2 Questions Every Successful CRE Broker Must Answer
If you want to dominate as a commercial real estate broker—truly dominate, not just survive—you have to answer two critical questions.
These aren’t tricks. These aren’t tactics. These are the truths that top-producing brokers live by.
Question 1: Who Do You Serve?
Seems simple, right? But most brokers fumble here. They say things like:
“I help buyers, sellers, landlords, and tenants in retail, office, and industrial across the tri-state area.”
Translation? You serve no one well. You’re a jack-of-all-properties and master of none.
🔑 Your goal? Specialize.
Whether it’s medical office tenants in Raleigh, flex space landlords in Northern Virginia, or multifamily investors in Phoenix—pick a niche and own it.
Why? Because:
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Clients trust specialists, not generalists.
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You can charge more when you’re the expert.
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Your marketing becomes clear, targeted, and effective.
Question 2: How Do You Serve Them?
Not what you do. But how you help.
Here’s what not to say:
“I help people buy and sell real estate.”
That’s a job title. Not a value proposition.
✅ Try this instead:
“I help fast-growing medical practices in Raleigh find space that supports their expansion—without overpaying or getting locked into the wrong lease.”
Boom. Now you’ve got a message that matters. One that attracts, positions, and converts.
Why These Questions Matter
Brokers who can’t answer these questions with clarity and confidence… drift.
They chase deals. They compete on price. They burn out.
But brokers who do answer them?
They build sustainable, scalable businesses. They attract ideal clients. They dominate their market.
“Knowing isn’t doing. But without knowing, doing is just guessing.”
At the Massimo Group, we’ve coached 1,000+ brokers through this exact exercise. It’s where your growth begins.
🚀 Ready to Get Clear?
Start with this simple exercise:
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Write down the ONE type of client you want to serve.
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Write out (in one sentence) HOW you uniquely serve them.
Then build your pitch, your marketing, and your day around it.
Want More?
📘 Grab the book: Knowing Isn’t Doing
💼 Let’s coach you to clarity: Massimo Group Coaching
