Mark Thompson, managing director of Crossman & Company, makes 10,000 phone calls per year. “It would be impossible not to make money making that many calls,” he said.

The panel all agreed that having a mentor was a valuable part of success in the marketplace.

“A great mentor isn't just a cheerleader; a great mentor will tell you when you get things wrong,” said Crossman.

Jeff Roseman, executive vice president and principal for Newmark Grubb Knight Frank, said he's seen many brokers make the mistake early on of rushing to get deals done. “Then they maintain that ethic,” he said. “It's better to take your time and get the deal done right.”

“It takes a lot of time to learn and grow to be successful,” added Podell.

Trust was also an important factor for the panel.

“If people don't trust you, that's a problem. You earn that trust over time, but one bad decision can destroy it,” said Roseman.

LaPierre said, “We do get those calls from people we don't trust and you risk discoloring a relationship with a tenant or client. You have to carefully manage this.”

“Be easy to work with. Have enthusiasm,” said Thompson. “Sometimes you have to fake it, but if you can establish yourself as the easiest person to deal with, deals will come to you.”