You’ll learn how to think ahead of get ready for what’s next in this conversation with Rod Santomassimo. Rod is the founder and president of The Massimo Group, a leading national commercial real estate coaching and consulting organization. He has more than 20 years of experience in the commercial real estate industry as a broker, owner, and manager of local, regional, and international firms. Rod is a best-selling author with books that include Brokers Who Dominate, Teams Built to Dominate, Knowing Isn’t Doing, and most recently, Dominators of Commercial Real Estate Brokerage.  

In the interview, Rod discusses the pandemic as an accelerator that led to hybrid working, telecommuting, and teleconferences, among other advances. He also covers ways to leverage AI to stay on top of trends and make processes more efficient. “What’s happening right now in AI and the AI world is the greatest accelerant that we have ever seen in our history in regards to what is possible and how quickly it can happen,” he shares.

When discussing the key attributes to look for in a broker, Rod suggests searching for an advisory figure. While a broker’s role is often viewed as a facilitator of the transaction, the true dominating brokers will focus on the facilitation of a relationship. “That’s what matters,” Rod says. “One question I would always ask a broker is, ‘Tell me a time where you advised your client not to sell.’” He also mentions seeking a broker who is a specialist or has a team of specialists. In addition, he states, “One mistake that most investors make is they focus on the fee versus the result.”  

To find more opportunities, Rod mentions the power of creating a presence pyramid. This consists of personal, physical, and digital layers. Establishing a presence as either a broker or investor in the marketplace can help you reach a broader audience and gain credibility in the space. “Presence is paramount in everything you do,” Rod says.

During the episode, Rod encourages listeners to find a mentor and ask three questions when connecting: What’s new? What’s next? What do you need? “Intellectual curiosity will be the way to grow—be the doer,” he adds.

You can connect with Rod at his website The Massimo Group and find his books on the Resources page.

I’m always happy to connect with listeners—you can find me online at:

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My Forbes.com articles: Forbes.com/sites/jamesnelson