3 Steps to 7 Figures in CRE Brokerage (Tier 1)
Every broker wants to break into the 7-figure club.
But the truth is that you aren’t there because there’s one of 3 things you are either doing incorrectly, or not enough of.
Let me explain.
There are two tiers to 7 figures in brokerage.
Tier 1 is where 95% of brokers sit.
Tier 2 is where the top 5% live.
This week, we’re focusing on Tier 1.
Because if you’re not hitting 7 figures yet, this is where all your attention should go.
If you’re already making 7 figures as a CRE broker, you can skip the rest of this newsletter (although I always recommend revisiting the fundamentals).
Now, Tier 1 isn’t about teams, scaling, or fancy personal brands.
- It’s about profit
- It’s about clarity
- It’s about stacking wins that build savings, confidence, and control
And it requires that you relentlessly do these three things:
Step 1: Get Clear on Who You Serve
If you’re a generalist, you serve no one.
The top brokers know exactly who they work with, and more importantly, who they don’t.
Ask yourself:
- Who is my ideal client?
- What asset class, territory, or transaction size do I want to own?
- What problem do I solve for them that others don’t?
This isn’t fluff. This is positioning.
The best brokers don’t need to explain what they do. Their market knows.
Step 2: Become Omnipresent
At this stage, don’t wait for people to come to you.
Be like a prospecting octopus, with arms everywhere:
- Online (LinkedIn, email, newsletters)
- Offline (in-person events, physical mail, signage)
- Personally (calls, texts, referrals, door-knocking)
This newsletter, for example, is based on a training I recorded years ago. That’s omnipresence. Content, reused. Value, repurposed and updated for 2025.
At Tier 1, don’t worry about being perfectly polished.
Worry about being everywhere your prospects are.
Step 3: Prospect Like Your Business Depends on It (Because It Does)
Being well-known is nice. But prospecting is how you get paid.
- The phone is still the most powerful tool you have.
- AI can help automate follow-ups, emails, DMs, and voicemails.
- But old-school methods still work, and fewer brokers are doing them. (Handwritten letters, physical mail, and strategic door-knocks go a long way.)
If you joined us for last week’s CRE Broker Prospecting Playbook workshop, you know exactly how to succeed in this step.
Notice that I’ve blurred out all of Tier 2? That’s because if you’re not a 7-figure broker yet, don’t worry about ANYTHING else.
No marketing agencies. No hiring. No trying to write a book. Just lock in these three steps + constant reps.
Next week, we’ll dive into Tier 2. The system top brokers use to go beyond 7 figures without adding 30 hours to their workweek.
But for now? Revisit your positioning. Dial up your visibility. And pick up the phone!
Your next tier is built on this one.
Let’s get to work.
If you want us to help you walk through the exact steps top brokers use to create leverage, efficiency, and exponential growth and move from Tier 1 to Tier 2 predictably, schedule a Broker Break-Through Strategy Session below.
