The Massimo Show Rod Santomassimo

On this episode of the Massimo Show Rod sits down with Rich Vaaler of Vaaler Commercial Real Estate, a commercial real estate broker with 43 years of experience.
Rich has owned, managed, and developed property throughout his career, a facet that the typical broker may not have to share with their clients. It gives him a perspective to help his clients, especially older people, streamline their portfolio/assets and get rid of the complicated ones to transition into simplified properties. He loves what he does and he’s always trying to get better, always trying to learn more to help his clients.
Rich emphasizes the importance of being good at what you do, finding a niche, and constantly learning and improving. Rich also highlights the significance of having a supportive spouse and the role of AI in his business, particularly in writing content and analyzing data. He encourages brokers to focus on their specific market and consistently work on prospecting and building relationships.
Rich concludes the podcast by expressing his gratitude for the coaching he has received at The Massimo Group and the positive impact it has had on his life and business.
At the Massimo Group we have 15 years of experience helping the most dedicated brokers, like you, build the CRE business and life they have always desired. If you’d like to learn more visit https://massimo-group.com/
Note: These highlights are designed to provide an overview of this episode’s content. Listeners are encouraged to tune in to the full episode for a comprehensive understanding of the topics covered.

On this Special Episode of the Massimo Show Host Rod Santomassimo is joined by 3 guests who are all highly successful and influential figures in the commercial real estate industry: Ken Ashley, Executive Director and Chairman for Cushman & Wakefield's Tenant Advisory Group; Brad Ahrens, President of Concord Development Partners; and Bob Knakal, Head of New York Private Capital Group- JLL. They delve into various aspects of commercial real estate, centering the conversation around their experiences, insights, and strategies that have contributed to their success as top producers. They each offer valuable insights and expert advice taken from and highlighting the information found in Rod's new book, Dominators of Commercial Real Estate Brokerage.
Our podcast begins with an introduction to today's objective: sharing clarity in the chaos that's forming in this market downturn, sharing approaches every broker should be thinking about and considering, and tactics that have worked in the past and continue to generate results, to help us all get through this part of the market cycle. 
Ken Ashley shares his journey in commercial real estate and his passion for solving complex real estate problems, emphasizing that the market is always evolving. The discussion moves on to the current state of the office market and how office tenant reps can thrive. Ken highlights the need for adaptation and the changing dynamics of office spaces post-pandemic. He urges tenant reps to focus on building relationships, marketing their brand effectively, and adopting a strategic approach to business development using the A, B, C system.
Brad Ahrens then shares his experiences in managing active projects during the pandemic and how his team adapted to mitigate risks. He discusses the importance of automation, outsourcing, and integrating technology to streamline processes and manage deal flow, leading to increased efficiency and faster decision-making. Overall, allowing him to optimize operations. 
The podcast conversation then shifts to social media and its impact on the commercial real estate industry. Ken Ashley emphasizes that social media is a powerful platform to spread one's brand and message, but it requires focus and intentionality. He encourages professionals to adopt a thoughtful approach and provide valuable content to stand out in a crowded digital landscape.
Our guest speakers also explore their tech stacks, communication preferences, and the future of artificial intelligence (AI) and its role in the industry. They agree and emphasize the importance of using technology effectively to streamline processes and improve productivity, but caution that while technology and AI offers many benefits, the human element will always be crucial in commercial real estate. It's the ability to connect, build relationships, and provide personalized expertise that sets professionals apart in this industry.
Next, Bob Knakal, a veteran with 39 years of experience in the New York real estate market, gives a quick introduction to himself and his remarkable achievements in the industry. He then talks about his recent project during the pandemic, where he personally inspected and documented every building under construction in Manhattan, creating a comprehensive and accurate database that sets him apart in the market.
Brad Ahrens, who transitioned from brokerage to real estate investment, discusses the differences between representing investors as a broker and understanding investment deals as an investor. He emphasizes the significance of quantifying information to provide clients with data-backed insights, leading to faster decision-making and building trust.
Ken Ashley highlights the importance of emotional and tactical listening in building trust and strong relationships with clients. He stresses the value of being genuinely interested in others, actively listening, and being confident in oneself while showing vulnerability.
Finally, our podcast co

On this episode of the Massimo Show Rod talks about what hard feels like, especially when it comes to commercial real estate brokerage and how to handle it in the current markets.
Rod thought it'd be important to address something that's going on right now, the market is shifting and we're seeing less velocity, more challenges than we have before, inflation, increasing interest rates and even bank solvency. It's a fact that you have to work 10 times as hard to produce maybe half the results. Every transaction becomes a fight as the speed of transactions declines, even though you're putting in more time, energy, and even strategic thought. Those benefits may seem like they're dwindling. This is the harsh reality of the current market that we're all working in in trying times.
 
However, don't forget, this also represents a chance for business development, personal development, resilience, and yes, invention. It's the examination of your fortitude, adaptability, and perseverance. It could feel like you're running in place while exerting more effort than ever, but keep in mind, this does not indicate that you've failed. Even the most seasoned brokers must overcome this issue because it's a reflection of the market. It's not a reflection of you.
 
How you react to this market is within your control. Let these trying times spur your development, creativity and innovation. Be proactive in looking for new opportunities and innovative ways to answer the problems that you and your clients are encountering. Encourage yourself to learn more about the market, hone in on a specific subject matter and grow your expertise, or forge closer bonds with some of those prospects and clients you've worked with. Put extra emphasis and attention on developing relationships with your clients and giving them outstanding service. 
 
Yes, this is what hard feels like, however, it's also what growth feels like. It's how resilience feels. It's how creativity feels. So accept the challenge, adjust and invent, and keep in mind that this tide is going to eventually shift, and when it does, you'll be better equipped to take advantage of the opportunities because you'll be stronger and wiser. Always remember that in commercial real estate, the market's difficulties are not an accurate representation of your skills. Use this time as a chance to show your resilience, adaptability, and steadfast dedication to your clients, to your craft, and to yourself. So keep moving forward with new ideas and demonstrating that you can succeed in even the most difficult markets.

On this episode of the Massimo Show Rod sits down with The Massimo Group's own Chief Strategy Officer, Mike Gallegos CCIM, MCR, to discuss AI and how it's taking the world by storm. You can either chose to adopt AI or get left behind. 
At the Massimo Group we've been helping businesses like yours integrate AI into their everyday business practices. If you'd like to learn more visit https://massimo-group.com/

On this episode of the Massimo Show Rod sits down with entrepreneur, author and international speaker, the one and only, Ronsley Vaz. First and foremost, he's the executive producer and host of multiple top rated podcasts, including The Psychology of Entrepreneurship, Should I Start a Podcast, and Bond Appetit. His podcasts have been downloaded more than 5 million times across 133 countries. In addition, he's the founder of the award winning audio marketing agency Must Amplify, which has helped entertainers, government leaders, athletes, and businesses raise their voice through podcasts. He's also the founder of the globally renowned conference We Are Podcast and audiobook agency, The Library of Sound, in partnership with Audible Australia. Ronsley's book, Amplify, has helped thousands of companies, associations, and business minded individuals expand their reach by using their podcasts. 

On this episode of the Massimo Show