Working Smarter, Not Harder: Avoiding Burnout and Complacency

You’ve landed on the 65th edition of The CRE Agents' Weekly. We provide specific and tactical advice for commercial real estate agents, brokers and leaders who are committed to accelerating their revenue and achieving a higher level of motivation.

Working Smarter, Not Harder: Avoiding Burnout and Complacency

Many people in our industry believe that sheer grit and relentless effort are what ultimately lead to long-term success.

However, I believe that neither pure hard work nor raw talent alone is enough to propel someone into the top ranks of performance.

Relying solely on a workhorse mentality can quickly lead to burnout, without necessarily delivering better results. Doubling your hours doesn’t mean you’ll double your Gross Commission Income (GCI).

On the other hand, leaning too heavily on natural ability without taking deliberate action can cause your progress to stall, and you might even find yourself labelled as “lazy” or “complacent”—which is not exactly consistent with the identity of success.

So, what's the secret to avoiding both burnout and complacency? It lies in finding the balance between hustle and talent, all while working smarter and staying focused on what truly drives results.

Let’s break down how hustle and talent each play a role in commercial real estate, and then explore five strategies to help you strike the right balance for greater success.

Mastering the Hustle

In commercial real estate, hustle is an essential quality that has long been admired. It includes a few critical traits that directly contribute to success:

Building Strong Networks: Cultivating and maintaining a network of professional relationships is key. A well-established network creates opportunities and ensures that you remain relevant among important stakeholders in your market.

Resilience and Determination: Persistence and the ability to face challenges head-on are vital. Having the grit to keep going, even when things get tough, can significantly enhance your career trajectory.

Proactivity and Innovation: In a fast-moving industry, anticipating changes and being proactive are crucial. Staying ahead of the curve and actively seeking out new opportunities are what separate top performers from the rest.

Tapping into Talent

While hustle is important, talent is equally essential to success in commercial real estate. Recognizing and maximizing your natural strengths, as well as those of your team, can be a game-changer. Here are three talents to focus on:

Industry Expertise: Deep knowledge of the market, specific sectors, geographic areas, and client needs is a talent that can set you apart from the competition. Mastery in these areas gives you the ability to spot trends and deliver valuable insights to clients.

Negotiation and Sales Skills: Being a strong negotiator is key to closing deals, and while these skills can be developed, having an innate talent for communication and persuasion gives you a significant edge.

Problem-Solving Ability: Swift and effective problem-solving builds trust with your clients. Those who can quickly analyse data and come up with creative solutions will earn a reputation for reliability and competence.

Five Smarter Strategies for Success

Balancing hustle and talent is the key to sustainable success in commercial real estate. Here are five strategies to help you work smarter, not harder:

1. Embrace Technology: Use technology to streamline your workflow and increase efficiency. Automation tools, digital resources, and platforms like ChatGPT can help you accomplish more in less time, allowing you to focus on tasks that truly move the needle.
2. Prioritize and Delegate: Learn to delegate tasks that are not the best use of your time. Whether it's outsourcing administrative work or handing off projects to colleagues, prioritize your activities based on where you provide the most value and let go of the rest.
3. Deliver Value to Clients: Focus on adding real value to your clients rather than simply logging more hours. Whether it’s offering deeper market insights or helping them make more informed decisions, your goal should be to enhance their results, which will, in turn, enhance yours.
4. Invest in Personal Growth: Continuously upskill yourself. Attend conferences, join programs for commercial real estate agents , and keep up with industry trends. Staying ahead of the curve ensures that you remain an invaluable resource for your clients and colleagues alike.
5. Adopt a Growth Mindset: Stay open to feedback and view every challenge as an opportunity to improve. A growth mindset allows you to adapt and thrive, even in a rapidly changing market. It ensures that you keep growing without needing to grind yourself down with excessive work.

The bottom line

In commercial real estate, both hustle and talent play important roles in deciding who succeeds. However, the real key is balancing the two and finding ways to work smarter. By leveraging your strengths, focusing on high-value activities, and continuously seeking improvement, you can unlock your full potential without risking burnout.

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About the author

Darren Krakowiak is the Founder of?CRE Success ?and the author of?The CRE Agents’ Weekly?on LinkedIn. He works closely with commercial real estate principals to accelerate growth in their business. CRE Success has a program for commercial real estate agents who want to invest in their own success. Darren is also the host of?Commercial Real Estate Leadership .