Commercial Real Estate is an interesting world. I have to admit, I love my job. Oh it has it's ups and downs, good days and bad days, but all in all it's a lot of fun.
As part of my career, about 3-5 days per month I teach new agents coming in to the field. Their comments are quite different than the comments I get from existing agents. The new agents coming into the field want to know what the "real world" of real estate is like, existing agents often lecture me on what the real world of real estate is about. Let me deal with the new agents first.

Because the new agents haven't been exposed to the rough and tumble business of real estate brokerage yet (many have done real estate transactions before, I'm talking about living the life of an agent), their preconceived notions are not as strong and they are more open to different points of view. Now I have no doubt they ask all the instructors what the real world is like, and no doubt they get various answers based on our interpretations of our lives, but by and large we are able to have good discussions and most seem to understand where I am coming from.

Now, when I get out of the classroom and back onto the streets, I am regularly lectured by my compatriots about "how things work". You see, I don't buy the current model of doing business in the commercial real estate world. It's a rough business where a lot of money is at stake, and often clients and agents are engaged in a tug-of-war. Robert Ringer encapsulated it very well in his excellent book on commercial real estate, "To Be Or Not To Be Intimidated" (self explanatory title, I suppose) it's a jungle out there.  And, as I said before, I just don't buy into that model. Why would I want to go to work every morning if all I do is fight with every person I do business with - including my own clients?!

So, I have my own model; I choose who I do business with just as much as they choose me. I work with Sellers and I work with Buyers, but I no longer work with any clients that are not prepared to commit to doing business with me. In return, I offer the best service and loyalty I can give to my clients. How is it working? Well, I'll tell you, some days I wonder. Many people are not prepared to sign a contract with an agent, and I have turned down some pretty big prospects. Not every commercial agent wants to share their property listings with other agents outside their office and that makes it tough. Wait a minute - isn't that putting their interests ahead of their client's interests? What do you think?

The bottom line is that at the end of the day my clients have a loyal agent and I have loyal clients. I enjoy going to work and they enjoy my fresh approach. And with increased regulation of the way some of us do business, and the general level of sophistication increasing among the general public, I think I'll be okay. Oh, and I love my job.