The real estate industry spans multiple sectors, allowing professionals to specialize and build a focused, high-value career. While many new agents initially picture guiding buyers and sellers through residential transactions, commercial estate is a powerful—and often overlooked—career path.
As new agents explore real estate careers, it’s essential to determine which market—residential or commercial—aligns best with their interests. When doing so, they can better understand the differences in income potential, client expectations, and required knowledge.
In this guide, we will outline what commercial real estate involves. We will explore specific responsibilities, discuss average salaries, and review the necessary steps to pursue this career path.
How to Get Into Commercial Real Estate in Florida: 9-Step Guide
When evaluating a career in commercial real estate, it is essential to understand the scope of the role. Knowing the day-to-day responsibilities, expectations, and skill sets required will help you make a confident, informed decision about your future.
In this guide, we explore how licensed real estate professionals can transition into commercial work. Additionally, we provide an overview of the core functions of a commercial real estate agent.
What Is Commercial Real Estate?
Commercial real estate encompasses properties used primarily for business, income generation, or investment purposes. Rather than serving as personal residences, these assets are designed to produce revenue through leasing, operations, or long-term appreciation.
Typical commercial property types include office buildings, retail centers, industrial facilities, hospitality assets, and multifamily properties with five or more units. In addition to sales and leasing, commercial real estate careers may also involve property management. This includes overseeing tenant relations, maintenance, budgeting, and operations to protect and increase asset value for investors.
Furthermore, buyers in this sector are usually companies or real estate investors seeking strong returns, strategic locations, and long-term portfolio growth.
What Does a Commercial Real Estate Agent Do?
At its simplest, a commercial real estate agent helps clients buy, sell, and lease income-producing property. In practice, however, this role is far more complex and strategic. Commercial agents operate as analysts, advisors, and negotiators for investors, developers, and business owners.
Typical responsibilities include:
- Identifying and researching commercial assets for sale or lease
- Meeting with business owners, landlords, private equity firms, and inventors to assess objectives
- Conducting property tours and site evaluations
- Reviewing financial performance, such as rent rolls, operating expenses, and projected income
- Performing market analysis on comparable sales, vacancy trends, absorption rates, and demographics
- Preparing valuation reports using cap rates and net operating income (NOI) calculations
- Developing investment strategies such as buy, hold, sell, or reposition scenarios
- Advising on zoning, land use, and highest-and-best-use investment decisions
- Marketing properties through professional platforms such as CoStar, LoopNet, CREXI, and the MLS
- Negotiating leases and purchase agreements
- Structuring lease terms
- Coordinating due diligence: inspections, appraisals, environmental assessments, and surveys
- Preparing offering memorandums and marketing packages
- Advising clients on development trends, planning board activity, and permitting
- Overseeing transactions from contract through close
Do Commercial Real Estate Agents Make More Than Residential?
Yes, commercial real estate agents typically earn significantly more than residential agents. This higher income reflects the value of commercial assets and the complexity of the transactions involved. Commercial agents must understand additional regulations, zoning requirements, investment analysis, and contract structures.
It is also important to note that commercial deals generally require more time and commitment. Transactions can take a month to several years to close, depending on the type of commercial property and deal scope.
How to Become a Commercial Real Estate Agent
There is no separate license dedicated solely to commercial real estate. In Florida, both residential and commercial agents hold the same real estate salesperson license. The difference lies in the market they choose to serve and the specialized knowledge required to succeed in it.
Below are the steps to obtain your Florida real estate salesperson license and begin building a career in commercial real estate. Additionally, for further insight into starting your real estate career, we invite you to explore the following guides:
Meet Basic Eligibility Requirements
To begin the real estate salesperson licensing process in Florida, you must meet three basic eligibility requirements:
- Be at least 18 years of age
- Have a U.S. Social Security number
- Hold a high school diploma or equivalent (GED)
If you meet these standards, you can move forward and begin the steps required to obtain your real estate license.
