DiscoverThe Broker Success Formula
The Broker Success Formula

The Broker Success Formula

Author: CCIM Connections Podcast

Subscribed: 57Played: 1,125


The name says it all. CCIM Connections podcast, the companion to The CCIM Institute’s quarterly magazine, features leading industry personalities tackling the topics that matter most to commercial real estate professionals today. You’ll hear their stories, their insights, and their best practices to inspire, motivate, and make a tangible difference in how you do business. Visit us at
58 Episodes
Nate Worthen is the primary founder and principal of Professional Real Estate Services in Salt Lake City. He has been responsible for more than $2.1 billion in closed real estate sales spanning more than 1,600 transactions in more than 40 countries. In this episode, we discuss the actions successful people take to hold themselves and the people around them accountable for their commitments, leading to more success and fostering a culture of integrity and high performance.
Evelyn Ward, CCIM is Senior Vice President for Agency Leasing and Land Services with Transwestern in Houston. With nearly 20 years of commercial brokerage experience, Evelyn focuses on agency leasing for office, as well as tenant and owner/user representation throughout the greater Houston area. Ward’s expertise lies in market knowledge, negotiations, marketing, and finding the best solution for her clients based on their goals and individual needs. She earned her CCIM Designation in 2011 and is a senior instructor for the CCIM Institute for CI 103 Designation courses. In this episode, we dive into the dynamic world of office space leasing and tenant and owner-user representation. Ward uncovers strategies, insights, and her views on vacancies and where she believes office is heading in the future.
Rod Santomassimo, CCIM, is the founder and President of the Massimo Group, CRE Perform, and Co-Founder of CREInvestor.Coach and CRE Listing Launcher. The Massimo Group is the world's #1 commercial real estate broker coaching and consulting organization, assisting over 4,200 commercial real estate professionals in building their desired business and life. Santomassimo is the author of four best-selling books – Brokers Who Dominate, Teams Built to Dominate, and Knowing Isn’t Doing – which became America's #1 sales book when it launched. In this podcast, Santomassimo shares his success strategies for business growth and how AI is transforming commercial real estate.
Kathleen Rose, CCIM, CRE, is a Founder, President, and CEO of Rose and Associates Southeast, Inc. She has combined decades of development and commercial real estate experience to build a boutique woman-owned consulting practice. Rose is a Chief Problem Solver consultant, facilitator, instructor, developer, investor, speaker, and author. She received her CCIM Designation in 1989 and holds the Counselor of Real Estate (CRE) designation. Each year the Counselors of Real Estate identifies current and emerging issues expected to have the most significant impact on all real estate sectors. Now in its 11th year, and with many of the issues interrelated, the 2024 Top Ten Issues Affecting Real Estate can be grouped into three general categories: Economy & Markets, Government & Regulatory, and Change & Risk Management. Listen now to hear Rose talk more in-depth about some of the most pressing issues in this year’s Top 10.
Heather Kreiger, CCIM, is the Regional Research Director of Lee & Associates of Eastern and Western Pennsylvania. Her expertise spans research, marketing, operations, sales, and leasing, encompassing a diverse range of commercial and industrial projects. Heather's commitment to the industry is evident through her active involvement in local, statewide, and national real estate committees and boards. She earned her CCIM Designation in 2020.
Ellen Hsu, Founder & the Executive Director of Prominent Real Estate Services and Co-Founder & Managing Director of Promont Management, stands as an emerging figure in the real estate domain. She brings a collection of specialized disciplines having worked at eXp Realty (Vice President of Operations, Canada), Ernst & Young LLP (Transaction Real Estate Group), Wal-Mart Stores, Inc. (Real Estate Division), and Southwestern Oklahoma State University's Small Business Development Center (Head of Research Division). In addition to her real estate practice, she most recently served as President for The CCIM Institute Foundation. Ellen’s story is both inspirational and fraught with challenges and achievements—a story of transcending cultural barriers, dedicated community service, and the enrichment of lives through resilience, innovation, and altruism.
Faith and Family: How Commercial Real Estate Has Paved a Prosperous Future for Candis Pressley, CCIM In this episode, we spoke with Candis Pressley, CCIM, who is Founder and CEO at Trinity Property Advisors. Candis acts as a strategic planner and advisor for her clients in their investment real estate goals. She is also relaunching the Philadelphia Real Estate Entrepreneur Academy, a real estate school in Philadelphia. One of her goals is to introduce commercial real estate as a career path to minorities in the area and as a investment vehicle. Most recently, Candis graduated from the JWL Leadership Development Academy and was featured in the CCIM Spotlight in the fall edition of Commercial Connections magazine.
Landon Williams, CCIM, is a negotiator. From the ballfield to the commercial real estate market, Williams has set his sights on reaching the best deal for his clients. From professional sports stars to investors, throughout his career, Wiliams has enjoyed leveraging hard data and anecdotal feedback to connect the dots and bring the two sides together for a successful transaction. Listen now to hear from Williams about his negotiation playbook and find out why he has an affinity for all things commercial real estate.
