These common mistakes look like hard work on the outside — but they quietly stall your growth.
If you’ve been in commercial real estate for more than a minute, you’ve probably noticed something strange:
Some brokers seem to always have time.
They scale up. They attract good clients.
They even take vacations.
Meanwhile, others hustle their faces off — but never seem to get ahead.
So what gives?
It usually comes down to a handful of invisible habits that drag down performance. They feel normal. Maybe even noble. But they’re deadly over time.
In this issue, I’m covering 5 of the biggest mistakes I see working brokers make — and what to do instead.
🧠 1. The “Always Hustling” Trap
Why more hours won’t fix a broken business model.
Most brokers mistake effort for progress.
They work longer hours, take every call, and answer emails at midnight — but they’re still stuck in the same spot.
Here’s why: Hustle without systems = spinning your wheels.
👉 What to do instead: Build repeatable processes, time-block CEO hours, and delegate ruthlessly.
🐺 2. Going Lone Wolf Too Long
You’re doing everything yourself — and it’s costing you more than you think.
Being independent is great… until it isn’t.
Solo brokers hit a hard ceiling. They max out their time, lose deals they can’t follow up on, and keep doing $20/hour tasks that prevent $20K commissions.
👉 What to do instead: Start small — outsource admin, bring in a junior, document your process. Leverage = freedom.
❌ 3. You’re Not a Broker — You’re a Business
Most brokers have a job. Few build a business.
Here’s the acid test: Can your business run without you?
If not, you’ve built a sales practice — not a company. And when your calendar fills up, your revenue stalls.
👉 What to do instead: Run your brokerage like a business. Set weekly rhythms. Track KPIs. Create leverage. Make your company work for you.
🌀 4. The Death Spiral of Chasing Every Deal
Saying “yes” to everything is how you end up stuck and exhausted.
The biggest revenue killers are disguised as “opportunity.”
That little lease 90 minutes away? The buddy deal that’s outside your niche? These add complexity without adding profit.
👉 What to do instead: Know your ideal client. Build systems around your sweet spot. Say “no” to everything else.
📉 5. Not Knowing Your Numbers
If you don’t track your business, you can’t grow it.
Brokers who rely on gut instinct instead of hard data will always feel uncertain.
You don’t need to be a CFO — but you do need to know your close rate, average deal value, time per task, and pipeline health.
👉 What to do instead: Use a CRM. Track 5–7 key metrics. Review them weekly. Make decisions from data, not drama.
👇 Final Word
None of these problems are solved overnight.
But once you start to see them, you can start to fix them.
And that’s where transformation begins.
