Real Estate Success Tips

Just returned from Botswana with my mind still processing what I witnessed... 👉 Sometimes you meet a leader who completely changes your perspective on what's possible. President Duma Boko didn't just attend a project inauguration - he spent two full days there. Why? Because when you're serious about transforming your country into an investment destination, you don't just show up for photo ops. You engage. You listen. 𝐇𝐞𝐫𝐞'𝐬 𝐚 𝐇𝐚𝐫𝐯𝐚𝐫𝐝-𝐞𝐝𝐮𝐜𝐚𝐭𝐞𝐝 𝐩𝐫𝐞𝐬𝐢𝐝𝐞𝐧𝐭 𝐟𝐨𝐜𝐮𝐬𝐞𝐝 𝐨𝐧: → Digital transformation → Energy infrastructure → Sustainable foreign investment 𝐖𝐡𝐚𝐭 𝐬𝐭𝐫𝐮𝐜𝐤 𝐦𝐞 𝐦𝐨𝐬𝐭: He's asking the questions that matter: "How do we digitize the economy responsibly? How do we attract capital that genuinely serves communities?" Petra Schorr and Rainer Schorr have built something extraordinary - Botswana's first five-star hotel on a 15,000-hectare reserve. Watching this inauguration revealed what happens when private vision aligns with public purpose. 𝐓𝐡𝐫𝐞𝐞 𝐢𝐧𝐬𝐢𝐠𝐡𝐭𝐬 𝐟𝐨𝐫 𝐟𝐞𝐥𝐥𝐨𝐰 𝐫𝐞𝐚𝐥 𝐞𝐬𝐭𝐚𝐭𝐞 𝐢𝐧𝐯𝐞𝐬𝐭𝐨𝐫𝐬: 1. Look for quality leadership Political stability and forward-thinking leaders create the best investment conditions. 2. Solve real problems first Sustainable returns follow when you understand local needs. 3. Think ecosystem, not assets Infrastructure + hospitality + education = multiplier effects. After 30+ years in this industry, I've learned that success comes from focusing on real needs and letting experience guide strategic timing. Through Standard Land S.A., we're just getting started in markets like this. 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 𝐟𝐨𝐫 𝐭𝐡𝐞 𝐢𝐧𝐯𝐞𝐬𝐭𝐨𝐫 𝐜𝐨𝐦𝐦𝐮𝐧𝐢𝐭𝐲: What markets are you watching?

For whoever needs to hear this: It will never get easy. There’s no circumstance that aligns perfectly with an easy path to succeeding in commercial real estate. Let’s say the market is HOT 🔥 - Finding space for tenants isn’t easy due to lack of supply - Finding value add deals for buyers is tough with top tier pricing - Competing for listings with brokers is tough because there are more competitors in total and some of those are “buying” listings The market gets COLD 🥶 - Tenants aren’t expanding, thus putting resistance on brokers and owners - Pricing may be there, but lending markets dry up for investors - If no one is transacting, it doesn’t bode well for sales brokers For those who make it past 5 years and/or a true cycle, and have true longevity, aka a career in this business, it takes 3 key ingredients: 1. Mindset 2. Skillset 3. Endurance Blame the market all you want. But if and when you quit, just know that it wasn’t ever going to be your friend. It was going to shift and make you adapt and that’s the only constant we can bank on in our space. You can either embrace the punches the market throws at you because you have the MINDSET to do so and the ENDURANCE to do so… or, you quit. BUT, if you stick it out with the right mindset & endurance- here’s the beauty of it: Your SKILLSET will develop. It’s almost like Darwinism and you’ll come out of that punch (market correction in either direction) with less competitors, a stronger ability to overcome objections, challenges & times. That’s why you see people who are 10, 15, or even 25+ years in with sick cars, houses, watches and doing so with money that is passive or “no big deal” for them to use. I’m not talking about the people who are faking it for persona or investing in a nice suit as a bet for credibility while first getting going/ramping up (different rant for a different day). I’m talking about the ones with the yachts, the jets or most impressively, the ones who choose to work, not have to. The more successful they are, the sharper their mindsets, skill sets and endurances are. The cool shit they own and freedom of time is simply a reflection of those 3 things. So if you’re thinking about quitting, I’d understand. It’s not for everyone. For those who plan to stay, I want to get better with you. If you could, answer this: What do you think helps the ultra successful get through the inevitable difficulties of the market?

