Here's how you can transition from residential to commercial real estate sales.

Start as a tenant rep to help businesses find spaces, which will help you learn about various industries and their specific needs. This experience will build your understanding of the commercial real estate market. Focus on networking with landlords and property managers, and deepen your knowledge of market trends and zoning laws. As you gain confidence, begin taking on more traditional commercial sales roles, starting with smaller properties. This gradual approach will effectively transition you from residential to commercial real estate sales.

Don’t be afraid to get started. Paralysis by analysis can prevent you from taking the first step. Align yourself with a mentor or a partner with experience in CRE. You likely have clients in your residential book of business that also have CRE needs. Whether that is investment for themselves, space for their business, or friends/family members of your existing clients, you already have a warm client list that knows, likes, and trusts you. Ferret out their needs and connect them to an established professional who can service their CRE needs via a referral/co-broker relationship. The opportunity to work those deals with an experienced professional to show you the ropes is invaluable.

As someone who made the switch from residential to commercial property I would say this is very accurate. I was fortunate enough to do my masters in commercial real estate valuation while running a residential agency and understanding value has given me an advantage in selecting projects. The cash-flow, ROI, and lease structure are central to the value of the asset. While residential property is being financialised and the value is somewhat affected by the income, a three-bed house on Main Street is going to be worth a similar amount to the three-bed house next to it. This is not the case with commercial property. Understanding, how income is calculated and secured by the lease is a pre-requisite for commercial sales and valuation.

1. Learn the Lingo: Master terms like cap rates, NOI, and lease structures. 2. Build Your Network: Connect with commercial brokers, developers, and lenders. 3. Gain Experience: Shadow commercial agents or work on small deals. 4. Specialize: Focus on a property type like office, industrial, or retail. 5. Numbers Matter: Understand financial analysis and valuations. 6. Be Patient: Commercial deals take time. 7. Never Stop Learning: Stay updated on market trends and industry news.

CCIM Institute and designation and the SIOR association and designation are both great places to network and take courses. They are well-respected commercial real estate trade organizations: SIOR.com & CCIM.com.

The RICS website is a great place to find courses. Ascension also operate basic and advanced courses in financial modelling. Other great courses are offered by Argus which is probably the most useful software beyond excel for really understanding value. I would highly recommend educating yourself to become financially literate in commercial real estate. You will feel confident putting forward proposals, and you will be secure in and able to articulate the value in the assets you are offering.

I'm UK based so here we have the Royal Institute of Chartered Surveyors. I would highly recommend a RICS accredited course. They also provide great guidance on how major events and shocks should influence your assessment of value.