Early in my career, I went after a relationship with Harry Macklowe, and it didn't come easy.

I kept showing up, kept adding value, and stayed persistent. Over time, that effort turned into trust, and Harry went on to become one of the most successful investors in New York City.

In this business, perseverance matters, and expertise is what earns the relationship.

Watch the full video on YouTube.


#CommercialRealEstate #CRE #RealEstateCareer

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The Prospect Who Hangs Up on You Is Often the One Worth Fighting For

Everyone loves a 20-minute prospecting call that feels like a warm handshake. Smooth, easy, affirming. But let me challenge your thinking: that call might be the illusion. The real value often lies in the slam of a phone and the click of a voicemail.

Let me explain.

If someone picks up the phone on the first try and talks for 20 minutes… why? Maybe they're lonely. Maybe they've got time to kill. But when someone avoids you? That's someone with real demands on their time, real assets, real decisions to make. Getting to them is an achievement. Staying with them can be a career.

The tough-to-reach prospect is not your obstacle… they're your opportunity.

If you're in this business to build real relationships and close meaningful deals, start loving the process of chasing the "no." Because behind that "no" might just be your next $179 million sale.

Keep Dialing.

#KnakalKnuggets #Prospecting #NYCRealEstate

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Proof Closes the Gap Between You and the Deal

It might be single digits outside, but I couldn't be more fired up!

I was called by a property owner I didn't know. Why? Because we sent them a copy of the "Ultimate Guide to Selling a Development Site for the Highest Possible Price," BKREA's 340-page compilation of every strategy, data point, testimonial, and success story amassed over a 40-year career.

Couldn't be more thrilled with his response. He wants to come to the Map Room and go through the entire Knakal Land index with us.

This owner has a multi-hundred-million-dollar site, and now we have a meeting on the books to talk about it.

This is proof-stacking in action.

✅ 2,400+ land comps
✅ 40+ years of sales data
✅ Real before/after photos
✅ Dozens of client testimonials
✅ Market pipeline insights

It's all packaged up, sent with purpose, and it's working! Don't tell them, show them. Create something tangible that does the credibility building before you walk in the door.

If you're not actively building your stack of proof – case studies, testimonials, track record summaries, unique data insights – you're leaving conversations (and closings) on the table.

It's not just marketing. It's what gets you the meeting.

#AWalkDownTheStreet #TheUltimateGuide #NYCRealEstate

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When I started, specialization in real estate barely existed. Today, it's essential, and it will only get more refined.

The business keeps evolving, and technology is accelerating that change. If you want to stay relevant, you have to adapt, learn, and embrace what's next.

The future belongs to those willing to evolve with it.

Watch the full video on YouTube.


#KnakalKnuggets #BKREA #RealEstateCareer

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Let's Talk About Rock Science…

Most brokers think they're in a sales business. They're not.

They're in the data business. The discipline business. The relationship business.

During the pandemic, I was working out of my country house and started noticing something…I was making more calls than ever. 80, 100, sometimes 120+ connections per week. Why? No interruptions. No "stop and chats." Just focused effort.

It taught me something profound: We're capable of more. A lot more.

People call them "cold calls." But they're only cold for the first year or two. If you're doing this right, you're calling the same people over and over again. You're building a pipeline, not just chasing listings.

Let me put it another way:

If we all moved to Iceland tomorrow to start a rock brokerage firm…we'd:

→ Find everyone who owns rocks
→ Find everyone who buys rocks
↳ Analyze the rock market
↳ Get hired to broker those rocks

Same exact thing applies to buildings in NYC.

Your database should be 1,000–1,200 people. On average, those people own 7–10 buildings each. That's 7,000–10,000 assets. Turnover? Roughly 2.6%. That's 260 transactions per year.

You want 20% market share? That's 50 deals/year.
You do that, and you're making millions.

But, most brokers don't think this way. They chase the shiny object. The hot deal. The shortcut.

Success in this business isn't about chasing. It's about compounding. Relationships, effort, time.

So stop treating cold calls like cold showers.

Start building a system.

#KnakalKnuggets #BKREA #Prospecting

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I didn't plan on a career in commercial real estate. I stumbled into it.

Freshman year at Wharton, 1981,I walked into what I thought was a bank in New Jersey. Turns out, it was a real estate firm. That mistake changed everything.

I started in market research, learned the business from the ground up, and eventually made the move into brokerage. Sometimes the best careers start by accident.

Watch the full video on YouTube.


#CommercialRealEstate #CRE #RealEstateCareer

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The Long Island Rail Road train from Manhasset was delayed 30 minutes due to brake issues. That's not nothing, it doubled the normal ride time. A few passengers got visibly frustrated. I get it. But it actually made me… grateful.

Why?

Because this was the first time in a year and a half that my train into Manhattan has been late. Once on the way in. Once on the way out. That's it. It made me realize how easy it is to take consistency and reliability for granted.

We all face inconveniences. But how we respond to them is a choice.

You can choose frustration over perspective. Complaints over gratitude. You can allow the inconvenience to totally ruin your day or you can take that as an opportunity to see how good you really have it.

The train may have been late but the lesson was right on time.

