Workshop · July 2026
80% of your GCI comes from 20% of your clients. You’re still servicing
all of them equally.
Why a small group of clients quietly carries your whole business — and the two-axis audit that tells you exactly where your next hour should go
Wednesday, July 15th, 2026 · 11:00 AM MDT / 1:00 PM EDT · 60 Minutes · Free · Live on Zoom
Reserve My Spot →The Diagnosis
The problem was never effort. It was
where the effort went.
Pull your last 24 months of GCI and rank your clients top to bottom. A handful at the top produced most of your income. The long tail at the bottom produced almost nothing — but it didn’t cost nothing. It cost your calendar.
The bottom of your book is loud. It sends the emails, books the calls, creates the busywork that feels like production — so you service it, evenly and fairly, the way you always have. Meanwhile the clients who actually drive your business get whatever hours are left. You never see the cost as a lost deal. You see it as the deals at the top you never had time to grow.
Most advice here is “give every client great service.” It sounds right and it’s quietly wrong. Great service spread evenly across an unequal book is how top producers cap themselves. This workshop isn’t about working harder or being nicer to everyone. It’s about putting your next hour where the next dollar actually is.
What You Leave With
Three deliverables. All yours to keep.
01
Your Concentration Ratio
The single number that tells you how much of your income depends on your top clients — and whether that’s a strength or a risk. Calculated from your real trailing-24-month GCI. You’ll know yours before the hour is over.
02
The Client Audit Grid
The two-axis worksheet I use with my one-on-one clients. Plot every client by trailing-24-month GCI and future potential, and watch your whole book sort itself into four quadrants — Anchors, Builders, Harvest, and Exit. Yours after the workshop.
03
The Quarterly Reallocation Framework
A simple system for moving time off the clients who drain it and onto the ones who compound it — every 90 days, on purpose. You’ll never service your book evenly again.
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.
You suspect a handful of clients drive most of your income — but you’ve never actually run the numbers.
You service everyone the same way, and the busiest accounts somehow get the most of your time.
You’re ready to decide where your hours go by value, not by who emails loudest.
NOT FOR YOU IF…
You’re early in your career and haven’t built a book worth auditing yet.
You want permission to fire clients without a framework. This is analysis first, decisions second.
You lead a team of 10+ brokers — different operating system, different workshop.
You’re looking for theory. Everything here is built to be implemented 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 working the Client Audit on your own book, then live Q&A until your questions are answered. One specific takeaway: your Concentration Ratio.
We send one reminder 24 hours before, two the morning of. That’s it. No drip sequence, no sales pitch in your inbox.