AI Won’t Take This Career.

But You Need to Know How to Get It.

Break into commercial real estate: recession-proof, AI-proof, and entirely in your control

“If you're searching for a job in commercial real estate and you are not reading this book and completing the workbook, you are at a disadvantage”— Kieran Laul

By Ken Ashley

Executive Director, Cushman & Wakefield
Founder of CREi | Mentor to 1,000+ Brokers

The Prescription

30 years of proven systems to break into commercial real estate brokerage and build a career that still rewards effort, relationships, and execution.

Available Formats:

Clarity That Changes Direction

Before the workbook, Kieran didn’t just lack information.

He lacked definition.

“I had zero expectations going into it.”

“I didn’t really know anything about brokerage.”

Through the book and workbook, that changed.

“Coming from not really knowing much about brokerage… I was able to really hone in on something I’d be interested in and something that would be good for me.”

“Now I can confidently differentiate a tenant broker and a landlord broker.”
“Clearing that up for me and knowing how to clearly define the different terms really made it a lot easier.”

-Kieran Laul

Clarity builds confidence.
Confidence changes outcomes.

This Isn't Theory. It's a prescription.

What You'll Learn

For 30 years, Ken Ashley has written hundreds of real-world prescriptions for people trying to break into commercial real estate brokerage.

Each prescription was:

Custom
6–8 specific actions
Signed and dated

Delivered with one instruction:

“Call me in 90 days.”

Most people didn’t follow through.

The ones who did built careers.

This book is every lesson, system, and pattern Ken has seen over three decades—codified into one place.

It’s not about motivation.
It’s about execution.

Meet Ken Ashley

Ken Ashley is an Executive Director at Cushman & Wakefield and has spent 30 years helping businesses translate strategy into real estate solutions.

He is a top 1% producer nationally, earning SIOR, CCIM, and MCR designations- credentials held by fewer than 1% of practitioners.

But Ken’s real legacy isn’t the deals he’s closed.

It’s the people he’s helped.

In 2020, Ken founded CREi (Commercial Real Estate Influencers)- a community of brokers learning to leverage modern tools, social media, and disciplined execution to grow their careers.

He has mentored thousands of aspiring brokers, and now he’s written the systems down in one place.

Ken lives in Atlanta with his wife Karen, their four kids, and two lazy pugs.
He believes in paying his civic rent.

This book is how.

THE PRESCRIPTION — AUDIOBOOK

Listen While You Build

Prefer to learn on the move?
The audiobook edition delivers the same systems, stories, and frameworks—read in full, without shortcuts.

Listen While You Build

Testimonials

What People Are Saying

Bob Knakal

Chairman & CEO, BK Real Estate Advisors, New York City

"This book is a game-changer for aspiring dealmakers. With sharp insights on how to set meetings, get hired AND become quickly successful, it arms brokers with proven strategies to close more deals and build lasting legacies. Essential reading for everyone who wants to be a serious player."

Rod Santomassimo

Founder, The Massimo Group

"The Prescription is a true insider’s guide and reveals the secrets to getting hired and securing a strong start in commercial real estate brokerage. Combining traditional knowledge with contemporary strategies, it serves as the ultimate toolkit for securing new clients and significantly increasing commissions in a highly competitive market. Transformative and spot-on.”

Mark S. Weiss

Executive Vice Chairman, Cushman & Wakefield

"I just read (and savored) Ken Ashley’s fantastic book, The Prescription. I wish I had access to such a readable, insightful guide when I started as a young real estate broker in 1984. Ken’s book doesn’t teach the tricks of the trade; rather, he TEACHES THE ACTUAL TRADE. This is must-reading for any young person who wants to build a career in commercial real estate.”

THE WORKBOOK

( Coming Soon )

The workbook is a practical companion to The Prescription.

It’s designed to help you:

Apply each system in real time
Track execution honestly
Turn insight into action

This is not busywork.
It’s accountability on paper.

In progress. Releasing soon.

prescriptions

Sunk Cost Story

Ken emphasizes the danger of allowing prior investment of time, energy, or ego to trap you in poor decisions. In commercial brokerage, deals fall apart. Prospects disappear. Effort does not always equal outcome. The sunk cost principle reminds brokers that past investment should not dictate future action. Successful brokers evaluate opportunities objectively and move forward based on present value, not emotional attachment. Letting go quickly and reallocating focus toward higher-probability opportunities is a mark of maturity and discipline in this business.

The Blacksmith Method

The Meet Sheet

Throughout the book, Ken stresses preparation and intentionality. The Meet Sheet represents structured preparation before client interactions. Successful brokers do not walk into meetings casually. They research the company, understand lease timelines, identify decision-makers, and outline key discovery questions. The Meet Sheet reflects professionalism and discipline. When you show up prepared, you signal respect and competence. Preparation builds trust before you say a word.

The Cold Call Tool

Ken reframes cold calling as a professional discipline rooted in discovery and service. Sales is speaking and listening with the intention of convincing someone you are qualified to assist them. The purpose of a cold call is not to close a deal but to begin a relationship. Ask thoughtful questions. Focus on the client’s problems, not your services. Listen first, talk second. Persistence and resilience are critical. Rejection is normal. Success comes from disciplined follow-up and managing fear over time.

How to Work a Cocktail Party

Networking is a skill, and Ken makes clear that working a cocktail party has nothing to do with alcohol. It is about curiosity, listening, and intentional connection. Ask questions. Let others speak. Be memorable through thoughtful conversation, not self-promotion. The goal is not to collect business cards but to build authentic connections. Your brand is formed by how people feel after interacting with you. Strong networking builds long-term opportunity.

Relationship and Company X-Ray

Ken teaches that brokers must understand both the human relationship and the company behind it. A relationship x-ray examines trust, influence, and decision-making power. Who truly drives the decision? What motivates them? A company x-ray looks at lease obligations, financial health, growth trajectory, and strategic direction. High-level brokerage requires both lenses. When you understand people and the organizations they lead, you can position solutions that create long-term value. This dual analysis separates transactional brokers from strategic advisors.

AI Won’t Take This Career.

The Prescription

Clarity That Changes Direction

This Isn't Theory. It's a prescription.

What You'll Learn

Meet Ken Ashley

THE PRESCRIPTION — AUDIOBOOK

Listen While You Build

Listen While You Build

What People Are Saying

THE WORKBOOK

( Coming Soon )

In progress. Releasing soon.

prescriptions

Sunk Cost Story

The Blacksmith Method

The Meet Sheet

The Cold Call Tool

How to Work a Cocktail Party

Relationship and Company X-Ray

KINDLE EDITION AVAILABLE

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THE PRESCRIPTION

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