New Real Estate Agent wanting to concentrate on CRE
I live in San Antonio Texas, which has a thriving multi-unit market and tremendous opportunities for commercial, excluding all the red tape the city has. They dont want to over develop and they dont want it to happen quickly. 

I feel like a need a mentor, but with an abundance of information available, I feel I should also leverage the tools and resources available. 

1) If you were me, what would you do, and what would you recommend I focus on. While working on my continuing education I did take a commercial class that recommended focusing on Leases, but where to find those kind of leads... this isn't residential I realize.

2) What tools or resources would you recommend for evaluating the numbers necessary when looking at a deal, let alone, what do investors look for in a deal. (Thinking about residential investors, they like the 70% rule when looking at a property)

Looking forward to any knowledge that can be shared, and I thank you much in advance! 

Edit: thank you for the responses! Really wanted to open up some conversation and appreciate all the comments so far. Keep‘em coming
[{"id": "dy67t9e", "text": "You need to learn more about the industry. Your 3 questions indicate you haven't started enough preliminary research to really start focusing on a specific direction. \n\nLearn the names of the top brokerages in your area, learn what industry you are interested in specializing in, and then go from there. \n\nThis field is far more specialized and really wont utilize a whole lot of the promulgated forms you see from TREC.\n\nStart making calls to set up a meeting with somebody in the space you find the most interesting.", "replies": [{"id": "dy69p7t", "text": "Exactly the kind of tips I\u2019m looking for. Thank you! I\u2019ve certainly been heavy in the prelim work but there\u2019s a ton of info and have taken away it is in fact a specialty field. But there is an abundance of information that says \u201cdo this, do that\u201d.  \n\nSo I figured to take to the inter-webs to start some conversations and get wisdom from the people who know it first hand. Most of these online sources just are selling you something, which is fair, I get it. \n\n", "replies": [], "depth": 2}], "depth": 1}, {"id": "dy6ei68", "text": "How old are you? Go work as a runner at a major brokerage firm \\(CBRE, JLL, HFF, etc\\). You will be paid enough to live \\(and no more\\) for a couple years but you'll learn the business. That's the price of admission. ", "replies": [{"id": "dy6nrby", "text": "I\u2019m in my mid twenties. I\u2019ve done residential for the last two years but talking to my gf uncle who is a commercial broker said I should educate myself on the numbers, perfect a pitch, learn to out a proposal together for investors and make the jump. But he\u2019s busy and hasn\u2019t exactly opened the door to being a mentor. I\u2019m hoping to earn that respect to eventually work with him maybe, though he has always been helpful when I have a question. The lead gen part for deals like this have been a puzzle. \n\nI\u2019m also starting to work a lead from an condo hoa who may be open to selling, and I have the buyer for it... but, I don\u2019t know exactly what to be asking or how to put together a proposal for the deal as requested. There is always the potential of referring it out, but my last commercial deal was a complete flop as the list agent basically used techniques I\u2019m unfamiliar with and all of a sudden the deal was off market and the buyer (the guy with the money, not my original contact (it was a join venture)) terminated our buyer rep agreement. I bowed out respectfully as the contact I had was with a family friend, not the money guy. In hindsight I should have referred that one to my gf uncle and just asked to be a fly on the wall and a small percentage for the referral but hey, \u201cshots on goal\u201d. ", "replies": [{"id": "dy6qb7z", "text": "I\u2019m going to brutally honest with you: you don\u2019t know what you don\u2019t know, and you don\u2019t know anything. There\u2019s a lot of buzz words in here but no substance. You need to start as a runner. Decide if this is what you want to do, suck up not making any money for a couple years in return for more money down the road. If you don\u2019t want to do that, you don\u2019t want to be a commercial broker. It\u2019s not something you can bullshit and be successful at. ", "replies": [{"id": "dy6usyj", "text": "I love it, thank you. Personally brutally honest feedback is exactly what I like. This is perfect and much appreciated. ", "replies": [], "depth": 4}, {"id": "dy9sq5f", "text": "What's a runner?", "replies": [{"id": "dy9xi0g", "text": "A young guy who\u2019s just starting out, gets paid a really low salary for 2ish years until they learn the business. Basically like an apprentice", "replies": [{"id": "dy9zss4", "text": "Gotcha. I figured that was it but I've always heard them called gophers. Saw 3 or 4 people use runner in the same thread and was curious. ", "replies": [{"id": "dya5g5p", "text": "Maybe it\u2019s a regional thing. As far as I know, there called runners on the west coast ", "replies": [], "depth": 7}], "depth": 6}], "depth": 5}], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "dy6ft6d", "text": "If you want a crash course, go