Lessons from a New Commercial Real Estate Broker

By Nate Roop | Associate

Eighteen months ago, Nate Roop entered the commercial real estate (CRE) world when he joined The Boulos Company. In that short time, he’s learned a lot about what it takes to find success in CRE and why working with a knowledgeable broker, especially in a competitive and evolving market like Northern New England, is so important. He shares his top lessons with us below.

Learn the Fundamentals, and Then Some

The beginning of your career is all about mastering the building blocks: understanding lease structures, zoning regulations, investment analysis, and market metrics. But very quickly you will learn that the job goes far beyond technical know-how.

“CRE is about more than just square footage,” notes Roop. “It’s about helping people make confident decisions that shape their business.”

This is where soft skills come in: building trust, asking the right questions, and understanding what drives your client’s needs. It’s this blend of technical expertise and people-first thinking that turns a broker into a trusted advisor.

Problem Solving Is the Job

There is no such thing as a simple deal. From negotiating lease terms and navigating financing hurdles to resolving last-minute surprises before closing, every transaction brings its own twists. A CRE broker needs to be persistent, adaptable, and solutions oriented.

“Deals rarely follow a straight line,” Roop added. “That’s where the real work and value comes in. It’s about staying calm under pressure and finding creative ways to keep things moving.”

Listening Unlocks Opportunity

An important way to create value is to truly listen to your client. Businesses aren’t simply searching for space, they’re looking for solutions that align with their strategy, budget, and long-term goals. The ability to identify what’s important in your client’s site selection process helps brokers match companies with opportunities that go beyond what’s listed online.

As Roop puts it, “It’s never just about the space. It’s about understanding the ‘why’ behind the move.”

Be a Trusted Guide

A knowledgeable broker becomes even more essential when economic conditions fluctuate and market trends shift. Brokers don’t just close deals, they guide clients through every step of the process with clarity, insight, and dedication.

“CRE makes a real impact on where we live. It’s about helping businesses grow, shaping communities, and serving as a strategic partner. That’s what drives me every day,” concludes Roop.

Think you’ve got what it takes to work in CRE? Drop us a line, we’re always looking for talented, hungry people to join our team.