Remuneration: Commission
Industry: Commercial, Industrial and Investment Property
Position Overview
We are seeking a driven, professional and commercially minded Commercial Property Broker to join a high-performance real estate environment in Century 21 Across various Cities.
This role is suited to an ambitious individual who understands that commercial property brokerage is not merely a sales role, but a business-building profession. The successful candidate will be responsible for sourcing, listing, marketing, negotiating and concluding commercial and industrial property transactions, including sales, leases, landlord mandates, tenant representation and investment opportunities.
Commercial brokers are expected to work independently, build their own pipeline, develop long-term client relationships and operate with the discipline of an entrepreneur within the structure, brand support and credibility of an established property business.
In South Africa, property practitioners are regulated by the PPRA, whose mandate includes regulating property practitioners and protecting consumers in the property sector. (theppra.org.za)
Key Responsibilities
The Commercial Property Broker will be responsible for:
Business Development and Prospecting
- Source new commercial, retail, office, industrial and investment property opportunities.
- Build relationships with landlords, tenants, investors, developers, business owners and property funds.
- Identify owners of commercial properties and secure mandates to lease, sell or manage transaction opportunities.
- Build and maintain a strong prospecting pipeline through calls, referrals, canvassing, networking and market intelligence.
- Develop a defined geographic or sector-focused area of expertise within Johannesburg and surrounding commercial nodes.
Mandates, Listings and Market Intelligence
- Source and secure sale and lease mandates across relevant commercial property sectors.
- Conduct property inspections, market appraisals and comparative market research.
- Understand rental rates, yields, vacancies, zoning considerations, tenant mix, area demand and development trends.
Client Advisory and Transaction Management
- Advise clients on commercial property opportunities, pricing, leasing strategy and investment positioning.
- Match tenants and buyers with appropriate commercial property solutions.
- Facilitate viewings, negotiations, offers, lease agreements and sale agreements.
- Liaise with attorneys, landlords, tenants, buyers, sellers and other stakeholders to progress transactions.
- Follow up consistently to ensure deals move from enquiry to conclusion.
Negotiation and Deal Conclusion
- Negotiate commercial lease terms, sale prices, escalation clauses, occupation dates and related transaction terms.
- Protect the interests of the client while maintaining ethical and professional standards.
- Manage transactions from initial enquiry to successful conclusion and commission payment.
- Maintain clear communication with all parties throughout the transaction process.
Brand and Professional Conduct
- Represent the business professionally in all client-facing interactions.
- Uphold the standards, image and ethics of the brand.
- Operate with integrity, confidentiality and accountability.
- Comply with applicable property sector legislation, internal policies and regulatory requirements.
High Potential of the Role
A successful Commercial Property Broker has the ability to build a highly rewarding career because commercial property transactions often involve larger transaction values, longer client relationships and repeat business opportunities.
The high-potential broker can grow into:
- A recognised area specialist.
- A landlord or investor relationship specialist.
- A leasing expert for office, retail or industrial property.
- A commercial sales and acquisitions broker.
- A tenant representation specialist.
- A future team leader, principal, partner or business owner.
This role offers the opportunity to work with business owners, investors, developers, landlords and decision-makers. It requires professionalism, patience and commercial confidence, but it can become a powerful career path for the right individual.
Required Experience and Qualifications
Essential
- Strong sales ability and proven ability to generate leads.
- Excellent communication and negotiation skills.
- Confidence to engage with business owners, landlords, investors and senior decision-makers.
- Ability to work independently and manage a personal sales pipeline.
- Strong organisational discipline and follow-up ability.
- Professional presentation and business etiquette.
- Valid driver’s licence and own reliable transport.
- Willingness to register or remain compliant as a property practitioner with the PPRA, where applicable.
- Good understanding of Johannesburg’s commercial property landscape, or the ability to learn it quickly.
Attributes of a Successful Commercial Property Broker
The ideal candidate will demonstrate the following attributes:
1. Entrepreneurial Drive
A commercial broker must think like a business owner. The role requires initiative, self-leadership and the ability to create opportunity rather than wait for it.
2. Resilience
Commercial property transactions can take time. Deals may fall through, clients may delay decisions and negotiations may be complex. The right broker remains steady, professional and persistent.
3. Prospecting Discipline
The strongest brokers are consistent prospectors. They make the calls, follow up, revisit old leads, build databases and create momentum daily.
4. Commercial Intelligence
A good broker understands business. They can speak to landlords, tenants and investors about property as a commercial asset, not just a building.
5. Confidence and Professional Presence
This role requires someone who can walk into a boardroom, meet a landlord, advise an investor or guide a business owner with credibility.
6. Negotiation Strength
A commercial broker must be able to manage competing interests, protect value, close gaps and move parties toward agreement.
7. Market Curiosity
The best brokers know their territory. They understand which buildings are vacant, which tenants are moving, which landlords are under pressure and where demand is shifting.
8. Relationship Orientation
Commercial property is relationship-driven. The broker must be able to build trust over time and remain useful to clients long after one transaction has closed.
9. Financial Maturity
Because the role is commission-only, the broker must understand delayed reward, pipeline building and personal financial discipline.
10. Integrity
Commercial property involves high-value decisions. Trust, discretion and ethical conduct are non-negotiable.
Ideal Candidate Profile
This role would suit a candidate who:
- Wants a career, not just a job.
- Is motivated by performance-based earnings.
- Is confident working without a fixed salary.
- Enjoys business development and relationship building.
- Has the patience to build a long-term client base.
- Is comfortable dealing with business owners and investors.
- Wants to become a recognised specialist in commercial property.
- Is willing to learn the technical side of commercial real estate.
- Has the maturity to manage both opportunity and rejection.