Rod Santomassimo Brokers Who Dominate 8 Traits of Top Producers

Rod Santomassimo from the Massimo Group on Brokers Who Dominate

Rod Santomassimo wrote the book on the 8 Traits of Top Producers.

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Rod has been a part of CREPIG for quite some time and it was a pleasure to finally get him to interview with me about his book Brokers Who Dominate - The 8 Traits of Top Producers.

Rod owns the Massimo Group which consults some of the largest brokerage firms and boutique brokerage firms to help get to the next level and way beyond.

I appreciate Rod spending some time with us and I believe the information Rod puts out in the book and here on this interview can help you get the process started in your own firm. - JW

Rod Santomassimo

Rod N. Santomassimo is the founder and president of the firm.  Rod possesses over 20 years of commercial real estate industry experience, a solid financial background and a proven growth track record that has repeatedly led to increased individual and company revenue.

The Massimo Group is proud to include Cushman Wakefield, Marcus & Milichap, Grubb & Ellis, Sperry Van Ness, Studley, Colliers, Carter USA, CORFAC, NAI and scores of regional and local firms and/or their individual brokers among its clients. 

Rod Santomassimo has been a featured speaker at a variety of local offices, regional conferences and CCIM’s National Conference, as well as the National Conferences for NAI Global, SVN, Grubb & Ellis and the National Association of Realtors.  In addition Rod Santomassimo has been approved and selected as a featured speaker by the National Association of Realtors Commercial Alliance and its Signature Series.

Prior to creating the Massimo Group, Rod served a variety of roles in the commercial real estate industry including broker, owner, manager and executive level management for local, regional and national brokerage organizations.  His most recent position was Executive Vice President of Sperry Van Ness where he was responsible the general oversight of the organization’s franchise operations and the productivity of its 800 advisors.

Rod earned a Masters of Business Administration from Fuqua School of Business, Duke University, in Durham, North Carolina. He also earned a Bachelor of Arts in Commerce from Washington and Lee University in Lexington, Virginia.  He is a featured guest lecturer at the Fuqua School of Business, as well as the Kennan-Flagler Business School, at the University of North Carolina at Chapel Hill.

Rod is a two-time recipient of the Duke University, Fuqua School of Business Impact Alumni of the Year Award based on his work with both graduate students and alumni in Building a Personal Brand and Creative Approaches to Secure Greater Client/Prospect Opportunities.

The Massimo Group was developed to get you and your team positioned to maximize results. Our proprietary approach consists of one-on-one coaching, strategic business consulting, and best-practice team collaboration, along with virtual training and on-site sessions. The Massimo Group has the platforms and programs to provide you the focus, tactics and approach to attain your goals.


Rod and The Massimo Group Supports HeadNorth

Spinal cord injuries (SCI) are always sudden and unexpected. In an instant, both the individual and family are forever changed. As many as 100 San Diego residents sustain a life-altering spinal cord injury each year. First year costs alone can exceed $270,000 for a paraplegic and $740,000 for a quadriplegic.

HeadNorth is dedicated to providing HELP and HOPE for spinal cord injury survivors. HeadNorth meets the transitional needs of SCI survivors, from recovery to rehabilitation to the reintegration into an active lifestyle.

HELP is provided through our two core programs; the Recover program and the Thrive program. Through each program, resources, Peer Support and financial assistance helps the injured and their families as they face the daily challenges of living with a SCI and paralysis. Along with our Day in a Chair awareness program, HeadNorth makes a positive impact in our entire San Diego community.



Brokers Who Dominate

8 Traits of top producers

In Brokers Who Dominate you will learn the strategies and tactics, marketing approaches, prospecting platforms, and support structures of some of the most successful commercial real estate brokers in North America.

Brokers Who Dominate uncovers the stories behind these brokers who are leaders in their respective markets and presents scores of specific lessons about how you can significantly enhance your opportunity for personal brokerage success. Regardless of how long you have practiced commercial brokerage, there are lessons to be learned from all those profiled. Dominant brokers can be found at all levels of experience, and in Brokers Who Dominate you’ll find them in three groups.

