5. His background isn’t in real estate. I’ve known commercial agents that one day are used car salesmen, pawn shop employees, or pastors. The next day they are a commercial real estate agent. Really? Does that make any sense? To be good at real estate, you need training and education. You need to know what you’re doing before you tackle someone’s most important and largest investment of their life. Wouldn’t it help for your guy to have some background in zoning issues or engineering issues? Does he know anything about development? Can he put together a decent concept sketch for your tract of land? These are qualities you need in a commercial agent, because it’s a tough business that requires a diverse background of knowledge.