Advice to a newcomer in office real estate?
Hello and thank you for reading my post.  After 7 long months of unemployment I have finally secured a position with a CRE firm in Washington DC.  For the past 2 years, I have been involved in the mortgage industry so I am no stranger to sales. I'm great with developing relationships with clients and am a hard worker. I successfully passed the National and Virginia real estate exams on my first try so I'm quite hopeful for the future.  I know they are not the hardest tests but I am still happy that I can start on time.
I received an email from my new boss today listing terminology I should be familiar with coming into the industry.  Besides this list of terms, is there anything else I can do/start reading/learn/look out for to prepare myself for this job?  
From what I hear the hours will be different. This job involves office leasing to be clear.  To sum up my post, I am nervous and would like some tips and advice for beginning a prosperous career.

Thank you very much for your time.
[{"id": "closds1", "text": "Hey Bud,\n\nFirst off don't be nervous.  Secondly, those tests aren't easy to pass the first time.  My assistant had to do it three times (maybe four).  So congrats!\n\nI come from the res-foreclosure world, so I won't have the exact same experiences as you, but what really helped me was keeping extremely good records of my clients and prospective purchases.  The first part of my day is typically staring at my purchase prospects and existing clients and running scenarios.  Then pursuing the best prospects, delegating out the other tasks.\n\nMy favorite book is winning through intimidation.  The stories there are still applicable today.  Best of luck, I would write more but I'm recovering from a tooth extraction.", "replies": [{"id": "closjjo", "text": "Hah! Good excuse.  Thank you very much for taking the time to write.  Organization is what I'll definitely focus on.\n\n\"Winning through intimidation\", great thank you!  I hope you get better, nothing worse than a tooth ache...", "replies": [{"id": "clp4xfj", "text": "I'm better today, it's just that the medicine makes me a bit loopy.  \n\nThe reason I like the book \"Winning through Intimidation\", is that it covers in depth how and why to protect your commissions.  The biggest problem I had as a new investor/agent was that I would focus on getting a deal closed first, and my commission second.  I would fall for the two sides saying things like \"oh gosh we're so close to getting this deal done, if you guys would reduce your commissions we could get this closed in a few weeks\".\n\nJust this past Friday someone tried to take a few thousand off my commissions, I stood firm as I always do now, pointed to the paperwork, and I got paid what I was due.\n\nAnother thing I learned as I became more experienced was the more that I charged, the better I was treated.  Right now I charge 6% on all residential listings plus my admin fee and I keep 3.5% on my side, while most agents charge 5% and keep 2.5% for themselves.  That means that after expenses I would need to do 50% of the volume to equal the net income of other agents.  But counter intuitively people are more willing to pay more because they see paying more as getting a better agent.  When I was a new agent discounting my commission, clients would treat me like a guy who just posted a listing online.\n\nAnother tactic that has been successful for me and you should utilize is getting people to commit to multiple transactions at a set commission rate.  When I was new, investors would want me to write offers on rehabs for them.  It would typically be a $50,000 property with a 2.5% commission.  When it came time to sell they would always find a reason to do a for sale by owner or to use a discount broker.  \n\nOf course at the time $1,250 for doing some paperwork seemed great but it's the wrong way to go.  Today I get 3.5% buyers commission on the purchase and I get the listing after they rehab it at 6% with 3.5% going to me.  So the house they get for 50k, rehab, and sell for 200k earns me the following income:\n\n$1,750 on the purchase (which allows me to afford an assistant to do the paperwork) \n\n$7,000 on the sale \n\nPlus generating buyers that I can either work with or refer to another agent.\n\nWhen it's all said I went from making $1,000 net on each investor purchase to $10,000 net.\n\nSo read that book, understand your paperwork and how to use it, and protect your commissions :)\n", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "clp5txq", "text": "To clarify, you will be doing landlord representation, correct? In the CRE world, the most important thing is to know your market like the back of your hand. If you are doing LL rep, you need to keep a list of all tenants actively in the market. Get used to that term...you'll be dealing with a Tenants in the Market list for your entire career in office leasing.", "replies": [{"id": "cm2wohg", "text": "Late response I'm so sorry. I'm actually on the tenant representation side.", "replies": [], "depth": 2}], "depth": 1}, {"id": "cm2i5wq", "text": "I'm also looking to step over into the CRE space.  Is it better to start as a commercial agent than in a development/investment firm, if I plan on finishing on the development side?", "replies": [], "depth": 1}]