The man with a plan

LAKEWOOD RANCH — Priscilla Heim, executive assistant for Neal Communities President Pat Neal, starts her day at 5:40 a.m. She begins working on tasks Neal leaves for her the night before. Neal arrives at the office around 6 a.m., starts doling out the day’s marching orders to his team around 7:30 a.m. and begins his back-to-back schedule of appointments by 9 a.m.

“He puts in an awful lot in a few hours,” Heim says, noting Neal stays until 8 or 9 p.m. — well past her 5 p.m. departure time. “I don’t know how he gets from one place to the other. He doesn’t waste time.”

Neal, 65, has been building homes in the Manatee/Sarasota area as the owner of Neal Communities since 1974; he got his start several years earlier in the family construction business. Last month, he recorded his most significant milestone to date: the completion of his 10,000th home.

And Neal has no plans of slowing down. In 2013, the company recorded a record number of sales — 837 — and it projects to sell more than 900 in 2014.

So, how does Neal develop his vision for the future? How does he look at a plot of empty land and see what others can’t, or don’t? And where can one purchase these developer X-ray glasses?

It’s simple, really: He says he’s always looking for the perfect plot of land. The goal is to keep building, especially in Lakewood Ranch.

Neal’s sightline remains focused on the horizon.

Empire State Holding Group, a subsidiary of Neal, purchased 111 acres from Lakewood Ranch Developer Schroeder-Manatee Ranch Aug. 18 for $8.3 million. The property sits at the northeast corner of Neal’s existing Central Park community, at the corner of White Eagle Boulevard and 44th Avenue East (see Page 9).

It’s the company’s sequel for its Central Park Piedmont, Claremont and Gramercy products.

“It’s a perfect location within Lakewood Ranch,” Neal said.

There’s that word again, perfect. Neal, one of the area’s most successful businessmen, shares some insights on his company to the right.

INSIDE NEAL’S HEAD
What’s the best advice you’ve ever received?
Never give up, from my mother, Patricia Neal in 1961. I was working on my bicycle in the garage. I was 12 years old and I was trying to put the rear axle on the frame and didn’t have the right wrench. She said, ‘Go back into the basement and don’t come back until you finish it.’

What’s your favorite community you’ve built?
University Park. I bought the land for $4,000 an acre with my partner, Ralph Passold, who provided the money. Bought it Nov. 9, 1980. He wanted to make sure President (Ronald) Regan was elected before he closed title on the land. We’re still there today; John and I build homes on the property and still work with the Passold family. Mrs. Passold was a dress designer and Mr. Passold was a textile man. They had great creativity, which, combined with my attention to detail, made a great property even to this day.

Has anyone tried to buy your company?
I get called every January by the president of a public building company. I don’t want to talk to them because I’ll put my company in play. People call me all the time. The company is not for sale. Six family members work here.

Do you have any plans to retire?
No. What would I do? This is my fun and my purpose and I think everyone who buys a home from the Neals has a chance to have a new life in Florida. About 57% of people who buy from us do not have a home in Florida at the time of purchase. I think what we do is useful for the public and interesting and fun and it provides tangible value that lasts a long time.

Many of your employees have been with the company for a long time. Why is that?
The most important thing is to make sure we get the right people for our culture. Our hiring process is called the endurance test. We have a proficiency test (on your skill) and the Myers-Briggs personality assessment that assesses you against the organization and the position, and then you get between four to seven interviews. If you are executive level, we want to meet your spouse.

What’s the secret to success?
Never give up. The project Grand Palm I worked on for 11 years. Country Club West I wired on for 22 years. The Perico Bay Club — I started buying in 1972 and bought the property in full in 1984. I’m a long-term player.

Timeline
1974 — Neal Communities forms.

1982 — Pat Neal earns the award for meritorious public service as most effective in committee, while serving in the Florida Senate. Sales surpass $85 million that year.

1990 — Work on University Park begins.

1998 — Neal Communities launches “My Favorite Home” contest that works with local elementary schools to showcase student artwork. The company also begins building homes in Lakewood Ranch.

2000 — Neal Communities celebrates its 30th anniversary. Neal moves its headquarters to Lakewood Ranch. Pat’s oldest son, John, joins the business.

2005 — Neal opens its design gallery, Waterscapes Pools and Spas, and reaches its 7,000th-home milestone.

2010 — Neal Communities turns 40 and expands into Venice. Charlene Neal PureStyle opens, and the company breaks ground on its largest community to date, Grand Palm, in Venice.

2013 — The company celebrates its busiest year on record and finishes its 9,000th home.

2014 — The company builds its 10,000th home.

NEAL COMMUNITIES’ CULTURE CLUB
When you ask Pat Neal what books he’s reading, or plans to read on an upcoming trip, he replies, “Let’s take a trip to my car.”

There, a stack of books, each at least 300 pages, has found a home in the back seat. Neal grabs the pile and begins tossing the books back as he reads off the titles and provides a brief description of each. One is his August recommendation for his employees who participate in the optional book club program.

“Today’s book club suggestions is, ‘It’s Not What You Sell, It’s What You Stand For’ (by Roy Spence). It’s going to be following by this one — ‘A Leader’s Gift,’” Neal says.

Neal says he likes “It’s Not What You Sell” because it talks about the purpose of work. It’s one example of how the book club helps employees stay mindful of the company’s values. “It is to ensure we have a strong culture and it’s the right culture,” Neal says. “The theme of this book (‘A Leader’s Gift’) is ‘I want to see you grow.’”