How to break into commercial real estate: the complete guide

A career in commercial real estate (CRE) is a rewarding professional path filled with opportunities for financial success, community impact, and personal growth. Wondering how to break into commercial real estate? We've got key strategies and actionable advice to help you get started.

Possible Commercial Real Estate Career Opportunities

There are many different ways to work in CRE. Once you know how to break into commercial real estate, you might choose a career in any of these roles:

Commercial Real Estate Broker

Brokers have advanced licenses, allowing them to manage firms, lead negotiations, and provide advisory services. They often have ownership stakes in their businesses, which offers additional income potential. Brokers typically handle high-value transactions and develop long-term client relationships, making this role ideal for those seeking leadership positions. 

Commercial Real Estate Agent

CRE agents typically work under brokers to connect clients with properties. They handle property tours, prepare offers, and guide clients through leasing or purchasing processes. Agents are often the first point of contact for clients, making strong interpersonal skills and a customer-focused approach essential.

Dual Specialists

Professionals who split time between residential and commercial transactions face challenges building expertise in both areas but enjoy flexibility. Dual specialists often leverage their residential networks to expand into commercial transactions, offering a unique advantage for those transitioning between specialties.

Beyond Sales

Commercial real estate also offers roles like property management, real estate appraisal, and investment analysis. These positions cater to individuals interested in behind-the-scenes operations, financial modeling, or property valuation. They provide alternative entry points for those who may not want to pursue client-facing roles immediately.

Why Consider a Career in Commercial Real Estate?

Numerous factors combine to make commercial real estate a compelling career choice for individuals seeking financial success, professional growth, and meaningful work, including:

• High Earning Potential: The National Association of Realtors reports that the median gross income for CRE specialists in 2020 was $150,300, significantly higher incomes than their counterparts who specialize only in residential properties. The opportunity to close large-scale transactions makes CRE especially lucrative.

• Diverse Career Opportunities: Whether you’re interested in a career as a broker, agent, property manager, appraiser, or investment analyst, CRE offers various roles suited to different skill sets and interests. You can focus on niches like retail leasing, industrial properties, or investment sales, allowing you to develop expertise in areas that align with your interests. The intellectual challenge and the satisfaction of closing deals, which often involve complex negotiations and long-term planning, can be immensely rewarding.

• Entrepreneurial Freedom: CRE professionals enjoy the independence of running their own business or managing their own portfolio of clients. This entrepreneurial aspect appeals to individuals seeking control over their schedules and growth trajectory.

• Dynamic Work Environment: CRE involves collaborating with colleagues on diverse property types like office buildings, retail centers, industrial complexes, and mixed-use developments. This variety keeps the work fresh and engaging.

• Industry Resilience: Real estate is a fundamental sector of the economy. Despite economic fluctuations, there’s always a demand for commercial spaces, offering stability for CRE professionals over the long term.

How to Break into Commercial Real Estate: The First 4 Steps to Take

1. Obtain Licensure

A career as CRE agent requires a state-issued real estate license. Most states mandate that you do pre-licensing coursework (60–150 hours) and then pass a rigorous exam. Brokers must fulfill additional requirements, including years of experience as an agent.

For those new to the field, pursuing dual licensure (residential and commercial) can be a valuable first step that allows you to explore both sectors and build a broader understanding of the real estate market.

2. Seek Mentorship

The importance of mentorship cannot be overstated. Mentors provide insights into CRE market dynamics, transaction nuances, and client acquisition strategies. The same report cited above found that 48% of professionals reported that access to a mentor would encourage them to consider switching to commercial real estate.

If you struggle to connect with a mentor, try local industry events and organizations like the National Association of Realtors (NAR) and the Urban Land Institute (ULI), both of which are excellent resources.

3. Network Strategically

Brokers and agents must cultivate an extensive network to succeed in commercial real estate, which thrives on professional relationships. Leverage local industry events, join professional associations, and engage on platforms like LinkedIn to meet other professionals and potential clients. Many successful brokers attribute a significant portion of their deals to strong industry connections.

