What I Was Told...

I had a conversation earlier this year with a recent university graduate who is new to the commercial real estate industry. This person was trying to decide their career path and as we spoke I recalled being in the same position, asking the same questions, wondering if a career in real estate might be right for me and, if so, what path to follow. When I was considering a career in office leasing I did not know if I had the drive or, more importantly, the ability to achieve anything approaching the financial success I saw at the company where I started. I also doubted if there was any room in an already crowded field for someone trying to break into the industry. Like the new hire who approached me, I started by cornering senior agents and peppering them with questions and the advice I received in those meetings in the early 1990s has helped me throughout my career and I pay it forward when the opportunity arises. I am truly thankful for the time those people spent with me and the advice I was given and I admit I wish I had followed their advice faster and more closely. This is what I was told...

First, do not confuse a job with a career. A job is a short game that has a start date and an end date but someone pursuing a career - and especially a career in sales - is playing a long game that has no end date. Those pursuing a career put in the time and energy necessary to achieve whatever goals they set to their own satisfaction rather than just completing a task as requested by a superior. "Good enough" might keep you employed but it will never make you successful. Also know that the people you work with will figure out which category applies to you sooner than you will figure it out yourself. Be better than the person you replaced.

Secondly, know that people in the office are watching. Everyone is taking note of how you act, what you say, how you dress, what time you arrive in the morning and what time you leave at the end of the day. Observe those who have achieved the success you desire and adopt the habits that work best for you.

Thirdly, commercial real estate is a difficult business where accepted paths of success are often changed by, say, unanticipated pandemics, poor stock performance and just plain bad luck. So, to survive an industry that can be an emotional roller coaster, learn to not judge a year by a month, a month by a week, a week by a day or a day by a call. When things are going poorly do not be too down on yourself and when they are going great do not think you are invincible. Keeping an even emotional keel is necessary to surviving a career in sales.

Next, always focus on doing what is right rather than what is right for you. You will eventually realize they are one and the same and the people you work alongside and clients in particular will stick to you like glue or leave you in a heartbeat once they realize how you operate. If you focus on doing what is right you will never lose a client you want to keep.

Lastly, know that while you may be new to the workforce anyone who is committed to building a career adds value to any team in any profession. Respect your own work and effort and know that if someone is not respecting the value you bring to the table (hustle, eagerness, a willingness to learn), then find someone else to work with or somewhere better suited to pursue your goals.

Being asked my advice prompted me to look back on my own career decisions and I realized if I could change one thing I would have joined the industry sooner. Commercial real estate brokerage has in some quarters earned a bad reputation for good reason. This industry, like others that are commission-based, can be extraordinarily cut-throat and at times completely unethical but I am fortunate to work with a company that is focused on doing what is right first and always. Where I work, what I do and those with whom I work are the reasons why I enjoy my job now as much as any other time in my career and for that I am thankful. I am also humbled to occasionally be sought out for advice about this industry and hope what I offer in those conversations is of value. In the interim I am increasingly puzzled by where all of this new forehead is coming from...

[About Me: I am an Occupier specialist who helps tenants generate more value per square foot from fewer square feet. Reach me at [email protected]]