Quick Summary

If you’re a commercial real estate broker feeling stuck, it might not be your market or your skillset — it might be your fears. In this post, we’ll explore the 4 biggest fears holding brokers back and how top producers crush them through systems, strategy, and discipline.

Let’s Be Honest… We All Deal With Fear

Whether you’re new to commercial real estate or already pulling in seven figures — fear is part of the game. But most brokers don’t talk about it. They ignore it. Bury it. Or worse… they let it run their business from the shadows.

Sound familiar?
You’re not alone. I’ve coached thousands of brokers — and I’ve been one myself — and every single one of them, at some point, wrestled with these same core fears.

Let’s shine a light on them. And more importantly — let’s talk about how to overcome them.

Fear #1: Rejection

The fear of hearing “no”… again.

It’s the most common fear in the CRE world. And yes — it still hits experienced brokers.

“What if I’m not good enough?”
“What if they hang up on me?”
“What if no one ever hires me again?”

Here’s the truth: Rejection isn’t a verdict. It’s a filter.

Top producers don’t avoid rejection — they outlast it. They beat fear with systems, not feelings.

Massimo Tip: Create a daily prospecting cadence — with scripts, tools, and targets — so that rejection becomes data, not drama.

Fear #2: Prospecting

The fear of reaching out and hearing… nothing.

This one’s sneaky. You’ll do anything except make the call, right?

• Clean your desk
• Update your LinkedIn
• Reorganize email folders from 2018

But here’s the deal: Avoidance = empty pipelines. And an empty pipeline leads to stress, burnout, and chaos.

Massimo Tip: Prospecting is not punishment — it’s opportunity creation. The right frameworks make outreach inevitable, not optional.

Fear #3: Losing Clients

The fear of getting “poached” by other brokers.

You’ve built that relationship. But what if someone swoops in?

This fear leads to:

• Over-servicing everyone
• Underpricing everything
• Burnout and margin erosion

But chasing clients isn’t the answer. Authority is.

Massimo Tip: Become the broker who leads the market — not reacts to it. Authority builds loyalty. Confidence locks in exclusive agreements.

Fear #4: Market Shifts

The fear of what happens when the economy changes.

Rates rise. Inventory dries up. New laws hit. And suddenly? You’re off balance.

But guess what? The market doesn’t control your income — your methods do.

Different markets reward different behaviors:

• Slow = prospectors
• Fast = experts
• Transitional = communicators

Massimo Tip: Control what you can: your plan, your pipeline, your prospecting. The rest is just noise.

BONUS: Fear of Plateauing

This one’s sneaky. You’ve hit solid numbers. You’re not struggling, but you’re not growing either.

It hides behind “I’m doing fine.” But deep down? You know you’re capable of more.

Massimo Tip: Growth isn’t automatic. If you’ve plateaued, stretch again. Redefine your goals. Seek coaching. Upgrade your systems. Surround yourself with people who push you.

Final Thoughts: Fear Is Not the Enemy — Inaction Is

You don’t need to eliminate fear. You just need to stop letting it drive the bus.

Top CRE brokers don’t have less fear — they have more systems. They’ve built frameworks that help them take action despite fear.

So if you’re ready to stop reacting and start dominating…

🎥 Watch the full video above