<p>We study backgrounds and characteristics of individual commercial brokers using a sample of all Georgia-based brokers who participated in investment sales on the listing side of the transaction in the CoStar platform during 2012 to 2022. The percentile rank of Productivity significantly increases with experience, educational attainment, repeated broker pairs, client retention, and by focusing on certain property types. Brokers who participate in any deal during the initial year are more likely to achieve higher productivity over the years that follow. The top 5% of brokers control two-thirds of market share and are more likely to be graduates from major Georgia universities, focused on specific property types, and working at large firms. Using difference-in-difference regression and matched samples, we find that changing to a large firm significantly boosts the rank in productivity, while leaving a large firm is not detrimental. However, upward mobility is not equally accessible: the likelihood of joining a large firm is lower for females and for brokers who do not report their educational background.</p>