Being blessed to have worked with so many talented real estate professionals and dealmakers at RIPCO, I have often asked myself: What are the qualities that make a broker successful? After all, I’ve seen individuals with big personalities and others who are more reserved both thrive. I’ve seen brokers with master’s degrees and others without a high school education find success. So, what are the key ingredients? There are many. But here are three that consistently stand out: Having a MASTERY of your market at a granular level is crucial. In retail, why does one space command higher rent than another just across the street? Why is one apartment building a smarter long-term investment than the one next door? The proper answers come from deep local knowledge and the self-confidence to turn that insight into sound recommendations. Success hinges on more than just what you know – it’s how you COMMUNICATE that knowledge. A great broker can clearly and passionately explain why a space is a great fit for a tenant or why a landlord should bet on a particular concept. If you communicate facts with heart, clients feel it. They trust it. And that trust is everything. Deals aren’t always smooth. In fact, they rarely are. But great brokers push through – they are TENACIOUS. Always thinking of the next step, finding solutions, and never giving up. It’s an unshakable belief that a deal is right for all parties and that it’s your job to make it happen. Some call it grit. Others call it relentless determination. I call it essential. That’s why every year when I watch the French Open, and the woman’s and men’s finals are this weekend, this picture shows a quote that sits inside of the Roland Garros Stadium and always hits home to me: “Victory belongs to the most tenacious.” And in brokerage, that couldn’t be more true.  

Commercial real estate brokerage has made me millions. Here’s exactly what I’d do if I had to start again from scratch: 1. Pick a very specific niche. I’d choose a focused geography and product type. For me, that’s Long Island commercial real estate. I’d stay in the $1M–$25M range, to avoid competing with real estate investment trusts and publicly traded brokerage firms. 2. Build a database of 1,000 owners. Your not building a database of 10,000, not everyone needs to be on the list. Just the people I want to build long-term relationships with. I’d aim to become the only broker they think of when they think commercial real estate. 3. Prospect with purpose. Prospecting has been the key to my success, but most brokers just to ignore it. I spend every morning on the phone, taking meetings, building relationships. I then add it all to my CRM and follow-up after a certain period of time. 4. Post. Network. Repeat. I’d show up on social media and in person. To be seen, to stay relevant, and to help others win. The more conversations you’re in, the more opportunities come your way. It’s all about staying front of mind, not hiding in the shadows and hoping. 5. Tell the property’s story. When I get the listing, I don’t just share numbers. I highlight the upside, solve problems, and connect the right buyer. Because after years of experience i know what the buyer is truly interested in and that’s how deals get done. My final piece of advice? Stay disciplined. Stay consistent. Show up again and again and build trust one conversation at a time. That’s how you become the broker everyone calls.

"Are we missing something in Bangalore's real estate?" Last week, an interesting site visit in Koramangala: A client walked in with a light setup and measured audio echo. Old me would've thought: "Non-serious buyer" Reality? Closed the deal in 48 hours. The market is evolving. Here's what we're seeing: The New Wave: → Content creators → Tech professionals → Remote workers → Digital entrepreneurs All with different needs, same priority: Space that works for both living & creating. Some interesting numbers: Project A: Traditional luxury amenities 200 site visits → 15 closures Project B: Added creator-friendly spaces 110 site visits → 12 closures What changed? Smart developers are noticing: - Home offices need perfect lighting - Bedrooms need zoom-friendly backgrounds - Living rooms need content corners - Kitchens need shooting spots It's not about choosing one buyer over another. It's about adapting to how people live today. The Reality: People aren't just buying homes anymore. They're buying spaces that match their lifestyle. Think about it: - WFH isn't a trend, it's a lifestyle - Content creation isn't a hobby, it's a career - Digital presence isn't optional, it's essential Progressive projects are offering: → Better soundproofing → Natural lighting solutions → Flexible space design → Community workspaces The future of real estate? It's not about choosing between traditional or modern. It's about creating spaces that work for everyone. #BangaloreRealEstate #FutureOfLiving #RealEstate

Why India’s Real Estate Market Isn’t Just Resilient—It’s Redefining Global Investment Narratives! Having spent a decade negotiating real estate markets around world geographies through cycles of boom, bust, and everything in between, it has become second nature to sit back and evaluate macro trends. I have lately observed a growing difference between the performance of traditional Western markets and India. Globally, real estate investment volumes slumped dramatically in 2024. MSCI data indicates that investment activity dropped by almost 45% year-on-year in Europe and the United States. The clear causes include ongoing inflationary pressures, rising interest rates, a limited lending environment, and the still-changing effect of hybrid working on commercial real estate. Risk premiums have widened, liquidity has dried up, and investor confidence has grown wary—if not completely frozen. Now let us compare that with India. I understand that India's real estate sector showed a 27% rise in institutional investments in the same period while much of the globe braced for impact. That number is the result of long-term principles aligning, not a fluke or the outcome of temporary oddities. First, demographics. India boasts one of the youngest and most aspiring consumer bases worldwide with over 65% of its population under the age of 35. Urbanisation is happening faster than few developed nations can match. By 2031, we are poised to estimate to grow our urban population would be 600 million, driving real end-user demand in both residential and commercial sectors. Second, the nature of demand has evolved. The days when market driven by speculation are long gone. Supported by increased earnings, improved mortgage availability, and a change in consumer attitude, end-user residential purchase in Tier 1 and Tier 2 cities is occurring today. It’s real families, not speculative capital, behind much of the growth. Third, credibility. More strict regulations, RERA, REITs, and other changes have professionalized the sector. Instead of sitting on the sidelines, institutional investors are joining with long-term money. Blackstone, Brookfield, and GIC are doubling down, not simply playing about in India. Fourth, the GCC (Global Capability Centers) explosion. Over 1,600 GCCs call India home, and that count is likely to rise at 10–12% yearly. These centers are important hubs creating demand for premium commercial office space in locations including Bengaluru, Hyderabad, and Pune, not only supporting backend operations. None of this indicates India is impervious to world events. However, it does mean that referring to India as a "emerging" nation does not fairly represent its course. You are not paying attention if you are still grouping it into the same risk range as you did ten years ago. This is not just a local outlier story. It’s a signal of where the center of gravity in real estate is quietly but unmistakably shifting.

