At The Bill Gladstone Group of NAI CIR, we’ve seen what it takes to succeed in commercial real estate—patience, organization, and a client-first mindset.
Below are 13 lessons that continue to shape how we approach commercial real estate in Harrisburg and throughout Central Pennsylvania.
1. Attention to Detail
In commercial real estate, small details make a big difference. Whether reviewing leases, preparing property information, or tracking deal progress, accuracy builds trust with clients.
2. Chase the Deal, Not the Commission
When client needs come first, success follows. Focusing solely on commission can cloud judgment, but focusing on solutions ensures long-term relationships.
3. Make Every Showing Intentional
A property tour is more than walking through a building—it’s a chance to connect the space with a tenant’s or buyer’s goals. Preparation is key.
4. Stay Organized
In a fast-paced environment, if it isn’t tracked, it’s lost. From CRM systems to detailed notes, organization ensures follow-through.
5. Patience Pays
Some deals close in weeks, others take years. Commercial transactions often involve multiple layers of approvals, financing, and negotiations. Patience reassures clients throughout the process.
6. Master the Basics
Before structuring a deal, it’s essential to understand the fundamentals—what’s in a lease or contract—and be able to explain it clearly.
7. Know Your Market
Being fluent in comps, rents, and recent transactions is non-negotiable. Clients look to brokers as their local experts. Learn what makes a township “hot” for investment.
8. Always Follow Up
Most deals don’t close on the first call. Consistent follow-up keeps you top of mind and builds credibility.
9. Network Beyond Real Estate
Networking outside of CRE—insurance, finance, law—can make a big difference when unexpected issues arise.
10. Presentation Matters
It’s not just the numbers—it’s how you frame them. Clear, professional presentation helps clients make confident decisions.
11. Be a Problem Solver
Clients rely on brokers for guidance. Whether overcoming objections or finding creative solutions, your role is to remove roadblocks.
12. Stay Top of Mind
Every showing, meeting, or networking event is an opportunity to make an impression. Consistency ensures you’re remembered when a need arises.
13. Clarity Beats Complexity
Expertise is expected—but simplifying complex deals sets you apart. Clients value clarity above all else.
Final Takeaway
Success in commercial real estate isn’t about shortcuts—it’s about building trust, mastering fundamentals, and showing up consistently for clients.
At The Bill Gladstone Group, we’re committed to mentoring the next generation of commercial real estate professionals while providing unmatched service to property owners, tenants, and investors across Central Pennsylvania.
👉 Explore our current property listings, or contact us to learn how our team can help you achieve your commercial real estate goals.