In business, Robert Burns, president of Coldwell Banker Bain, often uses the analogy, “If you want to take the island, you’ll have to burn the boats.”

While the real estate veteran wasn’t the first to use this phrase (it’s rumored to have originated with Julius Caesar), the messaging serves as a testament to Burns’ fervent determination to see success within CB Bain.

In his position, Burns is responsible for the overall advancement of the company. He considers himself a “student of people” who is endlessly studying methods to better communicate with folks such as vendors, affiliated brokers, recruiting prospects, and all members of the communities CB Bain serves.

When he’s not in his Bellevue office, Burns enjoys spending his free time attending local music performances, dining out, and hiking nearby trails.

Recently, 425 Business chatted with Burns to get his advice for real estate professionals who are looking to advance in the industry. Here’s what he had to say.

1. Always do the right thing, especially when no one is looking. No commission is worth your reputation.

2. Do what you say you will do, always and without exception. If you don’t, you’ll quickly build a reputation as someone who can’t be relied upon, and then people won’t come to you when something important needs to be done — often, they’ll go to someone else more reliable.

3. Commit fully to whatever it is that you aim to do. “If you want to take the island, you’ll have to burn the boats.” For example, if there are five Realtors that are competing for one opportunity, the Realtor that the homeowner is going to choose is the person who is most committed to helping them achieve their goals. Ask yourself: “Am I merely interested, or am I committed?”