The Senior Broker Tipping Point

LOS ANGELES—It’s interesting looking back at the commercial real estate brokerage industry over the last 25 years. Brokerage is a fantastic business, offering incredible financial opportunities and work independence for aspiring entrepreneurial-minded real estate strategists. But it also comes with high risk for those not willing to innovate and evolve.

I’ve been fortunate to be partnered with amazing broker teammates. Our average broker—working with us three years or longer—generates more than $1.5 million per year. That’s more than 15 times the industry earning average in California (according to online jobsite company Indeed), and an amount that rivals some of the highest compensation in any industry anywhere. Our brokers are uncommon. As a result, I’ve often been asked what the secret is to huge success in the brokerage business. The obvious answers are intelligence, ambition and work ethic. Without those, you’re dead in the water. The less thought of, but equally important, attribute would be a strong professional commitment to evolve and innovate.