In a world where the commercial real estate landscape is complex and ever-changing, Bo Barron, CEO of Barron Commercial Group, serves as a trusted guide. Bo understands clients' challenges and opportunities when navigating commercial real estate decisions. As a third-generation leader in the industry, former Marine, and Senior Instructor with The CCIM Institute, Bo is on a mission to empower investors, owners, and those seeking to learn more about commercial real estate. Listen to the podcast now to hear Bo’s journey from Marine to CCIM Designee and how his past has shaped him into the industry leader he is today.
Faraz Cheema, CCIM, is the Managing Group Principal with Coldwell Banker Commercial Realty. With over 7 years of experience as a financial analyst and 6 years as an asset manager, Faraz has a unique understanding of the investment side of commercial real estate. Recently, Faraz was named top 45 out of 150 LinkedIn influencers in commercial real estate. His approach to social media has garnered thousands of followers in a few short months and has captured a lot of buzz within the industry. Listen to the podcast now to learn how Faraz uses social media to build connections, further his business, and inspire commercial real estate brokers online.
Greg Fitzgerald, CCIM, is the founder of Tri-Oak Consulting Group. Fitzgerald jumped into commercial real estate brokerage in two thousand and two out of a strong desire to take charge of his professional destiny. He’s the author of the book “The Broker Success Formula: Mastering 8 Mindsets to Guarantee Your Success in the Real Estate Brokerage Business.” In his book, Fitzgerald introduces 8 key mindsets that when mastered will help you build a sustainable real estate sales business that constantly grows and gives you endless energy, opportunities, and freedom.
Ryan McKenzie, CCIM, is vice president with Kidder Mathews. A native of Los Angeles, he details the challenges and opportunities in the industrial space following the global pandemic. With low vacancy and persistent demand, the sector remains strong, while McKenzie discusses other pressing topics in CRE like technology, AI, and infrastructure.
Mark Polon, CCIM, is president of Polon Consulting in Middle Haddam, Conn., and has been an instructor with the CCIM Institute since 1989. He joins the podcast to discuss how professionals can best prepare themselves for success in commercial real estate and how effective communication is an essential tool in this business. An expert in appraisals and valuations, Polon also details what market sectors can expect as we continue to recover from the harshest impacts of COVID-19.
Robert Hand, CCIM, is the president of Louisiana Commercial Realty, a New Orleans-based firm that operates in all major commercial sectors. He joins the podcast to discuss the state of CRE in the Louisiana market, which has undergone significant changes due to national economic trends and natural disasters. Hand also details the importance of technology in distinguishing yourself from the competition and how to illustrate your expertise to both existing and potential clients.
Patricia Lynn, CCIM, is the principal/founder of Lynnk, a commercial real estate consultant company, and ExceedCE, a continuing education firm focused on real estate. She joins the podcast to discuss what makes for successful consultants and investors, how to get started with these endeavors, and the importance of lifelong education to business achievement. A CCIM Institute instructor since 1986, Lynn also shares details on her new CCIM Institute course, “Building a Commercial Real Estate Consulting or Investing Business,” which helps CRE professionals diversify their revenue streams outside the brokerage model.
David Wilson, CCIM, is the Iowa-based vice president of real estate development at Ryan Companies US Inc. and past president of the CCIM Institute. Closing more than $1 billion in transactions for development projects in 15 states, he joins the podcast to outline the opportunities in rural and smaller markets, specifically in the industrial and warehouse sector. Wilson details the challenges in uncertain economic conditions and how cooperation and communication are keys in closing large transactions. He also discusses his activity with the CCIM Institute and the value of giving back to the commercial real estate industry.
K.C. Conway, CCIM, CRE, MAI, is chief economist for CCIM Institute and principal and cofounder of Red Shoe Economics. He joins the podcast to discuss his latest Commercial Real Estate Insights report, “Disaster Preparation, Response, and Recovery.” He details how commercial real estate professionals can minimize damage and disruption from disasters — both natural and man-made — through planning, communication, and cooperation.
Andy Cvengros is senior vice president with JLL and a member of the firm’s Technology Solutions Practice. Specializing in acquisition and disposition of heavy infrastructure and data center assets, he joins the podcast to discuss the healthy demand in the sector, challenges in site selection, and how investors and developers can overcome short-term economic headwinds. Cvengros also details opportunities for commercial real estate professionals in secondary and tertiary markets as the sector continues to expand.
Gina Szymanski is director and portfolio manager at AEW Capital Management, one of the world’s largest real estate investment managers with $73.5 billion in assets under management, She joins the podcast to detail sectors with promise, like manufactured housing and industrial, while also acknowledging some economic headwinds that could prove troublesome in 2023.
Joanna Frank is president and CEO of the Center for Active Design, which operates Fitwel, a CDC-developed certification system that emphasizes practical design and operational strategies for buildings and communities to optimize health. She discusses potential improvements in the multifamily sector to improve tenant satisfaction, while limiting owner/operator expenditure. Frank also offers practical advice for CRE professionals who want to improve assets through improved air quality, increased green space, and healthy food options.