work at Marcus. \n\nPros - They will take literally anyone. \n\nCons - They will abuse the shit out of you. \n\nYou will learn a lot about MF investing and how to cold call ect. \n\nYou will NOT make any money, but it is not a complete waste of your time. \n\nAfter about 6 months, jump to another shop and work as a runner for someone who will abuse you less. \n\nBest. ", "replies": [{"id": "dy6nugb", "text": "Solid wisdom, definitely will look more into this ave. I\u2019ve worked for a real estate investment brokerage before but it was just pennies and restricting since they didn\u2019t let us list the investors properties. Though knocking the fear of the phones out was a perk. Thank you! ", "replies": [{"id": "dy6qgo8", "text": "IMO, this is not a good idea. M&amp;M has some good brokers but the nature of their business model (canvas the market with as many people as are willing to cover it) does not lend to a good reputation. Start of strong with a strong firm and lean on their reputation. The house is going to take 50% either way, why would you go in with a group that doesn\u2019t have the best reputation, best resources and mentors?", "replies": [{"id": "dy6uqux", "text": "Ah very good point.", "replies": [], "depth": 4}, {"id": "dy7l86n", "text": "Can you please provide some examples of firms with better reputations for starting out?", "replies": [{"id": "dy7ng2e", "text": "It\u2019s obviously market and product specific but generally CBRE, JLL, HFF, Cush Wake, Colliers, etc. ", "replies": [{"id": "dyb5b7y", "text": "Thank you so much! If you have time... Would Marcus and Millichap be considered below? Why/why not? Are these jobs possible to get into entry level with an economics degree from a good school but metiocre non-RE experience?", "replies": [], "depth": 6}], "depth": 5}, {"id": "dy7njg1", "text": "CBRE \n\nJLL\n\nColliers\n\nCushman and Wakefield \n\nAvison Young\n\nEastdil (elite)\n\nHFF (elite)\n\nI would shoot for the top 4 in the list ", "replies": [{"id": "dyb57wx", "text": "Thank you so much, I appreciate it! Would Marcus and Millichap sit below these? Why would it be a tier below?", "replies": [{"id": "dyb7nre", "text": "https://www.wallstreetoasis.com/forums/marucs-millichap-a-step-below-cbrejllcw\n\ncheck out this thread. wallsteeetoasis has some other good discussions about this too if you dig.", "replies": [{"id": "dyc1k6q", "text": "Thanks again!", "replies": [], "depth": 8}], "depth": 7}], "depth": 6}], "depth": 5}], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "dy6kkwo", "text": "As others have said, you need to pay your dues in this industry. Find a commercial brokerage that is willing to take a risk on you as a runner. You will be eating ramen noodles for a few years, but then you have massive income potential.\n\nMy tip? Start networking, book informational interviews with brokers at the top shops in your area. Unlike residential brokers, most commercial shops are a LOT more selective. It took me nearly a year to get a offer from a top team, and I spoke to dozens of brokers, admittedly my time was probably a little longer than some.", "replies": [{"id": "dy6nx2z", "text": "I love it! Thank you, solid wisdom. Just need to find someone who is willing to take a chance, I\u2019m at least on the right track for now. \n\n", "replies": [{"id": "dy6ocu2", "text": "Just try and impress on brokers that you're not a quitter. Why so many of them are reluctant to take juniors on, is the fact they 80% of them quit before they provide any value to the team.\n\nThe first couple of years you don't know anything. That broker is spending their valuable time training you. A lot of people get sick and tired of not making any money and give up. What they don't realize is they're actually a burden to the team, as you provide little to no value when you're starting out. If you quit they've just wasted their time. \n\nI made about $16k my first year, keep that in mind. Most places don't offer a salary. You either need to be living with your parents, or if you're older, have enough saved to survive a couple years in order to make it.\n", "replies": [{"id": "dy6v128", "text": "Thank you! You\u2019re experience and input is greatly appreciate. This is a solid in understand the task at hand and insightful from the perspective for the broker and what it costs to them. ", "replies": [], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "dy70izg", "text": "Yea man, here\u2019s what I can offer you (it\u2019s not much). \n\nI just graduated and I\u2019m going to work for a REPE (basically a CRE investment company). I got blessed by getting a salary plus commissions. My job is to basically run around my state and look at real estate for the group to buy. \n\nI\u2019ve interned at two commercial real estate brokerages in the last two years. I still acknowledge I know nothing, and its going to be a long road to becoming a successful CRE broker. The one thing I\u2019ve learned and it\u2019s what got me an amazing job is that you need to find a mentor that you can connect with. Also never stop networking, get your name out there! I\u2019m only 23 and I have met and formed a connection with every CRE company in my area. The one thing I can say with certainty is that real estate who you know business so get out there and know everyone. ", "replies": [], "depth": 1}]