By John Mijac, Managing Broker – 1912 Realty, Tucson
Thinking About Getting Into Commercial Real Estate?
So, you want to move into commercial sales? You’re not alone. Every year, Tucson and Oro Valley agents look to expand their practice from residential into the more complex and (potentially) lucrative world of commercial real estate.
Residential experience teaches negotiation, client management, and closing deals. But the leap to commercial requires more than enthusiasm — it requires expertise, mentorship, and credibility.
Why Residential Experience Isn’t Enough
Most Arizona agents enter the industry with just 90 hours of education and a state exam — a low bar for such a high-risk profession. Residential agents often stay safe because the Designated Broker supervises and Arizona REALTORS® use standardized forms.
In commercial transactions, contracts are custom, unique to each property and party. Without deep legal and transactional experience, you can make costly mistakes. A single error in a multimillion-dollar deal can jeopardize your client, your license, and your reputation.
Why Relationships Rule in Commercial Sales
Commercial real estate remains a tight-knit world. The most successful commercial agents in Tucson know — and trust — one another. Being an “unknown quantity” can sink your offer before review.
“Early in my career, my luxury offers were ignored because no one knew me. Once I built relationships with top agents, those same offers moved to the top of the pile. It’s not just about the offer — it’s about who’s behind it.”
In commercial real estate, credibility is currency.
Mentorship Isn’t Optional — It’s Essential
If you want to succeed in commercial, find a mentor. A seasoned broker can supervise deals under their E&O, teach complex contracts, introduce you to the network, and help you avoid rookie mistakes. Expect to invest in the relationship — initial commissions often go to your mentor. You’re paying for education, access, and risk protection.
Ethics and Professional Standards
If you’re a REALTOR®, you’re bound by the Code of Ethics. Many commercial agents are not REALTORS® and are not subject to the same obligations. Continue to uphold the Code — integrity, transparency, and compliance are your long-term advantages.
The Smart Path Forward
- Partner with a trusted commercial mentor.
- Take advanced commercial education courses.
- Attend industry events and build peer relationships.
- Stay compliant under your broker’s supervision.
At 1912 Realty, professional growth comes with structure, education, and integrity. Whether you’re moving brokerages or moving specialties, you’ll find the right foundation here in Tucson.
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