Let’s face it: when people think about commercial real estate (CRE), they tend to focus on the hard skills – things like market analysis, financial modeling, etc. But the real game-changers are often the softer, less obvious skills that separate the good from the great.
And that’s what we’re going to reveal here and now: soft skills for CRE that set you apart. And we’re going to show you specifically how to grow in each of these five areas.
Because soft skills are the secret sauce for CRE professionals – it’s how they navigate this complex industry So, here the ones you should have in your toolkit as well as how to sharpen them.
1. Communication: Speaking the Language of Deals
CRE professionals study effective communication. You’re constantly explaining complex ideas to people who might not have your level of expertise. If you can’t break it down simply, then you’re going to lose them.
For example, let’s say you’re pitching an investment opportunity to a group of potential investors. Half of the room might be finance pros, but the other half could be entrepreneurs with minimal CRE knowledge. Your ability to tailor your message to both groups is what lands the deal.
So, how do you develop this ability?
- Practice summarizing complex topics in a single sentence. Think of it as the headline of your story.
- Take public speaking workshops, even if you think you’re decent already. Toastmasters is a great place to start.
- Seek feedback from colleagues. Honest critiques help you grow.
2. Negotiation: The Art of Finding Win-Wins
In CRE, negotiation is everywhere—leases, sales, development contracts. It’s not about steamrolling the other side, but the best negotiators know how to balance assertiveness with collaboration. And this creates outcomes where everyone feels like they’ve won something.
Imagine you’re negotiating lease terms for a high-profile client. They want low rent; the landlord wants a longer-term commitment. Your ability to listen, identify common ground, and propose creative solutions (like a phased rent increase) makes all the difference.
You develop this soft skill by:
- Studying classic negotiation strategies like BATNA (Best Alternative to a Negotiated Agreement). Understanding fallback positions gives you leverage.
- Role-playing scenarios with a colleague. Practicing tough conversations in a low-stakes environment builds confidence.
- Focusing more on active listening. Most people aren’t great at it, so this alone sets you apart.
3. Emotional Intelligence: Understanding People Beyond Numbers
Commercial real estate isn’t just about properties; it’s about people. Clients, tenants, and stakeholders all bring emotions, motivations, and expectations to the table. Emotional intelligence (EQ) is your ability to read the room, build rapport, manage relationships, and navigate conflicts with grace.
If a client is upset about unexpected delays on a project, you don’t rush in to defend yourself or blame others. Instead, you acknowledge their frustration, explain the issue clearly, and offer solutions. That’s EQ in action.
Next steps:
- Work on self-awareness. Keep a journal or reflect after stressful interactions: “What triggered my reaction?”
- Pay attention to body language and tone. They often reveal more than words.
- Practice empathy by asking open-ended questions: “How does this impact your goals?”
4. Adaptability: Navigating an Ever-Changing Market
CRE is nothing if not unpredictable. Markets shift, interest rates fluctuate, regulations change – and then there’s technology, which keeps reinventing how we do business. Adaptability isn’t just a nice-to-have; it’s a must.
Take the recent surge in remote work. Office space demand plummeted, while industrial and mixed-use properties surged. The CRE pros who adapted and explored new strategies and asset classes were the ones who thrived.
How to hone this skill:
- Stay curious. Subscribe to industry reports and attend webinars to stay ahead of trends.
- Take on projects outside your comfort zone. Stretching yourself builds resilience.
- Reframe setbacks as learning opportunities: “What did this teach me?”
5. Networking: Building Authentic Relationships
Sure, technical skills get your foot in the door. But it’s your network of relationships that opens the doors to the biggest opportunities. The key is to make it genuine. People can spot transactional networking from a mile away.
For example, instead of attending every happy hour just to collect business cards, focus on smaller, quality interactions. A 10-minute, meaningful conversation with someone in your niche beats a dozen surface-level chats every time.
How do you develop this?
- Prioritize smaller, focused events over massive mixers. You’ll have better conversations.
- Find more ways to optimize your LinkedIn. Use your profile to stay connected and share valuable insights, not just self-promotion.
- Follow up! Send a quick, personalized note after meeting someone to keep in touch.
Soft Skills for CRE Are Your Competitive Edge
Soft skills might not be flashy, but they’re the backbone of a successful CRE career. The best part? They’re learnable. Start by picking one or two areas to focus on, and you’ll see the impact ripple through your deals, relationships, and reputation.
So, what’s your next move? A public speaking class? A deep dive into negotiation strategies? Whatever it is, remember: honing your soft skills isn’t just about career advancement. It’s about becoming the kind of professional people want to work with – and that’s priceless.
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