How to Succeed in Commercial Real Estate, 21 Lessons from an MDL Group Legend

What does it actually take to build a nearly 50-year career in commercial real estate?

It is a question many young professionals ask when entering the Las Vegas market. While technical skills like lease abstracting and financial modeling are important, the true foundation of longevity in this industry is rooted in character, resilience, and human connection.

On August 25, 2026, the BOMA Monthly Luncheon hosted a special session titled How to Succeed in CRE, Interviewing a Legend. The guest speaker was our very own Carol Cline-Ong, one of the co-founders of MDL Group.

Interviewed by UNLV student leader and rising industry star Caitlyn, Carol shared the raw, vulnerable truth about building a commercial real estate firm from the ground up since 1989. For those who could not attend the luncheon, we are sharing the core insights from her interview, along with a link to watch the full conversation.

Embracing What You Don’t Know

When asked what she wished she had known before starting her journey in commercial real estate, Carol’s answer was refreshingly honest. She was glad she didn’t know how hard it would be.

If she had known the sheer volume of information required, from understanding tenant improvements to interfacing with contractors, the fear might have prevented her from taking the leap. Instead, she leaned into the reality that you don’t know what you don’t know, and that is exactly where you have to start.

Her advice for navigating the steep learning curve is simple but profound. You do not have to have all the answers immediately, but you must commit to finding the correct answer and delivering it on time. Whether that means cross-checking information with an industry specialist or simply slowing down to ensure accuracy, the key is maintaining trust through reliable follow-through.

The Power of the Phone Call

In an era dominated by texts and emails, Carol emphasized one of the most critical skills missing in modern business communication, picking up the phone.

Countless hours are wasted misinterpreting the tone or intent of an email. At MDL Group, we operate on the principle that emails are for information, but phone calls are for conversation. If you want to truly understand what a tenant or a client needs, you have to hear their voice. Active listening cannot happen through a screen.

Customer service is expected, but customer care requires genuine, present communication.

21 Rules for a Lasting Career

When asked to leave the next generation of commercial real estate professionals with one piece of advice, Carol instead offered 21 rapid-fire lessons forged from decades of experience.

Here are just a few highlights from her list:

Show gratitude: Thank your vendors, your contractors, and your peers, even your competitors.
Multitasking is a myth: You can only do one thing well at a time. Be present in the conversation you are having.
Embrace vulnerability: Warren Buffett says failure is a teacher. Be willing to learn the hard way and share those lessons in real-time with your team.
Time in the seat matters: Practice patience. Do not exit the industry just because success isn’t happening overnight.
Character over comfort: Growth only happens when you are uncomfortable.

Perhaps the most impactful lesson Carol shared was her perspective on legacy. When asked how she hopes to be remembered, it wasn’t about the square footage managed or the transactions closed. Her hope was that people remember she cared deeply about them as individuals, celebrating their milestones and supporting their journeys.