Commercial real estate is not a “set it and forget it” profession.
Unlike riding a bike, where the muscle memory takes over after a long hiatus, this business requires constant recalibration. Markets shift. Lease structures evolve. Investment assumptions change. The only way to stay sharp in this craft is to become a lifelong student—formally, informally, and transactionally.
Let’s start with the basics. Every broker licensed in California is required to complete 45 hours of continuing education every four years. It’s a box we all have to check, and if we’re being honest, many approach it like a DMV renewal — something to get through rather than something to get better from.
But the best in our business don’t stop there.
Designations like SIOR and CCIM separate serious practitioners from part-timers. These aren’t vanity letters to slap on a business card — they represent real rigor. The Society of Industrial and Office Realtors requires a minimum production threshold, peer recommendations, and a comprehensive educational curriculum. Certified Commercial Investment Member designees undergo deep training in financial analysis, market dynamics, and investment strategy.
Earning these designations takes time, money, and commitment. Maintaining them requires staying active and involved.
Then there’s the matter of specialized training. Good brokers know their product type. Great brokers know their client’s world. That’s why many of us attend workshops on supply chain trends, ESG regulations, or the latest in industrial automation. I’ve seen brokers immerse themselves in 1031 exchange strategy, SBA lending updates, or entitlement case law—all in service of delivering better outcomes for their clients.
But beyond the classroom and conference room, there’s the reps.
Staying sharp means doing deals. A consistent cadence of transactions forces you to stay current on market comps, landlord concessions, buyer behavior, and lender sentiment. Every negotiation teaches something new.
Every transaction uncovers a wrinkle you hadn’t considered before. Repetition builds instinct—and reputation. I’ve said it before: volume is the great equalizer. If you’re not active, your skills get dull—fast.
There’s also a hidden benefit in teaching others.
Over the past few years, I’ve found that leading workshops, mentoring new brokers, and writing this very column has deepened my own understanding of the business. When you have to explain a complex concept in simple terms, you either own it or you don’t. Teaching exposes gaps—and gives you a reason to close them.
The truth is, commercial real estate doesn’t reward the complacent. The best brokers I know are curious, coachable, and committed to constant improvement. Whether it’s through a formal designation, a hyper-focused seminar, or the grind of getting deals done, they’re sharpening their tools daily.
So, the next time you hear someone say, “It’s just like riding a bike,” remind them: in this business, the gears are always changing.
Allen C. Buchanan, SIOR, is a principal with Lee & Associates Commercial Real Estate Services in Orange. He can be reached at abuchanan@lee-associates.com or 714.564.7104.
