Building a business as a commercial broker may be one of the hardest challenges you’ll ever have to face. Because you’re the boss, you’re responsible for how you manage your time. But you’re also responsible for your income, which depends completely on how successful you are in developing and maintaining your book of clients. You need to be disciplined, organized and focused.

All beginning Associates come to the same realization — building a business as a commercial broker is a lot harder than they expected. Can you stay focused even if your results are slow in coming? The first 18 months as an agent are the hardest. You spend those months learning the business, establishing new work habits and determining which business strategy works for you. Once you’ve done that, your success begins to build. Your commissions increase, and you’ll probably find that you can accomplish more in less time.

Success is all in your attitude — that’s what people respond to. You have to be able to stay enthusiastic through the long hours, the endless number of conversations, the frustrating rejections and the unpredictable income. The right attitude can, and will, help you succeed.

In this career, accountability has two distinct meanings:

• You are the CEO and CFO of your own business. You are responsible for your time and your income.  If you don’t put in the time or effort, you won’t receive the financial reward.
  • You are the Specialist. You are responsible for the advice you give and the recommendations you make. It’s up to you to fully disclose — and help your clients evaluate the advantages and disadvantages of each action, in each situation.

As a business owner, you have the freedom and flexibility to run your business the way you want. And your income is your reward. As a commercial associate, you are the expert who can help people develop strategies to reach their real estate goals, such as investments or buying/selling property. And when those strategies are successful, when your clients are happy with what they’ve accomplished, your reward is their thanks, their continued business and their referrals.