Trammell Crow's institutional expert: Grisham brings 'instant knowledge' to owners of retail properties. (Trammell Crow Co.; T. James Grisham) (Commercial Real Estate Monthly)

T. James "Jimmy" Grisham, 36, holds an imposing title, often wears several hats in his daily rounds and wouldn't trade his job as senior vice president of retail properties for Trammell Crow's Central and North Florida sectors.

But what impresses him most about the work is the job's greatest challenge.

"You're working for other owners, and if the deal doesn't go through, you don't get paid," he says.

With a wife, 5-year-old son, 3-year-old daughter and a third child due in March, Grisham makes certain there aren't too many missed paydays.

The 10-year Trammell Crow employee has headed the company's retail properties division in Orlando since it was opened in summer 1988.

The company's retail portfolio of leased and managed properties in metro Orlando rose from zero square feet in its first year to 90,000 square feet in 1989, 240,000 square feet in 1990, 490,000 square feet in both 1991 and 1992, and 590,000 square feet this year.

In Central and North Florida combined, Grisham's division handles 1.67 million square feet in leasing and management assignments for institutional owners.

About 20 percent of the 1.67 million square feet involves "workouts," properties lenders have …