Most commercial real estate brokers want to hit seven figures.
Last week, I shared the Tier 1 foundation: clarity, positioning, relentless prospecting.
This week, we’re moving into Tier 2:
→ Systematize
→ Get on a platform
→ Hire the right people
Because you can’t scale a 7-figure business by doing it all yourself.
In this post, I’m breaking down the final three steps that top brokers use to break through the ceiling and multiply their income — without multiplying their hours.
Last week, we unpacked Tier 1 — the foundation 95% of brokers need to master if they want to reach 7 figures in annual income.
That’s where the reps happen.
The grind. The clarity. The positioning.
If you missed that edition, go back and read it. Because you can’t skip to Tier 2 until Tier 1 is locked in.
Now let’s talk Tier 2 — the final three steps that take you from solid producer to 7-figure broker.
Tier 2 is where top performers stop doing everything themselves and start building a business that scales beyond their personal limits.
Here’s the breakdown:
Step 4: Process
Everything you do needs a process. Yes, everything.
Why?
Because what got you this far — your standards, your discipline, your consistency — won’t scale without a system.
Right now, most of it lives in your head.
But if you want to grow, you need to duplicate your success without diluting it.
That means:
Onboarding a new client → process
Hiring a new team member → process
Following up on a late payment → process
Start by identifying the places where you keep reinventing the wheel.
Make a list.
Document how you do it.
It doesn’t have to be fancy. A simple Google Doc works.
That’s how you start scaling.
Step 5: Platform
Processes are great — but they’re useless without a place to live.
That’s where your platform comes in.
By platform, I mean your system for communication, orchestration, and direction.
Usually, that’s your CRM or internal dashboard.
Every broker asks me, “Rod, what’s the best CRM?”
My answer is always the same:
Whichever one you’ll actually use.
Don’t overthink features.
Don’t stay stuck in spreadsheets.
Don’t convince yourself Excel is “good enough.” It’s not.
Your platform is where your processes live, where your team checks in, and where you stop managing everything from memory.
Step 6: People
This is the final step — not the first.
Too many brokers try to hire help before they have systems in place.
That’s a recipe for chaos.
But once your processes are documented and your platform is running, it’s time to invest in people.
Specifically, the right people:
- A great accountant
- A proactive tax strategist
- A marketer or content creator
- A support person or operations lead
People give you time back.
They help you operate at a higher level.
They let you multiply your income without multiplying your stress.
Action step:
Do your IOR (Inventory of Responsibility).
List out everything you’re doing that someone else could do faster, better, or cheaper.
Then make a plan to offload one thing.
The Bottom Line:
Tiers 1 + 2 together are what unlock seven figures.
Get clear. Get visible. Prospect relentlessly.
Then…
Systematize. Platform. Hire.
That’s the playbook.
If you want to go deeper, learn the exact systems, tools, and tactics top brokers are using right now, join us on May 20 in NYC for the Knakal Massimo Brokerage Master Class.
Only 100 seats.
You’ll get Bob’s real-world prospecting strategy, Ryan’s personal branding insights, and my Massimo Methods. These are the same frameworks our clients use to earn 7X more than average CRE brokers.
Plus, every ticket includes access to our private book launch party for Selling Buildings.
Spots are limited. We won’t run this again.
Click here to secure your seat to the Knakal Massimo CRE Broker Masterclass
