CRE Brokers: How To Treat Your Competition

Rafael Nadal and Roger Federer faced each other 40 times at the highest level of professional tennis.

But their rivalry became one of the most respected in sports history because they raised the standard every time they played.

They competed ruthlessly on the court, but they also honored each other off the court.

And they never confused performance with identity.

In commercial real estate, many brokers misunderstand competition.

They assume the goal is to:

• Hide information
• Undercut others at any cost
• Treat every broker as a threat

That mindset comes from scarcity, which ALWAYS caps performance.

The brokers who consistently outperform their peers don’t win by tearing others down. They win by becoming so prepared, so disciplined, and so consistent that their presence alone changes the dynamic.

Their competition knows:

• They will show up informed
• They will follow up relentlessly
• They will advocate harder for the client
• They will execute when others hesitate

That’s what makes you “feared” by the competition.

Fear Comes From Standards, Not Aggression

The average broker who works with us outearns their peers by 7x. Speak to one of them, and here’s what they’d tell you:

“Stop worrying about who else is in the market.”

Instead, spend your time mastering your submarket, processes, relationships, and execution.

Federer respected Nadal because he forced him to be better.

That is the kind of “fear” that actually matters.

There Are Enough Deals (for Those Willing to Earn Them)

Here’s a belief worth adopting if you want a long career in this business:

There is more opportunity than most brokers are willing to work for.

The idea that “someone else getting a deal means you lose” is false. It leads to defensive behavior, short-term thinking, and isolation.

And subconsciously, you might think you know that, but in reality, the fear still runs in you.

The reality is:

• Not everyone will prospect consistently
• Not everyone will do the research
• Not everyone will follow through when it gets uncomfortable

Those who do, win. Repeatedly.

That’s why competition doesn’t need to be personal.

What We See Inside Our Coaching Environment

Inside our group coaching programs, something interesting happens.

The people who might be seen as “competition” in the market become colleagues.

They share insights, compare notes, and sharpen each other’s thinking.

And instead of lowering standards to protect ego, everyone rises.

That is how professionals operate.

They understand that competition is not about eliminating others.

It’s about elevating yourself.

The Real Question for You This Week

Are you trying to beat your competition?

Or are you trying to become undeniable?

Because when you commit to the latter, the former takes care of itself.

And the brokers around you will feel it.