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Pitch Masters
Pitch Masters episodes
- S2E10: Bob Knakal & the NYC Map Room that Won 92 of 94 Pitches (Full Video)
Bob Knakal joins Danny Fontaine inside the Knakal Map Room in Manhattan to reveal how one room helped win 92 of 94 real estate pitches. This is a masterclass in high-stakes selling, NYC commercial real estate, reputation, market presence, physical experience, AI, hard mail, storytelling and what it really takes to win trust when the stakes are enormous.
Bob Knakal is the Chairman and CEO of BKREA and one of the most prolific commercial real estate brokers in American history. Across more than 42 years in New York City real estate, he has sold thousands of buildings and built a reputation as one of the great dealmakers of his generation. In this episode of Pitch Masters, I flew to Manhattan to meet Bob in the world-famous Knakal Map Room, a 24 foot by 10 foot physical map of Manhattan covered in data, post-it notes, colour codes and market intelligence. Bob explains how the Map Room began during the pandemic, why he walked every block of Manhattan south of 96th Street, why he still believes physical experience beats a screen, and how the room creates an immediate impression on clients.
We also talk about:
- Why Bob says real estate is really the information and relationship business * How he accidentally got into commercial real estate
- What he learned from pitching around 10,000 times
- Why his career pitch win rate is around 26%, but the Map Room has won 92 of 94 pitches
- The billion-dollar pitch involving a brown paper bag, a mason jar and a pile of nuts and bolts
- Why hard mail still works when email does not
- Why market presence is not about ego, but helping clients
- How getting fired helped him see everything more clearly
- How Bob uses AI alongside old-school discipline and analogue research
- Why being different matters more than being cheaper
- What any salesperson, founder, broker, leader or communicator can learn from elite real estate dealmaking
CHAPTERS:
GUEST:
Bob Knakal, Chairman and CEO, BKREA
Official website: bkrea.com Bob
Linkedin: linkedin.com/in/bobknakal
Email: [email protected]
Bob's cell: +1 917-509-9501
HOST
Danny Fontaine, Author of PITCH: How to Captivate and Convince Any Audience on the Planet / Host of Pitch Masters Podcast.
Find out more:
Website: pitchguy.co.uk
LinkedIn: linkedin.com/in/dannyfontaine/
Instagram: instagram.com/dannyfontaine
TikTok: tiktok.com/@pitchguy
LISTEN TO PITCH MASTERS
Apple Podcasts: https://podcasts.apple.com/gb/podcast/pitch-masters/id1650175804
Spotify: https://open.spotify.com/show/4T2HQsKwfx67CDzeUL4wTD?si=90d39222891b4931
YouTube playlist: https://youtube.com/playlist?list=PLYs5idRWzXZKPJYYR26MPuskp2YAaTS5o&si=bXx0OKO1jHLNZ5QO
MORE PITCH MASTERS EPISODES ON YOUTUBE
Daniel H. Pink: https://youtu.be/ZhwAmlg8OPA?si=9QOy5Uc2JNc4dwpU
Rory Sutherland: https://youtu.be/p2Hc2gQPaSk?si=RvyAj9Ewqjbm9vdY
Nancy Duarte: https://youtu.be/8_Zhmu8gxLc?si=-NF7SMz6vRjViZz0
Simon Sinek: https://youtu.be/2bLR_PbB94A?si=TqpIl1wN3yHd2rya
Jeb Blount: https://youtu.be/B_S1ChPBLlM?si=qDKxah9tVK5EZtJo
Oren Klaff: https://youtu.be/lAXlPyYSpZs?si=6ySPsHteD4b0CSaC
ABOUT PITCH MASTERS
Pitch Masters is the podcast where Danny Fontaine speaks to world-class experts in pitching, persuasion, storytelling, sales, creativity, behavioural science and business influence. The aim is simple: to understand how the best in the world win attention, build trust and convince people to act. Subscribe for more conversations with the masters of pitching.
