You can’t scale a business when you’re stuck reacting.
In our last issue, I shared five of the biggest mistakes I see CRE brokers making — the kind that keep them stuck, stressed, and barely ahead of the game.
Today, we’re digging into the next five.
These mistakes are subtler. They don’t show up as fire alarms.
They sneak in as “normal.”
But they’re just as damaging — especially if you’re trying to grow beyond $300K, $500K, or make a real run at seven figures.
If you’re a solo broker or running a lean team, pay attention. These are the ones that quietly kill momentum and keep you grinding instead of growing.
🎢 6. Living in the Feast-and-Famine Cycle
This isn’t a phase — it’s a broken pipeline system.
When business is up, you stop prospecting.
When business dries up, you panic and start hustling.
And the cycle repeats.
You think it’s just how brokerage works — but it’s not.
It’s a sign your business lacks a lead generation engine.
✅ Solution: Block time for prospecting every week, even when you’re slammed. Set pipeline targets and track them. If you don’t build consistency, you’ll never feel secure.
📣 7. Avoiding Marketing and Hoping for the Best
“Hope” is not a marketing plan. Visibility is leverage.
Most brokers don’t market — they wait.
Wait for a referral. Wait for the phone to ring.
But if you’re not showing up, your competitors are.
And clients are choosing those who educate, engage, and stay top of mind.
✅ Solution: Post on LinkedIn 2–3 times/week. Create content around your niche. Start conversations. Don’t worry about being perfect — just be present.
🤝 8. Relying Only on Referrals
Referrals are a reward — not a strategy.
Yes, referrals are great.
But if that’s all your business runs on, you’re not in control — you’re just lucky.
You can’t predict them. You can’t grow with them. And they won’t scale you to seven figures.
✅ Solution: Build outbound systems. Invest in content. Nurture your network intentionally. Treat referrals as the bonus, not the baseline.
📝 9. Doing $25 Tasks When You Should Be Closing $25K Deals
You’re the CEO — stop acting like the admin.
If you’re spending hours chasing paperwork, updating CRMs, and sending calendar invites, you’re doing someone else’s job.
And every hour spent in the weeds is an hour not spent growing your business.
✅ Solution: Delegate. Even a part-time VA can be a game-changer. Document your systems. Protect your time for high-value work like prospecting, dealmaking, and strategic planning.
🛑 10. Not Building an Exit Until It’s Too Late
If your business can’t run without you, it isn’t a business — it’s a job.
Too many brokers work for decades with no plan beyond their next commission.
And by the time they want to slow down… they can’t.
There’s no team. No systems. No equity. Just burnout.
✅ Solution: Start now. Document what you do. Build processes. Create leverage. Whether you want to sell, scale back, or hand it off — the exit needs to be built, not wished for.
💡 Wrapping Up
None of these mistakes are irreversible.
But you have to spot them early — and make a decision to work differently.
Most brokers won’t.
They’ll keep doing deals the old way, hoping it magically gets easier.
But if you want more control, more consistency, and more options, this is your roadmap.
Which of these five hit home the most?
