On today’s episode of CRE – The Unspoken Truth, we discuss Handling the Emotional Highs and Lows of Commission-Based Work.
If you’re in commission-based work like CRE brokerage, you know the ride. The highs are high, the lows are low, and you’ve got to figure out how to stay level through it all.
After 40 years of ups and downs, Craig has a few key tips for keeping balance:
- Once again… Pipeline
He’s said it many times (check out this old podcast episode on Pipeline), pipeline solves everything. Low expenses and a big pipeline put you in a position to start saving. The bigger your pipeline, the less pressure you feel in the lows. - Keep a long-term perspective.
Focus on the process, not the results. Did you make your calls? Did you set the meetings? Is your pipeline growing? Stay consistent, and the results will come. - Build balance outside of brokerage.
Have activities and relationships that fulfill you outside the business. When brokerage slows down, let another part of your life be the “high season.” Craig calls this living the Fantastic Life.
Every broker feels the highs and lows. The difference is whether you let those swings run your business, or you use them to build resilience and stay in the game. Focus on your process and your pipeline, and the rest will even out over time.
