How long before your Commercial RE business took off?

[Elan Spreiser]

What is the single most important thing you did starting out in commercial RE that changed the course of your business forever? What is the biggest AH-Ha! Moment and why? I've been selling commercial full time for almost a year and am struggling getting off the ground - I am building a solid database (from 0) of industry professionals (buyers/sellers/brokers/wholesalers etc), doing lead gen daily, and finding quite a few pocket listings. I've chosen one specific domain to play within (MF apts) and 2 main markets, but can't seem to bridge the gaps to close a sale. I have buyers looking and off market sellers selling. I'm working on getting active listings built up but am admittedly having trouble. I recognize this is a numbers game and a waiting game especially for someone starting up in commercial, but what is a game changer that I can do on a daily basis to supplement what I'm already doing? Any input would be fantastic! Thanks! E