Breaking into commercial real estate is harder than most people expect.
The commissions can be life-changing, but before the first paycheck comes years of prospecting, rejection, relationship-building, and learning how to create value for clients. So what separates the brokers who build lasting careers from those who quit too soon?
In this episode of Commercial Real Estate Secrets, Aviva Sonenreich sits down with Ken Ashley, Executive Director at Cushman & Wakefield, founder of the CREI Summit, and author of The Prescription, to discuss what it really takes to build a successful career in commercial real estate.
Drawing on more than 30 years of brokerage experience, Ken shares practical advice for new brokers entering the industry, from overcoming fear and developing confidence to managing time, avoiding common career mistakes, and understanding why commercial real estate is ultimately a business built on service. They also discuss the value of tenant representation, why office real estate isn’t disappearing, and the lessons every young broker should learn before chasing their first commission.
Key Topics Discussed
- How to start a successful career in commercial real estate
- The biggest mistakes new commercial real estate brokers make
- Why fear and self-confidence determine early career success
- How to manage your time and focus on high-value activities
- Why commercial real estate is fundamentally a service business
- The advantages of tenant representation in commercial real estate
- Why leasing creates recurring business opportunities
- Financial advice for brokers building a commission-based career
- Why office real estate continues to evolve instead of disappear
- The importance of mentorship, perspective, and long-term thinking
- Lessons from Ken Ashley’s new book, The Prescription
About the Guest
Ken Ashley is an Executive Director at Cushman & Wakefield, where he advises companies that lease or own real estate on aligning business strategy with long-term real estate solutions. He believes commercial real estate should be more than a cost of doing business—it should be a strategic asset that improves performance, increases profitability, and creates a competitive advantage. Known for his practical, results-oriented approach, Ken builds long-term advisory relationships that extend beyond simply finding space. He is also the Founder of the CREi Summit and the author of The Prescription, a practical guide to building a successful career in commercial real estate through discipline, service, and intentional growth.
About the Host
Aviva Sonenreich is the Managing Broker and Owner of the Warehouse Hotline, a Denver commercial real estate brokerage specializing exclusively in industrial properties. She leads the firm’s brokerage operations, negotiates industrial sales and leasing transactions, advises clients on acquisition and disposition strategies, and oversees the company’s marketing and business development efforts. Through Commercial Real Estate Secrets, she interviews leading investors, brokers, developers, and industry experts to provide actionable insights on commercial real estate investing, brokerage, leasing, development, and market trends.
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