In Episode 96 of The Massimo Show, Rod sits down once again with one of the most
downloaded guests in show history — Matt McGregor of Colliers International and a Massimo
Master Broker.

Matt and Rod go deep into what they call the evolution of cold calling. Spoiler: they don’t believe in “ice cold” calls anymore — and they’ve got the stats to back it up.

They reveal:

• Why 92% of calls now go straight to voicemail—and what to do about it
• How to turn a cold call into a warm one using tech, timing, and tactics
• The specific multi-touch sequences Matt uses (emails, DMs, text, and mailers)
• Why bots, AI, and campaign automation are changing the game for prospecting
• The launch of WarmCaller, Matt’s new patented tech that ranks and feeds you
  personalized, real-time prospecting insights
• How brokers can finally stop sounding like “just another sales pitch” and start making
  calls that truly resonate

Rod and Matt even share real conversion stats from their own sales teams — over 5,900+ calls
tracked — to expose what works (and what doesn’t) in today’s CRE environment.

If you're still dialing blind and hoping for the best, this episode will shift your mindset and your
results.

• For more info or to request a demo of WarmCaller, visit warmcaller.com
• Want to grow your brokerage business fast? Book a free strategy call at https://massimo-group.com/

Rod sits down with Skylar Romines, founder and owner of ATW Advisors in Orange County, California. Skylar is an expert in commercial real estate insurance with 15 years experience in the insurance industry. She passionately advocates on behalf of business owners, helping them secure better insurance terms and control over their programs.

Skylar described herself as a late bloomer who struggled socially in high school, but found her footing later in life. During college, she started working at Nordstrom, but later transitioned to insurance after receiving advice from a family member. She unexpectedly found success in the insurance industry while earning her psychology degree.

Skylar discusses the challenges and changes within the insurance industry, particularly in the current hard market cycle, where there are fewer options and insurance premiums are increasing significantly. She advises investors to be proactive, working closely with their brokers to avoid pitfalls, such as shopping multiple brokers and delaying insurance considerations.

One of the key points Skylar made was that real estate investors should engage their insurance brokers early during the acquisition process to ensure accurate quotes, avoiding any surprises with coverage costs, and to fully understand any associated risks. Investors should focus on maintaining property conditions, as insurance costs often reflect the risk associated with property age, systems, and geographical factors.

Skylar shared her recent success and expereience using social media platforms, like Twitter and LinkedIn, to connect with professionals and grow her network in the real estate industry. She notes how Twitter (X) can foster a sense of community and engagement across industries, unlike LinkedIn, which is more formal.

Additionally, Skylar mentions her upcoming book relesased this July, So She Did: Stories, Stats & Strategies to Help Women Win, which focuses on the underrepresentation of women in high-paying roles in the insurance and real estate industries. Drawing from dozens of interviews, she shares compelling statistics, actionable advice, and the collective wisdom of women who are challenging norms and inspiring women to claim their own seats at the table of leadership, ownership, and equity. Skyler hopes to empower women to rise, thrive, and lead in their own unique and inspiring ways.

Overall, the episode provides insights into Skylar’s journey from a college student with a side job to a successful commercial insurance expert. It also touches on broader themes in commercial real estate, the state of the insurance industry, and the importance of networking in business.

Note: These highlights are designed to provide an overview of this episode’s content. Listeners are encouraged to tune in to the full episode for a comprehensive understanding of the topics covered.

At the Massimo Group we have 15 years of experience helping the most dedicated brokers, like you, build the CRE business and life they have always desired. If you’d like to learn more visit https://massimo-group.com/

Rod sits down with Ken Ashley, CCIM, MCR, SIOR, Executive Director of Cushman & Wakefield and Founder of CREI, Commercial Real Estate Influencer. Ken is a successful Atlanta broker with nearly 30 years experience with tenant representation and sales in the commercial real estate industry.

They discuss the importance of building a personal brand and using social media effectively in the commercial real estate industry. Ken shares his strategies for engaging with prospects, valuing your time, and creating a strong online presence. He emphasizes the need to focus on the other person and provide value in order to build trust and influence. Ken also announces the upcoming CREI Summit, a conference dedicated to helping commercial real estate professionals build their brands and increase their influence.