#BobKnakal #CommercialRealEstate #PitchMasters
1 hr 7 min - S2E10: Bob Knakal & the NYC Map Room that Won 92 of 94 Pitches (Audio only)
Bob Knakal joins Danny Fontaine inside the Knakal Map Room in Manhattan to reveal how one room helped win 92 of 94 real estate pitches. This is a masterclass in high-stakes selling, NYC commercial real estate, reputation, market presence, physical experience, AI, hard mail, storytelling and what it really takes to win trust when the stakes are enormous.
Bob Knakal is the Chairman and CEO of BKREA and one of the most prolific commercial real estate brokers in American history. Across more than 42 years in New York City real estate, he has sold thousands of buildings and built a reputation as one of the great dealmakers of his generation. In this episode of Pitch Masters, I flew to Manhattan to meet Bob in the world-famous Knakal Map Room, a 24 foot by 10 foot physical map of Manhattan covered in data, post-it notes, colour codes and market intelligence. Bob explains how the Map Room began during the pandemic, why he walked every block of Manhattan south of 96th Street, why he still believes physical experience beats a screen, and how the room creates an immediate impression on clients.
We also talk about:
- Why Bob says real estate is really the information and relationship business * How he accidentally got into commercial real estate
- What he learned from pitching around 10,000 times
- Why his career pitch win rate is around 26%, but the Map Room has won 92 of 94 pitches
- The billion-dollar pitch involving a brown paper bag, a mason jar and a pile of nuts and bolts
- Why hard mail still works when email does not
- Why market presence is not about ego, but helping clients
- How getting fired helped him see everything more clearly
- How Bob uses AI alongside old-school discipline and analogue research
- Why being different matters more than being cheaper
- What any salesperson, founder, broker, leader or communicator can learn from elite real estate dealmaking
CHAPTERS:
GUEST:
Bob Knakal, Chairman and CEO, BKREA
Official website: bkrea.com Bob
Linkedin: linkedin.com/in/bobknakal
Email: [email protected]
Bob's cell: +1 917-509-9501
HOST
Danny Fontaine, Author of PITCH: How to Captivate and Convince Any Audience on the Planet / Host of Pitch Masters Podcast.
Find out more:
Website: pitchguy.co.uk
LinkedIn: linkedin.com/in/dannyfontaine/
Instagram: instagram.com/dannyfontaine
TikTok: tiktok.com/@pitchguy
LISTEN TO PITCH MASTERS
Apple Podcasts: https://podcasts.apple.com/gb/podcast/pitch-masters/id1650175804
Spotify: https://open.spotify.com/show/4T2HQsKwfx67CDzeUL4wTD?si=90d39222891b4931
YouTube playlist: https://youtube.com/playlist?list=PLYs5idRWzXZKPJYYR26MPuskp2YAaTS5o&si=bXx0OKO1jHLNZ5QO
MORE PITCH MASTERS EPISODES ON YOUTUBE
Daniel H. Pink: https://youtu.be/ZhwAmlg8OPA?si=9QOy5Uc2JNc4dwpU
Rory Sutherland: https://youtu.be/p2Hc2gQPaSk?si=RvyAj9Ewqjbm9vdY
Nancy Duarte: https://youtu.be/8_Zhmu8gxLc?si=-NF7SMz6vRjViZz0
Simon Sinek: https://youtu.be/2bLR_PbB94A?si=TqpIl1wN3yHd2rya
Jeb Blount: https://youtu.be/B_S1ChPBLlM?si=qDKxah9tVK5EZtJo
Oren Klaff: https://youtu.be/lAXlPyYSpZs?si=6ySPsHteD4b0CSaC
ABOUT PITCH MASTERS
Pitch Masters is the podcast where Danny Fontaine speaks to world-class experts in pitching, persuasion, storytelling, sales, creativity, behavioural science and business influence. The aim is simple: to understand how the best in the world win attention, build trust and convince people to act. Subscribe for more conversations with the masters of pitching.
