Unlocking the Secret to Success in Commercial Real Estate

September 12, 2025
Aviva

The Secret to Success in Commercial Real Estate starts with mastering relationships—not just transactions. The brokers who understand this are the ones winning big. Why...

The Secret to Success in Commercial Real Estate starts with mastering relationships—not just transactions. The brokers who understand this are the ones winning big.

Why Most Brokers Struggle to Break Through

The commercial real estate industry has never been more competitive. Transaction volumes are down, financing is tight, and too many younger brokers shy away from the one activity that still drives deals: picking up the phone. Layer in the decline of face-to-face meetings and an overreliance on texts and emails, and it’s no wonder so many are missing the human connection that actually closes transactions.

Why the Secret to Success in Commercial Real Estate Still Works Today

According to Ron Koenigsberg, founder of American Investment Properties and author of Power Broker, the timeless secret hasn’t changed in 28 years:

👉 Pick up the phone.
👉 Master active listening.
👉 Market yourself with credibility.

In Ron’s words: “Nothing happens in real estate until a broker picks up the phone.” Social media and branding support the perception of authority, but true success comes from conversations—listening more than you talk (70/30 rule), documenting client needs, and transferring emotion through genuine communication.

Why the Secret to Success in Commercial Real Estate Works in Any Market Cycle

28 Years of Proof: Ron Koenigsberg has brokered millions in investment sales across Long Island, specializing in shopping centers, offices, and multifamily assets.
Market Resilience: Even as transaction velocity dropped 56% from 2023 to 2024, Long Island retail vacancies held at just 4%. Deals still happen when brokers stay active.
Communication Backed by Research: 55% of communication is body language, 38% tonality, and only 7% words. Text-only messages cut effectiveness to 7%. Phone calls bring back the missing 93%.
Sales Data That Matters: 80% of business occurs after the fifth follow-up, yet most brokers quit before the fourth. Persistence creates closings.

Koenigsberg’s career proves the Secret to Success in Commercial Real Estate isn’t theory—it’s relationship-driven, cycle-proof, and built on consistent follow-up.

How Brokers Can Apply This Today

If you’re serious about breaking through in commercial real estate:

Commit to daily calls—make 50+ per day your baseline.
Follow the 70/30 rule—listen 70% of the time, talk 30%.
Actively market success—share wins, testimonials, and deal stories so clients want your call.
Overcome phone anxiety—push past discomfort; your “cash register” is on the other end of the line.
Invest in sales skills—active listening, public speaking, and negotiation aren’t optional—they’re the foundation of long-term success.

As Ron puts it: “If you’re a broker, nothing happens until you pick up the phone. That’s the secret sauce.

Quick FAQs:

Q1: What is the secret to success in commercial real estate?
A1: According to Ron Koenigsberg, it’s picking up the phone, active listening, and building human connections.

Q2: Why is active listening important in real estate?
A2: Active listening builds trust, reveals client motivations, and helps close deals faster.

Q3: How many follow-ups does it take to close most real estate deals?
A3: Most deals close after the fifth follow-up, but 80% of salespeople quit before then.

Q4: Is cold calling still effective in commercial real estate?
A4: Yes. Phone calls remain the most effective way to create opportunities and close transactions.

Q5: How can brokers overcome phone anxiety?
A5: Practice daily calls, focus on value instead of fear, and remember that every call is a potential paycheck.