E 76: 2022 MassimoCon Speaker Allen Buchanan - "Levers To Success"
Release Date: 08/22/2022
Episode 106 - Brokerage Benchmarks
The Massimo Show
Rod Santomassimo walks through the critical performance benchmarks every commercial real estate broker needs to know — and measure. Most brokers track closings and commissions but ignore the upstream activity metrics that actually predict results. In this episode, Rod lays out the full pipeline conversion framework, from first calls to closed deals, with specific targets at each stage. Key Takeaways If you're not measuring conversations and meetings, you're flying blind A weak pitch win rate is almost always a discovery problem, not a closing problem Your value proposition on the phone...
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Episode 105 - The Aikido Approach
The Massimo Show
Rod Santomassimo breaks down a counterintuitive framework for handling the toughest objections in commercial real estate — one borrowed from the martial art of Aikido. Instead of pushing back against resistance, the Aikido approach teaches brokers to redirect the energy: acknowledge the objection, validate the prospect's position, and pivot to curiosity. The result is a conversation that never turns adversarial and always moves forward. Key Takeaways Objections are not roadblocks — they are redirectable energy Always acknowledge and validate before pivoting Questions beat arguments...
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Episode 104 - "I Already Have a Broker"
The Massimo Show
Rod Santomassimo tackles one of the most common — and most mishandled — objections in CRE prospecting: "I already have a broker." Most brokers hear it and hang up. Rod reframes it entirely: this isn't a dead end, it's the beginning of a relationship. He lays out a clear three-step process for turning this objection into a long-term pipeline opportunity. Key Takeaways "I already have a broker" is a pipeline opportunity, not a rejection Asking what they value most reveals gaps and gives you powerful prospect intel Silence after your question is a feature, not a flaw — let them think...
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Episode 103 – Terri Sjodin "Presentation Ready"
The Massimo Show
Terri walks through how a background in competitive speech and debate evolved into a 30+ year career helping top performers—CEOs, brokers, sales teams, and even members of Congress—win more often by mastering persuasive communication. Her foundation is simple but powerful: communication is not about what you say—it’s about what the listener hears, processes, and acts on. She shares how her early career “breaking territory” through cold calling and filling rooms from scratch shaped her philosophy: you must be both scrappy enough to earn attention and skilled enough to convert it....
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Episode 102: Leveling Up - How Lev Mavashev Built a Dominant CRE Brokerage in the Most Competitive City in the World
The Massimo Show
Host: Guest: (Principal, Alpha Realty, Ney York, NY) Lev Mavashev (Principal, Alpha Realty) walks through how a technical, numbers-driven background (CPA + Deloitte) turned into a long-term career in NYC multifamily brokerage—and why specialization is the reason he’s been able to scale, survive disruption, and keep taking market share. Lev shares how he entered brokerage the old-school way: book + phone + cold calling—and even landed a seller on his first call, then had to ask the team what to do next. The bigger lesson: activity matters, but structure matters more. He explains that...
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Episode 101 – From Broker to Dominator: How Reid Bennett Transformed His Career with the Massimo Methods
The Massimo Show
Host: Rod Santomassimo Guest: Reid Bennett, National Council Chair – SVN Multifamily | Massimo Group Coach | 7-Figure CRE Producer 🎙️ In this milestone episode of The Massimo Show, Rod reconnects with longtime client-turned-coach Reid Bennett to reveal how he went from being a solid multifamily broker to a nationally recognized leader, team-builder, and seven-figure producer. If you're an established commercial real estate professional feeling stuck on the transactional treadmill—or trying to figure out what’s next—this one’s for you. Reid shares his raw, behind-the-scenes...
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Episode 97: Nick Huber – Get Rich Doing Boring Things
The Massimo Show
On this episode of the Massimo Show What if we told you the road to wealth isn’t lined with apps, funding rounds, or viral ideas… but instead with dust, sweat, and a whole lot of cardboard boxes? In this eye-opening Episode 97 of The Massimo Show, Rod welcomes one of the most talked-about entrepreneurs on the internet today - Nick Huber, the man behind The Sweaty Startup movement. You’ve seen his tweets, you’ve heard the opinions, and now it’s time to get the full story from Nick himself — raw, unfiltered, and rich with insight. Nick’s Journey: From Dorm Rooms to Boardrooms Nick...
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E 96: Matt McGregor - Cold Calling is Dead… Or Is It?
The Massimo Show
On this episode of the Massimo Show In Episode 96 of The Massimo Show, Rod sits down once again with one of the most downloaded guests in show history — Matt McGregor of Colliers International and a Massimo Master Broker. Matt and Rod go deep into what they call the evolution of cold calling. Spoiler: they don’t believe in “ice cold” calls anymore — and they’ve got the stats to back it up. They reveal: Why 92% of calls now go straight to voicemail—and what to do about it How to turn a cold call into a warm one using tech, timing, and tactics The specific multi-touch sequences...
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E 95: Skylar Romines- Breaking Down Barriers: Mastering Commercial Real Estate Insurance
The Massimo Show
On this episode of the Massimo Show Rod sits down with Skylar Romines, founder and owner of ATW Advisors in Orange County, California. Skylar is an expert in commercial real estate insurance with 15 years experience in the insurance industry. She passionately advocates on behalf of business owners, helping them secure better insurance terms and control over their programs. Skylar described herself as a late bloomer who struggled socially in high school, but found her footing later in life. During college, she started working at Nordstrom, but later transitioned to insurance after...
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E 94: Ken Ashley - The CRE Prescription
The Massimo Show
On this episode of the Massimo Show Rod sits down with Ken Ashley, CCIM, MCR, SIOR, Executive Director of Cushman & Wakefield and Founder of CREI, Commercial Real Estate Influencer. Ken is a successful Atlanta broker with nearly 30 years experience with tenant representation and sales in the commercial real estate industry. They discuss the importance of building a personal brand and using social media effectively in the commercial real estate industry. Ken shares his strategies for engaging with prospects, valuing your time, and creating a strong online presence. He emphasizes the...
info_outlineOn this Special Episode of the Massimo Show, featuring Speaking Guests for MassimoCon, Rod interviews Allen Buchanan, SIOR of Lee & Associates Orange out of Southern California. Allen will be one of the featured speakers at the “BUILD A CUSTOMIZED BLUEPRINT TO DOMINATE CRE IN 2023,” Event November 2 and 3, 2022 in Dallas, TX.
Allen has spent his real estate career in the industrial arena in North Orange and West Riverside County. His specialties include user representation, owner representation, and investment sales. Allen has continually been recognized as a Top Five Producer of the Orange office over the last 32 years and has mastered the art of
prospecting, allowing him to retain his top producer position.
At The Blueprint to Dominate CRE in 2023 Broker Event, Allen will share exactly what he says to secure meetings, along with the plan he has when he meets with prospects helping him achieve an impressive meet to listing conversion ratio.
Find out what Allen’s “Levers to Success” are in this special podcast episode.
You can learn more about Allen here: https://www.lee-associates.com/orange/allenbuchanan/
About MassimoCon: The Premier Commercial Real Estate Brokerage Event...Ever!
What you’ll get:
- 12 Amazing Speakers
- 2 High-End Key Notes
- 10 - 7&8 Figure Producers
- All Service Sectors Represented
- All Product Types Represented
- Plus many other surprises and GUARANTEED to be High Impact
Individual tickets, as well as tickets for private tables, and premier private booths are available.
This is one commercial real estate broker/agent conference you won’t want to miss!
Secure your seat here: https://register.massimo-group.com/public-registration