Breneman Blueprint: Real Estate and Entrepreneurship Podcast · Drew Breneman

Joe Smazal – Sales Expert & Multifamily Broker with $500M Sold

·1 hr 12 min·2 clips

Joe Smazel started with no connections, no suit, and no plan—then figured out the only thing that matters: proving yourself through work.

This episode features host Drew Breneman and guest Joe Smazal, a top multifamily broker in Chicago with over $500 million in career sales. Breneman revisits his first long-form interview with Smazal to explore the strategies behind his success. The conversation provides actionable advice for both brokers and real estate investors. Smazal began his career in medical sales before transitioning to real estate brokerage during the 2011 market. His first deal was a nine-unit building in Belmont Cragin, sold to a buyer he cold-called. He emphasizes that his business is a "listings business," focusing on controlling inventory rather than chasing buyers. To build trust, he advises buyers to be transparent about their acquisition criteria and provide specific feedback on deals. A key insight is that honesty is the foundation for earning a broker's trust and gaining access to off-market opportunities. Smazal notes the market is now more competitive, with brokers facing hundreds of daily emails, making genuine phone calls more valuable. He shares that early in his career, his goal was to make 50 new contacts and set one meeting per day. He believes activity compounds and that focusing on listing inventory creates a sustainable business model. The tone is conversational and educational, blending personal anecdotes with practical, tactical advice. Listeners get a candid look at the grind and mindset required to build a top-tier brokerage. This episode is ideal for new brokers seeking a proven blueprint and for active investors who want to understand how to build better relationships with brokers. Those looking for quick tips or market speculation might find the detailed, foundational focus less engaging.

As heard by us

Clear acquisition criteria and honest feedback make broker calls more productive.

The piece keeps the focus on what buyers can actually do: be plain about what they want, state acquisition criteria clearly, and give direct feedback about what worked and what did not. That makes the broker relationship feel practical rather than polished for its own sake.

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Why you'd press play

Learn how to show up like a serious buyer from the first call.

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