Note: These highlights are designed to provide an overview of this episode’s content. Listeners are encouraged to tune in to the full episode for a comprehensive understanding of the topics covered.

At the Massimo Group we have 15 years of experience helping the most dedicated brokers, like you, build the CRE business and life they have always desired. If you’d like to learn more visit https://massimo-group.com/

Rod sits down with Ron Koenigsberg, Founder & President at American Investment Properties, a successful Long Island Broker with 30 years experience in the commercial real estate brokerage industry.  

As Ron recalled the pathway to his start in commercial real estate he stated that he “[wished] everything was a straight path… but there are lessons to be learned that are probably never in a straight path, and you certainly have to have a little bit of resilience along the way.” 

Ron describes his journey from growing up in Long Island and watching his father survey buildings and construction sites, through his time in college, first jobs, and the eventual decision to establish his own firm, American Investment Properties. 

Rod goes on to ask Ron what’s the one common thread that allowed him to not only succeed, but thrive during the market cycles over the years? Ron responded that he attributes his success to two factors, his call counts and his coaching from The Massimo Group. 

Ron recounts a time in his career when he was scared, he was making a lot of calls, but business had come to a halt. After seeing an advertisement for The Massimo Group, Ron encountered James Nelson and asked him if The Massimo Group was really worth it, since it was expensive! 

Ron was a successful broker, “but [he didn’t] know what [he didn’t] know.” After 10 years with The Massimo Group, Ron stated that “It changed my life. Within five years, I went from really losing money or just getting by to… Broker of The Year… and I won the MVP (The Massimo Group’s Most Valuable Producer award) bat on the back of my book.”

Rod then goes on to ask Ron what the foundations to his success are? Ron immediately replied with relationships, daily phone calls, and reaching out to his prospects, especially through face to face communication and active listening. Ron notes that while social media is important, it’s also a double edged sword. 93% of the essential parts of how we communicate, per an FBI study in the 1970s and 1980s, never come through with the use of technology. 

Lastly, they discuss Ron’s new book, Power Broker: How to Succeed In Life And Business. This is an essential mindset book for any broker on how to attack everyday, especially if you’re feeling stuck, questioning what to do, or are plateaued. It details 9 skills that Ron believes are essential for making people successful. You can find Ron’s book on Amazon, Audible or at www.RonKoenigsberg.com.

Note: These highlights are designed to provide an overview of this episode’s content. Listeners are encouraged to tune in to the full episode for a comprehensive understanding of the topics covered.

At the Massimo Group we have 15 years of experience helping the most dedicated brokers, like you, build the CRE business and life they have always desired. If you’d like to learn more visit https://massimo-group.com/

Rod sits down with one of his mentors, Jerry Anderson, a veteran in the commercial real estate brokerage industry with over 50 years of experience. Jerry, currently a Corporate Advisor for eXp Commercial, has successfully run two international brokerage companies and is a pioneer in single point of contact and master franchise brokerage models. 

Jerry has succeeded and thrived through at least four economic downturns, otherwise known as inflection points in brokerage, throughout his career, so Rod begins the podcast by asking him about the current state of the market and how it differs from previous downturns he’s experienced. At first glance, Jerry thought this downturn was similar to the 2008 financial crisis, but after watching some activity over the past few months, he said there are several differences, especially where things are heating up in the financial/lending industry, and “not in a good way.” 

Jerry elaborates that the central dilemma for US brokers right now is that “Interest rate percentages have really been very, very low, in my opinion, for way too long. We have to reset all that. We have to get people accustomed to higher interest rates. If you own a property…at 3% or 4%, [we have to ask] why would you want to sell?... [and advise] All you're going to do is pay capital gains tax, move on, and have a higher interest rate.” Jerry also points out that interest rates used to be higher, he remembers he “was pretty happy when interest rates [used to be] 12% and I was making money as a broker at 12%.” 

