Archive for the ‘CRE Brokerage’ Category

The 5 Challenges of Owning and Managing a CRE Brokerage Firm

April 15th, 2014 No comments

This week we are launching our second phase of CRE-BOSS, a series dedicated exclusively to commercial real estate brokerage owners and managers.  As such we thought we would refresh a blog I originally posted almost 2 years ago. [ Read More... ]


Hey Duke -You Can’t Simply Show Up Anymore

March 25th, 2014 No comments

DukelossI am taking a break this week from the prospect series to remind you of a lesson I shared before. March Madness is upon us and once again, like two years ago, my beloved Duke Blue Devils reminded me that you can’t just show up and expect to have success. I believe Duke was favored by double digits, playing 20 miles away from their campus and playing Mercer, a school with just over 8,000 students. [ Read More... ]


When Your Prospect Says “Send me information”, Say THIS – Prospect Qualification – Part Two of Two

March 18th, 2014 12 comments

In last week’s blog, I noted that NOTHING and I mean NOTHING irritates me as much as a slow maybe. It is absolutely frustrating. Give me a quick no, now. I also noted how I see others (not our clients, they now know better) put themselves in the position where their prospects continue to suggest they are interested in their services but can never commit. take ctrl [ Read More... ]


Prospect Qualification – How To Take Control – Part One

March 11th, 2014 2 comments

There is NOTHING and I mean NOTHING that irritates me as much as a slow ‘maybe’.  It is absolutely frustrating.  Give me a quick ‘no’ now.  There will be plenty of opportunities in the future to share with the prospect why we are the best at what we do and there really is no better choice than the Massimo Group when it comes to improving income.  Forgive me, but you should feel the same.  You want your prospects to understand they only have one choice and that choice is you.Wating [ Read More... ]


A Potential Death Blow to Investment Sales?

February 25th, 2014 3 comments

It is common folklore that a silver bullet will stop a werewolf in his tracks.  In the CRE industry this was analogous to what the economy shot us with in 2007.  Fortunately many, but not all of us, survived.1031 [ Read More... ]


Systemizing Your Prospecting

October 7th, 2013 4 comments

For many brokers, the hardest part of the business is prospecting. If you’re one of these people, your antipathy to calling makes sense, especially due to the combined challenges of starting up systemconversations with people that you don’t know and the additional risk of rejection. However, getting out there and prospecting is well worth it. Just one good call could turn into tens or thousands of dollars of income. One of the keys to successful prospecting is to take what could be a random activity and turn it into a systemized process. [ Read More... ]


Avoiding the 5 Biggest Broker Failures in Commercial Real Estate

September 17th, 2013 4 comments

I was driving back from a meeting the other day, listening to one of my favoritFailuree CD Series from Success Magazine. The topic of the CD was failure. More specifically, the lessons we all learn from failure. Reflecting on my personal career, and the growth of the Massimo Group, and even our clients, I appreciate how much influence failure has had. [ Read More... ]


4 Keys to Handling Objections in Commercial Real Estate

August 3rd, 2013 1 comment

Learning to successfully handle objections could have more impact on your success Objectionthan any other skill. It will help you land more listings, take higher fees, put more deals under contract, keep them under contract, and protect your final paycheck. Not only is the skill powerful, but it’s relatively simple to master.  Here are four techniques that will help you handle every objection more effectively. [ Read More... ]


Brokerage Lessons from a day with Coach K

June 6th, 2013 6 comments

This past weekend I had the honor of attending a lecture from one of my coaching icons, Coach Mike Krzyzewski of Duke University and USA Basketball.  Coach K is widely considered one of the greatest coaches of all time.  My most gracious host was Brian Zoubek, current broker at Cushman & Wakefield and starting center from the 2010 Duke National Championship team. [ Read More... ]


Massimo Group Client – Massey Knakal – Launches CRE News Network

May 24th, 2013 No comments

Massimo Group client, Massey Knakal Realty Services, recently announced a new initiative called the Knakal News Network (KNN). KNN is hosted by Massey Knakal Chairman, Bob Knakal. [ Read More... ]