Getting started in commercial real estate can mean months without a paycheck, building a network from scratch, and learning how to create opportunities when no one is handing you a book of business. For the people who can handle the uncertainty, stay disciplined, and consistently build relationships, it can also become an incredibly rewarding long-term career.
In this episode, Aviva Sonenreich and Ken Ashley discuss what it really takes to get started in commercial real estate and build a successful brokerage career. Ken shares how he entered the industry in a commission-only tenant representation role, went eight and a half months without closing a deal, and nearly left the business before his first transaction finally closed.
With more than 30 years in commercial real estate, Ken breaks down the lessons that helped him go from a new broker working side jobs to an established advisor at Cushman & Wakefield. He and Aviva discuss tenant representation, prospecting, relationship.
Key Topics Discussed
- How to get started in commercial real estate
- What new brokers should expect from a commission-based career
- Why tenant representation can be a strong entry point into commercial real estate
- How Ken went eight and a half months before closing his first deal
- The skills a successful tenant representative needs to develop
- How to build relationships when you are new to the industry
- Why consistent follow-up matters in commercial real estate business development
- Ken’s “meet sheet” strategy for building and tracking professional relationships
- The difference between sales, marketing, branding, and influence
- How social media can help commercial real estate brokers build credibility
- Why Ken began using social media for commercial real estate in 2009
- How CREi grew from an online community into an industry conference
- Why sharing knowledge can create more opportunities than gatekeeping it
- Why execution and hustle matter more than constantly reinventing your strategy
About the Guest
Ken Ashley is an Executive Director at Cushman & Wakefield specializing in tenant representation and corporate real estate strategy. A longtime top producer in Atlanta and nationally, Ken has been recognized among Cushman & Wakefield’s Top 100 producers and is a 30-year Phoenix Member of the Atlanta Commercial Board of REALTORS® Million Dollar Club. He is also a bestselling author and advises companies on leasing, relocations, expansions, and portfolio strategy. Drawing on decades of brokerage experience, Ken brings a practical perspective on building client relationships, negotiating transactions, and using commercial real estate to support broader business objectives.
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.
Need Help With Your Industrial Real Estate?
Whether you’re looking to buy, sell, or lease industrial property in the Denver metro area, having a broker who specializes in warehouse and industrial real estate can help you understand the market, evaluate your options, and negotiate the right deal.
The Warehouse Hotline works with industrial property owners, investors, buyers, landlords, and tenants throughout Denver and the surrounding market. Explore our services to see how our team can help with your next industrial real estate decision.
