Republished with permission from robthornburgh.com.

In today’s competitive real estate marketplace, cultivating a brand that demonstrates quality, trust, and success, is essential for positioning yourself as a leader in the industry. This dedication to excellence not only sets you apart from the competition, but also builds and fosters lasting relationships with your clients.

Recently, I had the opportunity to speak with a group of emerging leaders in commercial real estate, offering advice on these various career minded topics. Here are a few of the highlights I shared based upon my own personal interactions and observations from some of the best in the business:

• “The single most important thing you can do is differentiate your brand and story. Be your unique self and use your story to stand out. Oscar Wilde perhaps said it best – Be yourself, everyone else is already taken.” ~ Melissa Alexander, SIOR, Foundry Commercial – Nashville, TN
  
  
• “As a broker, there are only a few decisions you make each year that really matter. It’s why vision, positioning, creative thinking, and strategy are so important. You are running a business within a business — treat it accordingly.” ~ Peter Billmeyer, SIOR, Bespoke – Chicago, IL
  
  
• “Don’t just gather data — provide insights. Analyze trends, identify opportunities, and connect the dots for your clients. Package information in a way that is clear, concise, and actionable.” ~ Jon Reno, SIOR, CCIM, JLL – Los Angeles, CA
  
  
• “Yes, leverage social media, AI, and everything that comes with technology. Automate all that you can. Digital marketing develops your reputation and creates an image in the prospect’s mind. It is what they think about you before you walk in the room. However, tech itself doesn’t replace a personal relationship. Use the added time to get out of the office and meet people IRL.” ~ Ken Ashley, SIOR, Cushman & Wakefield – Atlanta, GA
  
  
• “Build a circle of trusted advisors. These people know you and your business. They also won’t agree with everything you say, and they can provide great accountability. This drives bigger thinking and action that will propel a career.” ~ Patricia Loveall, SIOR, CBRE – Seattle, WA
  
  
• “Develop your own style which should reflect your true personality. Never copy someone else or allow them to dictate your ethics. Build your reputation around integrity and high standards. Accept that successful careers take time to nurture. Stick with your principles. It will pay off in the long run.” ~ James Mulhall, SIOR, Murphy Mulhall – Dublin, Ireland
  
  
• “Style matters and kindness always wins. Don’t trash talk your competition. Everyone already knows the good and the bad. When you talk down the competition, you actually hurt your own brand.” ~ Patrick Sentner, SIOR, FRICS, Colliers – Pittsburgh, PA
  
  

There is a common theme: be bold, be unique, be positive, be innovative, and surround yourself with the same. Once you are on top, you must work even harder. Your competitors will be using your success as the new benchmark. Never sit in your success; evaluate along the way and never be afraid to reinvent. Commercial real estate is a marathon, not a sprint.

A final reminder. The best in any industry have a different outlook and it is apparent in everything they do. This isn’t a casual profession for them. They set the standard of excellence for a reason. 

As you ascend in your career, do not lose sight of the fact that success is frequently preceded by failure. Disappointments will be inevitable. How you respond to them is something entirely different. Enjoy the journey!