Russ Duncan

Russ Duncan

Russ is Apto's Customer Evangelist and helps drive product direction through customer discovery, consulting, research and advocacy. Russ is a CRE Tech industry veteran and has held several positions at Digital Map Products including Product Manager, Customer Success Manager, & Solution Engineer. He's a serial observationalist interested in understanding the built and natural environments, systems of engagement and movement of information; and moreover how people use and interact with them.

Recent Posts by Russ Duncan:

6 cool CRE mapping tools to try today

Maps are a commercial real estate brokers secret weapon.

They don’t just communicate location. They can show spatial relativity, economic trends, the movement of people, environmental phenomenon, and so much more. Isn’t that something you think your clients and prospects would like to see the next time you’re giving a presentation or pitch?

Topics: Best Practices

Meet the new and improved Apto

With a brand-new, completely reimagined user experience, Apto is more powerful and easier to use than ever.

That means you get a better way to visualize your business. With a streamlined workflow dedicated to your process as a commercial real estate broker, you’ll be more efficient, make more money, and leave work early every day.

Ok, maybe not every day, but we do think you'll love what the new and improved Apto can do for you. Here’s a preview.

Topics: Company Updates

12 questions to ask when a prospect turns down your business

I already have offers. Your fees are too high. I’m going to wait for the market.

Sound familiar? When you’re talking to a prospect and trying to establish a relationship, there are a number of common excuses you’ll hear for why they don’t need you.

Topics: Best Practices

[Video] Broker best practices for marketing and showings

Market the deal you've won with the database you already have. Russ Duncan, Customer Evangelist, explains how to increase your chance of success by starting with a qualified list of potential buyers or tenants.

Topics: Best Practices

[Video] Broker best practices for the first meeting with a prospect

When you’re meeting with a new prospective client, you need to focus on building momentum. The first meeting is all about discovery: find out where your prospect is in the process and what their needs are, what opportunities may exist, demonstrate your knowledge of the market, and establish next steps to keep momentum going.

Russ Duncan, Customer Evangelist, explains how you can listen and record every touch point to deliver value in the future and keep the deal moving.

Topics: Best Practices

Why you shouldn’t compromise on comps

If you’re relying on third parties for comps, you’re doing it wrong.

Comparables sales, leases and properties are an essential part of the commercial real estate business. From valuations in investment sales, rental rate negotiation in tenant representation, and competitive positioning in landlord representation, building and maintaining a comp database can put you a step ahead of the average broker.

Watch the video to learn how you can build and use a robust comp database to demonstrate your expertise to prospects and clients.

Topics: Best Practices

[Video] How well do you understand your prospects?

When it’s time to make a pitch to a prospective client, you need to know both that client and the property inside and out. It’s your biggest opportunity to set yourself apart and win their business—and the right technology can help ensure this happens.

Russ Duncan, Customer Evangelist, explains how in the next installment from our video series on best practices for operating a commercial real estate brokerage.

Topics: Best Practices

New video: A better way to prospect

Earlier this year we released the Best Practices Library, designed to be your go-to resource for all things commercial real estate strategy. Each article outlined specific tactics to run your brokerage more efficiently—ways to track prospecting conversions, how to give a property tour, etc—as well as the technological know-how to make it happen. We talk about Apto of course, but the principles can be applied to any CRM. 

Topics: Best Practices Efficiency

The SoHo effect and the importance of market expertise

I work in LoDo. It’s southwest of RiNo and due south of LoHi. I live in NoMoSoMLK (which I just made up). It’s all in Colorado. You know, where South Park is located. Home of The Lofts and Residences of SoDoSoPa.

These are what Roman Mars and the crew at 99% Invisible call “acronames.” Search American cities from coast to coast and you’ll likely come across one or two of these neighborhoods. While many older cities still preserve traditional names (like River North and Wicker Park in Chicago, where I grew up), the trend got its start in the Big Apple. That’s right, SoHo in New York City.

Topics: Best Practices

The secret to negotiating better terms in a formal rep agreement

Let’s say it’s time to craft a formal representation agreement. Congratulations! You’ve done a ton of work to get to this point. Now comes the fun partnegotiating terms of the contract.

There are many things to work through when figuring out what works best for you and your client. From exclusivity and terms to fees, cancellation rights and dual representation, it can be a headache to keep track of everything and get on the same page with your client.

The key? Track everything in a centralized database. Here’s why.

Topics: Best Practices