The Ego Trap

TL;DR: Closing your first big CRE deal can feel like you’ve “made it,” but don’t fall into the ego trap or let imposter syndrome creep in. Success in CRE brokerage is about balance. Keep learning, set new goals, and stay grounded. Avoid thinking you’ve arrived or letting self-doubt hold you back. CRE is a marathon, not a sprint—keep pushing, stay humble, and never stop grinding.

You’ve just closed your first big deal. The commission check has hit your account, your inbox is overflowing with congratulations, and you’re thinking, “I’ve got this CRE thing down.” Maybe you're even imagining yourself as the next rainmaker in your market.

Before you go buying those custom cufflinks or calling yourself the "deal whisperer," let's talk about one of the biggest pitfalls new agents fall into: The Ego Trap. This is when you start believing you’re untouchable—and trust me, this can derail your career faster than a client ghosting you on a site tour.

Let’s break it down.

The Honeymoon Phase of Your First Big Deal

You just closed a whale. The adrenaline is pumping, and you’re already picturing yourself as the next CRE rainmaker. You’re the office hero, your client is sending rave reviews, and you’re convinced you’ve cracked the code.

But here’s the thing: Your first big deal is a honeymoon, not a marriage. One win doesn’t make you a legend; it’s what comes next that matters.

Scenario A: The “I’ve Made It” Trap

It’s easy to think you’ve “figured out” CRE after a big win. You start to slow down, let laziness creep in, and assume your current pipeline is full of sure things. Prospecting takes a backseat because you tell yourself, “I’ll refill the pipeline later, after these deals close.”

But here’s the reality: not everything closes on time, and some (let’s be real…MOST) deals fall apart. Suddenly, your pipeline is empty, and you’re scrambling, acting out of fear and desperation. Climbing out of that hole becomes twice as hard as keeping momentum in the first place.

Reality Check: CRE is a marathon, not a sprint. Just because you closed one deal doesn’t mean the hustle is over. The moment you think you’ve “arrived” is the moment you start falling behind.

Scenario B: The Imposter Syndrome Spiral

On the other side, maybe that big deal has you questioning if it was just luck. You start doubting your skills and wondering if you really know what you're doing. This doubt seeps into everything—second-guessing your market knowledge, negotiation skills, and even your ability to land new clients.

You start saying "no" for the prospects before they even have a chance to reject you because your self-doubt is loud and clear. (NEVER LET YOURSELF SAY NO FOR THE PROSPECT)

Sound familiar? We’ve all been there. Whether it’s ego or imposter syndrome, the truth is that success in CRE brokerage is about balance. The real competition isn’t just external; it’s internal—balancing the highs of success with the need to stay grounded.

Warning Signs: When Your Ego Takes the Wheel

• The “I’ve Arrived” Attitude
  You stop asking questions during meetings because you “already know that”. You feel like every deal from here on out is just a formality because you’re clearly destined to close. Spoiler: this is where the cracks start to show.

  Reality Check: CRE is a lifelong learning game. You can never fully know this industry because it’s constantly evolving. The moment you stop learning, you start losing.

• Forgetting the Basics
  After closing a big deal, it’s easy to ignore the fundamentals that got you there. Maybe you skip a property tour or skimp on market research because you think you’ve got it figured out. That’s like hitting the gym once and assuming you’re ready for the Olympics.

  Pro Tip: Your biggest asset as a broker is discipline, not just confidence. Stay curious. Stay humble. Keep sharpening your tools because that next deal won’t close itself.

• Turning Into “That Guy”
  You know the one. The broker who talks endlessly about the one big deal they did 12 months ago, like they’re the Michael Jordan of CRE. The same guy who hasn’t closed anything meaningful since.

  Pro Tip: Don’t be “That Guy.” Celebrate your wins, but don’t dwell on them. Newer agents especially should realize that each deal is a stepping stone, not the final destination. CRE is a marathon, not a sprint.

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Closing Thoughts: Stay Humble, Stay Hungry

Look, we all want to land those monster deals, and when you do, you deserve to celebrate. But remember: CRE is a long game. One deal won’t make or break your career, but letting ego or self-doubt take control just might.

The most successful brokers never stop learning, stay humble, and keep pushing themselves to improve with each deal. Pop the champagne after that big close, but then get right back to your routine. There’s always more to prove and even more to learn.

That’s all for now! I appreciate everyone who’s been part of this community across all the different social media platforms. My goal with this newsletter is to dive deeper into various aspects of the CRE industry, with a focus on the brokerage side. I aim to bring the same levity and reality to these insights as I’ve done with the memes.

If you have any input, feedback, or questions, feel free to reach out. The DMs, emails, and real-life connections have been some of the coolest experiences along this journey.

-CapRateCraig

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