Many people have a dream of working in the real estate industry. If you’re one of them, then you should learn what not to do just as much as you need to know what to do. These are a few things that can stand in the way of you becoming a real estate broker. 

1. You Are Not Smart Enough.

Did that piss you off? Sure, you are as smart as anybody, right? You went to a school somewhere sometime “back in the day.” The average commercial real estate broker has at least a college degree based on finance real estate or construction. They have been in the business for at least 15 years and only focus on commercial real estate. Most of them define a niche of commercial real estate such as retail industrial or tenant representation to name a few, and they pound it…hard…we said hard. When you walk into a room with someone in commercial real estate, you automatically are not the smartest one there. Don’t you think so? Bullshit. We have met hundreds from all over the country. They are ON IT! Go ahead, get in a room with some commercial real estate people. You will be smarter just for being there.

2. You Are Not Big League Material.

Commercial real estate is The Big Leagues. Click here and look down the list. Yes, that is billions of dollars in transactions and worldwide. Now do us a favor and click on one of the sites and dig into your local market. Check out the people that they have “on board.” Yea, we know……. impressive. Call one of them up and see if you can get them to go to lunch. We dare you.

3. Math Is A Foreign Language To You.

Commercial real estate is numbers, and after you get through the numbers there are the dollars. They are all important and relevant to every deal. They are the deal. Do you think your beautiful smile and mommy loves you personality will skate you through commercial real estate?! Your potential client will know the numbers better than you do…….and they will let you know it to your face and in front of everyone you work with including your boss……..on purpose. Numbers and money matter. It’s what commercial real estate deals are based on. Not emotion! Do your math!

4. You Are Not A Man.

Yes, we said it. Do you want us to repeat it? You are not a man. It’s a man’s world……. most of the time…….. except sometimes.

5. You Don’t Even Know What A Building Is.

Sure, you think it’s just a box with some doors, an office, and some dock things outback. This may bore you but stay with us. Proximity. Ins and outs. Turning radius. Dock height. Ceiling height. Cubing. Stacking. Traffic counts. Trips. Setbacks. Drainage. Composites. Double plate. Vent stack. Allowable use. Ok, we think you get the point, and that was just off the top of our head. Oh and that is us just thinking about a simple industrial warehouse. Throw in office, flex, multi-family, etc. You didn’t major in construction engineering at school?  You want to make a living selling, leasing, and dealing with buildings right? Hell, just fake it nobody will notice.

6. 10,000 Square Feet And 4,200 Square Feet.

Those numbers are what commercial real estate calls bread and butter or somewhat of an “average” commercial real estate deal size. Go online and search for a 10,000 sq ft. building in your market. Go to your local municipal database and look up the address of that building. Google the owner’s name. Try and call them and get to someone who will talk to you about the building. You just want to help them lease it or sell it or….hell…something. Who do you think is on the other end? My guess. A broker. A seasoned professional broker/owner. They know that building is upside-down backward and in their sleep…and so does every other professional commercial real estate broker/owner within a 50-mile radius. No shit!

7. You Are Not A Boomer.

The average age of a commercial real estate broker is 57 years old, we know that seems pretty old to some people. It’s the old boys doing business with their peers and guess what, they are all boomers too. Decision-makers deal with movers and shakers. Hate that the man is keeping you down? Let’s see the age of retirement is 65 right? We played golf with a developer/broker of government buildings who happened to tell us he just turned 65……. guess what, his quote ” I will never retire.”

8. You Don’t Have The Guts To Walk Thru The Door.

The boys call it cold calling and shoe leather. Go ahead, spend a few minutes checking Facebook for your aunt’s cousin’s daughter’s cat memes so you can “like” it and be “connected.” to your friends and family. Show them how you care. Commercial real estate brokers get off their asses, knock on a door and talk to a human being face to face. Crazy, we know!

9. Money. Real Money Scares You.

Do the calculations. 10,000 sq ft times 12 dollars a foot times x percent with renewals =  $$$$. It seems pretty simple. Now do a sale. Let’s say a simple 4 million dollar deal…uh 4 million times x percent = Holy Shit money. WooHoo…… the lottery. In commercial real estate, 4 million isn’t shit. 4 million is a hobby. But wait I work my ass off and I am worth it damn it! Nah……real money scares you.

10. It Takes Real Work. 

Nobody backs into this (unless daddy is flush) business. Most of us wanted to, tried really hard to, busted our asses, and paid our dues just to get into commercial real estate. 365 24/7 A cliché? No, it’s not! Even when we are “golfing or networking” at an event, WE ARE ON. There is always talk of this magical life-work balance thing. HA! What bullshit. The day you start until you are dead you are learning and always dealing.

Leave a comment

Your email address will not be published. Required fields are marked *