WORKSHOP · SEPTEMBER 2026
You're the most qualified broker in the room. And outside the deal,
nobody knows it.
Why senior brokers stay invisible outside their own transactions — and the four-part build that makes the introduction happen before you walk in.
Wednesday, September 16, 2026 · 11:00 AM MT · 60 Minutes · Free · Live on Zoom
The Diagnosis
The problem was never marketing. It was
the position.
Think about the last new opportunity you chased. Somewhere in the first meeting you explained your background, your track record, and why you were credible — the same speech you've given a hundred times. Inside a deal you're unmistakable. Outside of it, you're one more name on a list, starting from zero.
That's not a marketing problem. It's a positioning problem. Your reputation lives in the memories of people who have already hired you, and memories decay. Inside the deal you're the expert. A year after it closes, you're a name they can't quite place — someone who'd recommend you, if a person happened to ask at exactly the right moment about exactly the right thing. That's a lot of ifs to build a year on.
Most advice here is "post more, get seen." It sounds right and it's quietly useless, because being seen more often isn't the same as being known for something. If the claim underneath the volume is vague, all the volume does is make you vaguely known to more people. This workshop isn't about visibility. It's about owning one claim the market can repeat when you're not in the room.
What You Leave With
Three deliverables.
All yours to keep.
01
Your Inbound Ratio
The single number that tells you whether your reputation is actually working — the share of new opportunities that arrive without you initiating. Most senior brokers are near zero and call it relationships. You'll know yours before the hour is over.
02
The Authority Stack Builder
The four-part build I use with my one-on-one clients: a named claim, three proofs, a publishing floor, and a distribution loop. Watch a position get built live from a blank file — then take the builder and run it on your own market. Yours after the workshop.
03
The Publishing Floor
Your minimum output — the amount that runs on your worst week, not your best. Set it once and your visibility stops depending on whether the month was quiet or brutal. The same floor logic that runs a pipeline, pointed at the demand side.
Is This For You?
Built for the right room. Not for everyone.
FOR YOU IF…
You’re a senior CRE broker producing $300K–$700K+ in annual GCI.
Almost everything new arrives because you went and got it — not because someone came looking for you.
You could out-argue anyone in your market on your specialty, and you've never written down what that specialty actually is.
You're ready to own one narrow claim instead of being broadly available.
NOT FOR YOU IF…
You're early in your career and don't yet have the deal flow to build a system around.
You want social media tactics. This is a positioning build, not a content calendar.
You lead a team of 10+ brokers — different operating system, different workshop.
You're looking for theory. Everything here is built to run on your real pipeline next Monday.
Who’s Teaching
For 36 years,
I was the client.
I spent my career as a principal, developer, and capital partner across more than $2 billion in CRE transactions — office, industrial, retail, and hospitality, primarily in the West. I hired hundreds of brokers, awarded mandates, and raised billions in equity and debt from institutions like Apollo and Blackstone.
Now I teach senior CRE brokers what I saw from the other side of the table — and what separated the brokers who won repeat work from the ones who lost it.
Reserve Your Seat
Free. Live on Zoom
Replay sent to all registrants.
60 minutes — 40 building the Standing Pipeline live, then Q&A until your questions are answered.
One specific takeaway: your Coverage Ratio.
We send one reminder 24 hours before, two the morning of. That’s it. No drip sequence, no sales pitch in your inbox.