#BobKnakal #CommercialRealEstate #PitchMasters
1 hr 7 min - S2 E09: Gina Balarin, Author, Advisor and TEDx Speaker
Most pitches don’t fail because of weak ideas. They fail because the message isn’t received the way it was intended.
In this episode of Pitch Masters, Danny Fontaine speaks with author, TEDx speaker and advisor Gina Balarin about the gap between what we say and what our audience actually hears—and why that gap determines whether a pitch lands or falls flat.Gina shares how storytelling, language and emotion shape influence, why mastering communication can change outcomes, and how to turn disbelievers into believers in high-stakes situations.One of the most powerful ideas in this conversation is simple: if you can master language, you can shape emotion—and if you can shape emotion, you can influence decisions.Key takeaways:- Why emotion—not logic—is the real driver of persuasion- How storytelling creates connection at a neurological level- The role of misdirection and performance in communication- How to spot and handle disbelievers in the room- Why rehearsing mistakes makes you a stronger presenter- How small language choices can trigger big emotional responsesLearn more about Gina Balarin:
Website: https://www.verballistics.com.au/
LinkedIn: linkedin.com/in/ginabalarin
If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk/
Follow Danny for more communication insights:
LinkedIn: https://www.linkedin.com/in/dannyfontaine/
TikTok: https://www.tiktok.com/@pitchguy
Instagram: https://www.instagram.com/dannyfontaine/
My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk
1 hr 7 min - S2 E09 VIDEO VERSION: Gina Balarin, Author, Advisor and TEDx Speaker
Most pitches don’t fail because the idea is weak. They fail because the message isn’t received the way it was intended.
In this episode of Pitch Masters, Danny Fontaine is joined by author, TEDx speaker and advisor Gina Balarin to explore the gap between what we say and what our audience hears. And why that gap is where pitches succeed or fail.
They discuss:
- Why communication is defined by what the audience hears, not what you say
- How audience priorities shape the meaning of your message
- Why most pitches are built from the wrong starting point
- How to create alignment instead of relying on persuasive logic
If you’ve ever felt like your message should have landed but didn’t, this episode will change how you think about pitching.
Listen to the full conversation for a deeper perspective on how to make your ideas resonate.
Learn more about Gina Balarin:
Website: https://www.verballistics.com.au/
LinkedIn: linkedin.com/in/ginabalarin
If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk/
Follow Danny for more communication insights:
LinkedIn: linkedin.com/in/dannyfontaine
TikTok: https://www.tiktok.com/@pitchguy
Instagram: https://www.instagram.com/dannyfontaine
My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk
1 hr 7 min - S2 E08 VIDEO VERSION: Atif Rafiq, Former McDonald’s, Amazon, and MGM exec, author of Decision Sprint
If you think great pitches are about storytelling alone, you may be missing the deeper truth. Persuasion is built on judgment, preparation and the ability to move people. Not just impress them.
In this episode, Danny Fontaine sits down with former McDonald’s, Amazon, Volvo and MGM executive Atif Rafiq to unpack what it really takes to influence high-stakes decisions. From negotiating multimillion-dollar deals in his twenties to securing a billion-dollar transformation investment, Atif shares how deep preparation, listening and conviction separate persuasive leaders from everyone else.
This is a conversation about pitching when the stakes are real and the room doesn’t owe you anything. From negotiating multimillion-dollar deals early in his career to securing a billion-dollar transformation at McDonald’s, Atif breaks down the habits that separate persuasive leaders from everyone else:
- Why most pitches fail before the meeting even starts
- How listening reveals the real decision behind the conversation
- Why conviction matters and how to earn it
- How to handle resistance without losing momentum
- What Amazon’s culture teaches about preparation and influence
This isn’t theory. It’s how decisions get made inside the world’s biggest companies.
About Atif Rafiq:
Former President at MGM Resorts and Chief Digital Officer at McDonald’s, Volvo, and Amazon. Founder & CEO of Ritual, an AI-powered problem-solving platform.
