By Beck Erholtz, Commercial Agent | Goldmark Commercial Real Estate
Starting a career in commercial real estate can feel overwhelming. The deals are complex, the timelines are long, and the learning curve is real. Early on, it is easy to focus on quick results or compare yourself to agents who have been doing this for decades.
What I have learned so far is that sustainable growth matters far more than fast growth.
Having spent time as an intern before joining Goldmark Commercial full-time, I was able to see the business from the ground up. That experience shaped how I approach my career and how I think about long-term success in the Fargo-Moorhead market.
Focus on Learning Before Winning
One of the most important lessons for new agents is to prioritize learning over closing. Commercial real estate is not transactional in the short term. It is relationship-driven and knowledge-based.
Early in my career, I focused on understanding market data, property valuation, and how deals actually come together behind the scenes. I had the pleasure of studying our proprietary software as well as implementing a CRM that helps keep my professional life in order. That foundation builds confidence and credibility, both of which are essential when working with clients.
Know Your Market Inside and Out
Fargo-Moorhead is a unique and growing market. Understanding local trends, development patterns, and economic drivers gives new agents an advantage.
Market knowledge is not built overnight. It comes from studying data, asking questions, attending tours, and paying attention to how different property types perform. The more familiar you are with the market, the more value you can bring to conversations with clients. I’m a firm believer that the best way to become familiar is through experience; every client calls for a different set of skills that revolve around a set of fundamentals built over time.
Build Relationships the Right Way
Commercial real estate is a long game. Relationships take time to develop, and trust is earned through consistency.
For new agents, that means showing up, following through, and being genuinely interested in helping people solve problems. It also means learning from experienced agents and being open to feedback.
At Goldmark Commercial, teamwork plays a big role in professional growth. Learning alongside experienced brokers accelerates development and helps newer agents avoid common mistakes.Our team has played a large role in my growth and knowledge of the industry. I never feel like I have to hesitate to ask a question; someone is always there to provide insight.
Stay Disciplined and Consistent
My background as a student-athlete taught me the importance of discipline and preparation. The same mindset applies to commercial real estate. Success is built through consistent effort. That includes daily prospecting, ongoing education, and staying engaged with the community. Small, disciplined actions add up over time.
Think Long Term
Sustainable growth means thinking beyond your next deal. It means focusing on reputation, relationships, and knowledge. The goal is not just to be busy. The goal is to become a trusted resource in the market. When clients view you as someone who understands their goals and provides informed guidance, opportunities follow naturally.
Final Thoughts
For anyone entering commercial real estate in Fargo-Moorhead, my advice is simple. Be patient. Be curious. Put in the work. Building a strong career takes time, but with the right mindset, support system, and commitment to learning, it is absolutely achievable.