Four Essential Qualities of a Highly Successful Commercial Real Estate Advisor

There’s a lot more to being a successful commercial real estate Advisor than just having a few good suits and spending a lot of time with a cell phone glued to your ear. While it starts with thinking of yourself as an Advisor instead of just a broker that gets a deal done and moves onto the next one, after closing thousands of transactions, we’ve identified four must-have qualities that set the best Advisors apart.

An Allergy to No
To a large extent, commercial real estate Advisors make their living by being told “no.” It can take hundreds or thousands of unsuccessful cold calls to get to a single paycheck. For most people, “no” is an ending. Successful Advisors, on the other hand, take a “no” as a reason to go ask another question – or ask another prospect. And they keep going until they hear “yes.”

An Add-Value Attitude
We deal with highly sophisticated clients. Traditional sales tricks won’t work on them, while transactions are rare enough that you also can’t simply show up and hope that business will fall in your pocket. With this in mind, exemplary Advisors know that the key to building relationships that turn into transactions is to continually add value to prospects. Great Advisors earn relationships and loyalty by continually helping their clients. Whether they’re sharing a great piece of information to open up a prospecting call, sharing important market information or helping a client to better manage their operating expenses, they put in the work in the near term to earn the fees in the long term.

An Ability to Find Wins
Commercial real estate negotiations are some of the most complex in the business world. Good Advisors keep their client’s interests at heart. The best Advisors also understand what the other side in the negotiation needs. That way, they can find issues that will allow that party to win while still giving their client what she needs to successfully consummate the transaction.

An Absolute Sense of Integrity
Here’s a shocker. You don’t need integrity to get into commercial real estate. You don’t even need it to make money in the field. Where you need it is if you want to stay in the industry.
Above and beyond simply being the right thing to do, Integrity serves two important business purposes. The first is that it keeps you out of court. In a business where everyone can afford legal representation, it makes no sense to play fast and loose. The second is that real integrity is the most powerful brand-building tool you have. As clients see proof of your ethics over a period of years, you earn their loyalty and their referral business. If they learn that you lack it, on the other hand, your brand becomes irreparably tarnished.

Do you think we missed anything? Let us know what you think makes a great commercial real estate Advisor below by leaving a comment!

Leave a Reply

Your email address will not be published. Required fields are marked *

Picture of Doug Wilson

Doug Wilson

Doug Wilson is Managing Director of SVN Wilson Commercial Group, LLC, and a 32 year veteran in Commercial Real Estate. His experience includes investment sales, leasing, and property management. Doug is a Class of 2020 Midwest Real Estate Hall of Fame, as well as a three-time Partner Circle Award Winner, this is the highest award SVN gives to its agents.

Connect with Doug

Easton Town Center
4200 Regent Street, Suite 200
Columbus, OH  43219
Phone 614-944-5140

Recent Posts

State of the Market Industrial

SVN State of the Market ReportIndustrial SVN® ANNUAL STATE OF THE MARKET REPORTS offer a comprehensive analysis of the commercial real estate landscape, offering insights into

Read More »

2023 Featured Closings

We take immense pride in sharing the remarkable success and achievements that have defined our journey throughout 2023. From surpassing $30 million in sales to

Read More »

2022 Featured Closings

This impressive collection of closings from 2022 illustrates our dedication and unparalleled expertise as commercial real estate leaders. 2022 Highlights include over $30 million in

Read More »