#MondayMotivational #KnakalKnugget #BKREA

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My days start early, with the gym and a clear plan. In real estate, focus beats multitasking, dedicated prospecting and adapting to clients are key to staying ahead without losing balance.

Watch the full video on YouTube.


#CommercialRealEstate #CRE #RealEstateCareer

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A good "What Would BK Do" question recently cut straight to the core of land valuation in New York.

How do you normalize land comps over decades when zoning, FAR, tax laws, and capital markets are constantly changing?

You start with clean data. Disaggregate it properly. Analyze everything on an as-of-right basis. And let market fundamentals, not assumptions, do the talking.

In our 41-year land study, we don't blend unlike assets or rely on third-party shortcuts. We track how land values actually move and then compare those shifts to real macro forces like interest rates, inflation, and capital markets.

Here's what I really want you to learn from this: If you don't build and verify your own data, you're relying on someone else's interpretation of the market.

Over a long career, that difference matters.

#WWBKD #BobKnakal #BKREA #KnakalLandIndex #NYCRealEstate

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Markets are cyclical. That never changes.

What gets you through the tough stretches is passion for the business and disciplined action when results aren't immediate. Every call, every meeting, every rep matters, just like the stonecutter's strike, you don't see pay off until it finally breaks.

Discipline isn't about having it. It's about using it consistently to win long-term.

Watch the full video on YouTube.


#CommercialRealEstate #CRE #RealEstateCareer

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In our business, and in life, we throw the word "Success" around a lot. We chase it. We measure it. We compete for it.

Success isn't always what you think it is.

Some define it by income. Others define it by freedom. But the older I get, and the more I reflect, the more I believe this:

Real success is having a deep sense of peace, knowing you did the right thing, whether anyone else knows it or not.

It's choosing the ethical path, not the easy one. It's helping others when there's no immediate ROI. It's adopting an abundance mindset where someone else winning doesn't mean you're losing. Their win doesn't take away from yours. It just means it's your turn next.

In this business, we often fall into the trap of thinking it's zero sum. That someone else getting a listing means we missed out. But the reality is, there's enough to go around. If you work hard, stay focused, and operate with integrity it will happen for you.

That inner peace, that clarity….that's what separates those who build a legacy from those who just chase deals.

Rethink what "Success" looks like for you. You might find that it's not the deal but the way you do business.

#AbundanceMindset #KnakalKnuggets #BKREA

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If you want a real shot at success, here's my advice, commit fully for at least 10 years.

Early in your career, this is the season to outwork, outlearn, and outlast. That means sacrificing personal time and staying laser-focused on growth. Especially in real estate, there are no shortcuts, only hard work and perseverance.

Most important? Do work you truly love. When you believe in what you're building, the grind becomes worth it, and that's how long-term success is made.

Watch the full video on YouTube.


#CommercialRealEstate #CRE #RealEstateCareer

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You Only Get One Shot

There's no law that says you have to sell your property for the highest price possible. But why wouldn't you?

This business doesn't come with do-overs. You can't sell a building, realize you left $2 million on the table, and ask for a mulligan. When it's sold, it's sold. That's it.

So why wouldn't you do it right the first time?

Too often I hear owners say, "I want to sell, but I'm not giving anyone an exclusive." That's like saying, "I want the best result, but I'm not willing to do what it takes to get it."

Let me break it down with an example I use often.

A broker without an exclusive is at a dinner party with 10 people. He leans over and whispers to one person, "Hey, Joe might want to sell his building." Now the broker with the exclusive? He's standing up and saying to the whole table, "Joe's building is for sale! Who's interested?"

Who do you think gets the better result?

There is no rational reason not to go to the open market. Exposure equals opportunity. Competition drives price. And price is the ultimate scoreboard.

Don't make the mistake of trying to "keep it quiet" and end up selling quietly… for less than it's worth.

You only get one shot. Take it seriously.

#KnakalKnuggets #BKREA #SellingSmart

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Over 40 years in real estate, I've seen technology reshape everything, and AI is just the beginning. The next decade will transform our industry like never before.

I can also create a few punchier, scroll-stopping variations if you want

Watch the full video on YouTube.


#CommercialRealEstate #CRE #RealEstateCareer

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On this episode of "What Would BK Do?", Abel from Real Estate AI Automation asks:

"What's one piece of advice in your Ultimate Guide to Development Sites that would surprise most NYC agents?"

It's not about zoning, valuation metrics, or FAR. It's not a strategy about assemblage or air rights.

It's this: Ask for testimonials. Every time.

When we close a transaction, we always ask the client for a testimonial. Not sometimes. Not only on the big deals. Every time.

Why?

Because it's so much more powerful when others say something positive about you than when you say it yourself.

Flip through the guide and you'll see quotes from industry giants like Steve Roth saying, "Bob Knakal is the best at what he does." Or Robert Lobel calling me "the king of land sales." That kind of validation builds trust faster than any pitch. Those endorsements carry weight. Not because you're saying you're good. Because they are.

Don't underestimate the power of your reputation. Let others speak on your behalf. But first, you have to ask.

