In this episode, host Aaron Gordon sits down with legendary New York City real estate broker Bob Knakal to explore the mindset and work ethic that have driven his decades-long success. Bob shares the unexpected start of his career, the importance of discipline, and how he overcame early naysayers, including his own father. The conversation explores how technology has transformed the real estate industry, the enduring value of relationships and grit, and why persistence, or 'pounding the rock,' is key to achieving breakthrough moments. Bob also discusses his new book, "Selling Buildings," and leaves listeners with motivational wisdom to maximize both their careers and lives. This is a must-listen for anyone looking to define their hustle and achieve lasting success.

Get To Know Bob Knakal Bob Knakal has been a broker in NYC since 1984. Over that time, he has brokered the sale of over 2,349 buildings, having a market value of approximately $22 billion.

For 26 years (1988-2014), he owned and ran Massey Knakal Realty Services, which sold more than three times the number of properties as the #2 firm in NYC from 2001 to 2014. Running the firm with a Servant Leadership management style, focusing on empowering everyone on the team, intensely training them, and building their self-esteem led to this overwhelmingly dominant platform. The firm was sold to Cushman & Wakefield in 2014 for $100 million.

The Massey Knakal Legacy is illustrated by the fact that today in the New York City investment sales market, there are 29 companies, or divisions of companies, that are either owned by, or run by, folks who learned the business at Massey Knakal.

Bob is a prominent thought leader in the commercial real estate business, frequently writing about the market, lecturing on the market and appearing on podcasts and national television shows on networks like Fox, CNBC and MSNBC.

Recently, Bob started BKREA, an investment sales and capital markets brokerage firm in New York City which will blend best-in-class analog data sets with artificial intelligence technologies to create a new brokerage firm for a new era.

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Buy Bob's Book Selling Buildings: Maximizing Profits 

3 Episode Key Takeaways 1. Discipline Drives Success: Bob Knakal emphasizes the fundamental importance of discipline and persistence in achieving long-term goals, particularly in sales and entrepreneurship. His analogy of "pounding the rock" reminds listeners that consistent, unglamorous effort is often what leads to breakthrough moments - success doesn't happen overnight but is earned blow by blow.

2. Adapt and Leverage Technology: The episode addresses the significant changes technology has brought to business, particularly in commercial real estate. Bob emphasizes that while the fundamentals of the business remain the same, embracing new tools and adapting to the evolving landscape is essential to stay productive and competitive. Technological advances have made individuals more efficient, and those willing to evolve can seize greater opportunities, even outside of large firms.

3. Define Your Own Hustle: Both Aaron and Bob stress that true meritocracy is found when individuals define their own version of success and hustle towards it—whether that's building a business, pursuing sales, or another passion. The episode encourages listeners to identify their unique goals, ignore naysayers, and recognize that meaningful achievement comes from following one's own aspirations, not societal expectations.

Show Overview: 00:00 Evolution of Real Estate Careers

06:05 Dad's Pride in My Success

08:20 Success Beyond Dollars

11:32 Technology's Impact on Society

14:03 Big Firms' Relevance Diminishing

17:45 Persistence Pays Off

21:28 Productive Callback Strategy

24:24 Data Integrity Challenges in Real Estate

27:16 Knakal Knuggets: Universal Sales Lessons