Mastering the Market: Real Estate Wisdom from Bob Knakal and Rob Santomassimo

In this episode of The Industrial Real Estate Show, I had the pleasure of hosting two incredible guests at the same time: Bob Knakal and Rod Santomassimo!

I’ve interviewed them individually before, but getting them together made for an even richer conversation. Bob, who I view as the best broker in the world, and Rod, the top coach in the industry, shared their views on how brokers should navigate uncertain markets.

Bob talked about the importance of digging into every transaction, even the ones you're not part of, to fully understand what’s happening. Rod added that brokers need to double down on education and be a steady source of clarity when clients are unsure of their next move.

We also touched on how the business has evolved, including the growing role of AI in brokerage, and what it takes to adapt without losing sight of fundamentals. Bob and Rod are releasing a book together, and it captures decades of lessons including both wins and mistakes.

Bob shared how his firm made bold moves after 9/11, hiring aggressively while others pulled back, which helped them dominate when the market came back. That kind of long-term conviction really stood out to me. We wrapped with some great insights for new brokers, including how to build confidence, stay curious, and keep refining your craft. It was an insightful conversation and I’m excited to recommend their book when it comes out.

Pick up a copy of their new book, Selling Buildings, today!

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