Cold Calls, Hard Deals, and Building Trust in CRE with Christian Moore

In this episode of Confessions of a Street Broker, Jeremy Mercer sits down with Christian Moore to break down the evolution of the Dallas commercial real estate market and what it actually takes to build a career in brokerage.The conversation covers market dynamics, deal-making strategies, and how COVID reshaped both industrial and office sectors. Christian shares real-world lessons from transactions, how to navigate challenging deals, and why fundamentals still matter in a competitive market.Christian joined Mercer Company in 2020 and has built a reputation around his deep, street-level knowledge of the Plano and Richardson submarkets. He spends a significant amount of time in his market—studying it, driving it, and staying close to real-time activity. That focus, combined with his ability to uncover off-market opportunities, has allowed him to consistently deliver strong outcomes for his clients.Known for his disciplined and detail-oriented approach, Christian brings a practical perspective to brokerage—covering everything from cold calling and client relationships to navigating zoning challenges and complex negotiations.If you’re in commercial real estate—or looking to get into it—this is a straightforward look at what actually works.Chapters00:00 Introduction to the Journey02:49 Early Life and Education06:01 Transition to Medical Field08:56 Shift to Real Estate11:46 Navigating the Real Estate Market14:40 Challenges in Commercial Real Estate17:51 Understanding Tenant and Landlord Dynamics20:44 The Impact of COVID-19 on Real Estate24:01 Current Market Trends and Insights38:59 Navigating Cold Calls and Market Dynamics44:13 Memorable Transactions and Unique Properties51:24 Challenges with City Regulations and Zoning52:22 Lessons from Being Fired and Confrontation in Business01:01:01 The Psychology of Clients and Their Expectations01:05:10 Personal Growth: From Track to Marathon Running01:10:18 The Risks and Rewards of Jiu-Jitsu