How Did You Become a Successful Multifamily or Investment Sales Broker?

I have been working in commercial real estate for the past 4-5 years(disregard the wso title) as a financial analyst to senior associate and have been very involved in the day to day life of a broker. I currently deal with making sure our deals flow smoothly by overwatching our marketing, escrows and financial analysis but wanted to see if anyone has made the jump to a full on broker. My team works in the middle-market space in LA/NY ranging between $2M-$40M deals. 

I have gone through a few posts on WSO and other forums regarding what it takes to be a successful broker but wanted to see both success and failure stories from anyone that has made this leap. I know the current inflationary and high interest rate environment does not look good for low cap multifamily or investment sales deals but does anyone have any advice on how they have become successful in the middle-market investment sales space? Did it just take a lot of tenacity and time to meet with clients and ask for a sale or are there any unique ideas or strategies that you have found that works for you? How do you make yourself stand out from the 100 other countless brokers that are competing for a sale? 

Comments (7)

Jun 28, 2022 - 12:52pm
Commissions and fees, what's your opinion? Comment below:

The best way to become ultra successful as a broker is practice telling yourself a product is worth x, while deep down, truly deep in your soul, when you look at yourself in the mirror, you know it should be x-20%. If you can master this skill, to where not only you believe it, but you can create a market of buyers who believe it too, then you should be a successful broker. 

  • Analyst 2 in RE - Comm
Jun 29, 2022 - 12:22pm

I have seen this happen countless times but I wanted to see if anyone has ever found a specific edge or niche market that has allowed them to break into a flood of buyers or sellers. i.e. having 1031 exchange clients jump into different properties for tax purposes

  • Analyst 2 in RE - Comm
Jun 29, 2022 - 1:05pm

A broker that works at my shop has leveraged his relationship with one of his clients. He works with a guy to put exchange capital within the company's DST and he gets paid 3-4% of the equity contributed. He sold this guys 8 property retail portfolio and then on the upleg they couldn't identify a property in time for the 1031 so he was able to put everything into the company's DST. The broker has now done this over and over with other clients and has done well from it.

  • Associate 3 in RE - Comm
Jun 28, 2022 - 1:42pm

It's all about making the calls. You make the calls into the market, you practice to improve your calls, and then you go call more.  You will become extremely smooth on the phone, and since you already have knowledge of the asset you will catapult past your competition. Just commit to 18 months of the grind.  No one is going to be making money so this is actually the BEST time to make the jump. Sharpen your skills, be relentless, have integrity.  

Good luck. 

Jun 29, 2022 - 1:21pm
AltRightWarlord, what's your opinion? Comment below:

The key is that you must find a way to defeat the globalist, liberal SJW, elitist cartel that uses their toxic, Marxist dogma to influence property sales across the country. Shadowy, leftist radicals such as George Soros, the Clintons and Ozymandia (that fucking faggot) have successfully guilt-tripped white, European property owners to implement subversive ESG practices within their real estate strategies. It has made selling their assets borderline impossible and now they can only be traded through channels controlled by the leftist global elite. 

Somebody needs to beat the shit out of Ozymandia to make it stop. Semper Fi!!!


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Jun 29, 2022 - 4:00pm
Ozymandia, what's your opinion? Comment below:

Hard to square the dichotomy being a landlord and yet living in your head rent free.

Jun 30, 2022 - 2:27am
listingnearby01, what's your opinion? Comment below:

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