When you work in commercial real estate sales and leasing, the actions that you take every day will be the make or break point in your career. When people start a new job in the industry, they have all the enthusiasm at the beginning, and after about 3 months they know that it's a tough industry.

All of your success in selling or leasing will come down to what you do and how you do it. Nothing of greatness in commercial property agency will come to you unless you make it happen. Regrettably some salespeople never really understand this factor struggle with the work equation that comes with it. When you 'put in' you get results, and that's the rule.

Stop waiting for things to come to you and start making them happen. The reality of the industry is that you can be an 'order taker' or an 'order creator'. The difference between the two is your choice.

The things that you have to do in this industry are a real challenge and require personal focus and action. No other person can do this for you.

Here is a list of the big things that you can and should do:

• Make prospecting a 2 or 3 hour part of every working day
• Build a personal database of contacts with people that can need property help in the future
• Practice your dialogue for every stage of the property transaction
• Read and practice up on negotiation skills constantly

Create some solid and professional communication skills that stand apart as better than the others in the industry

The clients in the industry like to work with the best local agent and they will choose that agent on a personal belief that success will be quickly achievable. No client likes to experiment with average agents and poor market share. Show the client why you are the best choice of the salesperson to help them in a timely and relevant way.

It is interesting to note that many agents in their sales pitch for the listing claim to be the best and the most logical choice to help the client with their property pain. The reality of the situation is that only the best agent that really shows the client that they have all the tools, the connections, understand the market, and know how to chart out a path to success will win the job.

Stop waiting for listings to come to you, and build your contacts of new and fresh people. Talk to more property investors, tenants, business owners, and developers to get your market domination to where you want it to be. Refine and practice your skills so you are the agent with the best offering for the clients that you serve.