Archive for the ‘Sales Success’ Category

5 Sales Lessons from ICSC Vegas

May 27th, 2014 No comments

Last week I, along with an estimated 36,000 others, attended RECon 2014, the ICSC annual retail extravaganza in Las Vegas, Nevada. [ 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... ]


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... ]


Brokerage Business Perspectives from the 5th Row of Cameron Indoor Stadium

February 18th, 2014 No comments

This weekend I had the opportunity to sit 5 rows behind my beloved Duke Blue Devils basketball team and directly in line with Coach K.  Duke was playing the University of Maryland, which has historically been a very competitive match up.  I have been to several games in the past, but this one was special as my nephew, Greg – who is a big Duke fan himself – was recently accepted into the Naval Officers program and it was a celebratory event.  He wanted to see a game in Cameron and I wanted to watch Coach K and his managing of a game.  Heck – I run the commercial real estate industry’s biggest and, may I say, best, coaching organization so I am a student of any coaching similarities I can find. maryland [ Read More... ]


A National Championship and Prospecting Lessons all in One Weekend.

January 29th, 2014 2 comments

If you have read my book, Brokers Who Dominate, you may recall the sport of lacrosse has played a prominent part in my life.  As a kid passionate about sports, I related everything to the game.  As adults we continue to compare sports to business.  This time however, I want to switch perspectives and share with you some business lessons from a national lacrosse tournament I participated in this past weekend. [ 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... ]


PGA Golfers are Like CRE Brokers

April 11th, 2013 1 comment

This week we have a special post from Doug Molyneaux.  Doug is a partner in COMVEST Properties and its subsidiary, Net Lease Developers, LLC. He is responsible for acquisitions and investment sales.  Learn more  In addition, Doug is a CRE coach with us at The Massimo Group.   Doug’s post “Increase your income like a PGA Tour player!” is timely with the golf season now in full swing. [ Read More... ]


Broker Collaboration – What’s the Point?

February 7th, 2013 No comments

Let’s face it.  Broker collaboration is not the norm in our industry.  Our at least it hasn’t been in the past.  Many brokerage cultures today do everything they can to avoid cooperation with their brokerage peers.  The pursuit for double-ended fees are a company motto and information sharing only occurs as a last ditch effort to get a property sold. [ Read More... ]


International Author Shares 3 Keys to Sales Success

October 15th, 2012 No comments

Warren GreshesMASSIMO GROUP: Good afternoon this is Rod Santomassimo of the Massimo Group and welcome to this version of the Massimo Minute. This month we have a very, very special guest, Mr. Warren Greshes, who I am fond to say is a friend of mine. Someone that a client had introduced me to and told me, “Rod if you are in the North Carolina area, you have to reach out to Mr. Warren Greshes because he is an international phenomenon”. Of course I was curious to see who this gentleman is, so I reached out and gave him a call and several lunches later I am now proud to call him a friend. Warren is a professional speaker. If you haven’t read it, you should, he is the author of the best selling Best Damn Sales Book Ever, Sixteen Rock Solid Rules for Achieving Sales Success. Certainly Warrens a keynote speaker and speaks on issues such as customer service, sales and leadership. So Warren, welcome to the Massimo Minute and thank you very much for your time. [ Read More... ]