He is the author of Decision Sprint: The New Way to Innovate into the Unknown and Move from Strategy to Action.
Follow him on LinkedIn: https://www.linkedin.com/in/atif1/
If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk/
Follow Danny for more communication insights:
LinkedIn: https://www.linkedin.com/in/dannyfontaine/
TikTok: https://www.tiktok.com/@pitchguy
Instagram: https://www.instagram.com/dannyfontaine/
My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk
#Pitchmasters #pitching #podcast #atifrafiq #persuasion
1 hr 21 min - S2 E08: Atif Rafiq, Former McDonald’s, Amazon, and MGM exec, author of Decision Sprint
If you think great pitches are about storytelling alone, you may be missing the deeper truth. Persuasion is built on judgment, preparation and the ability to move people. Not just impress them.
In this episode, Danny Fontaine sits down with former McDonald’s, Amazon, Volvo and MGM executive Atif Rafiq to unpack what it really takes to influence high-stakes decisions. From negotiating multimillion-dollar deals in his twenties to securing a billion-dollar transformation investment, Atif shares how deep preparation, listening and conviction separate persuasive leaders from everyone else.
This is a conversation about pitching when the stakes are real and the room doesn’t owe you anything. From negotiating multimillion-dollar deals early in his career to securing a billion-dollar transformation at McDonald’s, Atif breaks down the habits that separate persuasive leaders from everyone else:
- Why most pitches fail before the meeting even starts
- How listening reveals the real decision behind the conversation
- Why conviction matters and how to earn it
- How to handle resistance without losing momentum
- What Amazon’s culture teaches about preparation and influence
This isn’t theory. It’s how decisions get made inside the world’s biggest companies.
About Atif Rafiq:
Former President at MGM Resorts and Chief Digital Officer at McDonald’s, Volvo, and Amazon. Founder & CEO of Ritual, an AI-powered problem-solving platform.
He is the author of Decision Sprint: The New Way to Innovate into the Unknown and Move from Strategy to Action.
Follow him on LinkedIn: https://www.linkedin.com/in/atif1/
If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk/
Follow Danny for more communication insights:
LinkedIn: https://www.linkedin.com/in/dannyfontaine/
TikTok: https://www.tiktok.com/@pitchguy
Instagram: https://www.instagram.com/dannyfontaine/
My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk
#Pitchmasters #pitching #podcast #atifrafiq #persuasion
1 hr 21 min - S2 E07 VIDEO VERSION: Melody Wilding, Executive Coach and Author of Managing Up
If pitching is about persuading people to act, then the workplace version of that skill often comes down to something quieter: managing up. In this episode of Pitch Masters, I speak with executive coach and bestselling author Melody Wilding about how influence really works inside organisations.
Many capable professionals assume strong work will naturally be recognised. But when ideas fail to gain traction with senior leaders, the issue is often communication rather than competence.
Drawing on insights from her book Managing Up, Melody explains how understanding your manager’s priorities, communication style, and pressures can change the way your ideas land — whether you’re proposing a new initiative, advocating for resources, or simply trying to make your work visible. In this conversation we explore:
- Why strong work doesn’t always translate into influence
- The problem of “silent competence” in organisations
- How to understand your manager’s decision-making style
- Practical ways to navigate difficult conversations with leaders
- Why managing up is often the hidden form of pitching inside companies
Learn more about Melody Wilding:
Website: https://melodywilding.com
LinkedIn: https://www.linkedin.com/in/melodywilding
If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk
Follow Danny for more communication insights:
LinkedIn: https://www.linkedin.com/in/dannyfontaine
TikTok: https://www.tiktok.com/@pitchguy
Instagram: https://www.instagram.com/dannyfontaine
My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk
#pitchmasters #MelodyWilding #ManagingUp #podcast #businesspodcasts #pitching
1 hr 14 min - S2 E07: Melody Wilding, Executive Coach and Author of Managing Up
If pitching is about persuading people to act, then the workplace version of that skill often comes down to something quieter: managing up. In this episode of Pitch Masters, I speak with executive coach and bestselling author Melody Wilding about how influence really works inside organisations.