A lot of people talk about real estate like it’s passive. Buy a property. Hire a manager. Kick back and watch the checks roll in. But after 20+ years in the business, I can tell you—real estate is anything but passive. Here’s what most people miss: The people who succeed in this game? They show up. They tour markets. Walk sites. Shake hands with brokers. Ask better questions. Lose a few deals and keep going. They treat diligence like a full-time job, not a checkbox. The truth is, good deals don’t land in your inbox, wrapped in a bow. They hide in bad photos, old listings, missed comps, and overlooked submarkets. And staying sharp? That costs money. Flights. Hotels. Rental cars. Site visits. Research tools. It adds up. But it’s part of the job. If you’re not budgeting for the work, you’re not building a real business. In this space, proximity is power. Discipline is your advantage. And the field is where deals are made. What’s one habit that’s helped you stay sharp in real estate?

What's the best way to bust a CRE brokerage slump? Over 10 years, I've seen brokers fall into slumps and I've seen how they break out of them. Here are 10 proven tactics that I've seen brokers use to bust their slumps in real time. Back to basics: Get back to doing the things you thought you didn't need to. Schedule coffees and lunches, attend networking events, join boards, find ways to get in front of new people. Don't just hope your silent repeat clients will start churning transactions again. Explain what you do: Don't assume your company's brand explains it. Most people don't know the difference between residential and commercial brokers. Tell people exactly what you do and who you do it for. Ask for referrals: This is painful, most brokers won't do it. Telling people to "keep you in mind" vs asking them to think about it right then are different things. If you just knocked it out of the park for a client, ask if they know anyone else you could help. Prospect consistently: Many slumps happen because you stopped prospecting. Maybe you got swept up in big transactions that didn't close and felt you didn't have time, but your pipeline dried up in the meantime. Dedicate multiple time slots weekly to hitting the phones. If you're really hurting, make it daily. It doesn't have to be people you've never met before, how many of your great contacts have you not spoken with in over 6 months? Analyze your wins: Pull your transactions for the past 5 years. Enumerate where each deal came from. Sort from largest to smallest - these are your top producing channels. Reignite what's worked best. Update this list annually. Biz Dev Marketing 101. Use that 5-year list, call your past clients regularly. Ever found out through the grapevine that a past client used a different broker? The likelihood of this drops if you stay in touch. Book in-person meetings: Aim for 2 per week minimum from your prospecting. These aren't about begging for business - they're touchpoints where you might uncover current needs or referrals. Consider coaching: Yes, coaches are expensive, but good ones are effective. Even if they only prescribe these same tactics - they'll hold you accountable to actually implement them. Bonus tip from Scott Davis: Do a self-assessment. Find your unique offering or underserved market. Then become the master of that lane - give talks, start a newsletter, focus your cold calls, get on social media, presentations and talks at conferences and events. Becoming known as the market expert in your niche is transformative. The most important piece? Execution. I’ve seen many brokers bounce back from slumps, the tactics they take are often different. The most important piece is that you execute on what you plan to do. I've seen brokers who do this and ones who make a plan but take no action. Guess which ones boost their production? Hope that brokers who had a down year will find this helpful. Feel free to comment with tactics that I missed.

