CRE BROKER: How To Unlock Your Prospecting Alter Ego

I read a book in 2019 that completely changed how I think about performance: The Alter Ego Effect by Todd Herman.

The idea is simple but powerful: every top performer you admire has a version of themselves they step into when it’s time to perform.

Bo Jackson was calm and quiet off the field — but the moment he put on his helmet or baseball cap, he became a different person.

Kobe Bryant, of course, had his “Black Mamba” mentality. A persona that could block out noise, pressure, and fear, and perform with total precision.

And that’s what today’s newsletter is about: how CRE Brokers can create their own alter ego to multiply their commission income.

What Would a Top CRE Prospector Do?

Ask yourself this: What superpowers would an expert CRE prospector possess?

• Maybe they’re calm under pressure.
• Maybe they’re unshakably confident.
• Maybe they’re curious, energetic, and even playful.

Now imagine what it would feel like to be that person.

To step into those traits before every call, every meeting, every negotiation.

That’s your alter ego.

How to Create Your Prospecting Alter Ego

Todd Herman describes this as an iterative process. One that evolves as you refine it.

After reading the book, here’s how you can start building yours today:

1️⃣ Define Your Field of Play

Pick the area of brokerage where you want to perform at your peak.

In this case: prospecting.

Be specific. It could be cold calling, networking events, follow-up calls, or listing presentations.

This is your stage. Your arena. Your field of play.

2️⃣ Identify the Goal and Key Actions

Ask yourself:

What does success look like here?

For example:

• Booking three qualified meetings a week.
• Calling every lead in your CRM before noon.
• Turning follow-ups into next steps instead of dead ends.

Then identify the key actions that lead to that success, and the mindset behind them.

3️⃣ Identify Your Desired Traits

Now, describe the traits your best self would have on this field.

Be vivid. Be specific.

Maybe your alter ego is:

• Unshakable: rejection doesn’t faze you.
• Disciplined: you never skip your prospecting block.
• Magnetic: your tone, pace, and energy draw people in.
• Strategic: you see objections before they happen.

“But Rod, shouldn’t I just be myself?”

I hear that one a lot.

And my answer is:

Who you are right now is a reflection of your current results.

If you’re 100% satisfied with your commission income, your schedule, your pipeline, and your lifestyle — then sure, stay the same.

But if you’re reading this, I can almost guarantee there’s another level you’re chasing.

And even if it’s a hard pill to swallow (or even controversial), results that change your brokerage career come from becoming who you need to be.

Much of this change starts with investing in yourself. On November 19th, I’m gathering a group of 11 of the top CRE professionals in the world to show you how they build presence, relationships, and results that compound for decades.

If you’re serious about investing in your success in 2026, join us and hear the exact strategies they use to generate $50 billion in transaction volume at the Global CRE Broker Virtual Summit.

Learn how to adopt their presence as your own alter ego — the mindset, confidence, and habits that separate top producers from everyone else.

This is one of those can’t-miss events.

Click here to learn more about the event + our money-back guarantee.