When do the best people in commercial real estate really shine?
I think it’s when deals get stuck.
Third-party reports drag on.
Attorneys take forever.
Financing slows to a crawl.
People dig in their heels.
Targets keep shifting.
Everyone feels mentally worn out.
People are unsure.
A real pro gets things moving.
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If someone asks me how to approach due diligence, my answer is simple:
Start with the free stuff.
If conversations with tenants, neighbors, or property managers can blow up the deal, knock those out first. Talking costs time, not money.
Then move to inspections. Many tradespeople will give you a free look before they charge. Trust is important here.
After that comes the expensive stuff: physical inspections, surveys, environmental studies, and engineering. These are the big-ticket items, and they’re also the slowest. That’s where timing becomes your biggest risk factor.
Start on Day 1 of DD. Waiting = stress and surprises.
I'm curious, how do you run your DD process?
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If you’re giving advice to young people trying to choose a career or specialty, I think these two ideas have to be part of the conversation:
1.) Lean into your gifts.
Take tests or assessments to know how you are wired. Understand your natural God-given gifts.
The more your work (or pieces of it) align with those strengths, the more satisfied you'll be.
(There will always be tasks you don't enjoy, but the core should fit who you are.)
2.) Begin with the relationships you already have.
You can’t overstate the importance of relationships in the business world. They are the accelerant.
Start where you already have trust and momentum.
***BONUS:
You cannot master anything casually.
If anyone asks me about CRE, I always share that the early years demand an almost unreasonable level of attention, which is more than most are willing to give.
If you can bring that level of obsession to anything, doors will open.
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The modern CRE Pro = Part machine. Part storyteller.
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Super fun to sell 32 properties in 1 day 💪
Combined with a previous 10-property sale, these clients spent a decade assembling and months cashing out.
Scattered-site portfolio sales do take grit.
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The market didn't go quiet... You did!
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So many brokers rob themselves, myself included…
How?
Close a deal and rush to the next without sharing the story. It’s a missed opportunity to multiply those efforts 10x.
What problems were solved? What discoveries were made? What kind of milestone did the client achieve?
Close, AND showcase. Don’t rush ahead.
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Learn 90% of the business from a mentor.
Approach. Scripts. Market. Mechanics. Watch & learn.
The last 10%?
You pick up on your own while dialing, negotiating, losing, and winning. You develop a style.
Seeing the angles and making moves with instinct is the beginning of expertise.
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Upping your BOV goal will change your career.
The market trends that feel uncertain become clear when you run the numbers over and over.
Makes it more personal.
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People really like talking about themselves. You should let them.
"I can't make small talk with high-net-worth individuals."
Now you can.
Lead conversations by listening. People are basically captivated by themselves. Plus, you might learn something.
In a sales position, the less you say early on, the better. Now you are a master of small talk.
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I’m a commercial real estate broker (#cre) and content creator. On this channel we’ll explore productive ways to get deals done and creative ways to enhance personal branding. I will share everything I’ve learned (and everything I’m learning) in hopes of becoming a better dealmaker AND helping you earn more relationships & deals.
Do more deals + attract more clients.
God’s gift to a commercial real estate broker is momentum. I hope this channel sparks some for you.
🤝 Justin 🤝
Joined 23 December 2023