Terri walks through how a background in competitive speech and debate evolved into a 30+ year career helping top performers—CEOs, brokers, sales teams, and even members of Congress—win more often by mastering persuasive communication.

Her foundation is simple but powerful: communication is not about what you say—it's about what the listener hears, processes, and acts on.

She shares how her early career "breaking territory" through cold calling and filling rooms from scratch shaped her philosophy: you must be both scrappy enough to earn attention and skilled enough to convert it.

The core problem she sees today: experienced professionals rely on confidence instead of preparation, while newer professionals lack structure—so both default to "winging it." And that's costing deals.

Her latest book, Presentation Ready, is built on a multi-phase research study identifying the 12 most common mistakes that cause professionals to lose opportunities—based on both self-reflection and buyer feedback.

Why "winging it" is the silent deal killer
– Veterans rely on experience → leads to complacency
– Newer professionals lack a repeatable structure
– Result: inconsistent messaging and missed outcomes

The real mistake: being informative instead of persuasive
– Most professionals "data dump" instead of influencing decisions
– Buyers don't reward information—they reward clarity and conviction

The disconnect that's costing you deals
– You think you're clear → your audience thinks you're boring
– #1 feedback from buyers: "The presentation was boring"

Why recording yourself is non-negotiable
– You cannot fix what you don't recognize
– Watching yourself exposes verbal habits, weak structure, and lack of impact

The importance of scrimmaging (roleplay)
– Top performers don't practice presentations—they rehearse outcomes
– Like athletes, drills build specific skills that show up under pressure

Why "scrappy + structured" wins in today's market
– Scrappy gets you in the room
– Skill gets you the deal

Terri Sjodin is the Founder of Sjodin Communications and one of the leading experts in persuasive presentations and sales communication. She is a New York Times best-selling author, Hall of Fame speaker (National Speakers Association), and has worked with Fortune 500 companies, national sales teams, and government leaders.

Her latest book, Presentation Ready, is based on decades of real-world experience and a multi-phase research study on what actually causes professionals to win—or lose—opportunities.

Host: Rod Santomassimo
Guest: Lev Mavashev (Principal, Alpha Realty, Ney York, NY)

Lev Mavashev (Principal, Alpha Realty) walks through how a technical, numbers-driven background (CPA + Deloitte) turned into a long-term career in NYC multifamily brokerage—and why specialization is the reason he's been able to scale, survive disruption, and keep taking market share.

Lev shares how he entered brokerage the old-school way: book + phone + cold calling—and even landed a seller on his first call, then had to ask the team what to do next. The bigger lesson: activity matters, but structure matters more. He explains that two years in, he invested in coaching, learned to value his time based on what he intends to earn (not last year's income), and made a bold move early: hired an assistant on his own dime, which he credits as a major accelerator.

Lev also breaks down why he founded Alpha Realty in 2016, why Alpha is exclusively multifamily, and how he stayed steady through major headwinds—especially NYC's 2019 rent law changes and then COVID—by being the advisor clients could reach when others disappeared.

• Why specializing (and staying there) beats chasing "whatever deal is available"

• How Lev used disruption (2019 rent laws + COVID) to deepen advisory relationships and gain share

• The mindset shift: valuing your time based on your goal income—and staffing accordingly

• How Alpha scaled to 14 total team members and is now restructuring into micro-specialists inside multifamily products

• Where Lev is using AI today: email triage, marketing support, OM/BOV drafts—while still testing the edge of AI calling

"Get on a team + find your niche + stay in your lane."
He frames it as being a big fish in a small pond, instead of trying to win the whole ocean.

About: Lev Mavashev

Lev Mavashev is the Founder and Principal of Alpha Realty, a thriving real estate brokerage firm specializing in NYC Multifamily properties. Lev is among the industry's top tier professionals and considered one of the most active brokers and power deal makers in the investment-sales market.

Host: Rod Santomassimo
Guest: Reid Bennett, National Council Chair – SVN Multifamily | Massimo Group Coach | 7-Figure CRE Producer


🎙️ In this milestone episode of The Massimo Show, Rod reconnects with longtime client-turned-coach Reid Bennett to reveal how he went from being a solid multifamily broker to a nationally recognized leader, team-builder, and seven-figure producer.
If you're an established commercial real estate professional feeling stuck on the transactional treadmill—or trying to figure out what's next—this one's for you.
Reid shares his raw, behind-the-scenes journey from chaos to clarity:

• How after 18 years in the business, he still felt like he was guessing on who to call next
  
  
• Why he finally invested in coaching, despite already being a top producer
  
  
• The specific systems and cadence he implemented that quadrupled his income
  
  
• How he broke through inconsistent revenue cycles and built a practice that delivers consistent 7-figure years
  
  
• His transition from broker to investor and mentor for brokers nationwide
  
  PLUS: Rod and Reid break down the power of the "What's New, What's Next, and How Can I Help?" approach—a simple framework that helped Reid land a 440-unit deal during COVID from a cold, dormant lead.
  
  
  🚀 What You'll Learn in Episode 101:
• How top brokers eliminate the income rollercoaster (hint: systems)
  
  
• Why every high-level broker needs coaching—even the veterans
  
  
• The secrets to scaling a team while maintaining control and quality
  
  
• Reid's mindset shift from chasing commissions to building wealth
  
  
• The ripple effect of coaching: why teaching others sharpens your own skills
  
  
  
  🧠 Who This Episode Is For:
  ✅ CRE brokers earning $300K+ who are stuck and want exponential growth
  
  ✅ Team leaders seeking a roadmap to scale without burnout
  
  ✅ Multifamily specialists looking to transition into leadership or investment roles
  
  ✅ Any broker who wants to dominate their niche and build a business—and life—they love

About Reid Bennett:
Reid Bennett is the National Council Chair of SVN's Multifamily Division, overseeing a national network of brokers. With over two decades of experience, Reid transformed his own practice through the Massimo Group's coaching—and now coaches other brokers to do the same. He's an active investor, elite producer, and coach who believes in building wealth with intention and helping others rise.

🎧 Listen now and discover what happens when a broker stops winging it and starts running it like a business.