#WhatWouldBKDo #BobKnakal #BKREA

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Bob Knakal shares why he's endlessly fascinated by persuasion, psychology, human behavior, and selling — the foundational elements behind every great dealmaker. Understanding why people do what they do gives you a powerful edge in business and in relationships.

He also points viewers to BobKnakal.com, where he keeps a curated reading list filled with influential books. From Jim Collins' Good to Great to the transformative work of Dr. Benjamin Hardy and Dan Sullivan, plus classics like Bill Ury's The Power of a Positive No and Keith Ferrazzi's Never Eat Alone — these resources shape how Bob thinks, operates, and leads.

If you want to sharpen your persuasion skills or better understand human behavior, Bob's reading list is the perfect starting point.

#BobKnakal
#PersuasionSkills
#HumanBehavior
#NeverStopLearning
#BrokerLife

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Yes, the newsletter really did go out every quarter, reaching over 320,000 at its peak!!

I have mentioned in the past that our Building Sales Journal Newsletters were used as quarterly supplements in addition to the various capabilities books we were using. The newsletters were a key tool in Massey Knakal's market presence campaign.

The newsletter started as a simple four-page publication that contained information on transactions we had closed, market trends, sales statistics, and other information that we felt clients would find of interest and of value.

As the company grew, we began to profile teammates in the newsletter and put in many photos from our various events. They included company bowling events, summer picnics, movie nights, holiday parties, and other social events that featured all of our people and humanized the company to our clients.

Faces were matched with names, people became familiar, and the close bonds that we had became very apparent to our clients and our potential clients. When we told clients that we worked "together," they could see it wasn't just talk.

That 4-page newsletter grew to 32 pages at its peak, and the circulation grew to over 320,000 every quarter. Those newsletters haven't been published for over 10 years, and clients still speak about them.

These marketing pieces were great in terms of conveying what the company could do, how we did it, and who we really were. As good as these pieces were, their impact was amplified due to the regular nature of their publication – every quarter for 26 years without missing a quarter. That was a key.

Hope you enjoy the video about our Building Sales Journals!

#throwbackthursday #marketingpresence #nycrealestate

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One of my favorite quotes comes from Abe Lincoln:

"Discipline is choosing between what you want now and what you want most."

Long-term success requires consistency and that discipline isn't something you're born with, it's a choice.

If you want to reach a certain status in the real estate world, you have to commit to the habits, actions, and repetitions that move you toward that vision. Day after day. Deal after deal. Decision after decision.

Discipline is the bridge between desire and achievement and you have choose what you want most.

#WednesdayWisdom #RealEstateMindset #BKREA

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At 62, I'm starting over, and loving every minute of it.

Launching BK Real Estate Advisors has the same rush I felt early in my career. The win after a great transaction still hits like a game-winning score.

New city policies are leveling the playing field, opportunity is everywhere, and my energy for this business hasn't slowed down one bit.

It feels like day one again, and that's exactly where I want to be.

Watch the full video on YouTube.


#CommercialRealEstate #CRE #RealEstateCareer

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You don't sell when it feels right. You sell when the market is right and you plan years in advance.

In 2014, 5,534 buildings sold in NYC, it was a record-breaking year. It was also the year Paul J. Massey and I sold Massey Knakal for $100 Million.

But here's the part most people don't know… we made that decision in 2007. Back then, we looked ahead and said, "Let's aim for 2014, if the market doesn't suck."

Why 2014?

Because we anticipated something that few founders think about early:

When you sell your company, you're likely going to be asked to stay on, often for five years. And if that's the case, how old do you want to be when you start that clock?

Paul was turning 55 in 2015. We thought, "Who's going to believe we'll be more productive at 65 than we would be at 90?"

So we watched. We prepared. And when the beginning of 2014 came around, the market was red hot and we were ready.

We hired an investment bank. We had a process. We had options. We had leverage. And we got it done.

You don't make exit decisions based on this quarter. You make them based on where you want to be, personally, professionally, and strategically, years from now.

Think further out. Play the long game. That's where real success lives.

#KnakalKnuggets #StrategicThinking #MasseyKnakal

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960,000 pages of proof. $1.7B closed. $3.8B teed up. Let's go!

Last year, we sold 43 buildings totaling just under $1.8 billion in volume. A solid finish to a year that was about planting seeds, building systems, and staying relentlessly consistent.

This year? We're kicking it off with 73 exclusives representing $3.8 billion in potential deals.

The machine is running. Everyone at BKREA has their KPIs and objectives mapped out. Call sheets are prepped. Meetings scheduled.

And yes, we're even sending out 960,000 pages of actionable insight through our new book, "The Ultimate Guide to Selling a Development Site for the Highest Possible Price."

But here's what I'm most excited about:

Not the volume. Not the pipeline.
The systems.
Because it's one thing to do deals.

It's another to build something that makes doing great work inevitable.

To everyone out there: Make those Sunday calls. Send the follow-ups. Stick to the plan.

And let's make 2026 the harvest year we've been working toward.

If you, or someone you know, is thinking of selling development property in NYC this year, let's talk.

#NYCRealEstate #KnakalKnuggets #BKREA

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