Don’t fear failure—fear staying the same. I’ve learned that talent alone doesn’t build a real estate empire. It’s your mindset, your ability to persevere, and your willingness to adapt that sets you apart. Success in real estate—or anything in life—starts with investing in yourself. That’s the only asset no one can take from you. Here's how I’ve built my mental framework to stay sharp, bounce back from setbacks, and keep growing. ✅ Actionable Tips for Building the Mindset to Succeed in Real Estate: 𝟭. 𝗗𝗼𝗻’𝘁 𝗹𝗲𝘁 𝗳𝗲𝗮𝗿 𝗳𝗿𝗲𝗲𝘇𝗲 𝘆𝗼𝘂 – Fear of failure holds more people back than actual obstacles ever will. I choose to keep moving forward, even when the outcome isn’t certain. 𝟮. 𝗣𝗲𝗿𝘀𝗲𝘃𝗲𝗿𝗮𝗻𝗰𝗲 𝗯𝗲𝗮𝘁𝘀 𝘁𝗮𝗹𝗲𝗻𝘁 – Natural ability is helpful, but grit wins long-term. I stay committed and keep learning, especially when things don’t go as planned. 𝟯. 𝗥𝗲𝗳𝗿𝗮𝗺𝗲 𝘆𝗼𝘂𝗿 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲𝘀 – I don’t see obstacles—I see lessons. The tough situations are often the most valuable in shaping your skills and instincts. 𝟰. 𝗦𝘁𝗮𝘆 𝗶𝗻 𝗴𝗿𝗼𝘄𝘁𝗵 𝗲𝗻𝘃𝗶𝗿𝗼𝗻𝗺𝗲𝗻𝘁𝘀 – I intentionally surround myself with people who push me, challenge me, and inspire me to go further. 𝟱. 𝗦𝗲𝗲𝗸 𝗳𝗲𝗲𝗱𝗯𝗮𝗰𝗸—d𝗼𝗻’𝘁 𝗮𝘃𝗼𝗶𝗱 𝗶𝘁 – Criticism can sting, but I’ve found it’s one of the most powerful tools for personal and professional growth. 𝟲. 𝗬𝗼𝘂𝗿 𝗺𝗶𝗻𝗱 𝗶𝘀 𝘆𝗼𝘂𝗿 #𝟭 𝗮𝘀𝘀𝗲𝘁 – The more I grow my mindset, the more value I can create—in my deals, my network, and my life. 𝟳. 𝗣𝗿𝗮𝗰𝘁𝗶𝗰𝗲 𝗱𝗮𝗶𝗹𝘆 𝘀𝗲𝗹𝗳-𝗶𝗻𝘃𝗲𝘀𝘁𝗺𝗲𝗻𝘁 – Whether it’s reading, journaling, or debriefing a tough situation, I treat personal growth like part of my job. 𝟴. 𝗗𝗼𝗻’𝘁 𝗶𝘀𝗼𝗹𝗮𝘁𝗲—c𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗲 – Even when I want to go it alone, I know my growth accelerates when I learn from others. 𝟵. 𝗔𝗱𝗼𝗽𝘁 𝗮 𝗹𝗼𝗻𝗴-𝗴𝗮𝗺𝗲 𝗺𝗲𝗻𝘁𝗮𝗹𝗶𝘁𝘆 – Short-term setbacks don’t matter if you’re focused on becoming better for the next opportunity. 𝟭𝟬. 𝗡𝗲𝘃𝗲𝗿 𝘀𝘁𝗼𝗽 𝗲𝘃𝗼𝗹𝘃𝗶𝗻𝗴 – In real estate and in life, the market changes. I stay committed to changing with it—mentally, emotionally, and strategically.

“I thought more leads = more income. I was wrong — and it cost me ₹1.2 lakhs.” When I first started as a channel partner, I believed what everyone around me said: “Invest more in leads. Double the ads. Triple the calls.” So I did exactly that. Ran ads. Chased numbers. Piled up leads like trophies. And after 3 months? → ₹1.2 lakhs spent on Facebook and Google Ads → 200+ leads collected → Just 1 deal closed. I blamed the market. The buyers. Even the builder. But the truth? It wasn’t the leads. It was my system. When I finally did a deep audit, here’s what I found: ❌ No CRM ❌ No lead tagging ❌ No nurturing system ❌ No trust-building between calls ❌ No structure — just hustle Once I fixed these — Same leads. More conversions. Zero chaos. Since then, I’ve helped 300+ brokers do the same. Because the problem is never “more leads.” It’s what you do with them. ✅ Automate your follow-ups ✅ Qualify better ✅ Use WhatsApp for trust, not spam ✅ Track conversions like a CEO 📩 Want my Broker Scaling System — the exact framework I use with my clients to scale from ₹1L to ₹5L+ without a big team? Drop “SCALE” in the comments and DM me “SCALE SYSTEM” — I’ll send it to you personally. (Just make sure we’re connected so I can message you.) P.S. Tomorrow’s post (for Channel Partners): 👉 “Why Most Brokers Lose Buyer Trust After the First Call — And 3 Ways to Fix It Fast” Don’t miss this if you’re struggling with cold leads or ghosting. #BrokerGrowth #ChannelPartners #RealEstateIndia #BrokerCoaching #LeadConversion #CRMStrategy #VikrantMane #RealEstateSystems #ScalingWithoutChaos #BrokerSuccess