Occasionally I like to share a book that’s had a lasting impact on me, and on my career as a CRE Broker, coach, and author.
Having just released another book this year, I’m reminded of the power of a well-written sentence.
The Go-Giver by Bob Burg and John David Mann is one of those books that despite reading over 5 years ago, has continued to stick with me. Since its release, the book has sold over 1.2 million copies, and I had the privilege of interviewing Bob Burg a few years ago. What struck me then (and still today) is how simple the message is, yet how profoundly it applies to commercial real estate.
My goal whenever I read is to find one idea that can change my business or my life, and with The Go-Giver, I couldn’t settle on just one.
So, in this week’s newsletter, I’m giving you an overview of the Five Laws of Stratospheric Success that Bob and John David coined in the book, and more importantly, how you can apply them directly to your CRE Brokerage career.
1. The Law of Value
> Your true worth is determined by how much more you give in value than you take in payment.
In brokerage, this means thinking beyond the commission as your primary goal. Did you educate your client? Did you remove stress from their decision? Did you save them time?
At the end of the day, your commission income is a fair reflection of the value you provide as a CRE Broker. The numbers rarely lie.
Example: Instead of just emailing a listing sheet, a broker provides a full market comparison showing where the property stands against comps. The client now sees the broker as a trusted advisor, not just a salesperson.
2. The Law of Influence
> Your influence is determined by how abundantly you place other people’s interests first.
In CRE, influence builds when clients know you’ll put their goals ahead of your own paycheck. That’s how you create a network of advocates—clients who don’t just hire you once but who send you deal after deal because they trust you fully.
Never place rushing one deal above the potential for a long-term, fruitful relationship with your client.
Example: A broker advises a client not to pursue a space that looks lucrative for commission but doesn’t fit the client’s long-term needs. The client trusts the broker more and refers them to three colleagues.
3. The Law of Authenticity
> The most valuable gift you have to offer is yourself.
CRE can feel transactional at times, especially if your back is against the wall. But the reality is, people hire people. Your unique perspective, your personality, and your way of listening—those matter more than a market report. And they matter more than EVER because of AI. Be real, and your clients will respond.
Example: A broker openly shares their own experience of moving offices (and the mistakes made) when advising a tenant client. By being candid, they build credibility and a connection that no sales script could.
4. The Law of Compensation
> Your income is determined by how many people you serve and how well you serve them.
This one is simple: the more problems you solve for more people, the higher your compensation. If your income isn’t where you want it to be, ask yourself: am I just trying to survive… or am I truly serving? If you aren’t where you want to be, there’s likely more room for you to serve your clients.
Example: A broker shifts from chasing one-off deals to developing a specialty in multi-location rollouts. By serving dozens of sites for a single client, they dramatically expand their income and impact.
5. The Law of Receptivity
> The key to effective giving is to stay open to receiving.
Many brokers struggle here. You want to give, but you also need to be willing to receive—introductions, referrals, even gratitude. Saying “yes” keeps the cycle alive. Refusing to receive stops the flow.
To end, here’s my challenge to you: pick one of these laws and put it into practice this week. Whether it’s giving more value than expected, reaching out authentically, or simply saying “yes” when someone offers help, you’ll be surprised how quickly momentum builds.
👉 Book a free 30-minute Broker Break-Through Strategy Session and discover how to apply proven strategies to grow your commissions, strengthen your presence, and build a brokerage business that lasts.
