Episode 107 - CRE Results Guarantee
The Massimo Show
Most CRE brokers ask for an exclusive and hope for the best. The Massimo Results Guarantee flips that dynamic — it's a specific, articulable guarantee you offer clients upfront that addresses their deepest concerns about hiring a broker: Will this work? What if it doesn't? In 17 years of coaching thousands of brokers, Rod has seen this one strategy increase conversion rates by 24–25%. The guarantee isn't just a sales tactic — it's a commitment you make to yourself first. It works when you do the work. Key Takeaways A results guarantee increases client conversion rates by 24–25% —...
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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...
info_outlineOn 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.