cut a path to success: it’s well past time to hire, train, and mentor more Black brokers.

This book takes a step in that direction by introducing young Black men and women to a field they may not have previously considered. For Smith, increasing industry exposure is the first in a series of necessary changes that includes sharing knowledge, establishing networks and relationships with contacts and mentors, and, ultimately, moving the industry itself to recognize and reward interest, hard work, and enthusiasm for the field.

“My friend Dallas has written an uplifting book about his journey in the field of commercial real estate. He describes his humble start to the top of the tenant representation field in Atlanta. His portrayal of being Black and young while overcoming prejudice and hurdles is delivered, not with bitterness, but with calm determination to succeed. This book is a worthwhile read.”
— Andrew L. Ghertner
Vice Chairman, Cushman Wakefield of Georgia, Inc.


“I met Dallas when he was nineteen years old. Upon coming to the office for an interview, it was obvious to me he was anxious to get his ‘foot in the door’ and learn all he could about real estate. Dallas was like a sponge, spending as much time as possible with Mr. Tift, soaking up all the knowledge he could. He had an outgoing personality, which is definitely an asset in real estate. He just seemed to climb the ladder with his determination and faith. It was not always easy, but he continued on regardless of the obstacle.

I’ve worked for Mr. Tift for over forty years. Looking back and remembering the time Dallas started work with us, and watching as he grew and prospered, just does my heart good. I am so proud of him. And his book In the Black is a must-read for anyone of any color, race, creed, or gender. It proves that you can do it if you work hard enough.”
— Susan Christy
Former President, Atlanta Air Center Realty


“T. Dallas Smith is a champion for change who continues to inspire and influence others. In the Black takes you on his personal journey through walls of adversity, heartache and unrelenting perseverance. Dallas’ story is transformational!” — John F. O'Neill III
President, U.S. Multifamily Capital Markets, Cushman & Wakefield


“This book tells you; Dallas is the Super underdog who can see the stars in the daytime. He instigates hope, amplifies confidence, redefines the meaning of dream, to dream big to all those underdogs to awaken.”
— Young Woo
Founder and Principal of Young Woo and Associates, LLC


“In the Black is definitely a MUST READ! T. Dallas Smith has a great sense of humor, and a good-hearted way of telling his real story. I both laughed and winced uncontrollably as I relived with him the everyday experience of a Black man in a white Atlanta world and felt it viscerally. It was a real eye-opener for me... No, a soul-opener!”
— W. Allen Morris
Chairman & CEO, The Allen Morris Company, and author of ALL IN: How to Risk Everything for Everything that Matters


“In his book, In the Black, my friend and colleague T. Dallas Smith masterfully uses his life journey to both learn and teach. His success in life is the result of his unwavering commitment 4 to excellence and his willingness to engage people to find common ground. He makes the compelling case that personal relationships are the foundation of an enduring society.”
— Egbert L. J. Perry
CEO, Integral Group, LLC


Dallas tells his remarkable life story in a very intimate, inspiring, and transparent way. There are life lessons for everyone in this book. I was particularly struck by his enduring decision to choose optimism over bitterness. As a Black man in a predominantly white man’s industry, he faced challenges I have never known. Yet, he has conducted himself with elegance and purpose throughout his career. The courage and leadership he has consistently demonstrated continue to make real and long-lasting impacts on the commercial real estate industry. They were long overdue. We are better for it because of Dallas.
— Steve Dils
Managing Director and Principal, Avison Young


Dallas Smith, with his combination of drive, openness, resilience, mixed with a wicked sense of humor, has described a path to success not only for Black real estate professionals, but all professionals. I am proud to call him friend and member of my ‘personal board of directors’.
— Mitchell E. Rudin
Chairman and Chief Executive Officer, Savills USA