What does it actually take to make seven figures in commercial real estate brokerage? Rod Santomassimo breaks down the strategies, habits, and mindset behind the industry’s top producers.
In this episode of Commercial Real Estate Secrets, Aviva Sonenreich and Rod Santomassimo, founder and president of The Massimo Group, break down what it takes to become a top-producing commercial real estate broker and build toward a seven-figure career.
Rod shares lessons from coaching some of the industry’s most successful brokers, including Bob Knakal, and explains the mistakes that keep brokers stuck on the transaction treadmill. They discuss why specialization matters, how to become the recognized authority in your market, the value of exclusive relationships, and why focusing on the client instead of simply closing the deal can create more opportunities over time.
Rod also explains why he believes traditional cold calling is becoming less effective, how brokers can prospect from a position of authority, and why removing limiting beliefs may be one of the most important steps toward increasing your income.
Key Topics Discussed
- What separates seven-figure commercial real estate brokers from average producers
- How specialization can help brokers become the authority in their market
- The biggest money-making mistakes commercial real estate brokers make
- Why brokers need to get off the transaction treadmill and focus on relationships
- How past clients can generate repeat business, referrals, and new opportunities
- What Rod learned from coaching Bob Knakal from $6 million to $18 million in annual production
- Why knowing your market data is essential to establishing credibility
- How exclusive relationships can give brokers more control over their deals
- Whether cold calling still works in commercial real estate
- How to turn cold prospecting into value-driven conversations
- Why social media presence does not necessarily translate into profit
- How brokers can leverage their successes to win more business
- The mindset and conviction required to reach seven figures
- Why commercial real estate brokerage is a long-term career, not a quick-money strategy
- Lessons from Rod Santomassimo and Bob Knakal’s book Selling Buildings
About the Guest
Rod Santomassimo is the Founder and President of The Massimo Group, a leading commercial real estate coaching and consulting organization that has coached more than 4,200 brokers worldwide. Rod helps commercial real estate professionals increase their production, build stronger businesses, and create sustainable long-term careers through proven strategies for prospecting, business development, and performance. He is also a bestselling author and the co-author, alongside Bob Knakal, of Selling Buildings, which shares practical strategies and lessons on successfully selling commercial real estate from both the broker and investor perspectives.
About the Host
Aviva Sonenreich is the Managing Broker and Owner of the Warehouse Hotline, a Denver commercial real estate brokerage specializing exclusively in industrial properties. She leads the firm’s brokerage operations, negotiates industrial sales and leasing transactions, advises clients on acquisition and disposition strategies, and oversees the company’s marketing and business development efforts. Through Commercial Real Estate Secrets, she interviews leading investors, brokers, developers, and industry experts to provide actionable insights on commercial real estate investing, brokerage, leasing, development, and market trends.
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