Tired of Working for Free? Start Demanding Exclusivity
Let’s cut the fluff.
You hustle. You prospect. You bring buyers. And then what?
Another broker swoops in. The deal closes without you. You get nothing.
Sound familiar?
If so, there’s one solution:
👉 Only work on exclusives. Period.
That’s not just my opinion. That’s the rule of the GOAT of commercial real estate brokerage, Bob Knakal. And after decades of dominating the New York CRE market—with 4,000+ buildings sold—he’s earned the right to be heard.
“If New York State outlawed exclusives, I’d leave the business. I’m not working for free.” – Bob Knakal
What Is an Exclusive Listing in CRE?
An exclusive listing is when a property owner grants you sole representation to market and sell their property.
Unlike open listings—where anyone and everyone can bring a buyer—an exclusive means:
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You’re in control of the process.
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You set the narrative.
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You own the relationship.
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You get paid.
And that exclusivity? It elevates you from “broker” to trusted advisor.
Why Exclusive Listings Create More Value (for Everyone)
You might think a seller benefits from “more brokers = more exposure.”
Wrong.
Exclusivity isn’t limiting—it’s clarifying.
Here’s why:
✅ The Seller Wins
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They get organized marketing, consistent messaging, and competitive bids.
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They maximize their sale price—not minimize it.
“Open listings bring brokers who want to get your asset at the lowest price. I bring you buyers who’ll pay the highest.” – Bob Knakal
✅ You Win
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No more wasted hours showing buildings you don’t control.
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No more chasing shadows.
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Just focused, profitable work that leads to closings.
Want to Get Exclusives? You Need This First…
Exclusives aren’t given. They’re earned.
And it starts with one thing: expert positioning.
“If you don’t know your market—inventory, pricing, turnover—you don’t deserve an exclusive.” – Bob Knakal
Ask Yourself:
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How many buildings are in your submarket?
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What’s the average price per foot? Per unit?
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What’s the turnover rate this year vs. last?
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How many deals happened in the last 10 years?
Know these cold. If you don’t, your competition will.
Pro Tip:
Sellers care about hyper-local, recent experience—not your total years in the game.
When Bob was starting out, he won listings by saying:
“Sure, I’ve only sold three buildings—but one is next door to yours, one is across the street, and one is on your block.”
Relevance trumps resume.
The Math Behind Specialization: Creating More Time & More Deals
Here’s the truth bomb that stuck with every broker on that call:
“Your two biggest assets are your market knowledge and your time. And you can create more of both through specialization.” – Bob Knakal
Let’s break it down:
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If last week you sold a retail building, a multifamily asset, and an office property…
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And this week you’re pitching a new office assignment…
Only 1/3 of your time was relevant to that seller.
But if you sold three office buildings last week?
100% of your time builds credibility.
That’s time efficiency = time creation = more deals.
Why Brokers Who Chase Open Listings Stay Broke
Still not convinced?
Let me ask:
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Would you spend 50 hours showing a building you don’t control?
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Collect info, run underwriting, get a partner through the door?
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Only for the owner to say, “Oh sorry, I just signed with another broker”?
That’s not brokerage.
That’s begging.
“Don’t be a HAG – a ‘Hey, do you have a guy?’ broker.” – Bob Knakal
The Real Reason to Go Exclusive: Build an Annuity, Not Just Income
Here’s the big picture:
Exclusivity leads to consistency.
Consistency leads to brand positioning.
And that positioning? It turns your practice into an annuity.
You stop living deal-to-deal. You start building a business with predictability, profit, and peace of mind.
And let’s be honest…
Wouldn’t you rather be known as the go-to expert in your market, instead of hustling random listings you don’t even control?
Final Thoughts: Make a Decision, Set Your Standard
Bob said it best:
“If you won’t give me an exclusive, I don’t care if you own a 13-story pink building on the corner. I’m not interested.”
That’s clarity.
That’s conviction.
That’s domination.
So now it’s your turn.
Will you keep chasing uncommitted owners and wasting your time?
Or will you step into your authority, demand exclusivity, and win?
Want to Win Bigger Listings with Less Chaos?
🎯 At the Massimo Group, we help brokers like you win more exclusives, build dominant personal brands, and explode their GCI—without burning out.
Book your free strategy call today → https://www.massimo-group.com/contact-us/