  • The Young Guns will get you thinking about new and exciting ways you can do business.
  • The Dominators offer proven lessons that are working today.
  • The Game Changers have blazed trails for the rest of us and changed the brokerage business.

All featured brokers reveal how they attained and maintain their dominant market position.

These top producing brokers will share how they:

  • Prospect with less effort
  • Consistently win more business
  • Avoid dysfunctional team structures
  • Leverage technology to their advantage
  • Secure Top of Mind position over their competition

Brokers Who Dominate will help you achieve exceptional business growth and performance,
no matter what your current level of successor experience.

Brokerage Owners Summit

Brokerage Owners Success Summit (CRE-BOSS)

Duke University Fuqua School of Business
October 24-25th, 2012
The Commercial Real Estate Brokerage Owners Success Summit (CRE-BOSS) is focused exclusively on owners and managers of CRE brokerage firms.  The cutting-edge programs are targeted specifically at the two major objectives of every brokerage owner:
  • How do you maximize the production of your
    individual brokers
  • How do you maximize the value of your
    brokerage firm

Held at the prestigious R. David Thomas Center at Duke University’s Fuqua School of Business, CRE-BOSS 2012 has been designed to avoid the traditional and linear conference agendas. Instead this exclusive event uses a 360-degree approach to Brokerage Success because you understand that everything, complex or simple affects your Success.

Regardless of your geographic location, size of your firm or your asset focus, you will leave CRE-BOSS 2012 with an abundance of fresh, usable and proven ideas and strategies that you can immediately apply to your brokerage, your teams’ and yourself.

CRE-BOSS 2012 is an exclusive and intensive two-day conference that features the most engaging, dynamic topics for CRE Brokerage Success. 

Learn how you can enhance your operations and increase your revenue and profits as well as your market share.

The curriculum encompasses four designed sessions which hit the four major challenges of every brokerage owner:

  • Building the Best Firm in Your Market
  • Controlling Costs While Enhancing the Client Experience
  • Creating Self-Motivated High Achievers
  • Evaluating Mergers and Acquisitions and Creating a Succession Plan

This must-attend event will be limited to only 50 commercial real estate owners and managers across North America.

Leaders & Presenters

The presenters have been selected, not from among the ranks of the more popular CRE professionals, but from among the most successful experts in their respective fields.  These cross-industry leaders have been chosen both for their proven ability to teach and inspire as well as for their ability to generate fresh, actionable ideas that you will be able to implement and share with your team.

Rod Santomassimo

Rod N. Santomassimo is the founder and president of the Massimo Group, North America’s leading commercial real estate consulting and coaching organization. His book Brokers Who Dominate – 8 traits of top producers is best-selling book in commercial real estate brokerage, as ranked by

Click here to learn more about Rod

Bob Knakal

During Mr. Knakal’s almost 30-year career, he has sold over 1,250 buildings having an aggregate market value of nearly $10 billion, an unparalleled record for number of properties sold. He was the top salesman, with partner Paul Massey, at Coldwell Banker Commercial (now CB Richard Ellis)....

Click here to learn more about Bob

Finn Johnson

Over a career spanning 25+ years, Finn Johnson has continually pushed the boundaries of what is possible to determine in practice what works really well and what doesn’t, to separate fact from fiction, all the while without creating any undue risk...

Click here to learn more about Finn

Warren Greshes

As an internationally acclaimed Hall of Fame speaker, top-selling author, broadcaster, podcaster, educational products producer and former minor league baseball team owner, Warren has been travelling the world for the past 26 years building his brand...

Click here to learn more about Warren

H. Lee Rust

Lee has had a varied 40 year career in business with experience in general management, corporate finance, mergers and acquisitions, investment banking, financial analysis, and sales...

Click here to learn more about Lee


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