With Jerry’s lengthy expertise, Rod asks what advice he would give to brokers saying there’s no velocity in the current market and there’s “nothing I can do.” Jerry suggests that interest rates are relative, brokers have “had it pretty easy for the last 10 years… the habits they gave up, they're going to have to reinsert… You have to be an advisor in this marketplace more than ever before because people don't need you… you have to help them figure out what they do need.” “It's a beautiful time for you as a broker to make calls and say, let me share with you what's happening because we have our thumb on the heartbeat of the market.” Jerry continues to explain that brokers have to refocus, understand where the market is and its impacts, and share that knowledge and awareness with property owners and buyers to put them “in a position to be successful…”

Rod further emphasizes Jerry’s points by adding that The Massimo Group encourages our clients to be an authority in the market versus a commodity, an advisor versus a facilitator. “...This is not a time to take your foot off the pedal. This is the time to jam that pedal to the floor [with] more calls, more effort, more work if you want to just maintain a sliver of market share…”

Lastly, Rod enquires what Jerry feels are some of the greatest inflection points in brokerage history that have changed the way brokers work. Jerry recalled the Tax Reform Act of 1986, technology, particularly software and the internet, and the structure of brokerage companies.

Jerry briefly discusses his white paper The Commercial Real Estate Brokerage Industry Is Broken For Both Brokers and Associates. Rod postulates if he feels brokerage was broken back then and it still is today, how can we fix it? Jerry details the strengths and weaknesses of some prior brokerage models, from the small shop to national and international brokerage companies, franchises, and now virtual models. Jerry believes the current model that eXp is experimenting with is the closest to having it figured out. 

Note: These highlights are designed to provide an overview of this episode’s content. Listeners are encouraged to tune in to the full episode for a comprehensive understanding of the topics covered.

At the Massimo Group we have 15 years of experience helping the most dedicated brokers, like you, build the CRE business and life they have always desired. If you’d like to learn more visit https://massimo-group.com/

Rod sits down with Bobbie Mastracci, CCIM, SIOR and Principal of Phoenix West Commercial, LLC, also known as the “Go To Broker” for the West Valley of Phoenix Metro. Bobbie is a successful real estate broker and Massimo coach with 20 years of CRE experience. She works with corporate and small business clients, both locally and nationally, and prides herself on her faith, dedication, and ability to deliver unmatched customer service.

Bobby shares her journey from her first job in high school, to being a hair color platform artist, and then entering the world of commercial real estate. Not to mention relocating from Pennsylvania to Arizona. She discusses the importance of education, setting goals, and having a strong work ethic. 

Bobby also addresses the misconception that it is harder for women to succeed in commercial real estate and emphasizes the importance of faith, discipline, persistence, and consistency to achieve success.

Bobby advises, to those considering a career change, to be prepared for a slow start and to find a mentor or coach to guide them. She also talks about the benefits of embracing technology, including AI, in the industry.

Overall, she encourages listeners to have a positive mindset, seek opportunities, and take action to achieve their goals.

At the Massimo Group we have 15 years of experience helping the most dedicated brokers, like you, build the CRE business and life they have always desired. If you’d like to learn more visit https://massimo-group.com/

Note: These highlights are designed to provide an overview of this episode’s content. Listeners are encouraged to tune in to the full episode for a comprehensive understanding of the topics covered.

Rod sits down with Rich Vaaler of Vaaler Commercial Real Estate, a commercial real estate broker with 43 years of experience.

Rich has owned, managed, and developed property throughout his career, a facet that the typical broker may not have to share with their clients. It gives him a perspective to help his clients, especially older people, streamline their portfolio/assets and get rid of the complicated ones to transition into simplified properties. He loves what he does and he’s always trying to get better, always trying to learn more to help his clients.

Rich emphasizes the importance of being good at what you do, finding a niche, and constantly learning and improving. Rich also highlights the significance of having a supportive spouse and the role of AI in his business, particularly in writing content and analyzing data. He encourages brokers to focus on their specific market and consistently work on prospecting and building relationships.

Rich concludes the podcast by expressing his gratitude for the coaching he has received at The Massimo Group and the positive impact it has had on his life and business.

At the Massimo Group we have 15 years of experience helping the most dedicated brokers, like you, build the CRE business and life they have always desired. If you’d like to learn more visit https://massimo-group.com/

Note: These highlights are designed to provide an overview of this episode’s content. Listeners are encouraged to tune in to the full episode for a comprehensive understanding of the topics covered.