Many capable professionals assume strong work will naturally be recognised. But when ideas fail to gain traction with senior leaders, the issue is often communication rather than competence.
Drawing on insights from her book Managing Up, Melody explains how understanding your manager’s priorities, communication style, and pressures can change the way your ideas land — whether you’re proposing a new initiative, advocating for resources, or simply trying to make your work visible. In this conversation we explore:
- Why strong work doesn’t always translate into influence
- The problem of “silent competence” in organisations
- How to understand your manager’s decision-making style
- Practical ways to navigate difficult conversations with leaders
- Why managing up is often the hidden form of pitching inside companies
Learn more about Melody Wilding:
Website: https://melodywilding.com
LinkedIn: https://www.linkedin.com/in/melodywilding
If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk
Follow Danny for more communication insights:
LinkedIn: https://www.linkedin.com/in/dannyfontaine
TikTok: https://www.tiktok.com/@pitchguy
Instagram: https://www.instagram.com/dannyfontaine
My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk
#pitchmasters #MelodyWilding #ManagingUp #podcast #businesspodcasts #pitching
1 hr 14 min - S2 E06 VIDEO VERSION: Terry Szuplat, Former Obama Speechwriter and Bestselling Author
What can business leaders learn from the pressure, craft, and discipline of presidential speechwriting?
In this episode of Pitch Masters, I sit down with Terry Szuplat, who spent nearly a decade as a speechwriter for President Barack Obama, to unpack what makes messages land, what makes audiences lean in, and why “generic” is the fastest route to being forgotten.
Terry takes us inside the realities of writing for the most scrutinised speaker on the planet, shares the practical framework he uses to help leaders prepare talks and pitches, and offers a simple principle that instantly raises the bar: say what only you can say.
Connect with Terry Szuplat
Website: https://www.terryszuplat.com/
LinkedIn: https://www.linkedin.com/in/terry-szuplat-456914137/
If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode.
Instagram: https://www.instagram.com/dannyfontaine/
TikTok: https://www.tiktok.com/@pitchguyYouTube: https://www.youtube.com/@pitchguy/LinkedIn: https://www.linkedin.com/in/dannyfontaine/My book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available:
https://amzn.eu/d/ewuiZ531 hr 28 min - S2 E06: Terry Szuplat, Former Obama Speechwriter and Bestselling Author
What can business leaders learn from the pressure, craft, and discipline of presidential speechwriting?
In this episode of Pitch Masters, I sit down with Terry Szuplat, who spent nearly a decade as a speechwriter for President Barack Obama, to unpack what makes messages land, what makes audiences lean in, and why “generic” is the fastest route to being forgotten.
Terry takes us inside the realities of writing for the most scrutinised speaker on the planet, shares the practical framework he uses to help leaders prepare talks and pitches, and offers a simple principle that instantly raises the bar: say what only you can say.
Connect with Terry Szuplat
Website: https://www.terryszuplat.com/
LinkedIn: https://www.linkedin.com/in/terry-szuplat-456914137/
If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode.
Instagram: https://www.instagram.com/dannyfontaine/
TikTok: https://www.tiktok.com/@pitchguyYouTube: https://www.youtube.com/@pitchguy/LinkedIn: https://www.linkedin.com/in/dannyfontaine/My book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available:
https://amzn.eu/d/ewuiZ531 hr 28 min
About Pitch Masters
From the publisher's feed
The Pitch Masters Podcast is dedicated to helping you win more business. No matter how good your products or services are, without the right story, branding, and marketing, you might not get noticed.…
Danny Fontaine, AKA ’Pitch Guy’ interviews a master of pitching from industry in each episode and covers how behavioural science, psychology, storytelling, creative, and theatre all play huge roles in the success of your business.