4. Update Your Technological Skills and Leverage Cutting-Edge Tools

Technology has revolutionized the commercial real estate industry. The latest tools make processes seamless and collaboration more effective. They are designed to reduce inefficiencies, eliminate repetitive tasks, and provide valuable insights that empower agents to make informed decisions quickly. Brokers and agents who use these platforms have an advantage over their less savvy competitors. They know things and see opportunities that others miss. Don't postpone investing in a tool that enhances productivity and profitability. Top-notch software will help you kickstart your new CRE career. 

For example,  DealMerge offers a full suite of advanced capabilities specifically designed to help CRE pros streamline workflow and focus on revenue-generating activities. These features include:

• End-to-end contact, lead, and commercial real estate deal management

• Auto-matching leads with opportunities

• Integrated financial data

• Customizable dashboards

• Smart notes

• System-generated notifications

• Secured deal team access

• AI-powered automation

Opt for a customizable platform specifically built to meet your needs, optimized for the specific workflows of CRE. Spend some time mastering your new software to leverage it effectively and position yourself as a forward-thinking professional ready to capitalize on the latest innovations.

Cultivate Soft Skills for Long-Term Success

Critical CRE soft skills include self-motivation, problem-solving, negotiation, and analytical reasoning. 

Self-motivation is often regarded as the most important skill for success in commercial real estate. The industry rewards those who take initiative, maintain persistence, and proactively navigate its unique challenges. Professionals face lengthy sales cycles, requiring the drive to stay patiently focused over months or years while at the same time juggling multiple prospects and managing client relationships. Market volatility and competitive pressures demand adaptability and the confidence to act decisively, even in uncertain conditions. 

Building a strong network of investors, brokers, and clients requires relentless positivity, follow-up, and relationship nurturing. The ability to consistently learn and stay ahead of trends, zoning regulations, and financing strategies further distinguishes successful agents from the rest. Self-motivation fuels the resilience to bounce back from rejections, the discipline to execute long-term strategies, and the determination to uncover and act on new opportunities—all of which are critical in achieving sustained success in this demanding field.

Superior communication and organizational skills are essential. In addition to studying for your license, look for classes that will help you develop these “soft skills” and practice what you learn in all areas of your life.

The Role of Continuing Education

After you learn how to break into commercial real estate and establish a career, ongoing education will ensure that you remain competitive. Market trends, regulatory changes, and economic shifts require professionals to stay informed. Subscribe to industry journals and listen to the best commercial real estate podcasts. Consider pursuing certifications like the Certified Commercial Investment Member (CCIM) Institute’s official Designation, which provides advanced knowledge of market analysis and forecasting.

Continuing education also provides opportunities to network with peers, exchange ideas, and explore emerging industry trends, such as sustainable development and smart building technologies.

Don’t Get Discouraged

The first year in commercial real estate is often challenging. Successful professionals recall early difficulties including finding clients, understanding the nuances of complex transactions, and navigating the real estate market. Stay positive. These obstacles are normal growing pains as you establish a foundation in a competitive industry, and you can overcome them. 

Remain persistent, self-motivated, and curious. Focus on networking, seeking guidance from experienced mentors, gaining education and experience, and leveraging technology to set yourself up for a long and lucrative career. Remember, every seasoned professional was once a beginner who faced and conquered similar hurdles.

Ready to Get Started?

Breaking into commercial real estate requires a blend of preparation and dedication. Whether you're drawn to the independence of a brokerage or the collaborative opportunities of agency work, the strategies we’ve outlined here will support your initial steps on the path to a thriving CRE career. 

By committing to networking and learning, you'll be well-equipped to succeed in this dynamic field. With determination and the right resources, you can establish yourself as a force in commercial real estate. 

The right tools will accelerate your progress and help you achieve your dreams faster than you’ve imagined possible. Success is only a click away. Learn more about DealMerge and start your 14 day free trial today.