Real estate firms in US know that it’s natural to expand from residential real estate to commercial real estate. Like realtors who sell houses, commercial real estate brokers work on a commission selling office buildings, shopping malls and other property zoned for commercial use.

Commercial real estate brokerage firms work with a large number of investors. Investors want a good return on their investment and will look to you to provide some number crunching before investing. It helps to know a community well, including future development plans. If you decide to branch out as a commercial real estate firm, you should know that:

1. A commercial real estate firm understands the commercial real estate market in an area and can make an educated guess about economic growth.

2. Brokers and associates with commercial realty firms know how to make presentations and negotiate deals.

3. Commercial Realtors know how to calculate various profit margins from investment property, from a downtown restaurant to office space in the US.

Action Steps
The best contacts and resources to help you get it done

Head up a commercial real estate firm

Decide if you're going to join an existing commercial firm as an agent or start your own as the managing broker or broker-owner. Typically, brokers earn a commission rate of 5-6% on sales in their firm.

I recommend: Keep up on national and regional commercial real estate trends by reading National Real Estate Investor. Research investor relations and commercial real estate advice through the Fortune 500 company CB Richard Ellis Group.

Learn from US commercial real estate firms

If you're new to the commercial real estate business, you need to get some education and training under your belt first. Many states require that you carry specific commercial real estate licenses before you put out your own business shingle. Working for experienced commercial real estate brokerage firms helps you learn the ropes to buying and selling commercial real estate.

I recommend: Get your Certified Commercial Investment Member (CCIM) designation, which shows that you’re a commercial and investment real estate expert. Afterwards, stay current on market reports through Colliers International. Find useful tools like the commercial real estate calculator at Globe St. Tech Toolbox.

Decide if you want to be one of the many real estate firms in US with a specialty

Maybe you have a special interest in some aspect of commercial real estate. Many commercial Realtors specialize in foreclosed properties, retail shops or industrial properties. If you decide to specialize, learn all that you can about your area.

I recommend: Learn the pros and cons about foreclosed properties, which you can often find priced under market value. Find out commercial foreclosures at Cityfeet. Even the federal government auctions off commercial properties and land.

Branch out into commercial leasing like many national commercial real estate firms do

Property management is a huge growth area in commercial real estate. If you don't like the uncertainty of a commission, you might prefer to work as a salaried employee managing property for large investment firms. Know how to do buy and lease analysis, site analysis and other aspects of commercial property management.

I recommend: Learn about property management strategies for multi-family housing in Commercial Investment Real Estate magazine. Check out the legal issues property managers need to be aware of at NOLO.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  The key to success in US commercial real estate firms is a keen ability to network. Stay open to networking opportunities around you.