Complete Florida Pre-Licensing Education
In Florida, prospective real estate agents must complete a 63-hour pre-licensing course approved by the Florida Real Estate Commission (FREC). You may take this course online or in a traditional classroom setting.
The curriculum covers the core principles of real estate law, practice, and ethics that you must understand before starting your career. While there is no course dedicated to commercial real estate, the material provides a critical foundation for any specialization you choose to pursue.
Submit Fingerprints and Background Check
Florida adds one additional step to the real estate licensing process that some other states do not require: a background check. All applicants must submit electronic fingerprints through an approved LiveScan provider even before sitting for the exam.
While it may feel like an extra step, this requirement is pivotal in the industry. It helps protect both real estate professionals and the clients they serve throughout every transaction.
Apply for the Florida Sales Associate Exam
After completing the required pre-licensing course, you may submit your salesperson application to the Florida Department of Business and Professional Regulation (DBPR). Once approved, you will receive instructions to schedule your real estate exam with the state’s testing provider, Pearson VUE.
Pass the Florida Real Estate Exam
You will have 3.5 hours to complete the 100-question multiple-choice exam at an approved testing center. To pass, you must obtain a score of 75% or higher. Since the test is administered electronically, results are available immediately. If you do not pass on your first attempt, you may reschedule and retake the exam as necessary.
Activate License with a Broker
After you pass the exam, you may affiliate with the real estate broker of your choice, and they will activate your license. Florida law requires all real estate sales associates to work under a licensed brokerage.
If you plan to pursue commercial real estate, consider joining real estate firms that focus on commercial properties and transactions. These brokerages offer the specialized tools, resources, and training needed to navigate the more complex commercial market with confidence.
Join Professional CRE Organizations
It is highly recommended to join professional commercial real estate (CRE) organizations. Doing so helps to expand your network, build credibility, and gain access to specialized training and deal opportunities. Consider reputable groups such as:
- CCIM Institute (Certified Commercial Investment Member)
- SIOR (Society of Industrial and Office Realtors)
- NAR Commercial (National Association of Realtors)
These organizations are also excellent places to find a commercial real estate mentor. A seasoned mentor can guide you through complex real estate investment transactions and provide valuable insights as you grow your business.
Get Specialized Training and Market Knowledge
Choosing a career in commercial real estate requires additional learning beyond the standard pre-licensing course. You will need to understand the business side of real estate and what matters most to investors. This includes cap rates, gross rent multipliers, interest rates, return metrics, zoning, and net operating income (NOI).
Mastering these fundamentals strengthens communication with clients, positions you as a knowledgeable advisor, and lays the foundation for long-term success in commercial real estate.
Choose a Commercial Sector
Commercial real estate offers a wide range of specialties. Focusing on one sector positions you as an expert, allowing you to charge higher fees and secure more referral business. Common commercial niches include retail leasing, office leasing, multifamily investment sales, medical facilities, hospitality properties, and land development.
Identify the niche that interests you most and begin studying how those transactions work. The more specialized your focus, the more you will stand out—and the more business you will attract.
Build your career as a commercial real estate agent with Charles Rutenberg Realty and keep 100% of your commission.
The primary appeal of pursuing commercial real estate is simple: higher commissions. When you earn a percentage of transactions valued in the millions, your income potential rises substantially.
You can maximize that opportunity even further by working with a 100% commission brokerage like Charles Rutenberg Realty Orlando. For more than 20 years, we have developed top-tier agents and maintained a strong standard of excellence in the Orlando market.
We offer professional training, administrative support, and advanced tools to help you generate leads and close transactions. Most importantly, our agents keep 100% of their commission, minus transaction and administrative fees. That means no more 20%, 30%, or 40% commission splits with your broker—every closed deal stays where it belongs.
If you’re ready to build a commercial real estate career while keeping 100% of what you earn, connect with Charles Rutenberg Realty. Complete our online form to learn how we can support your growth in the Orlando market.