The scope of the deal is the biggest differentiator between residential and commercial real estate. A $1 million transaction is considered a whale for a residential agent. Commercial real estate agents, by contrast, regularly broker transactions in the tens of millions. Presiding over deals this large requires almost a preternatural level of confidence and calm under pressure. Anyone can claim to possess these traits, but a proven track record of closing big deals provides proof you have what it takes to get it done.

Experienced agents should have no problem with this question. If you are newly trying to break into the business, you can still create a positive impression with your answer. Rather than evading the question, acknowledge that you are new to the field and have yet to close a big real estate deal. Next, highlight a big transaction you closed at a previous sales job or a major project you oversaw to completion that required a cool head under pressure.