Be excellent

In an industry full of boasters, Polk County commercial real estate broker Dean Saunders has a legitimate claim to being one of the best.

Part of that assertion comes from an eye-popping $562 million deal for 380,000 acres of timber in north Florida the politician-turned-Realtor helped broker last year. Saunders had a role in more than $650 million in sales last year, for which he was named the top producing Coldwell Banker Commercial broker in North America. It's the fourth time he's won the No. 1 spot. (He also won it in 2008, 2010 and 2011.)

But success just doesn't come to Saunders. He's been working for 30 years to build relationships and credibility. Saunders, who isn't related to Sarasota-based real estate entrepreneur Michael Saunders, keeps the momentum going by surrounding himself with the best people. He has a high likability factor and, as a former Florida state representative and aide to U.S. Sen. Lawton Chiles, he's one of the most well-connected brokers in town, if not the state. Those are some of the keys to how Saunders has been able to succeed, no matter the state of the market.