More deals mean more work. But are you keeping more of what you earn?

For agents and broker-owners, a full pipeline doesn’t always mean a profitable business. One broker in this episode closed 25 deals in a year but still went out of business.

Daniel Berger sits down with Joe Killinger to discuss growth beyond hiring more agents. They explore how to evaluate opportunities and show clients the work behind each closing.

Listen for a closer look at building a business that rewards your effort.

About Daniel Berger:

Daniel Berger hosts Adventures of a Real Estate Broker and is the broker-owner of RE/MAX Prestige Properties in White Plains, New York.

About Joe Killinger:

Joe Killinger is a co-founder of Commercial Brokers International in Los Angeles with more than 30 years of real estate experience. His background includes residential and commercial brokerage and property management.

In this episode, you’ll learn:

• Starting strong: Make prospecting a daily commitment.

• Beyond “Just Sold”: Show how you solved your client’s challenges.

• Counting hiring costs: Budget for CoStar, E&O insurance, and desk space.

• Protecting profits: Understand why 25 deals earning under $100K weren’t enough.

• Building AI visibility: Explore publishing on LinkedIn, Medium, and Substack.

• Staying responsive: Return calls before prospects move on.

Key questions answered in this episode:

Q: How long does it take to earn your first commission in commercial real estate?

A: In the brokerage experience discussed, earning income within eight months is a strong start. Commissions aren’t expected in the first 90 days.

Q: Should agents turn down smaller clients to focus on bigger deals?

A: Not automatically. Smaller clients can bring repeat business and referrals, and their businesses may grow into larger opportunities.

Q: How can real estate agents stay in touch with referral partners?

A: Send a monthly email with useful information instead of frequent sales pitches. Stay connected with agents, appraisers, and lenders.

Chapters:

(00:00) - Intro

(02:12) - Moving Into Commercial Real Estate

(12:12) - Growth and Brokerage Overhead(14:58) - Beyond “Just Sold” Posts

(26:27) - Missed Calls, Missed Opportunities

(31:28) - Technology Costs and AI Visibility

(39:18) - Building a Referral Network

CONNECT WITH JOE KILLINGER:

• Website: https://www.joekillinger.co/

• LinkedIn: https://www.linkedin.com/in/joe-killingerrealestate/

CONNECT WITH DANIEL BERGER:

• Website: https://dberger.remax.com/

• YouTube: https://www.youtube.com/@DanielBergerAdventuresofaRealE

Follow and rate Adventures of a Real Estate Broker for more conversations about the business behind the closings.

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