{"id":5981,"date":"2022-03-17T14:14:37","date_gmt":"2022-03-17T22:14:37","guid":{"rendered":"http:\/\/hughesmarino.com\/san-francisco\/blog\/2014\/07\/17\/the-senior-broker-tipping-point\/"},"modified":"2025-12-17T12:40:53","modified_gmt":"2025-12-17T20:40:53","slug":"the-senior-broker-tipping-point","status":"publish","type":"post","link":"https:\/\/hughesmarino.com\/san-francisco\/blog\/2022\/03\/17\/the-senior-broker-tipping-point\/","title":{"rendered":"The Senior Broker Tipping Point"},"content":{"rendered":"

By Jason Hughes<\/strong><\/p>\n

It\u2019s interesting looking back at the commercial real estate brokerage industry over the last 37 years. Brokerage is a fantastic business, offering incredible financial opportunities and work independence for aspiring entrepreneurial-minded real estate strategists. But it also comes with high risk for those not willing to innovate and evolve.<\/p>\n

I\u2019ve been fortunate to be partnered with amazing broker teammates over the years. We have professionals making $15 million \u2013 and others making zero. Our average earnings per broker company-wide has ranged from one-million to a bit over two-million dollars per year, and this includes a significant number of young professionals just starting their commercial real estate journey. That\u2019s 10 to 20 times the industry earning average in California (according to studies by Indeed<\/a>), and an amount that rivals some of the highest compensation in any industry, anywhere. Our brokers are uncommon\u2013and that\u2019s a good thing. As a result, I\u2019ve often been asked what the secret is to huge success in the brokerage business. The obvious answers are intelligence, ambition, charisma and work ethic. Without those, you\u2019re dead in the water. The less thought of, but equally important attribute, would be a strong professional commitment to evolve and innovate\u2013something we have all had to do, and even more so these last few years.<\/p>\n

Without a commitment to evolving and innovating, very experienced (sometimes referred to as senior) brokers instead spend their time grasping to stay relevant. I\u2019ve witnessed time and time again senior brokers trying to keep a lid on younger top talent for their own benefit. Rather than empowering the next generation of professionals, senior brokers try to convince younger brokers via verbal and political tactics that the younger brokers simply don\u2019t know what they don\u2019t know, when, in reality, it\u2019s all part of the self-preservation entitlement\/oppression strategy used by those who are afraid of being passed on the professional running track of this business. To those highly talented freshmen brokers, I say: Don\u2019t let the seniors hold you down! If your current company doesn\u2019t embrace your enthusiasm and energy to reap large financial rewards, penalize them by going somewhere else.<\/p>\n

Like any industry, just because you\u2019ve been working in it for decades doesn\u2019t necessarily make you better than someone five years into their career. I\u2019ve dealt with plenty of senior real estate brokers, as well as tenured attorneys, CPAs and other professional service providers, who leaned on their years of \u201cexperience\u201d as a crutch and selling point, yet were so stuck in the rut of \u201cthe way it\u2019s been done\u201d that they were unwilling to evolve. In the tech world, if you don\u2019t innovate, you die. Quickly. In fact, in most industries, innovation is an important part of yearly business plans. So, while it\u2019s true that many years of experience \u201ctypically\u201d helps, it can also be a hindrance to being the best in the business.<\/p>\n

There is a correlation between being excellent at your tradecraft and being highly compensated. And it\u2019s certainly not foolproof. There are mediocre brokers who profit greatly from fortunate relationships and lucky timing. But in my experience, typically, over the long haul, the truly exceptional brokers consistently earn seven or eight-figure incomes year-in and year-out. And age or tenure in the business has nothing to do with it.<\/p>\n

Note that I said \u2018typically.\u2019 Some very good brokers simply don\u2019t put professional financial rewards very high on their goals list. There are some amazingly talented brokers who have other priorities\u2013and their income reflects that. Don\u2019t get me wrong; I strongly advocate for our team members to \u201cenjoy the journey<\/a>\u201d\u2014after all, it is Hughes Marino core value #3! And having other priorities is certainly respectable. But typically, these brokers also don\u2019t invest the time in constant, fresh, evolutionary thinking either. They\u2019re very good, but will not likely be anyone\u2019s number one draft pick.<\/p>\n

Think back to your high school and college classes. If you worked hard, went to class and did your assignments, most students received grades of Bs\u2013which translated to above average. But to get all As all of the time, it took a whole different level of commitment. Valedictorians are uncommon, as most people simply don\u2019t want to go to that level.<\/p>\n

In the brokerage world, the more time brokers work in the business, the more of an entitlement mentality they typically have. It\u2019s as if they believe the world owes them for their time invested\u2013that they should be receiving As even when they\u2019re skipping class and failing to turn in their assignments. They think the new grading policy should account for \u201cbut I\u2019m a senior\u2026I shouldn\u2019t have to work as hard<\/em>.\u201d I\u2019m not sure if it\u2019s laziness or burnout that takes over, but there are a startling number of senior brokers who think that their tenure translates to industry superiority. I\u2019d put one of our 20-something-year-old brokers up against those in their 50\u2019s and 60\u2019s, and our brokers would often run circles around the \u201cexperienced\u201d professional in almost every metric.<\/p>\n

There is a tipping point in our industry where brokers over 45 years old better be prepared to work harder and smarter\u2014and to adopt and devour technology and other innovative tools\u2014or risk being put out to pasture. It\u2019s been said that brokerage is a young person\u2019s game\u2014as the competitiveness and energy needed is incredibly high. But top talent in any industry is worth its weight in gold. LeBron James plays the same sport as all the other NBA pros. Yet there is a reason why he\u2019ll earn 10x more than the others.<\/p>\n

Certainly, having a strong corporate culture, a commitment to mentorship, a talented operations team, and a healthy budget for value-add client services are all part of the arsenal required to help exceptionally talented players reach uncommon levels of success. But it\u2019s a very self-motivated results business. Just having a huge bag of quivers doesn\u2019t guarantee success\u2013if you\u2019re not a talented archer, most arrows will miss their target.<\/p>\n

A word to the senior brokers out there (including myself!): There is no free lunch in this business, regardless of how long you\u2019ve \u201cpaid your dues.\u201d Top earnings go to the top talent with the best work ethic\u2014and in our industry, the top talent is embracing innovation and evolution. To forget that will likely be disastrous.<\/p>\n

One quote I remind all of our team about regularly is one from the former Chairman & CEO of Starbucks Coffee, Howard Schultz. He says \u201cSuccess is not an entitlement. You need to earn it every day.\u201d To all those senior professionals in any industry, this applies to you more than ever.<\/p>\n","protected":false},"excerpt":{"rendered":"

It\u2019s interesting looking back at the commercial real estate brokerage industry over the last 30 years. Brokerage is a fantastic business, offering incredible financial opportunities and work independence for aspiring entrepreneurial-minded real estate strategists. But it also comes with high risk for those not willing to innovate and evolve.<\/p>\n","protected":false},"author":13,"featured_media":29642,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":"","_links_to":"","_links_to_target":""},"categories":[71],"tags":[1123],"publication":[45],"video_type":[],"coauthors":[990],"class_list":["post-5981","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-articles","tag-jason-hughes-san-diego","publication-globest-com"],"acf":[],"yoast_head":"\nThe Senior Broker Tipping Point<\/title>\n<meta name=\"description\" content=\"In order to succeed in the commercial real estate industry, brokers can't rely on experience alone. 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