What I wish someone had told me in year one of CRE

It’s true… most commercial real estate salespeople don’t make it past year five.

Not because they aren’t smart. Not because they’re lazy.

They simply go in with the wrong expectations.

Don’t let this be you.

What are the first five years of your career really about?

Executing: Cold calling, reps, collaboration, skill identification, teamwork.

Developing a patient mentality: Momentum is built an inch at a time. Be consistent. Be thankful. Drive forward.

Rejecting myths: All I do is win, collect fat checks, and invest.

Getting results: Emerging as a generator of business and a reliable closer. Being self-sustaining—or not—there is no middle ground.

If you make it here, you win the first five years.

I’m somewhere in my first couple of chapters… what can I do today?

– Get close to the fire. Proximity to deal flow is crucial. Align yourself with a closer and add value.
– Pick a side: business development or execution. Note where you come alive.
– Partner where you’re weak. Find a team.
– Track value, ratios, and reps. Not feelings.
– Give yourself a runway to make it through the cycles. Stay in the game.

In short, trade bitterness and entitlement for thankfulness and grit.

CRE is a bit like life: there is so much freedom when you realize you are owed nothing. All the leverage you’ve been given — the brand, the listings, the mentorship, the exposure — should be approached with a gratitude that produces hunger.

If you have that mindset, you’ll wake up in five years and be… really good at this.

Sincerely, a guy who survived his first five years, and is now working on the second five :)

Justin

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