Hidden Gems: Meet Joe Killinger of Commercial Brokers International

Today we’d like to introduce you to Joe Killinger.

Hi Joe, we’re thrilled to have a chance to learn your story today. So, before we get into specifics, maybe you can briefly walk us through how you got to where you are today?
When we started Commercial Brokers International, the first decision was what we’d stand for: always do what’s in the client’s best interest. That’s where the name comes from. Client’s Best Interest spells C-B-I. But a name is just a promise. What makes it real is the people you put behind it, so from day one, building CBI really meant building the team.

In 2005, it was George Pino and me as founding partners, plus three agents in our first office. We were small, and we had to be deliberate. I learned early that one wrong hire can put a whole office into a tailspin. So we hired for culture first. Talent matters, but if someone doesn’t believe in taking care of the client, they won’t last here, and they shouldn’t.

We built it one person at a time. When we grow, we start with a question: what asset class do we want to be great in, and do we need someone to join an existing team or someone to lead a new one? Then we go find the people who are already excelling in that space. We meet with a potential recruit and lay out a real plan for how we can help grow their business. Not a sales pitch. A plan.

We also didn’t want to just recruit talent. We wanted to develop it. So we built our Agent Development Program: a ten-month track with morning group classes and real activity goals, because this business rewards people who do the work. Some of our best people came in hungry and grew into top producers here.

That team is what allowed us to become a true full-service brokerage. We handle leasing, sales, acquisitions, and site selection across every major asset class. Over the years we’ve had the privilege of working with major brands like The Boring Company, Starbucks, Team Coco, Carl’s Jr., and many others. When a brand like that trusts you with their real estate, it’s because they know your people will take care of them. That trust is earned one client, one deal, and one returned phone call at a time.

So when people ask how we built CBI, my answer is simple: we built a team that believes what the name says.”

Can you talk to us a bit about the challenges and lessons you’ve learned along the way. Looking back would you say it’s been easy or smooth in retrospect?
Not even close. Anyone who tells you building a brokerage is a smooth road either hasn’t done it or isn’t being honest.

For example- the recent rate shock. Interest rates went from near zero to over 5% in about 18 months, and commercial real estate felt it immediately. Buyers couldn’t make the numbers work, sellers weren’t ready to accept new pricing, and lenders pulled back. We had deals we’d worked on for months fall apart at the finish line simply because the financing no longer penciled.

That kind of market hits a brokerage on every front at once. Revenue slows while the overhead doesn’t. Agents feel it first, because most work on commission, and some left the business or were recruited away by firms promising stability. Keeping a team motivated when the phones go quiet is one of the hardest parts of leadership.

We made the decision not to retreat. We kept recruiting and investing in our people. We built the CRE Affiliate Network, which connects independent brokerages in 39+ states and keeps referral business moving across markets. We added capital advisory through ICON Capital Advisors, because in this environment the deal often lives or dies on the financing. And we leaned into the work that was still moving, like leasing, tenant representation, and helping owners through refinancing.

What carried us through was the same principle our company was founded on: acting in our clients’ best interest, even when deals were hard and commissions were slow. Clients remember who picked up the phone when times were tough.

Good markets build revenue. Tough markets build reputation.

Appreciate you sharing that. What should we know about Commercial Brokers International?
Commercial Brokers International (CBI) is a full-service commercial real estate brokerage headquartered in Brentwood, Los Angeles. George Pino and I founded the company in 2005 with three agents in a single office. Since then we’ve grown into a firm that represents tenants, landlords, buyers, sellers and investors across office, retail, industrial and investment property. We’ve had the privilege of working with brands like The Boring Company, Starbucks, Team Coco and Carl’s Jr., as well as local entrepreneurs opening their first location.

What sets us apart is right there in our name. The “BI” in CBI stands for “Best Interest,” and that idea has guided the company from day one. In an industry that can be very transaction-driven, we put the client’s long-term interest ahead of closing the next deal. Sometimes that means telling a client to wait, to renegotiate, or to walk away. Clients remember that, and it’s why so much of our business comes from repeat relationships and referrals.

We’re also built differently from a traditional brokerage. CBI sits at the center of an integrated platform. Our CRE Affiliate Network connects independent commercial brokerage firms in more than 39 states. Those firms keep their own brands and refer business to each other, with no annual fees. That gives our clients national reach with local expertise in every market. ICON Capital Advisors, our commercial finance and advisory arm, helps clients structure and finance their deals. Together these three pieces form a flywheel: a client can find the right property, get it financed and expand into new markets, all through one trusted relationship.

Brand-wise, I’m most proud of the culture we’ve built for our agents. I’ve spent more than 30 years in this industry and marketed close to a billion dollars in assets, and I’ve seen how many talented people burn out because they don’t get real support. At CBI we invest in training and mentorship through our Agent Development Program, so new and experienced brokers can build lasting careers instead of chasing one-off commissions.

What I want readers to know is this: whether you’re a business owner looking for your next location, an investor building a portfolio, or a broker who wants a better platform, CBI was built for you. We combine the attention of a boutique firm with the reach of a national network. And everything we do starts with one question: what’s in our client’s best interest?

Any big plans?
Commercial Brokers International: Where We’re Headed

Since George Pino and I co-founded CBI in 2005 with three agents in one Brentwood office, our focus has stayed the same: put the client’s best interest first. Our next chapter builds on that foundation in three ways:

Growing our team. We’re continuing to recruit experienced, driven agents who want the support of a full-service firm without losing their independence. Every agent we add expands our market coverage and the expertise available to our clients.
Moving up in deal size. We’ve marketed nearly $1 billion in assets and worked with brands like Starbucks, The Boring Company, Team Coco, and Carl’s Jr. Next, we’re pursuing larger, more complex transactions, backed by financing and advisory support through ICON Capital Advisors.
Expanding into Orange County. We plan to open a second office in the Irvine/Newport Beach area. It will give us a permanent presence in one of Southern California’s strongest commercial markets and a base for recruiting agents who live and work there.

Contact Info:

• Website: https://www.cbicommercial.com/
• Instagram: @cbi_la
• Facebook: https://www.facebook.com/cbicommercial
• LinkedIn: https://www.linkedin.com/company/cbi-la/?viewAsMember=true
• Twitter: @cbi_Commercial
• Youtube: https://www.youtube.com/@commercialbrokersinternational